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GMCL Business Editorials and Briefings

Thoughts, ideas, strategies, concepts and tools for business improvement.

GMCL Business Editorials

Revenue Forecasting … Is It Really Such a dark Art?

Hey finance professionals! Have you ever wondered how the folks in Sales and Marketing arrive at their forecasts for Revenue, and hoped they use more…

Why Is Leading Diverse Teams So Hard?

As a manager, do you feel uncomfortable dealing with an increasing number of people in your team who are different from you? Are you nervous…

The Iron Triangle of Negotiation

Ever felt ill-prepared, out-maneuvered, and even ripped-off when negotiating? Perhaps you’ve even gone for everything but finished with nothing? Sometimes that’s just annoying, but occasionally it could mean your career. How could this happen? Forgot the Iron Triangle?

Ten Reasons Projects Fail

Major public works tend to get most attention when new bridges or submarines are years behind schedule and billions of dollars over budget. How many…

Feel like a job refresh? Try Organisation Renewal.

Hey Professionals, are you getting bored at work? Feeling unappreciated, unrecognised, underpaid, or insecure in your current role? And Managers, do you ever feel frustrated that your team does not seem to be putting their best efforts into their work? Try organisation renewal!

Having Trouble Recalling Information? Try Mindful Memory

Have you ever had to take a second, or even third, look at someone’s name tag or card when you haven’t remembered from the first look? Ever needed to look up key technical data or element of policy or procedure when asked a question by team members, staff, or presentation audience?

Work From Home? What’s The Fuss??

There has been much discussion since Covid-19 arrived about working from home, and more recently about heading back to the office. The overall rate of…

Do you know the magic ingredient for productivity?

In case you haven’t heard – or think differently – overall productivity growth is declining! The Sydney Morning Herald’s Muriel Muroi reports that the 1990’s…

One Page Business Briefings

Ideas, strategies, concepts and tools for business improvement - one page at a time.

The Territory Management Model (S-P-C)

THE main business strategy is to build a reliable and increasing income stream, or put simply, to create loyal customers who come back to buy again…

The Coaching Sandwich (+/-/+)

SOME people believe themselves to be pretty tough, coping well with constructive criticism delivered in a very direct manner as they are being coached. These people…

Customer Relationship Assessment(the 5 Cs)

MANY organisations and particularly their salespeople, believe customer relationships are mostly a function of inter-personal relationships between the salesperson and the buyer. Whilst sales can fail…

Thought Leadership and Strategic Thinking

“Congratulations on your promotion. You’ll need to think more strategically now.” So said a very senior banker recently to one of my executive coaching clients.…

Emotional Quotient (EQ) for Salespeople and Sales Managers

THERE used to be only one measure of intelligence – our Intelligence Quota or Quotient (IQ). More recently Howard Gardner (‘Frames of Mind: The Theory of…