Blog
Post Covid-19 contractual disputes looming for construction companies
As I write this in the middle of a UK lockdown, post Covid-19 contractual disputes loom on the horizon for many construction companies.
Programme changes, cancellations and delays will all inevitably lead to contract re-negotiations either with customers or with sub-contractors. Any changes will undoubtedly squeeze traditionally tight percentage margins even more, just at a time when business is slowly getting back on an even keel.
Negotiation : A buyer’s perspective – the interview
Moyra has over thirty years experience of buying having worked with brands such as Bvlgari, Seiko, Martin James, Hermes, Ray Ban and Sainsbury’s and she shared many ‘nuggets’ including:
How buyer’s view risk.
How an agreement is not just about price and margin.
Why suppliers should avoid ‘fluff’.
When suppliers should introduce ‘the financials’.
Selling Skills : Fools force features but buyers buy benefits
In the middle of a sales presentation it's often very easy for your sales team to clumsily manage the difference between a feature and a benefit. A feature is what a product is...an intrinsic characteristic of the product or service. Examples of features are: -Priced...
Negotiation : A Buyer’s perspective
Have you ever wondered how buyer’s view negotiation from their side of the table? What element of it do they find the trickiest? What mistakes do they see suppliers making time and time again?
Stop selling: help people to buy from you!
At every networking meeting whether large or small there will always be people who see it purely as a sales pitch opportunity. These are the people who pounce on any new visitors, stuff a business card in their hand, or an immediate invite to connect on LinkedIn, and...
Emergency Covid-19 posting : Reaching out to wish you well
These are incredibly tough times for us all with concerns over our own health and that of our loved ones. We will get through this but right now, as I write, conditions still look set to be bleak for a number of weeks ahead. As a result of the UK (and global) lock...
5 Reasons Why Negotiations Fail
Negotiation isn't easy. In my view it is often about striking a balance between a 'science' and an 'art' - the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other people all with different ego states...
The Leadership Mindset
I was delighted to be asked by my pal Tony Brooks to contribute my thoughts to his Leadership Mindset podcast series. I've known Tony for quite a while but this is the first time we've really chatted at any length about leadership, and in particular, leadership...
What to do when they say ‘that’s too expensive’
Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is...
What I Learnt at CMA Live 2017
Everyone said that going to CMALive17 was actually an investment, not a cost. Everyone said that going to CMALive17 would transform how I run my business. Everyone said that going to CMALive17 would allow me to hear truly world class speakers up close and personal....