Managing Director to Managing Director learning

Uncategorised

Three articles on recruitment for Managing Directors finding it a challenge! Not that there’s any easy answers. Most find it a challenge nowadays. Nevertheless these articles might just prompt a useful thought. Which is why I share them! Recruitment Is Changing: Can You Keep Up? Generation Y – Teenagers! Learning Leadership

Read More
Business StrategyOperations & QualityPeople & ManagementStrategy & Leadership

Customers and their procurement advisors don’t deliberately set out to write contradictory, vague or ambiguous instructions and questions in their Pre-qualification Questionnaires (PQQs), Requests for Proposal (RFPs) and Invitations to Tender (ITTs) but you would think so judged on the responses they receive back from bidders. One of the more obvious mistakes that bidders make is failing to ensure that

Read More
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

Read More
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

Read More
Business StrategyMarketingOperations & QualitySalesSales & Marketing

Why do many organisations repeatedly pursue contracts where they have little chance of success? This is a subject which has fascinated me for many years. It is a phenomenon that shows no signs of running out of steam. There are numerous factors which may help to explain the reasons for it, most of them are self-inflicted. In the first chapter

Read More
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

Read More
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

Read More
MarketingSales & Marketing

Many speakers at MD2MD meetings and I suspect most coaches and mentors discuss with their clients how they stand out in a crowded marketplace.  And during the sales and marketing process it’s especially difficult as it can only be about perception at that stage.  Even if the experience you deliver is exceptional potential buyers haven’t yet experienced it so how

Read More
SHARE

Business Leader Development Peer Group