Brown Paper

Yes, we love brown paper! We houden van overzicht en inzicht. We presteren iets. Soms naar tevredenheid maar soms ook niet. Met vele mensen werken we samen. We vormen een organisatie. We hebben een doel. We pakken de meest moderne technieken, passen ze toe en zijn helemaal Agile en Lean. Het lijkt erop dat we ons werk op orde hebben…

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Change Management

OUTDATED CHANGE MANAGEMENT PRACTICES lead to a 70% FAILURE RATE! How come that so many nice change initiatives never reach the end of implementation and/or execution? Although change on itself is no goal, most foreseen changes are initiated to realize significant improvements, often needed to survive, in rapidly changing business environments. The reasons for failure in collecting the euro’s, will…

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Account Plan(ning)

Accountplanning

Account Plan or Strategy Paper? John is a civil engineer who has recently received; the latest version of a drawing tool meeting the Australian Standard AS 1100 conventions, from his boss. Initially he was delighted, but trying to do what he was good at, made him confused and irritated. Without a proper training it would take him at least 6…

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Technical Sales

Technical Sales

Why technicians should not be taught sales! John is a workshop supervisor in a car repair and maintenance workshop. My 7 year old SUV was in his hands for my regular service call. “Good animal this one” he told me. “It could easily last another 7 years” . I told him I was quite happy with it, but that lately…

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(New) Leadership

Which millennial is my new leader? I am always charmed by the positive way we look at the logistics industry to be a little conservative and traditional. Even more since I know that within most logistic companies advanced systems make the best possible customer dreams come through. So where does this image comes from? I came across an interesting article…

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Communication Performance Analysis

key account management sales

Communication is KEY! COPA helps! An artist in communication is that person who can interact to the communicative preference of the other. An Artist with a capital letter is that person who, besides that, consciously deals with his own communicative preferences, limitations and chances. This applies to organisations as well as people. For this reason communication scientists put the focus…

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Sales in 2019

Account planning Sales

SALES in 2019? Hopeless! Unless…… I know them well. These days, thousands of salesmen walk around thinking they can convert the prospect to a client with an average product presentation and some small talk. My most important message to them: become fast, smart and empathic or sell your house in advance. Rude? Perhaps, but also honest and realistic. The world…

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Culture Change (international)

Without acknowledgement of local culture, no (inter)national change! More and more often, multi branch or multinational companies ask for uniform ways of working. This to monitor (multi) national branches’ performances and govern on critical performance indicators. In case of required change, very often templates for change are being made in head offices, from an assumed cost efficiency perspective, with the…

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