Wherever you are in the world, there are plenty of reasons for customers to either delay buying decisions or focus on solely price when choosing suppliers. In the UK, we have the dreaded Brexit of course, but the world generally is an uncertain place this year! So, not surprisingly there are 2 key questions that […]
View Post Law, Project management, SalesLeading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]
View Post Leadership, Leading Millennial PeopleUnderstanding how to communicate across cultures is an absolutely indispensable skill. Do you work with colleagues and customers from around the world whether face to face, by mail or tele-conferencing? The answer is probably ‘yes’ as more and more of us need to connect and work well with a whole range of people from different […]
View Post Cross-cultural, diversity, global, international teams, LeadershipWhen I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]
View Post Business Development, High margin, Negotiation, SalesBy Ian Hirst, Greenbank Partner Cross Selling is one the major challenges for many organisations, particular professional services firms. It’s difficult, involves partners or salespeople moving outside their comfort zones and above all – it’s risky! However – at a time when the costs of acquiring brand new customers have never been higher, expanding your […]
View Post Cross-selling, SalesThe world of pitching is in many ways imperfect for the simple reason than that the decision to choose one supplier over others is made by humans, affected – often in the moment – by various degrees of rational, technical and emotional pressures. The criteria may include experience from previous relationships or current imposed criteria […]
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