There are many models by which a service may be priced and a deal constructed. Whatever the approach used, there are considerations that both of the parties should weigh before they agree. What is likely to be going on and how can you obtain the best outcome? During the process of engagement between customer and…
Success in delivering change is dependent upon the ability of project managers and others to wield influence, build support and overcome resistance. Services, projects and companies are social entities supported by human endeavour. Their functions are shaped by personal agendas and relationships which can be engaged to advantage, or ignored at peril. A new book…
The success of any endeavour is hugely influenced by the quality of the approach taken. Whilst some deliver with élan, others fail pitifully. The injection of constructive competition can stimulate energy and challenge participants to raise their game. The approach to a project or service captures the essence of the way in which the objectives…
Summer 2014 has seen the spectacular failure of a number of services. Some important lessons have been drawn from these. What are they and how should they affect services and the way they are run? We all make mistakes. One of the key differentiators for service suppliers is the way that they recover from them.…
The choice of partner can have profound effects, in love and in commerce. Few get married with the intent of immediate divorce. What considerations should sway your selection of a partner? A good selection results in your finding the party that delivers you the best value solution to your need. The Office of National Statistics…
CEOs have long seen the potential for technical innovation to steal a march on their competition. Some like Google and Amazon have consummately reinvented their industries this way. Achieving the goal is however desperately difficult. What could you do to define the vision and deliver upon it? The Prize Strategists [Ref 1] have long spoken…
A major incident is the stuff of nightmares. Something has already gone colossally wrong, and there is so much potential to make it worse. Reputations and more are on the line and everyone is tense. What is it that differentiates those that handle this well from those that foul it up? Process is Not Enough…
Projects have been running over-budget and late since the Pharaohs built their tombs. Since then, good practice has been published and qualifications have been established, so why do projects and programmes still go wrong? Whilst most projects slightly over-run, a significant minority goes catastrophically bad, even sinking their host companies. What can you do to…
Every sponsor with whom I have ever worked has wanted quick wins in the bag. This is not just impatience, although there is normally a good dose of that. A sponsor must have put their own credibility on the line in making the case for change, and needs to hold the leading coalition together, sometimes…
