Consider the story of the blind men and the elephant. Each man touches a different part of the elephant and describes it based on his limited experience. One feels the trunk and thinks it’s a snake, another touches the leg and believes it’s a tree, while another feels the side and describes it as a wall, the fourth holds its tail and thinks it's...
Read MoreI was once told that the only advice you should give is: 'never give advice unless it is asked for'. And that was by a person who seemed to have no end of unwanted advice to proffer. But at least that was one bit of valuable advice. As consultants, part of our role IS to advise, although we usually do wait for at least some sort of tacit request...
Read MoreIn my first job as a Key Account Manager in the Fast-Moving Consumer Goods industry, I was trying to sell a couple of pallets of Carpaccio to my client in Riga. The client kept ignoring my calls and I was starting to feel very frustrated. I had only been on the job for about a month and was starting to feel that I would never succeed at this. I cal...
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