The “pipeline” has been understood in sales for practically forever. I’m amazed more people haven’t adopted it in general planning. The pipeline, in sales, is a fictional “funnel” representing prospects at different stages of the sales cycle. Prospects in each stage will mature and come out of the pipeline in their own time. The idea […]
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Corporate values: do as I say, not as I do
Posted by Daniel Rose - - Blog
Corporate values have reached an all time high. They are now present everywhere, invading every facet of every organisation. The problem is that the written word does not elicit action from employees. Action creates action. It’s not a difficult concept. To change behaviour, you must start at the top. For example, it’s difficult to encourage […]
Read More Management, ValuesTraining: What has it done for you lately?
Posted by Daniel Rose - - Blog
Everybody knows they need to train and develop staff. It builds organisational capability, and has a positive effect on retention. But, how do we know what development works, and what doesn’t? The sad truth is most organisations do absolutely nothing to determine what return on investment they receive from staff training and development. It’s one […]
Read More Development, TrainingExit strategies and why you need one (or two)
Posted by Daniel Rose - - Blog
A great number of people start or buy a business, and only ever think about how to run it. The truth is, you should consider your exit strategy before you even enter a business. Will you sell to a strategic buyer, or a owner-operator? Will you hand the business down to family, or take the […]
Read More Exit strategy, PlanningReward strategy and Job Evaluations
Posted by Daniel Rose - - Blog
In recent years there has been a trend towards large organisations utilising “job evaluation” systems such as the Mercer “Cullen Egan Dell (CED)” or “International Position Evaluation (IPE)” system. These are fantastic systems, but are really only part of what is needed for a reward strategy. It’s well and good to decide that a particular […]
Read More Job evaluation, MercerWhy “small business” is more difficult than “big business”
Posted by Daniel Rose - - Blog
It’s common knowledge that small business owners need to be a jack of all trades. They’re the sales, marketing, service delivery and executive management all in one. What is less obvious, though, is why small businesses are more difficult operationally. Small businesses by nature deal with much smaller numbers. Revenue is smaller, profit is smaller, […]
Read More Small businessDownsizing through attrition — it’s a bad idea.
Posted by Daniel Rose - - Blog
A wide range of organisations have been investigating downsizing their workforce. It’s that part of the cycle. There are a great number of ways to downsize, and one which is prone to over-use is downsizing through attrition. Downsizing through attrition is easy. There are no difficult conversations or upset employees. You don’t have to make […]
Read More Downsizing, HRWhat is knowledge?
Posted by Daniel Rose - - Blog
I spoke to a university student the other day who was having trouble understanding different types of knowledge, for example tacit, explicit, organisational or social. I tried to explain it this way: I know there seems to be a difference between the text books, and other literature, I’ll try and explain the difference. This also may […]
Read More Knowledge ManagementNo particular goal in mind?
Posted by Daniel Rose - - Blog
Sometimes it’s great to just float along with no particular goal in mind. You know, like when you find a box in your ceiling, it’s fun to look through and just see what’s there. One time that you shouldn’t just float along, however, is when it comes to planning within your organisation. Taking it a […]
Read More PlanningWhy you need more than one business coach
Posted by Daniel Rose - - Blog
Everybody who operates a small or medium business needs to have a business coach, and you probably need more than one. Why? Even the most highly skilled business coaches and consultants are human. They make mistakes. If you have multiple coaches, and “cherry pick” the best advice, you will notice three benefits. Firstly, you’ll begin to […]
Read More Coaching, Management