The purpose of these articles is to stimulate thought and help you delve deeper into specific subjects and events. We hope you find them helpful.

Whose number shall we talk about?

It’s interesting how the £50bn EU "exit bill" has now become the number which, whether the UK government like it or not, is mentioned, over and over again. Nobody seems to know quite where the number comes from, and it doesn't really matter - it might as well be, to...

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What does it mean to be “Commercial”?

Over the course of my consulting career, I have met many sales and buying managers who possessed some very good technical skills, however what they lacked was a more rounded view of business, and this often held them back from realising their full potential. I call...

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“Should I make the first move?”

As we know, currently there is something of a spat between the House of Lords and the Commons. Last week, the House of Lords voted in favour of unilaterally guaranteeing EU nationals' right to stay in the UK after Brexit. Ministers, on the other hand, maintain that in...

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“Maximising Value in Negotiation”

A speech to Salomon employees by Warren Buffett included the words: “Lose money for the firm, and I will be understanding. Lose a shred of reputation for the firm, and I will be ruthless”. In his famously succinct and incisive way Buffet put his finger on a...

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“Negotiation without Conditionality?”

Would you agree to give something away without being sure of getting something in return? What might it take for you to even consider this idea? In some quarters of the grocery trade, negotiations between suppliers and retailers have changed in the last twelve months,...

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