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In a recent report from SHrM, HR professionals were asked to identify existing the skill gaps in their business. 37% of respondents found gaps in the areas of problem-solving, critical thinking, innovation and creativity. 32% of respondents confirmed that the ability to deal with complexity and ambiguity was a weakness, closely followed by 31% of...

A simple question can reveal so much about a person’s mood. That simple expression of interest permits both parties to consider each other interests. Often the question can be asked informally, allowing the person to reply with a neutral “All good here, thanks’ or “Glad you asked…”, which enables the person asked to supply a...

So there I was driving along Tottenham High Street with Zoe alongside me. It was 1986, I had just graduated and started my first job working for Cadbury. I rep’ed for them for c3 years working in north London (covering most of that area as a relief rep), then getting my own territory after 18...

Has empowerment fallen out of favour simply because the word has become a cliche? Companies that don’t promote a decision making culture forget how to make informed decisions but become world-class at making transactional decisions that confirm what is already known. Businesses today have lost the art of creating and following a mesh decision matrix....

Currently, we are helping many clients with their projects by delivering excellent outcomes through workshop facilitation. “External facilitators are unnecessary. We have people who can do that.” Thankfully this view isn’t expressed often, but when it is, how do you respond?   Here are our top 15 reasons to use external facilitators. The list isn’t...

Isn’t it time to put your big brave pants on? It’s time to become the Category Captain. In this article we look at the attributes needed to become a category captain. Are you a good listener? Is your leadership team asking you to become a Category Captain? Is your customer offering you ‘category captaincy’? Let’s...

As shoppers do more of their shopping online, the e-commerce channel needs to keep up with the changing demands of shoppers and evolving channel capabilities. Many suppliers have become very adept at delivering category management initiatives for bricks and mortar stores. Unfortunately, when it comes to online or e-commerce, this can be an afterthought. The...

Back to our series on ‘Back to Basics’, let’s look at why category management became such an important discipline. As retailer power increased due to the consolidation of outlets, shopper’s loyalty became even more important. Customers developed loyalty programmes as a way of encouraging loyalty and they looked to suppliers to develop thought leadership, (as...