Three Bids and a Buy

Anyone who has been involved in selling goods and services in the business to business environment has undoubtedly come across the scenario where their offering looks good to the customer, yet they are unable to close the deal as the other party in the transaction needs “three bids”. Although this is often unavoidable where public…

Measurement in Business

Over the decades, large amounts of energy produced data banks of information that went relatively unused and consequently unappreciated. New theories in industrial psychology propose that measurement is the only way to manage objectively. Measurement systems must create value with a focus on operational excellence, product/service leadership and customer intimacy. This process helps us to…