Book review: The seven keys to managing strategic accounts – Sallie Sherman, Joseph Sperry and Samuel Reece

Posted on: June 28, 2013

A while back I blogged about some of the best books on account management but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® – and is based on interviews […]

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Coaching success stories

Posted on: June 24, 2013

I don’t often share my coaching success stories – but recent results have been astonishing. I’ve had to change the details a little to protect confidentiality, but here are a selection: Property director back in the game An MBA qualified director in the property sector had a serious illness which required a break from work. […]

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Strategy basics – Mintzberg

Posted on: April 5, 2013

I’ve written a fair amount about strategy (see the links below) but I thought it might be worth going back to some basics. So here’s some strategy basics –Mintzberg (who I often talk about in training sessions in the context of emergent strategy). In 1987, he  provided five Ps for approaches to strategy: Plan  This […]

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Competitive strategy for business growth: Process, practice and performance

Posted on: March 13, 2013

A recent Open University Business School (OUBS) webinar provided a summary of a January strategy summit. The panel included Peter Wainwright, Professor Thomas Lawton, Jo Salter and Antoine Boatwright (Dell) and included numerous case study video clips. The strategy for positioning for business growth framework comprises three elements: Innovation (product and promise) Internationalise (product and […]

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Seven deadly sins of business plans – and how to fix them

Posted on: January 9, 2013

As a consultant, I spend a fair amount of time reading business plans – sometimes to familiarise myself with the firm I am working with and often to help them deal with a tricky strategic problem. I see many excellent plans – but also a number of shockers. So as we hit January – a […]

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