| Contributors Articles: Currently showing 1 - 14 of 1653 articles (1653 worldwide) |
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Getting inexperienced consultants quickly up to speed and profitable
The financial crisis brought recruitment at many companies to a screeching halt. As the economy begins to pick up, many of us are left without enough young consultants to match the number of experienced senior staff.
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How to understand what the client really wants
There are six reasons for meeting the client before you submit your response.
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How many rabbits are you chasing?
In every economic downturn I've lived through, I've observed the same syndrome in the business development world: a panic-stricken compulsion to bid for every opportunity available.
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12 take-home lessons from 2009
Want to win more business this year? Then don’t make the same mistakes as last year. Apply what I learned and observed in 2009 working with clients on bids, tenders, proposals and funding applications. Here’s a lesson a month.
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7 wily ways to win more tenders
These seven principles are gold dust. I guarantee that if you apply them systematically whenever you tender, you’ll win more contracts.
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How to write compelling executive summaries
Are your executive summaries taut, persuasive and compelling calls to action? Or wordy rambles through your company history and new website?
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The real implications of the Companies Act 2006 on small businesses now that the final implementation has occurred
The Department for Business, Innovation & Skills has commenced post-implementation evaluation of the Act, and is currently surveying a random sample of companies to determine the impact that the Act has had on business. For the moment, an analysis of some of the major reforms will help to provide an indication.
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Why is Toyota failing
Much has been written about Toyota’s production system but very little has been written about the people who make that system work - the line workers and the supervisors.
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The future of mobile telecommunications
New operating strategies for a new world
Ready to make the shift to a world of mass market usage of the mobile Internet, we are ushering in the “mobile lifestyle.” But this world is not tenable with the operating models and business paradigms of today. The race is on to reinvent the mobile operator so that it can serve the new world—and the blueprint is coming into focus.
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The one sales skill you must master
Whatever sales advice you choose to follow (or ignore), I think that the one skill you shouldn’t leave home without is the ability to close the sale.
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11
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Sink or Swim
Consulting services in the decade ahead
The past decade has seen unparallel growth in the consulting sector. Even with consulting revenues dropping in the final 15 months, the overall picture has been one of high demand, strong growth and increasing diversification.
So what does the next decade hold? This article by John Niland predicts increased polarisation of the consulting sector in Europe: with continuing growth for an elite group of well-positioned providers, while the other end of the spectrum is characterised by oversupply, commoditisation and downward pressure on fees.
How will any one firm be impacted? While the answer depends in part on the “consulting toolkit”, the positioning of services is the decisive factor. How tempting are the initial consultations? Does the keep-in-touch system genuinely add value; and what evidence is there for this? How artful are the referral-conversations? Does the firm operate “value-in-advance”? To what extent are they relying on their own prospecting efforts?
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Warning to business owners over missed garden leave clause
Business owners could land themselves in hot water by putting employees on garden leave.
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Toyota off the cliff?: Lessons in leadership
The following is a research paper prepared by Alan Pang, Director of Aon Consulting Global Research Centre, which discusses Toyota's leadership strategies given its recent recalls issue, and lessons in leadership which corporations can benefit from.
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Driving for success: A PLM case study in business change
SAP’s Product Lifecycle Management (PLM) software is designed to help companies manage the complete lifecycle of their product portfolios. This case study tells of a SAP PLM failure turned success at a world famous consumer packaged goods manufacturer. The major lesson learned is to align processes, stakeholders and the PLM solution to the maturity and capability level of the company and its primary business objectives.
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