by Kylie Brown | Jan 11, 2018 | Case Study
Scenario You’ve probably heard the term BAFO – Best and Final Offer. In Defence, it’s known as RFCP (Request for Final Committed Proposal) and sometimes ODIA (Offer Definition and Improvement Activity). Whatever it’s called, it’s fair to say that it’s a high-stakes...
by Leann Webb | Jan 10, 2018 | Driving Sales, Strategy
The other day, a new client was speaking with me about their struggle to convert sales. Their company has a fantastic product with extraordinary proven results, but their prospects don’t seem to ‘get it’ enough to go through with a purchase. The more...
by Leann Webb | Jan 8, 2018 | Book Reviews
“Ikigai: The Japanese Secret to a Long and Happy Life” by Héctor García and Francesc Miralles published in 2017 by Portfolio Books This book was not what I was expecting. Ikigai is a Japanese concept that describes a person’s purpose – what a French...
by Leann Webb | Jan 2, 2018 | Case Study
Scenario We are often engaged by businesses when they need to tackle a ‘must win’ tender. Sometimes it is a fabulous opportunity that they don’t want to go to a competitor, sometimes it is a business-defining contract that can take them to another...
by Kylie Brown | Jan 2, 2018 | Strategy, Tendering
Everyone knows that ‘imitation is the sincerest form of flattery’. Imitation, or mirroring, is a social and psychological phenomenon that speaks volumes about people, emotions and relationships. When a person is comfortable in a conversation, when they trust the other...
