Many organisations, across a variety of sectors, are undertaking the move towards a ‘services’ organisation. We analyse the reasons for and implications of the...Read more about Moving from Products to Services – Why? So What? and How?
There is a well-known affliction in Rugby called “White-line Fever.” It occurs when a player senses glory and finds himself getting so close to...Read more about White-line Fever: The great affliction of professional services firms?
People across the UK will be pleased to find out that rail unions have called off a strike planned for this weekend. Against many...Read more about Managing difficult negotiations – how to develop a negotiation framework
It’s hard to be an England cricket supporter at the moment. After being demolished by arch-rivals Australia in the Ashes series without winning a...Read more about Applying the Analytical Thinking Process – a sporting case study
People are resistant to change. The UK General Election has categorically proved this point. Using the General Election 2015 as a case study, this article...Read more about Why we resist change and the implications on your firm’s behaviour
Points of View
Be honest. Would you buy from you?
The traditional sales model suggests that you identify your target customer’s needs, you judge your capability to deliver against these needs and then you...Read more about Be honest. Would you buy from you?
Points of View
The dilemma of being a principal in consulting
No-one can accuse consultancies of under investing in their staff — the cost of developing a junior consultant to principal level runs into hundreds...Read more about The dilemma of being a principal in consulting
Points of View
How Manchester City won the Premiership in 2012
Before we start, I have to declare an interest, nay possible bias even. As a lifetime QPR supporter, this has probably been one of...Read more about How Manchester City won the Premiership in 2012
For most professionals, the dreaded ‘networking event’ sends shivers down the spine. Why? Because it tends to be a series of contrived encounters where...Read more about Networking and cold calling: touting for business or making a contribution?
