win strategy

Know Your Client [KYC]

KYC is a term in Financial Services and is a requirement within the Wealth Management world around understanding your client and their goals / objectives to make sure their portfolio matches those goals re asset mix versus what makes the broker the most money. I would like to borrow the…

Continue Reading

Negotiation Lessons From A 4-Year-Old

Children are renowned for their constant negotiation of even the simple things in life. What continues to surprise me is the apparent sophistication with which they approach the task. How planned it is may be hard to judge, but the effectiveness is not. My son will be five in a…

Continue Reading

The Price To Win

You would be hard pressed to go through a Deal Review and not have this as a question asked by one of your Executives or teammates. What do you think the Price to Win is? In general, we will always be guessing, but some guesses are more informed than others.

Continue Reading

The Red Team

I was doing some work with two different clients in the past week where the concept of the “Red Team” came up in conversation. Rooted in military history, a Red Team is an inside group that explicitly challenges a company’s strategy, products, and preconceived notions. It frames a problem from…

Continue Reading

Complexity Leads to Commoditization

I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…

Continue Reading

Enabling Your Prospect to Make Change

Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…

Continue Reading