Yes, salespeople are notorious for not being natural negotiators. Happier to give the shop away to quicken or avoid any relationship-straining haggle rather than buckle down into a serious hard-nosed deliberation over the basis of future client-supplier relationship. Another sales negotiation tidbit picked up lately reminded me of one of

Zero-based budgeting (ZBB) is a system that requires managers to justify all expenses afresh with each new year. I first encountered this in the mid-Noughties with a client suddenly swamped with execs from their Dutch parent. It wasn’t so much that the discipline was a complete mystery to the

The desire to have better meetings is currently all the rage. How do you start a key meeting? One where a decision must be made. Here’s a terrific paragraph from a recent book review. (A Tale of Two Tyrants, subscription req’d [https://www.telegraph.co.uk/books/what-to-read/

From a grey Autumn day in Britain’s second-city, Birmingham. A ‘parklet’. A hospitality venue, in this case hotel bar, is allowed to make a covid-compliant outside seating area where once parking bays lay and maximise patron numbers. This sector maybe more than most starkly split between those innovating and