Technology, automation and increased competition mean the billable hour is on borrowed time. Firms know it and so do their clients. Focus instead has...Read more about Time’s up for the billable hour: Focusing on value is now the only option
Points of View
The ‘Enquiry Strategy Remote Control’ for Consultants
In a previous Point of View article, we wrote about the consultant’s Achilles heel – saying “I understand” too quickly. We described how, when...Read more about The ‘Enquiry Strategy Remote Control’ for Consultants
Why this business parable is as relevant for consultants today as ever before You’ve probably heard the well-known business parable about a broken engine,...Read more about Rethinking the parable of the old man, the hammer and the broken engine
People are resistant to change. The UK General Election has categorically proved this point. Using the General Election 2015 as a case study, this article...Read more about Why we resist change and the implications on your firm’s behaviour
Points of View
Request for Proposal – 10 tips to maximise success when the odds are stacked against you
In today’s competitive market, there are many reasons why professional services firms might choose not to respond to a Request for Proposal (RFP). They...Read more about Request for Proposal – 10 tips to maximise success when the odds are stacked against you
Points of View
Be honest. Would you buy from you?
The traditional sales model suggests that you identify your target customer’s needs, you judge your capability to deliver against these needs and then you...Read more about Be honest. Would you buy from you?
Points of View
How Manchester City won the Premiership in 2012
Before we start, I have to declare an interest, nay possible bias even. As a lifetime QPR supporter, this has probably been one of...Read more about How Manchester City won the Premiership in 2012
Points of View
What is leadership?
The leader has an orientation toward change and a bias for action – she must focus, motivate, organise and activate followers to achieve singleness...Read more about What is leadership?
