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Buying Facilitation®

What You Need to Know about Systems and How they Affect Change
Monday, 28 Oct, 2019
What You Need to Know about Systems and How they Affect Change

As a Change Facilitator, I often get asked about the

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Do We Really Need Proposals?
Monday, 30 Sep, 2019
Do We Really Need Proposals?

Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a

Collaborative Decision Making for Successful Implementations
Monday, 19 Aug, 2019
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

FACILITATIVE QUESTIONS: Questions that facilitate change
Monday, 24 Jun, 2019
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need.

But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.