News and Reflections
The Buying Journey is changing
While we need to keep our sales process visible, the danger is we focus too much on OUR process. What have we forgotten? As much as we have a sales process, our prospective customers have their own journey.
With COVID this journey for many businesses is changing; it was already and COVID has just accelerated this. What that means is the human interaction is later in the journey and B2B marketing is even more critical
Backing winners - the tell-tale signs
The End of broad based business support is in sight and 2021 looks like it will be a bumpy ride. A year of paradoxes. We will see strong economic growth; at the same time we will see significant business failures and restructuring.
Time to stop supporting all businesses and time to back the winners.
This articles describes what to really look for to identify winners.
A Joined-Up transition to the "other side"
A leaders approach to reaching the other side.
Four simple steps and some links to useful material to support your approach
Ensure a clear Mindset
Establish a Vision for the whole Sector
Identify the role your company will play
Create a truly Agile decision making organisation
Marketing - the #1 Focus for business leaders over the next six months
You and your team have performed exceptionally well over the last few months. The results speak for themselves.
But its not over yet. Welcome to the Phoney War. This article helps you refocus your business on the immediate and longer term priorities and where you as the business leader need to lend your weight.
Going 100% Virtual in 14 Days
From 100% Face to Face to 100% Virtual in 2 weeks. How a 60 year old organisation pivoted to respond to the greatest challenge facing business leaders, ever.
Crafting your Refinancing Story
While politicians have spent the time prioritising job security, without adequate financial resources there will be no jobs to return to. Handouts and tax holidays go only so far. Business leaders have to be proactive and backable. Use the Hero’s journey concept as the basis of your plan
COVID-19 and the Stockdale Paradox
Jim Collins calls it the Stockdale Paradox, after Admiral James Stockdale, a survivor as a Vietnam prisoner of war. The concept is that you must not confuse faith that you will prevail in the end, which you can never afford to lose, with the discipline to confront the most brutal facts of your current reality, whatever they might be. Just focusing on “survival” is not enough but blind optimism is fatal.
Are You Joined-Up?
Introducing the Joined-Up® Model.
Helping an executive team to talk about the right things, at the right time, with the right people taking ownership, needs simple tools and a framework that just makes sense. Here we introduce the Joined-Up® Diagnostic for you to try for yourself.
Strategic Roadmaps for Boards
These questions are a common theme throughout the Board Strategy Meetings I have facilitated over the last three years; here is how your organisation’s board can find the answers.
Success for TEC in Queensland at the 2018 Conference & Awards
I am proud of both my TEC and KEY groups, which received awards at the 2018 TEC Chair Conference and Awards earlier in the year.
The Five Contradictions in Budgeting
I don't think there's any process in organisations that wastes such a large amount of effort and time for little use as the budgeting process. Here is what is being done and what should be done by organisations to actually generate results…
Speakers you don’t want to miss in 2018
This year I am privileged to facilitate a range of events for business leaders. Here are some of the speakers who will be presenting at these events and information on why you should consider attending…