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Communication

Communication

Do we have connections in your industry?

Jelena Franco, June 21 2022

We are in the process of running a series of webinars across the Baltic States and Scandinavia; this is part of our Look West program where we assist companies get a foothold or expand in North America. We are often asked if we know anyone in a particular industry. For example, do we know anyone in the marine industry? Have we got any connections w...

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Communication

How are you going to react to this?

Graham Birkenhead, October 14 2021

It's amazing how often I see people in leadership positions doing one when the other would have been more appropriate.  These 2 words are often used interchangeably, and you could say that to use one word rather than the other is a matter of semantics.   But, for the moment, let's just entertain the notion that they are quite different and being ab...

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Communication

Want Some Advice

Graham, September 23 2021

I was once told that the only advice you should give is: 'never give advice unless it is asked for'. And that was by a person who seemed to have no end of unwanted advice to proffer.  But at least that was one bit of valuable advice. As consultants, part of our role IS to advise, although we usually do wait for at least some sort of tacit request...

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Communication

Think twice before saying “Good job!”

Jelena Franco, June 22 2021

In my first job as a Key Account Manager in the Fast-Moving Consumer Goods industry, I was trying to sell a couple of pallets of Carpaccio to my client in Riga. The client kept ignoring my calls and I was starting to feel very frustrated. I had only been on the job for about a month and was starting to feel that I would never succeed at this. I cal...

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Communication

Connection Decay

Andrew Penny, June 15 2021

A few weeks ago, I tried to connect with the national sales manager of a North American appliance manufacturer. I went through a fairly torturous auto-attendant reception tree to try and find the individual. I eventually spoke to a live person who offered to transfer me – and I was put on hold, indefinitely.  I dialed back in and then went throug...

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Communication

Time to Make a Stand on LinkedIn

Jelena Franco, May 4 2021

Once I heard about someone who made an Excel Spreadsheet to determine if his girlfriend would be a good life partner. There was a set of criteria with various values and a total sum to drive a go-no-go decision. Now, that is perhaps a not-so-common practice in a relationship setting.

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Communication

You are Becoming more Authentic...Here's Why.

Andrew Penny, April 28 2021

Jelena asked me to provide a picture of myself, in a suit, to update my LinkedIn profile. It occurred to me that I haven’t worn a suit in at least a year. Working from home and meeting people from the waist up sort of negates the whole suit idea. This “going to work” is an interesting concept that has become normal over the last year. That physica...

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Communication

Look me in the eye when you say that!

Jelena Franco, April 20 2021

Eye contact is a crucial form of body language during communication (just as long as you don't stare :-) When you look a person in the eyes it shows that you are paying attention and actually listening to what a person has to say. Having spent many, many hours on Zoom over the last year or so, I think we have all found that maintaining eye contac...

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Channels

Inflection Points

Andrew Penny, March 16 2021

Sherlock used powers of observation to understand causation. Here's how to apply that power of observation to determine what causes people to buy. If you can identify that 'inflection point' you can be there at the right time with the right messages. Homeostasis is a biological system's ability to maintain an internal equilibrium in response to ch...

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Communication

24 Inches

Andrew Penny, March 2 2021

Everybody in the world is now only 24” apart. Don’t believe me? On your next Zoom call, measure your nose to screen distance… COVID has changed things. We have learned that we can connect with anyone, anywhere in the world. We know that distance is dead. However, an interesting way to think about it is that everybody in the world is just 24 inches...

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