Growing your business? Know how your Customers buy

Growing your business? Know how your Customers buy

At the end of last year I had the opportunity to present a day’s workshop on Advanced Tendering.The cohort of attendances were a terrific group and we spent a good deal of time talking about business capabilities.When businesses think about capabilities they tend to...
Are you playing the game, or changing the game?

Are you playing the game, or changing the game?

I would like to share a quick story with you about winning in tenders and what happens when you get it right. A friend and colleague operates a professional services business. She recently aligned with a small team of similar businesses to form a Consortium. The...
Gaming the System. Are you game?

Gaming the System. Are you game?

Is your business gaming the system? By this I mean, is your business undertaking effort to advantage itself over its competitors, in areas where you compete? I had the experience last week of having my car serviced and being told that my tyres looked like they were in...