Win the RFP by Adding Value
Monday, 6 Jul, 2020
Win the RFP by Adding Value

Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, to create large, glorious presentations to woo and wow prospects as part of their proposal responses. They won 20% of the business. That means some highly paid

The Business of Kindness
Monday, 29 Jun, 2020
The Business of Kindness

I’ve recently heard people discussing ‘kindness’ as a business strategy. I’m so pleased. Kindness – not a

Questioning Questions
Monday, 22 Jun, 2020
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 15 Jun, 2020
We Don’t Know How to Hear Each Other: how biases distort our conversations

As a Buddhist, I don’t understand why anyone would want to take another’s

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years

Trust: what it is, and how to initiate it
Monday, 1 Jun, 2020
Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to