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’

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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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Life beyond powerpoint – the challenge of a mid afternoon 30 minute speaking slot with a virtual and in-room audience

During a recent book tour in Asia (for the very few who haven’t heard about or indeed read my book ‘Save the Silver Bullet’ (!) I was confronted with this particular challenge…and what a nightmare it is. Oren Klaff (author of ‘Pitch Anything’ an excellent book on sales in general) describes the challenge of a subject matter expert communicating his / her knowledge in a way which connects with the […]

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