![Negotiating: Have you missed the bus? [Identify Business Priorities]](https://images.squarespace-cdn.com/content/v1/5385613ee4b0883f7108f96f/1489620874320-KJVCI5H0FIWGH45C2RK3/someone+running+for+bus+compressed.jpg)
When consulting on the toughest negotiations, we often see our client has missed the bus. Have you missed the bus: do you know the other parties’ problems and business priorities? ...
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In the health industry (medical products and pharmaceutical) we see procurement continuing to put pressure on prices. Why? ...
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As customers are becoming more sophisticated in their buying strategies, so sales and key account management teams need to be ...
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In business there is a constant tension between managing risk and capitalising on opportunities. SAM is a critical element for doing both...
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Not long after publishing the last Blog, Flatlining: Senior managers does your presentation have a heartbeat? my phone rang. Jo Madden, HR Manager from one of our best customers was on the line. “In presentations, another way to look at adding emotion to logic, is to adding right-brain thinking to left-brain thinking”, said Jo. That was another interesting perspective on Flatlining...
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Senior managers often ask us to review critical presentations. These presentations may be critical because of who they are being presented to: directors, head office, best customers or important prospects. Or presentations may be critical because of what is being presented: winning the sales is budget-critical or convincing the audience is career-critical...
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The business world today is changing and changing fast. Are you aware of all the changes that could affect the future of your business, both within your industry and beyond?
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Did you know the unit price of a product or service may only account for about 10% of the total costs. To reduce the remaining 90% you need to ...
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In business, with your customers, how do you pick winners? By winners we mean profitable and loyal customers. Similar to horse racing don’t listen to what customers say, you win by watching ...
Read More![How not to run a two day strategy session [Boring your people to Death by PowerPoint]](https://images.squarespace-cdn.com/content/v1/5385613ee4b0883f7108f96f/1405492247427-Z48SK1IBSJGCLTP5N6X3/image-asset.jpeg)
An envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...
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Are you interested in improving your Strategic Account Management?
Yes, you are interested in Strategic Account Management. So, then you start to browse the internet and ...
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Are you facing some of your toughest negotiations? Are you constantly being asked to drop your prices? Are you finding it ever more difficult to get past “No”?
In business, if at the first no from a customer we drop our price then ...
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In many of today’s markets growth is becoming slower. In slow growth markets competitors need to steal a market share from you. The first place they will look is your Strategic Customers. How well are you managing your ...
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Do you need to unlock your creative potential?
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During one session with a client, on a flip chart we summarized the pressures acting on their buyer:
- More Results
- Less Time
- More Problems
Given these three pressures— more results, less time and more problems— our client must ...
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Do you have a problem that seems impossible to solve? One reason could be ...
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In business, the chains that stop us solving impossible problems are ...
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The last question Gary Hamel asked in his short 9-minute video was: Do you feel personally responsible for innovation? This raises many issues. In another post, I will discuss accountability and measures. This post discusses how to get your staff to buy in to ideas for innovation.
A simplistic way to look at people and innovation is ...
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How long before they could create a prototype? This question highlights the critical issue of ...
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Management guru, Professor Gary Hamel has produced this short 9-minute video: Are you really serious about innovation. Training everybody in Innovation is pouring money down ...
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