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Category: Commercial Acumen

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…
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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…
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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…
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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…
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