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.
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...leggi tutto
You are in the process of buying a house. You’ve viewed the house three times. You like it, it’s what you’ve been looking for. Now the negotiation begins. You don’t want to pay the asking price. There’s always a better price on the table… You’ve tried to find out as...leggi tutto
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...leggi tutto
“Does your conversation extend beyond Wants?” – How to take your business relationship to the next level
Account managers and buyers tell us that there are three types of people they deal with when it comes to “partnership”: Those who talk about partnership, but don’t actually practise it; Those who neither talk about it, nor practise it; Those who do it! I am not going...leggi tutto
“How can I optimise the relationship with my suppliers?” – Are “traditional buying competences” sufficient for today’s buyer?
As a buyer I can recall thinking that, of course I was getting the best out of my suppliers – I demanded, they delivered... It wasn’t until moving into account management, that I began to wonder how effective my previous tactics really had been, and whether I had...leggi tutto
“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...leggi tutto
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...leggi tutto
“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...leggi tutto
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,...leggi tutto