In a consulting project in Beijing, the head of a global IT firm asked “What was the secret of being a successful negotiator?” In fact as they had global customers, “What was the secret of being a successful global negotiator?”
Read More
Do you need to unlock your creative potential?
Read More
How can you turn Strategic Account Managment into a growth engine for your business? Research has revealed that ...
Read More
What signals are you missing at the negotiation table?
The message for us all in negotiation is the better prepared we are, the more ...
Read More
Have you ever arrived for a negotiation meeting to discover that ...
Read More
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 ...
Read More
One critical aspect of managing accounts more strategically is to retain them by increasing barriers to entry against competitors. However, what companies’ often overlook ...
Read More
I want to use this blog to focus on the part of your negotiation planning when you and your team have to ask this question, “What is the consequence of not reaching an agreement?” I use it when ...
Read More
Do you have a problem that seems impossible to solve? One reason could be ...
Read More
If you want to achieve breakthrough change to grow revenue and profits, why not ...
Read More
In business, the chains that stop us solving impossible problems are ...
Read More
Based on a 2010 study of senior managers from manufacturers, retailers and distributors in Europe and North America, only 15% of organisations measure up when it comes to managing their key accounts in a truly strategic manner. Alarmingly, 65% of companies believe they are managing their key accounts strategically, so ...
Read More
A skilled global negotiator will always connect at an emotional and rational level in the negotiation and will always ...
Read More
For each of the past 10 years, Gordian Business has invited an international speaker to deliver a key message to our top clients.
We wanted to give you advanced notice of an Executive breakfast coming up on March 7 at the MGSM CBD Campus.
Read More
To determine which accounts to manage strategically, companies typically use ...
Read More
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 ...
Read More
Having worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...
Read More
When we start to work with Account Teams, one of the areas we focus on is ...
Read More
How long before they could create a prototype? This question highlights the critical issue of ...
Read More
Like in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
Read More