Years ago, I worked with a consumer products company that was trying to change the culture of their sales organization. They were trying to get their sales force to become more “consultative” and less “transactional” in interacting with customers. Account managers were retrained in listening, identifying opportunities, engaging in mutual problem solving and ideation, and devising potential… Read More
consulting
What Works for Pens and Toilet Paper doesn’t work for Consulting
I’ve been there, on the client side. Facing a large project, or other seemingly Herculean effort, I was consistently advised to use the company’s procurement department to help me find the right consulting partner. Inevitably, the request for proposal (RFP) process thrust upon me failed to yield any worthwhile potential partners. Now that I am on the… Read More