Why breakthrough performance isn’t where you think
The term “breakthrough” refers to a significant or sudden advance or development. We often think of breakthroughs happening in areas such as scientific research or in athletic endeavours, but breakthroughs
Are you an Accidental Sales Manager?
For every entrepreneur, the need to get out there and sell in the early days is a rite of passage. Typically, it’s the founder’s passion that wins those early customer
Should I hire a Business Development Manager?
Recently I was chatting to a client and he asked me a question which I find is a common dilemma for Founders and CEOs of creative, consulting and services firms.
3 things to consider when scaling commercial teams
Scaling the commercial team is always a difficult and potentially high-risk task for many organisations, even more so for SMEs and startups. Leaving aside the recruitment challenge (something I’ll post
Creating partnerships and kissing frogs
We’ve all heard the saying: “You’ve gotta kiss a lot of frogs before you meet a prince”. Whilst it’s not recorded who coined that famous quip, I like to think
Testing the water with new markets
Imagine that you’re standing at the water’s edge, looking down into an inviting lake. What do you do? Jump right in with a great big splash or carefully lower yourself