Blog

Post Covid-19 contractual disputes looming for construction companies

Post Covid-19 contractual disputes looming for construction companies

As I write this in the middle of a UK lockdown, post Covid-19 contractual disputes loom on the horizon for many construction companies.

Programme changes, cancellations and delays will all inevitably lead to contract re-negotiations either with customers or with sub-contractors. Any changes will undoubtedly squeeze traditionally tight percentage margins even more, just at a time when business is slowly getting back on an even keel.

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Negotiation : A buyer’s perspective – the interview

Negotiation : A buyer’s perspective – the interview

Moyra has over thirty years experience of buying having worked with brands such as Bvlgari, Seiko, Martin James, Hermes, Ray Ban and Sainsbury’s and she shared many ‘nuggets’ including:

How buyer’s view risk.
How an agreement is not just about price and margin.
Why suppliers should avoid ‘fluff’.
When suppliers should introduce ‘the financials’.

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Stop selling: help people to buy from you!

Stop selling: help people to buy from you!

At every networking meeting whether large or small there will always be people who see it purely as a sales pitch opportunity. These are the people who pounce on any new visitors, stuff a business card in their hand, or an immediate invite to connect on LinkedIn, and...

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5 Reasons Why Negotiations Fail

5 Reasons Why Negotiations Fail

Negotiation isn't easy. In my view it is often about striking a balance between a 'science' and an 'art' - the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other people all with different ego states...

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The Leadership Mindset

The Leadership Mindset

I was delighted to be asked by my pal Tony Brooks to contribute my thoughts to his Leadership Mindset podcast series. I've known Tony for quite a while but this is the first time we've really chatted at any length about leadership, and in particular, leadership...

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What to do when they say ‘that’s too expensive’

What to do when they say ‘that’s too expensive’

Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is...

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What I Learnt at CMA Live 2017

What I Learnt at CMA Live 2017

Everyone said that going to CMALive17 was actually an investment, not a cost. Everyone said that going to CMALive17 would transform how I run my business. Everyone said that going to CMALive17 would allow me to hear truly world class speakers up close and personal....

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