Whether you are a Star Wars fan or not, Yoda shared some great insights in the Star War movies that will stand the test of time. When it comes to focus his quote is a gem, with persuasion it has 100% applicability to your success – do, or do not.
Read MoreNext time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image. This company will use these images to train Artificial Intelligence to analyse images automatically. How much will you sell them for?
Read MoreWhat does it mean to have courage when you need to deal with tough competitive market conditions and digital disruption affecting your market share?
Read MoreIf I had a dollar for every time a senior manager complained about departments fighting, I would be a Millionaire. It’s rare for departments not to fight. Is all conflict bad?
Read MoreIn these challenging times, if you are looking for ideas to improve your business, then best companies focus on their greatest asset — their most strategically important accounts.
Read MoreEvery year, for every person in Australia the government spends $20,000. Every year, for every person in Australia the government collects income tax of $10,000. Can you picture that?
Read MoreI recently had the pleasure of being on a panel discussion in Australia on the impact of human intelligence (Hi) and artificial intelligence (Ai) and creating a competitive edge by combining both. The main question is always “where do we start”? Start with your strategic goals. Ai and Hi are most successful when you use them to solve a problem or leverage an opportunity. A key message was - technology is an enabler, but success depends on leader’s ability to use technology and people together.
Read MoreImagine in your last meeting your sales manager says, “What do you want to do, increase sales or lower costs?” Well, when you put it like that , you must choose? But do you need to choose? Not always! In general, when asked, do you want me to do X or Y we automatically make a choice. Why?
Read MoreOften when I speak about the power of growth through a company’s major accounts, managers ask what is the secret or short cut to success? My answer disappoints, there is no short cut.
Read MoreAs a lecturer in change management at AGSM, I talk with many professionals from different companies and industries. A few innovative companies are working on improving their customer experience and their employee experience. These innovative companies are introducing artificial intelligence (Ai) and increasing the skills of their people, particularly their social intelligence. These companies are making courageous decisions to invest in a time of uncertainty to create a competitive edge. In an increasingly challenging business environment, sitting back and waiting to see what the future will bring is a very dangerous strategy.
Read More“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.
Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.
Read MoreThe robots are coming for all our jobs! Read newspapers or Google “jobs replaced by robots”. When I Googled “jobs replaced by robots” I got 85 million results and 95 results posted in a month. When I Googled “jobs replaced by AI” I got 12 million results and 183 results posted in a month.
So, are any jobs safe?
Read MoreSome companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”
Read MoreExecutives regularly complain their departments are not working together well. In some large organisations, executives spend most of the time refereeing disputes between departments. Why does this happen?
Read MoreIf your financial year finishes in December, ensure you spend your budget. In most organisations, if you don’t spend it, then you lose it. You lose it, but you still must deliver 2019 results. And 2019 starts in less than 40 days.
Read MoreWe’ve worked with global companies embedding account management frameworks and these companies continue to be successful. What drives that success?
Read MoreIn business today people are so busy and so pushed to deliver results that, with important customers or important family members, they talk more than listen. People will rarely listen to you if they don’t feel that you have listened and understood them. Listening is important.
A few weeks ago with an IT executive, we discussed some implementation challenges with his strategy. When we finished, he said, “Thanks, I enjoyed our meeting, it was just like talking to a rubber plant.”
Read MoreAs shareholders and executives continue to demand growing profits; companies must increase revenue or increase productivity. However, increasing revenue and increasing productivity are getting harder. Can artificial intelligence (Ai) be a way to improve productivity and gain a competitive edge? There are many articles on Ai filled with acronyms or technical terms - machines, algorithms and bots. The robots are coming - are you ready?
Read MoreOver the past 25 years, as I have worked with individuals, teams and companies on how to be persuasive in front of groups to buy your message, I am always asked the quickest way to be successful.
My comment is always the same, have a solid process behind your message and practice, practice, and then more practice.
Read MoreHave you ever needed to change a large group’s thinking or behaviour? A difficult situation, but recent research can help with this. As always, remember to stay ethical, you can use this for good and bad.
How many people in a group do you need to change the minds of others?
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