I am often asked if I like compromises. I categorically do not.uncompromisinglyI answer — no! At the same time, I know that the “fashionable” and “respected” response should imply that I, as someone skilled in negotiation and reaching agreements, should strive for compromise. However, the very goal of “achieving a Continue Reading
Accounts receivable
There is the following problem: Production requires the manufacturing of large batches in order for the cost of goods to be acceptable. Retail is experiencing a shortage of working capital, which is why it takes goods on consignment rather than purchasing them outright. In such cases, it is reasonable for Continue Reading
Positive feedback
It seems like your message is incomplete. Could you please provide the full text or quote you would like me to translate?I have an example in front of me of a huge German corporation (you know about it) with a ton of suppliers and partners. So, almost at every level, Continue Reading
Typical picture
In Kyiv, there is the headquarters of a very well-known Ukrainian company that started its operations when five people got together and decided to “start some kind of business.” Each of them had certain connections, and after “negotiating” with customs and the tax authorities, they began importing something from abroad. Continue Reading
The secret to success
We have a serious paradox here. On one hand, to successfully fulfill your duties, you need to follow procedures and instructions — that’s what they’re for, to optimize processes. On the other hand, you can’t become more successful than others if you do things the same way everyone else does. Continue Reading
Quality of knowledge
People often say, and they say it sincerely, that they know something well or have good experience in something. How do they assess their knowledge and experience? Very simply. The evaluation is, as always, based on the derivative. We are unable to measure a state. We measure the change in Continue Reading
Turnkey
There is a kind of myth that a sales department can be built “turnkey” and handed over to the client. Moreover, books and seminars on “how to create a sales department” are quite popular. Why is it a myth? Why doesn’t the Moon have an atmosphere? Because if it did, Continue Reading
Vicious circle
How do you evaluate your boss, the person who hired you? Many people say that the company’s management is not looking in the right direction, is doing the wrong things, is not working effectively, and is hiring the wrong people, suggesting that everything should be done differently. If the management Continue Reading
Changes!
Our hearts don’t really demand it. People have gotten used to the established order and any changes will inevitably be discussed and, with a 50% chance, rejected. 50% is too much to ignore. Deep, fundamental changes are always made in several steps so that the process of change becomes part Continue Reading
Saturation point
There is an opinion (in several types of businesses) that the person who brought a client to the company should continue to serve them. In general, it’s hard to argue with this. In B2B (and other large) sales, the decision to purchase is made with an eye on the prospect Continue Reading