Do You Know Your Customer?

Do You Know Your Customer?

In the world of Business-to-Business (B2B) almost every sales process, business process or strategic plan is built on the premise that we know our customer. Of course it makes sense. The more we understand our customers the better we are placed to serve them. To...
How to Present Ideas that Change Minds

How to Present Ideas that Change Minds

In business and in life in general, the ability to move people to your point of view is a rare skill. I’m talking about setting out a better way forward that you passionately believe in, that cuts through bias with impeccable logic but addresses the emotion on...
Why Budgets/AOPs Fail

Why Budgets/AOPs Fail

As we rush towards fall and Q4, every business enters budget season. Large and small businesses alike, we dive deep into the annual ritual of agreeing an operating budget. You’ll see a million blog posts on how to create them. So instead I thought I’d...