Strategic Foresight - Insights in Business and Technology

 Key Tips on Negotiation from the book,  Never Split the Difference , by Chris Voss. A good negotiator prepares, going in, to be ready for possible surprises; a great negotiator aims to use her skills to reveal the surprises she is certain to find.  Don’t commit to assumptions; instead, view them as hypotheses and use the negotiation to test them rigorously.  People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.  To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say.  Slow. It. Down. Going too fast is one of the mistakes all negotiators are prone to making. If we’re too much in a hurry, people can feel as if they’re not being heard. You risk undermining the rapport and trust you’ve built.  Put a smile on your face. When people are in a positive frame of

 The Promise of 5G - Accelerates Digital Enablement  Use cases example: IOT, Surveillance Networking redundancy option Industrial Automation Robotics Edge Architecture, AR/VR  Source Credit: Gartner

The ten principles behind great customer experiences defined by Matt Watkinson in his book  1. Great customer experiences strongly reflect the customer’s identity   2. Great customer experiences satisfy our higher objectives   3. Great customer experiences leave nothing to chance   4. Great customer experiences set and then meet expectations   5. Great customer experiences are effortless   6. Great customer experiences are stress free   7. Great customer experiences indulge the senses   8. Great customer experiences are socially engaging   9. Great customer experiences put the customer in control   10. Great customer experiences consider the emotions

This synthetic bio startup raised $52 million to make tumours reveal themselves The best books on The Age of Revolution Is your differentiation based on outcome or features New eCommerce paradigm - look at boxes trucks and bikes Why NPS doesn't mean Retention Five golden rules for coaching 

  Mckinsey writes how Boards can create value via Digital Transformation. Digital transformations aren’t about being digital; they’re about creating value. That aligns with the board’s most important mandate, and the board can be particularly helpful in assessing value across three vectors:  Scale. The typical aspirations of digital transformations often lead to changes at the margins (5–10 percent increases over the previous year). This is fueled by an insufficient understanding of what digital can do. As a rule of thumb, digital initiatives should have the potential to change at least 20 percent of operating profits. Boards can push their CEOs to shoot higher.  Source. Technology is often an efficiency conversation about cost savings. But the greater value of tech is in its ability to build value. Recent McKinsey research into cloud economics, for example, has shown that as much as 75 percent of the $1 trillion at stake in cloud will come from business innovation. Directors can ma

8 catchy quotes to shape your vision of leadership and management by Leslie Petrequin: 1. “Play chess not checkers”.  2. “How you handle *the bus* says a lot about your management style.”  3. “How you handle *the bus* says a lot about your management style.”  4. “The currency of real networking is not greed but generosity.”  5. “Forget a Mentor, Find a Sponsor.”  6. “You are the average of the 5 people you spend the most time with ~Jim Rohn”.  7. “Hire for attitude, train for skills”.  8. “You can’t find people you are not looking for”.  More here

Accelerate Your Sales Success A Virtuous Cycle of Entrepreneurship How Humanity Gave Itself an Extra Life The Truth About Mental Models with Shane Parris How to Do Hybrid Right

  Innovations inspired by Nature Why smart and hardworking people don't succeed Inspiring books to read Accelerate your professional services business Framework to grow your business

 What every strategy design needs to consider and address by Jeroen Kraaijenbrink   Value Proposition: What products and services you offer, how you offer them, and what added value they have for the customer.  Customers & Needs: The organizations and people you serve and which needs of them you fulfil.  Competitors: Others that your customers will compare you to in deciding whether or not to buy your products or services.  Resources & Competencies: What you have, what you are good at, and what makes you unique.  Partners: Who you work with and who makes your products or services more valuable.  Revenue Model: What you receive in return for your offer, from whom, how, and when.  Risks & Costs: What financial, social, and other risks and costs your bear and how you manage these.  Values & Goals: What you want, where you want to go and what you find important.  Organizational Climate: What your culture and structure look like and what is special about them.  Trends &am

From AFR   The world’s biggest credit rating agency gave a vote of confidence to Australia’s ‘‘strong’’ economic rebound and suppression of the COVID-19 virus.  The endorsement removes the threat of a downgrade since S&P put Australia on a ‘‘negative’’ outlook at the peak of pandemic panic in April last year and which could have increased the cost of borrowing for the $1.6 trillion in federal government debt projected over the next decade.  S&P forecasts the federal budget deficit to shrink faster than the government’s projections because the rating agency assumes the iron ore price will be higher than the government’s conservative assumption of $US55 a tonne.

 Books wish list for next 6 months. AI First Company Amazon Unbound Noise - A Flaw in Judgement  Doughnut Economics

  Aussie Startup acquired in the US for $2bn    How to write a B2B sales proposition Humanity is stuck in short term thinking? How to retain your customers Build things that can last 1000 years What do prospects think when salespeople fail AIs Competitive Advantage

  Source: Gartner

Applying the Persona Mapping framework, on CIOs, from my upcoming book at A mazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales".  

How to Avoid no Decision Deal The New Sales Imperative Sales Blocker? Revenue Target needs 3x The Sales Pipeline Overcoming 3 Common Sales Objections