Exhibitions are a key component in the business development toolkit for many organisations. They also provide an opportunity to put into practice some key...Read more about How to avoid being deselected: Moments of Truth and Chance Encounters
General Election campaigns and gym memberships have a lot in common. When it comes to critical client conversations and understanding how and why clients buy,...Read more about General Elections, Gym Memberships and Critical Client Conversations
Points of View
Request for Proposal – 10 tips to maximise success when the odds are stacked against you
In today’s competitive market, there are many reasons why professional services firms might choose not to respond to a Request for Proposal (RFP). They...Read more about Request for Proposal – 10 tips to maximise success when the odds are stacked against you
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
What is leadership?
The leader has an orientation toward change and a bias for action – she must focus, motivate, organise and activate followers to achieve singleness...Read more about What is leadership?
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?
