Category Archives: Management

Managing Young Talent, a Footballing Tale

At a recent HR event we got talking with Sir Cary Cooper about work, about millennials, and about football.  He’s a passionate Manchester City fan, and had just seen his team progress in the Champions League, but he was also keen to talk to us about Leicester City’s remarkable season (which has kept on being remarkable). The comparison in question was… Read More »

High Ownership v Low Ownership in Selling

Question : Why Did You Fail To Win The Business? [geoads] Low Ownership Answers High Ownership Answers They preferred the other product/service. I did not gain effective entry into the sales process, nor meet enough of the key players. We appear to have lost it on price – we’re tooExpensive.. I did not really sell the solution… Read More »

The Coaching Relationship

The relationship between the coach and the coachee is extremely important and can affect learning in a constructive or destructive way.  There needs to be rapport, trust and agreement as the foundation to the relationship. As you identify the individual learning needs, it is also an important time to get to know them.  Notice how quickly they… Read More »

Football Sales Management

It’s about scoring more goals that the other team – the ‘stating the obvious’ school of sales management Imagine if football managers’ greatest insight in their team talks was to simply exhort their teams to win more. They have a very good answer to the follow up question – how? By scoring more goals!  OK… Read More »

Christmas Business Reading List

Christmas is a good time to sit back, reflect, and enjoy a good book.  If you’d like some suggested reading for your Christmas break, here’s part two of our tiny list.  Part one covered sporting books with a business twist.  Part two is sport-free. It’s great to be right, but people rarely know when they’re right, or… Read More »

How A Complex City Gets Built

Detroit started life as a fur trapping town on the edge of the river on the Great Lakes.  Farms grew up around it, so when more people came to live there expansion along old trading routes wasn’t always easy.  This delightful old film explains the mess of roads in the city as city planners fought with land owners to… Read More »

Why Focus Is Important

Creativity gets a bad name because creative thinkers tend to provide good ideas on all problems except the ones they have actually been asked to think about.  This happens for two reasons: The idea that simply messing about will hopefully produce a new idea Focus is insufficiently emphasised Focus Is One Of Three Disciplines Discipline… Read More »

Hiring Like a Human

As the labour market picks up we’re increasingly hearing from our customers that it’s getting harder to recruit the right kind of people for their business.  In the UK this is especially true of engineers, scientists and technically qualified people.  There’s too few to go around and those who are doing a great job are rarely… Read More »

Running a Creativity Session

 Outline Process Focus: Always set up a creative session using focus – with what do we want to end up at the completion of our thinking There are two approaches to focus: Purpose Focus – has a specific end purpose g. how can we improve something, how can we speed something up etc. Area Focus –… Read More »