‘Are you developing the next generation of leaders for the future of your organisation?’ You have your vision sorted, now how do we make it a reality? Recruiting a leader externally has been estimated to cost 5X their starting salary when you take into account recruitment fees, time for interviewing and selection, onboarding and induction… Continue reading Stepping Up
‘Are we there yet?’ Many directors of dynamic companies we meet have ambitions to sell a true solution to their clients, but many are finding that transition hard to make. The days of making serious margin from ‘box-shifting’ are long gone, and everyone wants to move from selling a single product/service to selling a complex… Continue reading The Ten Characteristics of a true Solution selling company
‘Focusing on the neglected rising stars’ Why Account Planning? Most B2B companies we speak to say they get 80% of their income from the top 20% of their accounts. Below that top slice of major accounts is usually a layer of potential ‘rising stars’ – accounts which need a well thought through strategy, some research,… Continue reading Making Account Planning stick
‘Is your company Investor-Ready?’ Most Shareholders/Owners in companies at some point want to realise or enhance their investment, and this often means bringing in investors. For many organisations, bringing investors in for the first time can be a major catalyst for change. The company goes through several stages: Justifying that you are a good business… Continue reading Delivering Shareholder Value
‘Are you working ‘on’ the business, or ‘in’ the business?’ Managing Directors and Chief Executives often tell us they wish their senior managers were more strategic in their thinking. They wish that more ideas came from others rather than always feeling they need to initiate the strategic direction. They want to be able to anticipate… Continue reading The Journey to Strategic Thinking
‘Is a focus on numbers alone enough for real success?’ Sales Management is a vital role in any organisation – do your sales leaders have the necessary tools and infrastructure to ensure success? Sales, unlike most other areas of business, is an environment where results are measurable and easy for all to see. The rewards… Continue reading The Art and Science of Sales Leadership
