by Nick Anderson | May 3, 2021 | Alignment, Focusing Change To Win, Negotiating, Sales Effectiveness
Rackham & Carlisle’s research on the differences between successful negotiators vs. their average counterparts was illuminating. It had an impact as very few studies have investigated what actually goes on face-to-face during a negotiation, mainly because: Real...
by Nick Anderson | Jan 26, 2012 | Change Management, Leadership, Seminars & Webinars
Introduction Getting people focused and committed on implementing a strategy has never been more difficult as von Moltke said: Strategic plans do not survive first contact with the enemy, and hence must be always open to revision. In today’s competitive...
by Nick Anderson | Nov 4, 2011 | Sales Effectiveness
Introduction A key finding of our research in a large mortgage loan client (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers recognized only half of...
by Nick Anderson | Oct 23, 2011 | Coaching & Development, Sales Effectiveness
INTRODUCTION People problems are very varied; they can also be complex. There is no all-embracing theory for understanding them and no magical formulas guaranteed to solve them. The problem-solver, where people problems are concerned, must be an experimenter. ...
by Nick Anderson | Jan 16, 2011 | Project Management
Listen to the Radio Show of this Blog This month I continue to look at different industries that have difficulty in implementing successful change. Last month we looked at the problems cutting red tape in local government, this month we look at large Oilsands...