Seeing Over the Horizon
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Management

Management, Organisation

A rear view mirror is not enough

Decision makers in businesses on the move must look forward, and financial accounts and other traditional information tools tend to look at history. Useful, perhaps, but not sufficient. It was said that if you were in the same race as Ayrton Senna, your mirrors were vital, because if he was behind you, he was lapping…

Entrepreneurs, Management, Organisation, Strategy

Change before you have to

Management is all about being proactive and avoiding problems, not being good at coping. At the inquest into the London bombings, a security officer said that their workload with terrorists was so big that “…we only had time to deal with the crocodiles nearest the boat”. In fast growth companies, the CEO’s obsession must be…

Management, Organisation

Sales people are pushy and optimistic

It seems to be a common perception in Britain that sales people are pushy and over optimistic. Mind you, it’s also depressingly common in Britain to hear “Sales always march to the right”. These things just might be connected. So what characteristics are important for success in sales? I was sent a link this week…

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