This article was published in the 11-September-2014 issue of Finweek Magazine
When small businesses take on their bigger competitors, the larger companies usually win, right? In many cases, yes, but there are important exceptions. New research reveals that sometimes it helps, rather than hurts, a smaller firm if consumers see that it is competing against a larger company. In this article, we unpack why and look at the positive implications for small businesses everywhere.
This article was published in the 28-August-2014 issue of Finweek Magazine
We’ve all heard the catchphrases thrown around the workplace: the war for talent, managers needing to be talent magnets that attract A-players, and so on. Attracting top talent should be a top priority for competitive companies, because the more talented your team, the better the results you’ll get, right? Wrong. Ground-breaking new research indicates that there is a limit as to how much talent is good for your team. Too much talent can actually hurt, rather than help, you. Here’s why. Continue reading
This article was published in the 14-August-2014 issue of Finweek Magazine.
A big bugbear of mine is that most MBA degrees don’t have a component to teach you how to sell. In my work I’ve also met many MBAs who think they are above selling, that it is only the domain of sleazy carsalesmen.
In fact, the opposite is true. You don’t have to be a salesman to be selling. Every day you are selling yourself in some way. Whether you are convincing your boss to give you a raise, your potential client to accept your business proposal, a potential employer to hire you, your spouse to change the TV channel, or your child to do their homework. Effective selling is one of the most vital skills you need to achieve your goals in life and your career. The key is not to call it selling. In the words of Dale Carnegie, rather think of it as “winning people to your way of thinking.”
Here are some useful tips to help you be more effective at persuading customers or clients: Continue reading
This article was published in the 7-August-2014 issue of Finweek Magazine
Delegating is a critical skill that all of us need to master – here’s how. Continue reading
This article was published in the 10-July-2014 issue of Finweek Magazine
Chartered Accountancy has long been a male-dominated profession. But that is slowly changing, with the help of the AWCA (African Women Chartered Accountants) forum. In this article we explore the impact this organisation is making on the rise of African women CAs in South Africa. Continue reading
This article was published in the 26-June-2014 issue of Finweek Magazine
Picture yourself in a client meeting selling your product or service. “What makes you special? Why should we buy from you and not from your competitors?” If you were asked these questions, how would you answer? In a nutshell, this is your Unique Selling Proposition or USP, your stand-out factor. It’s the reason that your product or service is different from and stands out from the competition. In his book “What to do when you want to give up”, South African entrepreneurship guru Allon Raiz describes it as your secret sauce. The question is: so what? In this article, we unpack why you need a secret sauce and how you can find yours. Continue reading
This article also appeared in Finweek Magazine in their 8-May-2014 issue
Management super-guru Peter Drucker said: “Whenever you see a successful business, someone once made a courageous decision.” Good leaders aren’t afraid to make tough, unpopular and often counter-intuitive decisions. The decisions that prompt their critics to ask: “What were they thinking?” It is their courage in the face of criticism that makes them the leaders of their organisations, while others aren’t. Continue reading
This article also appeared in Finweek on 25-Apr-2014
For President George Washington, honesty was tremendously important. You’ve probably heard the legendary story when he cut down a cherry tree, and admitted it to his father with the phrase, “I cannot tell a lie.” In his farewell speech of 1796, Washington said: “I hold the maxim no less applicable to public than to private affairs, that honesty is always the best policy.” And today as parents we teach this to our children. But is honesty really the best policy? Are we being truthful about the beliefs we stand for, when our culture rewards cheats and liars, and whistle-blowers get penalised? Continue reading
This article was published in the 3-March-2014 issue of Finweek Magazine
The stereotype that extroverts are more successful or make better leaders than introverts is everywhere. Looking at today’s leaders, you’ll often see this bias in action. We expect them to be charismatic, outgoing and articulate. Usually it is the outgoing sociable person who gets promoted over the introvert, or who plays the role of hero in the movie. With open plan offices and their emphasis on collaborative teamwork, many companies focus on this extroverted bias, making it harder for more introverted people to shine and to grow into leaders. But if you are an introvert, don’t lose hope! In this article, we challenge many of the misconceptions about introverts and share eye-opening examples of famous introverts. Continue reading
How confident and credible are you at work? Are you one of those self-assured people that others naturally trust and support?
Or do you find yourself ignored or overlooked at work? Are you worried about failing, because others don’t give you the support you need? Do you find yourself shying away from others, because you are concerned about what they may think of you? Do you take care not to step on other people’s toes? Do you need other people to believe in you in order to feel powerful? Are you secretly concerned that you may not be ‘good enough?’ Are you feeling trapped and frustrated because of your lack of self-confidence? Continue reading
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