academy

Here’s something I was reminded of recently from my software days. I think it holds worthy application for any product that leads to a full-on presentation in front of an audience of more than two. It comes from my time creating a need from a standing start. Where a

Reporting back on a new business team’s collective objection handling routines recently, the CEO chipped in with a technique he termed bridging. In one sense it struck me as a modern way of moving on from the feel-felt-found form of words. It stuck in the memory of the Chief

I first came across the concept of Active Listening [http://www.mindtools.com/CommSkll/ActiveListening.htm] back in the mid-90s. A sales manager led training session raised the question of its definition. I stepped up to successfully provide one. To me, it was always about gently summarising what you’d

I recently saw the moving quest of father John Kerr who’s son Paul was killed in 1992 by a drink-drive criminal, seeking to get the hard-hitting graphic adverts on mainland television that in Northern Ireland have apparently saved 15,000 lives. He was off to see the Minister, confident