Lost Relationship Capital: The real impact of making large scale redundancies. Corporate restructuring has been a long-standing business practice. Simply, it drives short term cost reduction to meet quarterly or annual financial goals that are dictated by...
A few weeks ago we had the pleasure of discussing how infrastrucure procurement and delivery needs to change, and the impetus and learning that had been created by the Covid-19 pandemic. After our seminar we had the chance to gain more insights from our speakers,...
This could be the best 7 minutes of your day… We recently looked at different aspects of how you can rethink and reset your organisation in the New Normal. Over the course of 7 weekly web discussions with senior experts and participants, we discussed (all of these...
By Stuart Maister & Kevin Vaughan-Smith, Mutual Value “We’ve lied to ourselves. We fooled ourselves by having a sense of certainty about the future to create analyses…Actually the future is very much more uncertain than we really think it is.” Is this some radical...
Leadership is a role not a right. One of the key ideas which helped frame our 45 minute discussion that pulled together some of the big themes from this series of web seminars. So how do you best live that role - and of course, what has changed with COVID? We were...
By Stuart Maister & Kevin Vaughan-Smith, Joint MDs, Mutual Value Infrastructure has been among the most transactional industries in the world. We had a senior panel of leaders in the sector to discuss whether this will change because of COVID. The consensus? It...
How often have you heard from Clients that you were brilliant, but in a close fought contest you just came second and you lost on price?
In this video Kevin explores the reality behind Clients selection criteria, and why this should make us think differently about how we choose to behave.
They are buying my expertise aren’t they? In a world where technical ability and expertise can be found so easily on the web and from software, the thing that will be most valuable to a Client is our ability to build broad understanding of their business and the value they are trying to create. Our focus has to switch to building these kind of relationships.
Transformation is the wrong word to use to drive change. We believe the focus should be on PEP – Permanent Evolution at Pace. Here’s 2 minutes on why that’s the case and how it impacts commercial relationships.
Many Clients have a budget, but this may or may not be rooted in a well articulated business case. In this video Kevin talks about the Mutual Value approach to discussing the topic with a Client. By both parties understanding the business case they have clarity about how they can contribute to it, or indeed whether they agree with it.
Do we know what the Client actually means when they say what they want?
This briefing looks at how to be really inquisitive in such situations. Kevin provides a brilliant and simple way to get to the truth, and help the Client consider more carefully what they really want, while ensuring both sides share the same definition of what this actually means.
We bid to achieve a certain margin – why are we so often disappointed by what we achieve?
Kevin explores how operating within a transactional world, but wanting to do great work and please Clients, can often lead to us delivering lower margins than we should, and we deserve, and points to an alternative approach.
Traditional sales techniques don’t work in a modern world – perhaps its time to move on.
In this video Kevin talks about how the old paradigm is dying. People will no longer put up with being sold at and demand much more from their long term suppliers. Ultimately they wish to move to a relationship build on trust and Mutual Value.
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