Louis Gallois, the innovation Commissioner to the French Prime Minister, recently showed that the margins of industrial companies in France have decreased from 30% 21% in the last 10 years.
Several days ago, I sat down with Stéphane Coumau, a longtime friend and a former managing director of a Fortune 500 consumer’s goods companies. Among the many subjects we touched upon was the challenge of managing innovation. Innovation is hard to realize because…
The innovation listener needs to listen to the facts and needs to be sensitive to feelings. But, understanding how client make a decisions also means being sensitive to how his client thinks. That’s critical to know how to sell innovation consulting.
Several days ago, I asked an innovation group on LinkedIn to identify what are the most pressing innovation challenges, facing Chief Innovation Officers. Here are some of the answers followed by my comments.
Making the innovation consulting sale not only means getting the facts right. At a deeper level, closing the sales requires to capture implicit buying signals. That’s critical to know how to sell innovation consulting.
Here are, in my view, the top innovation issues that are keeping innovation VPs awake at night.
Selling innovation consulting means listening. But, as corporate meetings can be very dense and long, what should the innovation consultant listen to in greater detail?
Clients buy innovation consulting when their careers are at risk. The innovation consultant needs to listen in order to collect as much information related to his client’s career dynamics. Here’s more how to sell innovation consulting?
“Why do large companies fail to innovate?” This a question I addressed in an interview with BFM, a French-speaking Business radio show. I was invited on L’Atelier Numérique, a show dedicated to innovation. More here.
Many feel that the key to selling innovation consulting is expertise. There’s certainly some truth to that. But expertise is not enough. Decision-makers are time-pressured: they just can’t find the time to make their decision based on an in-depth understanding of supplier expertise. Therefore, the innovation consultant must not present his/her expertise in great depth, simply because the client doesn’t have the time to…