Blog

The Power of Intent and Visualisation

March 11, 2019

When you are about to meet a key Client at some crunch point in a pursuit or sales campaign, and you've sat down and thought through all your key messages, and how you would answer critical questions, have you ever had the experience of saying 'I hope they don't ask us......'
....and then you go to the meeting and somehow the question you most feared arising is the one they always ask. What happened? Why did they zero in on the one topic you hoped they wouldn't raise? And why did we do so...

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Why is Your Major Account Strategy Stumbling Along

March 11, 2019

Its strange isn't it. You take some of the biggest Clients you are dealing with, you put your best people on them, you have great products and services that you know they should be buying......and yet all this love and attention seems to result in mediocre growth and often lower margins than your standard accounts.
What's happening - I've heard all sorts of excuses. "The market is really tough - the big boys expect lower prices" "You have to live with their procurement processes - they kill...

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Where to start?

December 10, 2018

This is going to be a continuing journey of development for me but where to start.

 

I have been lucky enough to work with some of the best thinking and apply it in some of the most exciting commercial and professional environments, but it all comes down to one thing - clarity of purpose and building a vision you believe in.

 

So what's my purpose?  I believe that I can help organisations achieve a result by helping identify and implement new and better behaviours that truly engage staff...

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