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Don’t sell to me, solve my problem

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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

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Can you grow a global business from South Africa?

global-business-globe-in-handThis article was published in the 31-July-2014 issue of Finweek Magazine

It is widely believed that koi and goldfish can only grow as large as the enclosure they are in. Some grow big and others stay small, it’s all about the size of the pond or bowl.

This got me thinking about businesses in South Africa and the constraints posed by our environment here. Your business can only grow as big as the environment it is in. So if you want to scale, can you do it from South Africa? Continue reading


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Want to make your CV shine? Here’s how

Young man standing to the side of a large crowd
This article was published in the 17-July-2014 issue of Finweek Magazine

Even in today’s web-driven world, your CV is still the single most powerful tool you have in your job search arsenal. If you get it right, it can open doors to new careers and opportunities. Get it wrong and you won’t even make it to the interview stage. Here are some useful tips to help you supercharge your CV. Continue reading


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African Women Chartered Accountants: a growing force in South Africa

african-female-CA-sits-desk

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


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Start-up versus corporate: which one’s for you?

startup-vs-corp-shoes

This article was published in the 10-July-2014 issue of Finweek Magazine

My former boss Kabelo ran his own business before moving into the corporate world. So he had a valuable perspective on both the corporate and the entrepreneurial “be your own boss” environments. At that time I had only ever worked for a large company. One day in the car park we were both admiring a sleek, red Aston Martin convertible. Kabelo roused my interest in the start-up world when he said, “Want to own that car? You won’t do it working here. But you might if you start your own company, because you’ll write your own paycheque. Think about it.” Of course, he hadn’t quite cracked it himself, but his words made a lot of sense.

In this article, we unpack the pros and cons of working in a start-up versus a corporate. Hopefully this will help you decide whether you should work for someone else or start your own business. Continue reading


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What makes you stand out from the crowd?

stand-out-red-apple5This 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