Books

Where Do I Learn? – Part 2 – Books

Posted Posted in Articles, Mentoring and Training, Methodology, Service Redesign, Startups, Strategy

If I’m driving, I’m listening to podcasts. If I’m travelling by train, then I’m reading. I typically read books that don’t directly relate to my profession, but those that I hope will change my approach to how I work with clients. For every client I go to, I end up mentoring business analysts, business architects, programme manager, project managers and other change programme staff. So I’ve kept a list of references (not just books) on Evernote and I tailor it to the person I’m mentoring at that time. Here’s the list of books that I recommend: 1. Lean 1.1. Womack and Jones: Lean Thinking: Banish Waste and Create Wealth in Your Corporation http://amzn.to/1sCHWwD This is the book I recommend to anyone trying to understand lean for changing services and organisations. However, once you understand, you’ll start applying it to other areas […]

microphone

Where Do I Learn? – Part 1 – Podcasts

Posted 1 CommentPosted in Articles, Innovation, Mentoring and Training

I regularly listen to podcasts. If I’m travelling between clients, I’ll usually be listening to a stream of podcasts. Even when taking a shower or eating breakfast, I can have a podcast playing in the background. I used to listen to a lot of podcasts as I drove between client sites. The podcast format was ideal for the time behind the wheel and expand my thinking for the few hours that I was on the road. So I had a variety of subjects and presenters. Over time, I’ve narrowed the list down to : 1. Podcasts with a focus on sales I’m not from a sales background, although I have worked on bid teams, and pre and post sales teams. Yet I fully believe that a significant part of a consultant’s job, especially those such involved in innovation, business architecture, […]

Shhh!

Is this a bad time to talk?

Posted Posted in Articles, Mentoring and Training, Services, Transformation

There are times to make people feel comfortable, to help them feel that the change is achievable. There are also times when we need to remove that comfort and destabilise temporarily, so that they can work towards a solution. We commonly reintroduce comfort, or better still guide the audience towards discovering the own new level of comfort. On a smaller level, that element of something not being on script can be incredibly useful. Context Think of those situations when someone has spoken out of character for the event. They’ve gone off-script and either talked about something not relevant or worse completely inappropriate for the situation. To borrow an example from the television series Frasier, I remember Martin Crane, the retired police officer, opening up a conversation at a dinner party talking about human entrails when asked about the buffet “Isn’t […]

3 Reasons for Running Sales Campaigns

Posted Posted in Articles, Methodology, Service Redesign, Strategy, Transformation

Context A friend the other day suggested that he drop his prices for a few weeks and I questioned what the rationale was behind the intended price drop. I wanted to check that there was a valid reason and it wasn’t just a knee-jerk reaction that led to the idea of creating sales campaigns. I only know of 3 reasons for sales. I’ll define sales as campaigns based on a short-term price reduction, such as end of season sales, January sales, etc. To be clear, I’m avoiding discounting and similar activities to keep specific customers happy and/or make the sale which I see as a different set of activities. The 3 Reasons for Sales Campaigns 1: Due to Inaccurate Estimates The provider chain (including the parts supplier, manufacturer, distributor and/or retailer and any combination of the above) has inaccurately estimated the amount that customers will […]