Megadeals are the holy grail for many organisations. It’s not unusual for 40% of projected revenues to come from just 1% of deals.
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Make learning creative and dynamic in your firm
Top-down formal training methods popular during the 1990s do not equip staff to deal with unpredictability and rapid change.
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Leadership
Should your leaders seek dominance or prestige?
The two key motivations driving people to become leaders are dominance and prestige.
But which trait will work best in your organisation? And do you need someone capable of displaying both?
Here's how to find the leader who best suits your organisation’s culture and goals.
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Management
Make learning creative and dynamic in your firm
Top-down formal training methods popular during the 1990s do not equip staff to deal with unpredictability and rapid change, write John Hagel III and John Seely for Harvard Business Review.
Instead of relying on process manuals to tell staff what to do, empower them to learn on the job, creating knowledge and developing new ways to share it.
Strategy
Seven ways to land the big deal
Megadeals are the holy grail for many organisations. It’s not unusual for 40% of projected revenues to come from just 1% of deals.
Losing one can mean missing revenue targets. But winning one on the wrong terms can destroy value because of bad pricing or terms and conditions.
Here are seven ways to win the right megadeals.
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Innovation
Three steps to find your next big innovation
When you develop new technologies you can never be sure how the market will respond. Yet the future of a given technology is not as unforeseeable as it might seem.
Here's a three-step method to help you anticipate the next development in your industry. This exercise isn’t just for high-tech firms; it’s been used with managers from grocery stores to hospitals.
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Entrepreneurship
Real leaders put creativity centre stage
It’s time to ditch outmoded management models in favour of embracing a leadership style that attracts, retains and encourages creative thinkers.
Exposed to the ever-present risk of digital disruption, organisations need new ideas as never before.
But if modern management is about attracting and retaining clever people, leadership methods must change.
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Marketing
How to win the marketing battle
Marketers must ditch “best practice” and avoid a predictable approach in order to differentiate their brand from the competition, writes Rory Sutherland for Raconteur.
Most businesses love rules. Follow the rules and you’ll be safe.
This might work for the accounts department, argues Sutherland, but marketing is different. Successful marketers do not follow rules.
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