Inarticulate ramblings of a management consultant

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

Tag Archive for ‘Sales’

Due diligence in an emerging market – the management interviews – lots of communication, perhaps less understanding!

Last week I explored the challenges of doing diligence on a fictitious family owned business based in Indonesia, from the perspective of the CEO (the link is here if you missed it). This week, let’s have a playful look at the next stage in the process…the management interviews, again from the perspective of the CEO of the business being acquired. This is the accumulation of a number of my experiences […]

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Preparing for a mid afternoon 30 minute speaking slot at a conference – the nightmare scenario!

I’ve just been given this task…and what a nightmare it is. Many of you will have hopefully read the book ‘Pitch Anything’ by Oren Klaff. Despite its terrible title (which reminds me of the classic, ‘How to make a million bucks in 24 hours’ type books you find at your nearest international airport!), this is probably the most interesting book around sales that I’ve read for a very long time. Oren […]

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