Blog


Commercial Acumen

Commercial Acumen: Knowledge Acquisition vs Strategic Decision Making

A man in a boat being guided by a lighthouse towards commercial acumen

It is claimed that Churchill asked his advisors to distil the issues that he needed to consider in order to make a decision onto a single piece of paper. The reality for many of us is that we are often drowning in a sea of data, and yearn for reliable…
Read more.

Read more >

The compounding impact of commercial nous

It feels like just yesterday that I received my first lesson in ‘commercial nous’. That was 25 years ago. At that time, I was a mechanic. The most valuable thing I learnt was not tightening bolts, changing oil, and replacing spark plugs. It was how to look someone in the eye, shake…
Read more.

Read more >

Negotiation Approaches in Procurement – 4 Key Tips

A man wearing a crown, proud of his negotiation approaches in procurement

The new financial year means new contracts, but are you ready to negotiate? Here are my top tips for negotiation approaches in procurement. Don’t be afraid to walk away You should always be prepared to walk away, no matter how much you’ve already sunk into the negotiation. Don’t get me…
Read more.

Read more >

The 6 Key Skills You’ll Need to Support Business Recovery Post-Pandemic

Life used to be simple. There were blue collar workers and white collar workers. You either wore denim to the factory or starched and pressed whites to the office. Now, though, the coronavirus lockdown has introduced a “new” collar. The pyjama shirt collar. When we begin to leave lockdown, some…
Read more.

Read more >

The Peter Principle: Are You Where You Ought To Be?

The Peter Principle claims clueless worker

“You will see that in every hierarchy the cream rises until it sours.” Laurence J Peter A previous article of mine, Procurement in the Roaring ‘20s, drew some interesting comments. Several focused on executive incompetence, with one commenter citing the Peter Principle as an explanation. So, what is the Peter…
Read more.

Read more >


Comprara acknowledges the traditional Aboriginal owners of country, recognises their continuing connection to land, water and community and pays respect to Elders past, present and future.