5 Steps to bridge the 'Chasm of Disappointment'

01 August 2017

The relationship between what a client wants, and what a supplier delivers, is a complex one. It’s a bit like teenage dating. At the start, it’s all quite exciting with seductive looks across the board room. Then it gets to the point where some sort of commitment needs to be made, and things become a bit more focused. Order placement is usually done in the back of a car somewhere, then there is a period of adjustment whilst dynamics change because of this new relationship. This article should not be used as a judgement on my teenage dating approach.

Realistically though, the process of supplier engagement should be simple. Client knows what they want, articulates it – supplier confirms they can deliver, and they deliver it. However, the most frequent problem I am invited in to look at is ensuring that this process works smoothly, or to mop up the consequences once in contract. How hard can it be?

So rather than sell everyone full fat consulting rates; (why would I want to do that?), I thought it would be nice to share 5 simple things that clients can do to avoid the post contract miff moment. There is nothing worse than buying a new toy, and hating it within the first few days.

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Recruitment Processes: The human touch

21 July 2017

As part of the expansion of Embedded, I have been looking at responding to adverts for consulting projects through recruitment job boards / posts on specialist consulting websites.  Clearly this is a completely different venture to the word of mouth references I’ve enjoyed so far, but you can’t rely on your mates all the time….

I’ve signed up to a number of services, and entered a profile.  Being a people based search process, you need a CV which I have duly completed and have been submitting with little to no results.  When you look at the volumes of applications there is clearly no surprise there.  So, in the interest of understanding how best to succeed, I engaged with an agency that specialises in CV writing to understand how the whole process works.  It’s quite depressing.

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Political Turmoil

04 July 2017

I haven’t written a blog for a month or so, basically, I’ve been a bit distracted by the amazing twists and turns of our current political system. Clearly, it's risky stating your political allegiances on a social media platform such as LinkedIn and I will avoid this, but no matter which way you vote, it’s difficult to not agree that the last few weeks and months have been utterly bonkers.

It’s quite interesting mapping the last few weeks onto the IT and Technology Supplier world. Lessons learned would be:

  • Having a simple marketing strap-line has a value, but just repeating it like a robot to your audience, just makes them annoyed
  • Social Media marketing works, especially when your target buyer is “young”
  • Stating your business is going to do something, then changing your mind a few days later is bad for business
  • Never slate your competition for specific traits when you may need to buddy up to people with similar traits to continue your business
  • Democracy is a wonderful thing when it works. It may look a bit broken now but that is it working, because the country is divided and therefore no consensus will ever be found.

I could go on. It’s fascinating. And potentially inflammatory! So, I won’t.

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3 things that will stop cold callers from getting the cold shoulder

12 July 2017

 

I have never been a telemarketing person. I have utmost respect for people who do it as the constant rejection must play with your mind somehow. I have however, been targeted by telemarketers to try and sell me all sorts of stuff, most of which has been utterly irrelevant to my business. In response to this maddening diatribe and to vent my increasing frustration, a straightforward guide would be useful to suggest some quick and easy “before the call steps” that clearly many of the cold callers of the world don’t bother doing.

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Geopolitical Landscape

29 June 2017

I haven’t written a blog for a month or so, basically I’ve been a bit distracted by the amazing twists and turns of our current political system. Clearly it's risky stating your political allegiances on a social media platform such as LinkedIn and I will avoid this, but no matter which way you vote, its difficult to not agree that the last few weeks and months have been utterly bonkers.

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