3 things customer focused companies do to drive growth

1. They put their customers first Companies that are truly customer focused think firstly of their customers.  Their intent is always to focus on what’s best for their customers, even when it’s not in their own best interests. There are lots of examples of this in action.  Advising against a potential sale or project going ahead.  Recommending another supplier or even a competitor where you’re not best placed to do the work.  Proactively passing on cost savings in product or service cost to the customer.  And there are many more. The key here is the intention of the company….genuinely in the best interests of it’s customers.  This mindset leads to high levels of trust being generated and with that…

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December 6th 2017

Top 10 tips to win your next sales pitch

Competitive proposals are often won and lost at pitch/ presentation stage.  We’ve seen lots of situations where teams in winning positions ahead of the pitch have subsequently lost.  We’ve also worked with teams who’ve come from losing positions to win work based on getting the pitch just right.  Here are some of our top tips. 1. Know and meet your audience If possible, meet with each member of the client panel ahead of the pitch.  The dynamic at the pitch will be much stronger if you and your team have already met with everyone on the client’s side of the table.   2. Focus on the most important client issues From your experience of meeting with the key client…

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December 6th 2017

8 ways to dramatically increase employee engagement

Many organisations run an annual employee engagement survey to determine how happy and involved their people are in their roles and with the company.  Leaders then review the results and comments from the survey and identify areas for improvement.  Done well and if action is taken, this should lead to better results for the company and better engagement scores the following year. Sounds easy, but in practice organisations often find it difficult to improve employee engagement year on year.  One year sees an increase in engagement but the following year results fall back again. So what are the steps you can take to dramatically increase your organisation’s engagement scores in your organisation? Here are 8 steps we’ve seen work….

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December 6th 2017