The Role of Leadership in Relational Contracting

The Importance of Leadership in Relational Contracting

Leadership is fundamental to driving world class performance from negotiations.  Playing out in front of us we have what will be one of the most important negotiations at a global level, ‘Brexit’ in the next few years.  Irrespective of the politics, partisan views, and the rhetoric flying around, there are potential risks and opportunities for…

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Commercial Awareness Skills - you need more evidence of their importance?

Commercial Awareness Skills – you need more evidence of their importance?

Commercial awareness skills are often seen and discussed by organisations as being key to success, however, few invest in the area in a focused way.  In the UK over the past couple of weeks we’ve become increasingly aware of the challenges faced by the major incumbents in the grocery sector, and in particular Tesco, who…

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Adjusting the Settings in the Stock Photography Market

Adjusting the Settings in the Stock Photography Market

In the first part of this article ‘A Picture’s Worth a Thousand Words – stock photography & the shifting market‘ we looked at the challenges facing the stock photography market.  In this second instalment we’ll take a quick look at the approaches that some of the stock photography agencies are taking to adjust the settings…

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A Picture’s Worth a Thousand Words – stock photography & the shifting market

A Picture’s Worth a Thousand Words – stock photography & the shifting market

‘A picture’s worth a thousand words’, or so the saying goes.  It’s a phrase that is rumoured to have come from an ancient Chinese proverb and which became more prevalent in the 20th Century.  Whilst we’ve grown up used to seeing illustrated books, it’s a concept that has become even more powerful in the digital…

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How well do you trust? - what's your propensity to trust?

How well do you trust? – what’s your propensity to trust?

In the previous article we looked at two types of trust, cognitive-based trust and affect-based trust, which are based on technical competency, and emotional attachment respectively.  We also acknowledged that relationships are of course made up of both links and nodes and in this article we’re going to focus on the people (the nodes) and…

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Without risk there's no need for trust - but business runs on risk

Without risk there’s no need for trust – but business runs on risk

I’m sure, that if asked, we’d all like to consider ourselves trusting and trustworthy, but how well do we understand what trust is?  At the superficial level possibly, but with its importance shouldn’t we think a bit deeper? Whilst change has always been a part of the business world, it can be argued that with increases in…

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The Importance of Aligning Incentives in Business Model Generation

The Importance of Aligning Incentives in Business Model Generation

One of the key elements of successful business model generation is to align the incentives with the customer and/or users’ desired outcomes.  If we stop and think about services that we like and come back to then it’s highly likely that the performance that we enjoy is underpinned by incentives that align with our desired…

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User Centric T&Cs - a fundamental for transparency, trust, & success

User Centric T&Cs – a fundamental for transparency, trust, & success

How often do you read the T&Cs before agreeing to install software, download some content, or access free WiFi?  Let’s face it very few people, if any, do.  And if you do, you’d have to wade through the equivalent of a short novel written in what seems to be another language. There’s an interesting technology…

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