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…
While many believe that selling innovation consulting requires promoting one’s expertise, the truth is that expertise alone isn’t enough to close a deal. Understanding how clients make decisions is, in my opinion, the most important skill any successful sales executive has to develop.
Many of my friends, who work in innovation consulting firms, often believe that the best way to sell innovation consulting is to develop an expertise. There is clearly some truth to that but, although this may cause disagreement with some of my friends, I believe that the best way to sell innovation is not so much to promote an expertise, but, rather, to understand…
Categories Health, In english
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Overcoming the affordability barrier in emerging markets means commercial innovation, says Julien de Salaberry
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Chronic disease prevalence is high in most of Asia which is compounded by immature healthcare infrastructure which creates significant barriers to treating these diseases. These barriers range from awareness of the disease to insufficient numbers of HCPs through to inability to afford (most Asian countries are self pay) the appropriate treatment. Sustainable success in these markets requires innovative thinking and relevant business models to…
Acquiring new clients means meeting with C-level executives, directly. This requires innovation. Find out why.
A recent study done by Harvard Business School showed that between 70 and 90% of innovation products fail to find clients. Therefore, innovation products are retired from the market only 12 months after they were first launched. Given that developing an innovation product usually requires a multimillion investment, it’s easy to understand why General Manager prefer to focus on core products in core markets…
Categories In english, Theories of innovation
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Why should anyone care about disruptive innovation? (2/2)
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Disruptive innovation is a term that may convey very different meanings. As a consequence, CEOs don’t always consider how disruptive innovation can help them transform their business, create new growth engines and develop a sustainable competitive advantage. More importantly, many decision-makers fail to understand that there’s no real alternative to disruptive innovation. The choice is between leading disruptive innovation or going bankrupt. Here’s why.
The day before yesterday, I was invited at the Quai d’Orsay, where I participated in kicking off la diplomatie économique. Suggested by President François Hollande and implemented by Laurent Fabius, Minister of Foreign Affairs, the diplomatie économique aims at reaching trade surplus by 2017, not including energy. A number of French leaders were there, including Pierre Moscovici, Minister of Finance, Jean-Pierre Raffarin, former Prime…
How to get Senior Management to commit resources to innovation ? How to secure Senior Management Buy-In ?
Decision-makers are always happy to communicate on how much they believe in innovation. They may : declare how important it is that the company create a more innovation-friendly culture share a few corporate stories illustrating how innovation played a critical role in creating a sustainable competitive advantage, in the past But, paying lip service to innovation doesn’t mean being committed to innovation. In fact,…