Inarticulate ramblings of a management consultant

the day to day experiences of a consultant operating in weird and wonderful client situations

Tag Archive for ‘relationship management’

Anchoring….a challenge for corporates as it is for individuals?

With many thanks to my good friend, Alastair Campbell, for an impromptu conversation this week, I wanted to raise an interesting issue. Do the principles of anchoring apply to companies as much as they apply to individuals? To remind you, the concept of anchoring is based on the short circuit in our brain which applies a correlation to unrelated facts / opinions and thereby can make us make some assumptions […]

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Revenue synergies – the last great hope in the justification of paying too much for too little

The announcement this morning of the acquisition of Baxalta by Shire suggests that the wave of pharmaceutical acquisitions is still ongoing. The current market fluctuation may help others to continue their quest in what is probably the largest sector consolidation we’ve seen in a decade or two. The Shire share price reaction is also interesting…a fall of 8% suggests that investors are increasingly concerned that for this specific deal, and […]

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Consulting for free – really!?

As I sit in the back of a blue bird taxi in Jakarta on a Tuesday night after a day of pitches…for those of you who haven’t been here, this is likely to take some time….I’m drawn to write about the plague that is increasing impacting consultants, specialist or generalist, local or international, small or large: the ‘try before you buy’ trend You know that things have started to take […]

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How M&A destroys value – it’s all about the small things!

I’m working on a couple of transactions at the moment around the region and one of them in Indonesia led to a moment of insight which I wanted to share. As consultants, we are frequently accused of looking for the big impact change…the magic bullet which will dramatically transform the project / or open the stakeholders eyes to a new way of doing things. In the mergers and acquisitions area though, […]

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Working from home….management’s last bastion of control

The nature of the office workplace has changed almost beyond recognition in the last 30 years. The pace of change in terms of activity, responsibility, speed of communication, access to information and people, and complexity of the ‘transaction’ whatever the company might be engaged in, are all vastly different. Gone are vast numbers of manual tasks and with them activities and roles in the workplace. What is required these days […]

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The 3 dimensional sales model for consulting…so different from delivery?

The continual cycle for most consultants is that of sales to delivery to sales…..hopefully with as little downtime inbetween as possible. What’s interesting is that the skill sets for sales and delivery are often perceived as fundamentally different, that somehow we have to morph into different people to be able to make this transition effectively. One of the greatest moments of resistance one gets from consulting teams is often based […]

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Prepare or free form?

Two consulting experiences with unexpected consequences: 1) You turn up at a client’s office usually from the back of a taxi with a colleague who’s been busy on something else, and the cab journey is the only preparation time you have for the meeting. Getting to an agreed agenda is almost the best you can expect from the time available and it’s with some trepidation that you walk into the […]

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