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?
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
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
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
