NO ONE SHOULD underestimate the challenges involved in leading a team. In today’s global business environment, it usually means bringing together and getting the best out of people from different cultures, of different ages and with diverse academic backgrounds, aspirations, experience and financial expectations.
WHY DO WE sometimes fail in our efforts to influence another person? It may be because we are not focusing our attention on the right thing. The natural tendency is to look at every situation from our own point of view. We consider first the ways we need help, believe our own recommendations are best and set agendas that cater to our personal priorities.
AS YOU SIT in a taxi returning to the office, your mind is still racing with thoughts of the just completed sales meeting. The opening was professional, you spent time understanding the client’s situation and background, and real needs were uncovered which your company can address.
WE ALL KNOW the importance of building relationships with our clients as a prelude to winning business and seeing it grow. We attend seminars, read extensively and even participate in day-long training programmes on the subject. Management teams hold lengthy strategy sessions to devise better ways of ensuring long-term relationships exist, and that sales personnel develop them proactively.
NEWS AND INFORMATION have never been as readily accessible as they are today. With the internet, twitter, and podcasts to supplement traditional news sources, it is possible to be in touch with developments around the world every minute of the day.
IT SEEMS THAT hardly a week goes by without news of a scandal hitting the corporate world. Whether it is a matter of shady management practices, diversion of funds to unauthorised accounts or plain corruption, it makes a fascinating read for anyone not directly involved in the scandal.
OVER THE YEARS, salespeople everywhere have been looking for new and better ways to "close the deal". They are constantly searching for hints and techniques to enable them to secure more clients in the shortest possible time.
BEING ABLE TO exert influence is an essential skill in the modem business world. Managers leading a team, colleagues looking for cooperation and employees angling for a promotion all need to know how to influence others.
IN YEARS PAST, a few senior executives would make all the major business decisions and it was the responsibility of people further down the hierarchy to carry them out. Legions of corporate foot-soldiers were hired, not to think and definitely not to decide, but rather to do what they were told. It was management by decree, and such methods were used to make many a fortune and to build empires.
IT SEEMS AS THOUGH over the past decade the business community has seen a spike in crisis-level events. Market volatility during and after 2008 financial crisis, cyber security vulnerabilities leading to massive data breaches, disruption caused by new technologies and changing consumer habits, and the variety of scandals stemming from the accelerated flow of information on social media – each of these factors has led one business leader or another to experience a unique situation – a crisis of epic proportions.