SCENARIO PLANNING

Scenario planning enables organizations to rehearse the future, to walk the battlefi eld before battle commences so that they are better prepared. Scenarios are not about predicting future events. Their value lies in helping businesses understand the forces that are shaping the future. They challenge our assumptions. The idea In the 1960s, Pierre Wack, Royal Dutch/Shell’s head of… Read More »

BUILDING CUSTOMER TRUST AND LOYALTY

Both selling and influencing suffer from the similar misconception that success requires you to aggressively or cleverly push a product or idea. This misunderstanding leads to inappropriate behaviors. For example, people can become evasive, “pushy,” and aggressive, or overly talkative and agreeable. Selling and influencing depends on getting behavior right, by moderating openness and assertiveness with warmth and… Read More »