Challenge and collaboration go hand in hand, but which behaviours help to build a collaborative climate and also enable you to challenge successfully?
Insights into behavioural strategies that Huthwaite research has revealed over the years, to be important when it comes to having productive conversations that challenge in a collaborative way.
According to the Oxford Dictionary a value proposition is: “(in marketing) An innovation, service, or feature intended to make a company or product attractive to customers.” In its simplest and broadest form, that’s exactly what it is. Whether you sell products or services, you want them to stand out to your prospects and ideally [...]
In a recent research survey amongst procurement professionals, on behalf of the Management Consultancy Association’s Consultancy Buyers Forum, I got quite a strong reaction to the question: How do you challenge the business? The overwhelming response was one of: challenge is not something that we do, or if we do, we would call it [...]
Peter Kraljic’s Product Purchasing Classification Matrix has been used by procurement professionals for more than three decades. It enables buyers to classify goods and services that the company purchases and devise strategies according to the classifications (see box). However, a recent article, The Reinvention of Procurement by Jonathan Hughes and Danny Ertel, published by [...]
Peter Kraljic’s Product Purchasing Classification Matrix has been used by procurement professionals for more than three decades. It enables buyers to classify goods and services that the company purchases and devise strategies according to the classifications (see box). In the previous blog I looked at how behaviours that procurement professionals use in negotiating with [...]
When the world was young, most people (except for mythological explorers or itinerant tribes) tended to stay relatively close to home. Then we started complicating things by inventing ways of moving that were quicker than our feet or our horses and so we developed the need to go further, faster and more often. Anyone [...]
It’s an age-old challenge; how do you get somebody or something to do something that you want them to do? Much research has been done into what motivates people, or even horses, to behave the way they do, in order to understand how to facilitate behaviour change.In my search to find models of motivation [...]
As we load up the hand cart and set off for an unknown destination, it can’t have escaped anyone’s attention that we are in a world where expertise is little valued. When senior politicians announce that “we have had enough of experts” we can be sure the stock of experience, knowledge and insight which [...]
I’ve met a fair few coaches in my time and most of them, like a lot of consultants, do not relish the idea of selling their services. I actually think that this may be more to do with an inability to articulate the real value of coaching to a potential customer than a lack [...]