How can you be sure that your management team is balancing its attention across all the things that matter – rather than focusing solely on one thing: the money? The answer is that what gets measured gets managed. So you need to score yourself on a balanced scorecard.
That’s the insight that Robert Kaplan and David Norton gave us in a stand-out Harvard Business Review article, ‘Putting the Balanced Scorecard to Work‘. The article may date back to 1993, but it’s still one of HBR’s most-read must-read articles.
The secret to selling is creating an environment where people want to buy. And that’s the insight at the heart of Neil Rackham’s scientific approach to sales. He called it SPIN Selling, from the acronym that will guide you through the process.
SPIN Selling is one of the most widely known sales methodologies. It’s a best-selling book, and is promoted worldwide to companies of all sizes, by Rackham’s company, Huthwaite International.
But we’re not here to help with that promotion, but to assess what managers can learn from Rackham’s big idea.
First, the millennials entered the workplace and now they are taking leadership roles.
And now their successors are coming too: the Post-millennials.
But who are the millennials and post-millennials. And what do they want?
The generational certainties that organisations have understood so well are becoming more complex as the early millennials are starting to make decisions, and the first post-millennials are entering into the workplace. But if you want to look to sociologists for answers, you’ll find they are most clear.
In the early days of 2019, one Big Idea looks a little shaky. Ten years ago, its status seemed assured. Now its future is not so clear. What is Globalisation, and what is its future?
Sadly, I have no crystal ball, so any comments I make about the future of globalisation will be nothing more than opinion. But I can, at least, tell you a little about what this big idea is, and what it means for managers.
In the world of quality, Six Sigma is one of the biggest names. Total Quality Management (TQM) may aim for zero defects. But Six Sigma aims to reduce defects down to a statistical blip – arguably a more realistic enterprise.
What makes Six Sigma such a compelling proposition is the vast asset base of tools and process that accompany the core idea. What makes it a big idea is the impact it has had on manufacturing, combined with its wider potential in other domains.
Sometimes a big idea comes along that really does feel new. And, in the early 1970s, that was Neuro Linguistic Programming, or ‘NLP’.
However, like many big ideas, NLP had its antecedents. It was built on the foundations set by others. But what it did was combine many things into a new framework. Some were well-understood. And others arose from the direct research of its founders and the people who followed them.
The name, Neuro Linguistic Programming roots it into its 1970s origins. And many of the ideas now seem familiar. Indeed, we have covered a fair few of them in earlier Pocketblogs. But now seems a good time to take a broad overview of the whole of NLP.
The explosion in online business and the effectiveness of Software as a Service have created a new boom: Marketing Automation. This allows marketers to address prospective customers almost personally. But to do so in a way that scales with your business.
It sounds almost too good to be true. So, what is marketing automation, and how does it work?
The OODA Loop is is an idea that arose within the US military in the 1960s. It was developed by Colonel John Boyd. But the principles are broader than military theory, and managers can get a lot from them.
When I first learned about the OODA Loop, there was very little available to read about it. A few highly technical papers by military strategists, and copies of Boyd’s original seminar notes.
Now, there is a lot more available on the web. But almost all of it still focuses on the military applications. I want to see what the OODA Loop offers us more widely.