RSSThe Internal Customer: Is It A Sales Job?
Jul 24, 2009 Decisioning & Change Management
What is the difference between selling to an internal customer and selling to an external customer?
Nothing.
At the end of the day, there is the buyer, the seller, and the solution. The influencer, the influenced, and the idea, or request. Regardless of the moving parts, one person wants another person to buy in to something that represents some sort of change.
Whenever we are responsible for having someone else buy in to an idea, change an opinion, help us on a project, we have a sales issue.
But it’s not the sort of sales issue we’re accustomed to. It’s a change management issue: after all, if the Other can’t figure out a way to add our request to their daily activities, their beliefs about their job, their feelings about what is being asked of them, they will do nothing. If we force them to do something they are not internally comfortable with, we’ll have to manage their sabatoge.
Read the rest of this entry »
Tags: Buy-In, buying decisions, customers, management tools, teach
Business Practices for Managers
Jun 10, 2009 Decisioning & Change Management
I recently discovered the site of Good Practice, an Edinburgh-based company that specializes in creating very easy to use material for middle managers. When the CEO Peter Casebow gave me access to the management section of the site, I found it quite easy to use, and with several options to make the material accessible in any way that would work for me. The material was crisp, easy to read and understand, and covered every aspect of management – from simple decision making ideas, to managing people, to learning how to effectively manage your resources – financials, sustainability, process management. It’s kind of a simplified How-To/Hands-On MBA.
Tags: decision making, leadership, management tools, new skills, organizational culture, systems
