Making Great Decisions

Making Great Decisions Mckinsey Quarterly, April 2013 Summary: The further we move up the ladder the harder it is to be told or to say “my judgment is fallible”. We all have dominate biases: Inertia (status quo), confirmation (justification based on experience/desire), and social (group think, popularity). Awareness to our biases does not make us immune to them. Most decisions are based on “politics, persuasion, and PowerPoint” and none of these “three Ps” are fully trustworthy. The three biggest things Read More …

POV: Harvard Business Review – Making the Consensus Sale

Point-of-View: Making the Consensus Sale Harvard Business Review (HBR) March 2015 Summary: On average 5.4 people have to formally sign-off on B2B purchases. Best way to build customer consensus isn’t to do a better job of connecting individual customer stakeholders to the supplier but to more effectively connect customer stakeholders to one another. Problem definition and solution identification are much more difficult for buyers to reach consensus than supplier selection. Suppliers focus too much on supplier selection. By the time Read More …