How Can You Fix Ethics if You Can’t Spell Ethics?
The Economist recently published an article called Fine and Punishment: The Economics of Crime Suggests that Corporate Fines Should Be Even Higher. It’s fascinating reading: it suggests that we can economically calculate how to deter corporate malfeasance. As the article puts it: The economics of crime prevention starts with a depressing assumption: executives simply weigh up […]
Books We Trust: Fixing the Game, Roger Martin
This is the ninth in a series called Books We Trust. A devastatingly important book was published last year, one that I think got lost in all the hue and cry of the market crash. I want to do my bit to fix that. The book is Fixing the Game, by Roger Martin. Roger is […]
Responding to RFPs – Joint Blogpost with Babette Ten Haken
[This jointly-written blogpost appears also on Babette Ten Haken’s blog, Sales Aerobics for Engineers] Many Requests for Proposal (RFPs) are well written, and play an important role in the intelligent procurement processes of well-run companies. We both know that to be true, yet sometimes we have to wonder: Why is it that we see so […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.