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How much do you think they will pay>

July 8, 2019

Having grown up in a sales world where the emphasis on achieving targets created so much lose-win and win-lose thinking one of the most emotionally charged questions an Account Team ever discusses was: How much do you think they will pay? Often this is a discussion that happens way down the track towards submitting a proposal. Why? Simply, because nobody has worked out with the Client what the value is the project might create or what a reasonable return or value should be to the Vendor. So...

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Character within Mutual Value

July 8, 2019

Character within Mutual Value
Clients are increasingly sensitive to the attempts to manipulate them, and the focus of most of their suppliers on selling whatever service they have, whether or not it truly meets their need. They are placing their assessment of suppliers character high on their criteria. What exactly can we do to develop a character and to exhibit it?
The character elements consistent with mutual value are Intent – a demonstrable and consistent commitment to seeking success for...

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Courage as a way to deliver Mutual Value

July 8, 2019

Courage as a driver of Mutual Value

Conviction that mutual value is a more powerful commercial model, empowers us and lends us courage to deal with situations differently When I talk about courage in this context it has a special meaning. I can perhaps illustrate it in the following bullets
· Not just accepting a short-term win with somebody, without checking that it has a long term benefit or that there is a better alternative
· Testing somebody’s thinking about a suggestion, even when that...

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A new service helps you have bigger, better conversations with key accounts

March 26, 2019

By Kevin Vaughan-Smith, MD of Haylin Associates and Stuart Maister, Chief Storyteller, Strategic Narrative.
Over the years many clients have told us the same thing: we struggle to move away from a transactional relationship with our key accounts. We end up bidding for projects, competing on price, struggling to differentiate.
We’re launching a new programme to help tackle this. Read on to find out more.
Clients say: we would love to be seen as true partners, trusted and consulted as part of a...

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So You See Things Differently To Me?

March 11, 2019

One of the most insightful books I ever read was Stephen R Covey's "The Third Alternative" In it Stephen points out how so much our scripting in life comes from a two alternative paradigm. You win, I lose, I'm right, you're wrong, my point of view is right, yours wrong, getting my idea accepted over yours is important to me, Competition not collaboration.
This permeates our life and in many areas shows a tendency to strengthen - look at our political system or that of the US where...

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