All children are artists They can pick up a pen or a crayon and create. Before you know it they have drawn something beautiful, a flower or a house or a friend. Simple, clear and elegant. Unfortunately they just don’t know when to stop. The colouring in starts, red felt tips, green pencils, blue crayons, […]
Are You a Fairy Princess?
Remember my daughter? She is five, all blonde curly hair, giggles and she thinks she is a fairy princess. This weekend she went to a birthday party. A five-year-old girl’s birthday party. It was a fancy dress party with a fairy princess theme — this is called knowing your audience. The local church hall was […]
Bonus Time
It is the best part of the year. You have been performance managed and appraised. Your year-end rating has been cross calibrated / validated / ranked and stacked. You have emerged from the annual death match unscathed. Your rating has been moderated to allow for business results. Senior managers have assessed “the curve” to check it […]
W.A.I.T.
In his book To Sell is Human Dan Pink puts forward a simple idea. Whatever your walk of life you sell things: My wife sells doing the dishes to me I am selling ideas to you You sell projects to sponsors Every day we try to coax, cajole and convince people to do something for us. […]
Estimates and Anchors
Sometimes you will be asked a question and you won’t know the answer… How many customers will call? How many products will you sell? How much will the project cost? Sometimes you have to start with an estimate. How do we estimate? Let me explain with a question: how many people live in my home […]
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