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Tag Archives: negotiation
3 essential sales skills
Regularly I find myself on the receiving end of a pitch of some sort, as do all in business. We all buy and sell on a daily basis, and whilst there are easily recognisable and specialised functions that buy and … Continue reading
Posted in Communication, Customers, Sales, Small business
Tagged communication, customer, negotiation, Sales, SME
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Shakespeare invented Twitter!
Willy said many things that have been repeated, and repeated over the years, nuggets of truth that resonate today, may of which have a place in management thinking. “Be great in act, as you are in thought” “In time we … Continue reading
Posted in Communication, Marketing, Social Media
Tagged communication, great management, Marketing, negotiation, Social Media
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Pitching an idea
The most powerful way to get someone to agree with your idea is to ask them the leading question, and have them give you the answer you want. Ronald Regan used this technique a lot. He did not tell the … Continue reading
Posted in Change, Communication, Marketing, Small business
Tagged change management, communication, customer, Marketing, negotiation, Politics, Strategy
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Three steps to agreement
Peoples reaction to a question, choice, or situation is always coloured by their experience, education, background, and a myriad of other qualitative factors. Where there is a divergence of views, it can become heated, as people invest emotionally … Continue reading
Posted in Communication, Governance, Management
Tagged Alliance management, communication, Governance, managing yourself, negotiation
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“Pitching” increases the stakes
Had an interesting debate at a conference a short time ago, something that I think makes a big difference, but is not usually considered, at least in my experience. The debate was the merits of pitching Vs what I call … Continue reading
Posted in Change, Customers, Sales
Tagged category management, customer, negotiation, retailer, Sales, supply chain
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“Generosity” management
For a long time now I have advocated the notion that to get something back, you first need to put something in. Time, effort, knowledge, care, whatever. What you put in is less important that that simple act of being … Continue reading
Posted in Governance, Leadership, Strategy
Tagged Change, collaboration, communication, Entrepreneur, Governance, great management, Leadership, Marketing, negotiation
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Choose your customers
The sorts of customers you have play a significant role in defining who you are. A former client had a customer base that valued the hands on, custom design, and short supply chain they offered on their packaging component items. That … Continue reading
Posted in Change, Customers, Lean, Operations, Sales
Tagged Change, competitive strategy, customer, demand chain, Management, negotiation, performance assessment, Sales
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Socialising sales
A mate recently picked up an great new account, on he had been trying to “crack” for a long time, through a piece of good luck, or good management depending on your perspective. All his product and market knowledge, sales … Continue reading
Negotiating with context and anchoring
We all negotiate every day, from the small mundane things in our lives to once in a decade decisions. Two simple considerations play a key role in the outcome: 1. Controlling the environment in which the negotiation takes place, and … Continue reading
Posted in Collaboration, Operations, Small business
Tagged Alliance management, collaboration, communication, Governance, negotiation, Strategy
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Negotiating with context and anchoring
We all negotiate every day, from the small mundane things in our lives to once in a decade decisions. Two simple tools can greatly influence the outcome: 1. Controlling the environment in which the negotiation takes place, and 2. Constructing … Continue reading
Present or Pitch
Working with a client recently, I realised my language had changed. The word “Pitch” had been substituted for the more usual “Present” as I encouraged them to get out and engage with their markets in a very focused way to … Continue reading
Posted in Communication, Customers, Marketing, Sales
Tagged communication, customer, Marketing, negotiation, Sales
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Negotiation anchoring.
An old mate of mine has only one rule of negotiation “he who mentions price first, loses” Whilst there are other things that contribute to a successful outcome, he is right about the price. Once an expectation of price has … Continue reading
Advertising: cost or investment?.
The costs of advertising only get counted when you do lousy advertising. When you place an ad, and you get a great response, the costs are never considered, but place a lousy ad, getting little response, then the cost is … Continue reading
Posted in Communication, Customers, Marketing, Sales
Tagged communication, Marketing, negotiation, Sales
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Why is Qantas different?
Yesterday’s question time, a childish brawl over who knew what and when about the Qantas decision to ground its aircraft, lock out staff, and leave customers around the world stranded, got me thinking. Not just about the pointless squabbling amongst the … Continue reading
Posted in Management, Operations, Strategy
Tagged change management, Management, negotiation, Operations, Politics
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FMCG duopoly under pressure?
It seems that new ACCC chief Rod Sims is getting serious about the reality of the power of the two major supermarket retailers. At the same time, Andrew Reitzer MD of Metcash is giving the ACCC a headache over his … Continue reading
Posted in Customers, Management, Personal Rant, Small business
Tagged customer, Management, negotiation, retailer, Sales
3 Comments
The most valuable question
Complexity is strangling us, paralysis by analysis has become pretty widespread, and the paradox is that we are all trying to do more with less. In that context, creating an environment where everyone can contribute to the maximum of their … Continue reading
Posted in Collaboration, Leadership, Strategy
Tagged change management, collaboration, communication, Leadership, lean, negotiation
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SME’s take heart!
Ask a SME manager in packaged goods, “would you like a phone call from Woolworths ordering stock of your new product for every store in the country?” and you will most likely get a tear with the nodded head. Enter … Continue reading
Posted in Communication, Customers, Innovation, Small business, Social Media
Tagged Branding, communication, customer, Innovation, Marketing, negotiation, Sales, SME, Social Media
1 Comment
The 7 ways to build collaboration
Sharing “content” is the lifeblood of social media, as well as the older disciplines of collaboration, successful negotiation, leadership, even blue collar engagement on the factory floor. With a bit of tweaking the ideas contained in this post from Social … Continue reading
Posted in Collaboration, Communication, Social Media
Tagged Alliance management, collaboration, communication, negotiation, SME, Social Media
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Heinz a microcosm of Australian FMCG.
The mulitnational Heinz has been in the news a bit recently. First, they announce a restructure, which means closing plants, and consolidating production, in this case to NZ, and to a remaining Australian plant that will get a bit of … Continue reading
Posted in Customers, Management, Marketing, Operations, Small business
Tagged Branding, Management, Marketing, negotiation, retailer, Sales
4 Comments
Patents: Tax or Protection?
I was amazed to realise that the recent dog fight to buy Nortel, was really driven by the patents they had, rather than the value of the operational parts of the business. After an opener bid by Google of $900mill, … Continue reading
Posted in Alliance management, Collaboration, Innovation, Strategy
Tagged Alliance management, change management, collaboration, Innovation, negotiation, Strategy
2 Comments
StrategyAudit 