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People & Management

People & ManagementStaff & teams

Relationships are important.  It is a basic human need to perceive an association with others – common denominators, similarities, ‘belonging’ and being part of the gang.  Relationships are the conduit through which connections are made, information flows – and ‘understanding’ prevails.  In fact, the extent to which appropriate information flows freely throughout an organisation is the extent to which nearly

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Business StrategyOperations & QualityPeople & ManagementStrategy & Leadership

I often see tender submissions and proposals which are well constructed and in tune with what the customer is looking for but despite this the bidder can’t back their answers up with evidence of actual achievement. The answers therefore come across as ‘aspirational’. They give the impression that this is what they would like to do rather than what they

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Effective managementLeading behavioursPeople & ManagementStrategy & Leadership

Customers are most interested in how you will add value and reduce risk relative to the price. It is therefore a mistake if the things that are most interesting and beneficial to them are buried in your PQQs, tenders and proposals making it difficult for the customer’s evaluators to find them and award marks. The purpose of a pre-qualification process

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Business StrategyOperations & QualityPeople & ManagementStrategy & Leadership

A scatter-gun approach is ineffective and wasteful. You need to be really focused and realistic so that you invest your time and money on the opportunities where you have the best chance of winning and making a profit! To generate the best results you need to start as early as possible. There is a lot of work to be done

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Business StrategyOperations & QualityPeople & ManagementStrategy & Leadership

One of the most challenging aspects of running your business is ensuring a steady stream of profitable contracts. I’ve put together this SPECIAL REPORT to give you a comprehensive picture of where I believe organisations are going wrong when completing pre-qualification questionnaires, tenders and proposals. I have grouped the 23 biggest mistakes into similar categories; there are nine of these,

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Business StrategyOperations & QualityPeople & ManagementStrategy & Leadership

When you start a business you have a million dreams and a can do attitude. Set backs are just that, and stamina and determination can defy bullshit and commercial fear.  I do wish though, that I had had a small insight into what really matters when you’re leading a business. So after twenty five years, here is my top ten

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Effective managementLeading behavioursPeople & ManagementStrategy & Leadership

Why does my wife say this (headline) to me when I leave the house?  Well, for starters, I promise that her suggestion is not based on a past felonious misdemeanour!  But it is based on something I am likely to do which could upset someone else. Read on for why I will always heed her advice in this regard… I

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Effective managementEntrepreneurial ambition & growth

An interesting article by INC on adolescent businesses includes the following guidance.  I’ve just extracted just a relevant element of the article, so please refer to the full article (linked here) for the full insight. Surviving your company’s adolescence means making some changes. Here’s what you need to know. 1. Recognize that management is a skill Evernote’s Phil Libin observes that, in startups,

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Effective managementEntrepreneurial ambition & growth

As usual this article is to share briefly some valuable thinking to save busy business leaders the task of reading the book themselves, but with the caveat that you’re reading my summary and my interpretation so if you wish to dig deeper please read the original thoughts of Michael Gerber by buying his book ‘The E-Myth Revisited: Why Most Small Businesses

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Effective managementOperations & Quality

In his book The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It (click here to buy a copy) Michael Gerber suggests that to grow a business to maturity requires a Business Development Process – A continuous process focused on building a sustainable business model by combining three key approaches which he defines as Innovation, Quantification and

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