Just a place to write
During the revision of the account strategy, where the long term goals are always so far away we use to work with short term goals. We review and prioritize our goals. Once the list is clear, we define a set of activities that they should be completed in less than 90 days. 90 days sometimes … Read more
Nowadays the company where I work is changing the CRM solution. The situation where we are right now is, people has received the training and coaching sessions, the direction they have to take fulfilling all the activities there. The reality is that the majority of the people is still managing their pipeline with their excels, … Read more
I’m facing some interesting situations with a customer where they are defined some bottom line decisions. They are acting aligned with them and they are not too favorable for us. In any case we have to take them into account and pass these new hurdles to continue achieving our results. It’s not the first time … Read more
Some weeks ago we received a last minute RFP. I decided a no-go. I did not want team burn into a RFP we were not going to win, for a customer department we have not relationship. One of the things I did not like about the RFP was the fact they were offering a project … Read more
Sometimes you have organizational charts, then life is easier that when you do not have them. Some other times the organization is changing and the charts are not published but the business continues running. What to do? Try to answer these questions: Who is going to make the decisions? Who has the budget? When you … Read more
This article talks about the elements that contributes to make the services to be successful. The service-profit chain establishes relationships between profitability, customer loyalty, and employee satisfaction, loyalty, and productivity. The links in the chain (which should be regarded as propositions) are as follows: Profit and growth are stimulated primarily by customer loyalty. Loyalty is … Read more
Some basic reminder for young people: Never work at risk. First contract approved, then work on it. Play to defensive management game, it means: plan, assess risks & perform actions. Do not play gambling with the customer. Do not commit you, your team or your organization to something you cannot deliver. You have a team: … Read more
We have a tool for contract management activities that implements our processes in a very good manner and that is aligned with our project management best practices. The issue with the tool is very easy, is on a legacy environment. I have been working on an analysis in different directions: looking for market products, study … Read more
Services work with the same rule: services should not offer more value than is being paid for. There is SLAs that measure all the variables your service is measured. The rest is added value you have to play with. To play with them? Right, there are services with the unique objective of provide the outputs … Read more
I assisted to a great session where the different processes related to Occupational Health were reviewed. In summary, so much data to organize, the implementation of the processes depends on the product you choose. In the business case we have for it, we have to cover Europe, a place where our customer is implementing all … Read more