Lo scopo di questi articoli é quello di stimolare riflessioni e approfondire la vostra comprensione di particolari eventi o argomenti commerciali. Sono redatti in inglese, ma mi auguro che li troviate interessanti.

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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“Beyond the numbers: How the human element in negotiation can make or break the deal” – People don’t do business with companies, but with people. The human factor in business and the importance of EQ

Background 2014 almost saw the merger which would have created the biggest advertising group in the world, between advertising giants Omnicom and Publicis. The merger was unveiled in July 2013 with a champagne toast and warm embraces by the two chairmen on Publicis’s...

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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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“Joint Business Planning?” – Joint business planning is still necessary, although possibly in a different format. How to get the best out of this process and overcome some of its pitfalls

Although Joint Business Planning in its purest form seems to have gone out of fashion in some quarters, the need for suppliers and retailers to develop joint plans remains, and as a topic it continues to be one of the most challenging for both sides of the fence. The...

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