May 21, 2020 | Uncategorized
Winning new clients is a long old game, so I’ll cut to the chase. Chances are it’s Experiential, with a big dollop of Insight, although some elements of all are involved. Let’s take a canter through each. Relationship selling was how it used to be done. You got...
May 15, 2020 | Uncategorized
On the face of it, there are huge similarities between significant business documents – Board submissions, say – and new business proposals. The former provides relevant information in a clear and persuasive manner, so the latter is surely the same, but...
Aug 14, 2019 | Uncategorized
I, together with some stellar colleagues, ran a business that enjoyed 13 years of unbroken growth. But no one defies gravity forever and even the best-run businesses will face a downturn, eventually. So come a downturn, what should you do, and when should you do it?...
Feb 6, 2019 | Uncategorized
In the sidelines of a recent, excellent ICSA panel discussion, the question arose “when does an company become too complex”? As the meeting concerned the role of activist shareholders, the first response was “when it starts to erode shareholder value”. The second...
Nov 5, 2018 | Board Papers
Board papers can be lengthy and complex, and this is particularly true for highly regulated sectors – financial and health, for example. But no matter how challenging the papers’ subjects may be – stochastic modelling of early pension redemptions, anyone?...