Tag: ldquo

  • Negotiating Made Simple: Sweet Wins Await

    Negotiating Made Simple: Sweet Wins Await

    Negotiation 101: Why Giving and Taking Aren’t the Same

    Picture this: you’re in a room, a deal’s on the table, and everyone seems happy with the outcome. That’s a good bargain, right? Well, not always. When the buyer leaves smiling and the seller feels like a human glue stick, you’ve got a snapshot of the ideal. But in real-life, big‑scale B2B deals, a shaky or squabbling finish usually means the deal won’t last.

    Beyond the Poker Face

    Traditionally, we’ve seen the sharpest negotiators as cool‑headed poker players—hands tight, emotions off the table. Yet research shows that over 12 % of their top tactics involve sharing a bit of their inner thoughts and feelings. That’s more than half the output of folks who are just “average” negotiators.

    Power = Knowledge

    In sales, power is born from knowing the buyer’s needs, market quirks, and how you can help solve their pain points. It’s all about feel‑based behaviours that set the right climate for honest talk. Pro‑level players spend 2.2× more time digging for info than their mid‑tier counterparts.

    Pre‑Game: Planning Over Prep

    • What data do you need about targets, numbers, and negotiation levers?
    • How will you use that info to defend your case, showcase perceived power, and choose a winning strategy?

    Planning beats prep. If you’ve already built value for service levels, staffing, timelines, or volume before you even speak to the buyer, you’re ready to trade smartly.

    Beyond Price: Truly Adding Value

    Don’t just think in terms of “less is more.” Know what the other side values and shape the deal so it grows the shared pie. A good negotiation is about creating new value, not just giving it away. It’s less “split the difference” and more “why not make the whole cake bigger?”

    Quick Tips

    • Prioritize negotiable points—calculate the cost of concessions to stay sane under pressure.
    • Tailor your value when you speak: “I hear you need it by Christmas, let’s see if we can pull it off.”
    • Never lock a single issue out of play. Keep the conversation flexible so any topic can re‑enter the fray.

    In the end, good deals are the result of teamwork, a dash of empathy, and a clear plan. When you hit that sweet spot, you set up relationships that pay off long after the paper’s signed.

  • Indecent Proposals

    Indecent Proposals

    This is a subject that I have written about before, but it cropped up again during a conversation with someone I spoke to recently for the first time in a while.

    The person concerned runs a B2B field sales team (circa 100 people) and wanted to engage a company that could help them improve the quality (and conversion rate) of their sales team’s proposals.
    They had meetings with 3 organisations, all professing to be proposal writing experts. Scope presented, potential suppliers fully briefed, response dates agreed, they waited for the proposals to arrive, here’s what happened,

    2 arrived later than the agreed response date
    1 did not include a firm price
    1 offered 3 different options, but no recommended solution
    1 did not include an Executive Summary
    2 had more content about themselves than about the customers requirement.

    With a shrug of disappointment, they decided that their own team’s sales proposals were “decent,” not great but actually better than those received from “the experts” and they abandoned the project.
    So with this in mind, here are a few pointers from me on writing a good sales proposal, these tips won’t ensure you win every bid, but they will ensure it’s not your actual proposal that lets you down.

    It’s all about them

    A proposal needs to be focused on your customer and whatever it is they are going to gain by giving you their money. Focus on what they will get, make it all about them and how (specifically) their world will improve by awarding your their business..
    Leave the stuff about you, your company and what you are good at until the end. If they think you understand their issues and challenges and you can deliver what you say you can, they’ll get around to reading about you, if they don’t they won’t.

    An Executive Summary is an Executive Summary

    The Executive Summary of your proposal should be exactly that, an Executive Summary, an overview of the key points of the proposal, nothing more and nothing less.
    Make sure you write the Executive Summary with the buyer’s communication preference in mind (see point 4). If you use boiler plate it will stand out a mile and you should not be surprised if you don’t make it past the first hurdle.
    On a personal note, I always state the price in the Executive Summary (as well as the Investment section of the proposal). The only reasonanyone buries the price in the middle of their proposal is if it embarrasses them and they don’t think they are really worth the amount they are asking for.

    Be specific

    It’s not up to your customer to work out which of a plethora of products or services that you “could” offer is the right one for them, it’s up to you to tell them.
    If you’ve taken the time to qualify the opportunity correctly, understand the strategic and operational drivers creating the need and the decision makers resonating focus, it should be easy to do this. If you haven’t you will struggle to create a winning proposition.

    Communication tendencies and preferences

    Everyone you sell to will have their own personal communication preferences.
    Some people love to be immersed in the detail and need to know everything about the solution you are proposing, some are only interested in the end result and the benefits. Some people will be concerned about operational risk, some will be concerned about how what you are proposing will impact their people.
    The manner in which your proposal is constructed needs to take into account who it is intended for and how the information within it is communicated. If you get this wrong your proposal might not only fail, it might not even be read.
    (Take a look at some of my posts and videos on Everything Disc to understand this better).

    How much? (coincidentally where I live in Yorkshire the 2 most often spoken words)!

    Tell them exactly how much it is going to cost the customer to buy what you are recommending to them.
    If you can’t do this then (a) they will struggle to approve or gain approval for the funds they need to place an order with you, and (b) they will think you don’t know what they need and they’ll be right (refer to point 3).
    It’s not a proposal if it doesn’t include a price and if you don’t include a price someone can’t place an order with you.

    Deliver on-time

    Once you have agreed the delivery time for the proposal, make sure you meet it.
    If you don’t deliver the proposal on time it will make your customer (a) doubtful as to whether or not you can deliver what they are buying on time and (b) think you have better things to do than meet your commitment to them.

    Make it better than decent

    Why Bidding Should Never Be a “Take‑It‑For‑Granted” Game

    Ever felt like you’re playing a guessing game when you offer to take on a client’s project? It’s actually every bit simpler—there are always plenty of organisations itching to make a business move. So if you’re aiming for the gold, make your proposal stand out from the crowd (and not just be “decent”).

    Pro Tips to Turn Your Pitch into a Winning Streak

    • Show you’ve done your homework: People love a well‑researched, tailored approach. Think of it as giving them a secret handshake.
    • Speak their language: Drop the corporate jargon and speak in a tone that feels human, friendly, and fully you.
    • Include small wins: Highlight a minor, relatable victory you’ve already achieved for a similar client.
    • Humor goes a long way: A light chuckle can break the ice and make the reader smile. Just keep it relevant.
    • Why they care: Make it crystal clear what advantage they’ll gain, not just some fancy idea.

    In short, keep it human, heartfelt, and oddly funny—that’s the secret sauce that turns a “just another pitch” into a winner.

  • wellhealthorganic.com:11-health-benefits-and-side-effects-of-olives-benefits-of-olives

    wellhealthorganic.com:11-health-benefits-and-side-effects-of-olives-benefits-of-olives

    What is Olives Oil (जैतून का तेल का क्या काम है?)

    जैतून जैतून के पेड़ का फल है, ओलिया यूरोपिया, जिसका अर्थ है “यूरोपीय जैतून।” जैतून के पेड़ पूरे भूमध्यसागरीय बेसिन के साथ-साथ दक्षिण अमेरिका, दक्षिण अफ्रीका, भारत, चीन, ऑस्ट्रेलिया, न्यूजीलैंड, मैक्सिको और संयुक्त राज्य अमेरिका में उगाए जाते हैं।ContentsWhat is Olives Oil (जैतून का तेल का क्या काम है?)Nutrition Facts:Benefits of Olives

    विभिन्न किस्मों के जैतून भूमध्यसागरीय व्यंजनों में मुख्य घटक हैं और स्पेन, इटली, ग्रीस, तुर्की और मोरक्को के लिए एक महत्वपूर्ण निर्यात फसल हैं। संयुक्त राज्य अमेरिका में सबसे आम जैतून हरे और काले हैं, हालांकि कलामाता जैतून भी लोकप्रिय हैं।

    वे अक्सर कटा हुआ या पूरे व्यंजनों में इस्तेमाल किया जाता है या जैतून का तेल में दबाया जाता है, जो भूमध्यसागरीय क्षेत्र में एक प्रमुख कृषि निर्यात भी है।

    जैतून का पूरा सेवन या कुछ भोजन के लिए जैतून के तेल का उपयोग करने से विभिन्न स्वास्थ्य समस्याओं से बचाव में मदद मिल सकती है।

    जैतून छोटे फल होते हैं जो जैतून के पेड़ों पर उगते हैं (ओलिया यूरोपाइआ)। वे फलों के एक समूह से संबंधित हैं जिन्हें ड्रूप, या पत्थर के फल कहा जाता है, और आम, चेरी, आड़ू, बादाम और पिस्ता से संबंधित हैं।

    जैतून में विटामिन ई और अन्य शक्तिशाली एंटीऑक्सीडेंट बहुत अधिक होते हैं। अध्ययनों से पता चलता है कि वे दिल के लिए अच्छे हैं और ऑस्टियोपोरोसिस और कैंसर से बचा सकते हैं।

    जैतून में स्वस्थ वसा को जैतून का तेल बनाने के लिए निकाला जाता है, जो अविश्वसनीय रूप से स्वस्थ भूमध्यसागरीय आहार के प्रमुख घटकों में से एक है।

    Nutrition Facts:

    जैतून में प्रति 3.5 औंस (100 ग्राम) में 115-145 कैलोरी होती है, या 10 जैतून में लगभग 59 कैलोरी होती है।

    पके, डिब्बाबंद जैतून के 3.5 औंस (100 ग्राम) के पोषण तथ्य हैं

    कैलोरी: 116

    प्रोटीन: 0.8 ग्राम

    कार्ब्स: 6 ग्राम

    चीनी: 0 ग्राम

    फाइबर: 1.6 ग्राम

    वसा: 10.9 ग्राम

    संतृप्त: 2.3 ग्राम

    मोनोअनसैचुरेटेड: 7.7 ग्राम

    बहुअसंतृप्त: 0.6 ग्राम

    Benefits of Olives

    जैतून में पाए जाने वाले विटामिन और एंटीऑक्सीडेंट महत्वपूर्ण स्वास्थ्य लाभ प्रदान कर सकते हैं। उदाहरण के लिए, कुछ अध्ययनों से पता चला है कि जैतून ऑस्टियोपोरोसिस से रक्षा कर सकते हैं, जिसमें हड्डियाँ भंगुर या कमजोर हो जाती हैं।

    जैतून भी विटामिन ई से भरपूर होते हैं, जो त्वचा के स्वास्थ्य में सुधार कर सकते हैं और आपकी प्रतिरक्षा प्रणाली को मदद कर सकते हैं।

    इसके अलावा, जैतून स्वास्थ्य लाभ प्रदान कर सकते हैं जैसे:

  • How to Stop Firefighting – Getting Past the Blocks

    How to Stop Firefighting – Getting Past the Blocks

    From Fire‑fight to Calm: A Real‑Talk Guide for Busy Bosses

    Ever feel like your company flips between being a blazing inferno and a still pond? You’ve tried to cool things down, but unexpected snags still pop up like surprise firehoses on your calm parade. Let’s dive into how to nip those blazes in the bud – without losing your sanity.

    1. Why the Fires Poof So Quickly

    • Unexpected Bubbles – A hiccup in one process can ripple across the whole operation.
    • Fear of Detail – “I’m already burning up; I can’t get into the nitty‑gritty.” That’s a classic excuse.
    • No Clear Vision – If you don’t picture what tranquility looks like, you’ll chase imaginary goals.

    2. Time‑Crunch? Invest a Moment, Save Hours Later

    Sure, you’re knee‑deep in crisis mode, but skipping the data‑collection step is like adding fuel to a fire. Here’s a quick recipe:

    1. Define your ideal calm state – picture it and write it down.
    2. Break your actions into tiny, doable steps – even a single sprint counts.
    3. Set a micro‑deadline – finish the first step by the end of the day.

    Believe it or not, you’ll see progress even when the flames are still roaring.

    3. Personality – The Silent Firestarter

    We all have hidden fire‑planners inside us:

    • Impatience: “A quick fix is all I want.”
    • Big‑Picture Bias: “If I see the finish line, I lose the path.”
    • Control Freak: “No one else gets to steer the ship.”

    Ask yourself, “Do I inadvertently block my own progress?” Feeling guilty? You’re not alone.

    4. Data Isn’t Rocket Science – It’s Your New BFF

    Even senior leaders who think “math is for math majors” can turn spreadsheets into secret weapons. Example: A former foreman (no diploma, no computers) learned to plot quality data and suddenly turned chaos into productivity.

    Take a leaf out of the maths & engineering world:

    1. Use simple graphs – a pie chart or line chart tells a story.
    2. Automate where possible – no need to crunch numbers by hand.
    3. Celebrate every small win shown in the numbers.

    Remember W. Edwards Deming: “You don’t have to be a math wizard; you just have to try.” The choice is yours.

    5. Cherish Unexpected Heroes

    When the midnight of crisis hits, the real heroes appear. That saw‑dust‑covered foreman who learned to plot data isn’t just grit – he’s a reminder that anyone can jumpfrog to success with the right tools.

    • Look at your team’s untapped talent.
    • Encourage experimentation and celebrate small breakthroughs.
    • Be your own biggest cheerleader.

    Bottom Line

    Calm isn’t a distant dream; it’s a series of small, intentional actions. Dive into the details, keep an eye on data, and keep your personality in check. With a bit of humor, a sprinkle of emotion, and the right mindset, you’ll turn your business into a well‑timed, chill beat – not a wild, burning rhythm.

  • The six habits of happy people

    The six habits of happy people

     
    Yet, in spite of the vast body of information that exists on the subject and the seemingly insatiable appetite for achieving a state of happiness, it appears that very few of us actually manage it.
    One of the reasons that happiness remains so elusive is that it is a very individual thing and for each of us the components of happiness will be different. When we undertake personal development work, we start to understand more about our own criteria for happiness.
    However, there are undoubtedly some helpful habits that we can cultivate that enhance our chances of happiness, as well as some unhelpful behaviours that we should avoid. In my experience, the six habits most often found in happy people are:

    Understanding that happiness comes from inside not outside

    As a society we tend to believe that happiness comes from outside ourselves. The formula we are taught is: work hard, earn money, acquire goods, be successful = happiness. This keeps us stuck on a perpetual treadmill of pursuing more and more stuff, or striving for greater and greater success as a way of validating our sense of self-worth. Each time we get the stuff, the desired happiness tends to be fleeting or fails to materialise altogether. We then set out in pursuit of more stuff, more badges of success and so it goes on. Once we recognise that consumerism is a flawed premise and that the happiness we are seeking lies inside ourselves and not “out there” we become happier people. This doesn’t mean we have to live in poverty, it just means that we are not dependent on the stuff to make us happy. If we get the stuff, great. If we don’t, we are still happy. By taking our focus off the constant pursuit of stuff, we have an opportunity to stop and work out what actually would make us happy. The focus needs to shift from what is outside us to what is inside us in order to achieve lasting happiness.

    Being happy in the here and now, rather than postponing it

    The belief that happiness comes from outside can lead us to postpone our happiness. We sacrifice the happiness of the present in the belief that happiness will show up at some point in the future … when we have paid off our mortgage, retired from our job, achieved the level of income we aspire to etc. etc. When we recognise that happiness comes from inside us and not from external circumstances, we can begin being happy today, right now. We can start to examine what would really make us happy and do something about it.

    Valuing themselves highly

    Self-esteem or self-worth is about how highly we value ourselves. It is not about placing ourselves at the centre of the universe or believing that we can do anything we set our mind to, which can lead to unrealistic expectations. Valuing ourselves means recognising our own strengths and building on the areas that challenge us. This is the foundation on which our future happiness is built.

    Taking responsibility for meeting their own emotional needs

    In our minds, each of us has a list of emotional needs and we often look outside ourselves to get these needs met. The problem with expecting others to meet our need for love, respect, acceptance or anything else is that we are gambling with our self-esteem. In essence, we are giving other people the power to make us happy or sad when the power actually lies within ourselves. Our attempts to get our emotional needs met can lead to a whole range of unhelpful behaviours and unhealthy relationships. Have you ever stopped to question why you are spending so much money or acquiring more and more stuff, for example? What need is this meeting within you? When we take responsibility for our own emotional needs we take back the responsibility for our happiness. Loving ourselves means developing the quiet self-confidence that comes from knowing our own worth. When we love ourselves, we make it easier for others to love us. And, as an added bonus, whether or not another loves or not becomes irrelevant as we are already bathed in our own self-love.

    Overcoming negative beliefs about themselves

    Most of us carry around negative beliefs about ourselves which may go back to some of our earliest childhood experiences and which we may or may not be aware of. Often, these beliefs reveal themselves in times of stress or in our emotional reaction to others. Negative beliefs about ourselves are toxic to our wellbeing and happiness and much of our energy can be taken up in trying to prove them wrong rather than endeavouring to change them. It can be nigh on impossible to love ourselves if, fundamentally, we believe we are a worthless person. But, like a piece of faulty software, our brains can be reprogrammed to overcome negative beliefs. Succeeding on doing this creates fantastic opportunities and provides a solid foundation on which to build greater self-esteem and self-worth.

    Avoiding comparisons with others

    Comparing ourselves with others can lead to dissatisfaction, discontent and a sense of not being good enough. It can produce unhealthy competitiveness and distract us from our own path. Our comparison culture fuels consumerism and unhealthy workplace stress. When we focus on our own happiness, rather than looking around at others we are far more likely to achieve the peace and wellbeing that we are looking for.
    Right now, in our Western culture, we have a model of happiness that says “as long as everyone can see how happy I am, I must be happy.” So, we go on pursuing more and more stuff, working harder and harder to achieve the badges of success that never quite deliver on their promises of happiness. By working on our own emotional happiness, maybe we will realise that we don’t need so much stuff. Maybe we will be content not to work so hard. Maybe we will discover inside the happiness that has eluded us for so long while we’ve been searching in all the wrong places.

  • From Firefighting to Serenity: Find Your Calm

    From Firefighting to Serenity: Find Your Calm

    Stop the Fire‑Fight! Turn Your Day into a Calm Cruise

    You’re juggling quality hiccups, part shortages, and team drama—just when you think you’ve caught a breath, a new crisis pops up. If that sounds familiar, you’re not alone. The good news? With a few simple moves you can shift from chaotic firefighting to a calm, controlled vibe.

    My Early Lessons on the Assembly Line

    I began as a Production Superintendent, watching 80+ folks sprint to build Rover 800 doors. I was a “headless chicken,” scrambling to solve every problem that hit me. Everyone was in the same hot‑spot, and a “it’s just how it is” mindset prevailed.

    Consulting with Honda changed everything. Their pace was noticeably calmer—no frantic sprinting here. I promised myself that I’d bring that serene atmosphere back to my team. Fast forward 20 years: those same tactics live in every role I’ve taken, and they’ve become a cornerstone of the businesses that work with me.

    How to Shift From Fire‑Fight to Calm

    1. Know Your Current Mood

      Picture a 0–10 scale where 0 is “all calm” and 10 is “full-on firefight.” Write down your current number. Repeat every month so you can see if you’re moving toward peace.

    2. Visualise the Calm

      Picture the day you’re not sprinting, but strutting through tasks. What does it feel like? What does your environment look like? Paint that vivid picture—mind‑oriented, body‑oriented, all of it.

    3. Build a Concrete Plan

      Map out concrete metrics that support that calm: New customers, project scope, margin targets, conversion rates. Think numbers that should magically lift you out of the firefight.

    4. Dig Into the Details

      This is the game‑changer. Identify why you’re off‑track: maybe pricing is too low, delivery times too long, or customer churn is high. Ask “how do we turn this around?” The exact answer might be a 40% revenue lift or a 57% re‑order boost, cutting delivery lag from 30 days to 15 days. With clear numbers, you can plan real improvements instead of chasing an impossible “X” target.

    Don’t shy away from a quick pause, even amidst a raucous firefight. Take a breath, jot down point 4—it’s worth the effort for the biggest payoff.

    What’s Next?

    Next week I’ll dive deeper into preventing new fires from igniting in the first place. Stay tuned for more actionable tricks to keep your ship steady, even when the seas get rough.