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Value Management: How to Avoid Being Overwhelmed

Value Management: How to Avoid Being Overwhelmed

If they don’t realize it already, they will soon: anyone engaged in relationships is becoming overwhelmed by the difficulties and Complexity of decisions and trade-offs. Experience-based intuition currently bridges the gap, but it can’t scale and is doomed to fail. Here, we see the ideal…

The Case for Value Management: Part 2: the Extraordinary Opportunity

The Case for Value Management: Part 2: the Extraordinary Opportunity

Pretty much every organization claims that value is a big deal to them. In the second part, we’ll look at the huge opportunity there is for individuals and teams to take responsibility for – and ownership of – Value in their organizations, and see why…


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The Case for Value Management: Part 1: the Extraordinary Need

The Case for Value Management: Part 1: the Extraordinary Need

Pretty much every organization claims that value is a big deal to them. But when you look at what that means in practice, the extraordinary need for a dedicated cross-functional Value Management function becomes clear, because almost all organizational challenges can’t be met without one….

Empathy: the Missing Piece of the Collaboration Puzzle

Empathy: the Missing Piece of the Collaboration Puzzle

Commercial relationships are struggling, and nowhere is this more true than in collaborative relationships. Such relationships are where Complexity – from both inside and outside the relationship – is highest, and where the fatal flaws in how we typically operate are most clearly (and devastatingly)…

Misalignment on Things That Matter: Proving the Point

Misalignment on Things That Matter: Proving the Point

The Things That Matter aren’t clear or aligned in our relationships. This missing empathy is what is inhibiting understanding, preventing the management of differences, and hampering authentic collaboration. All of this – and more – was demonstrated through a recent workshop exercise we ran….

Relationships: The Will May Be There… But The Way Isn’t

Relationships: The Will May Be There… But The Way Isn’t

In our latest webinar on the Things That Matter, polls demonstrated that the will to understand partners may be there, but the way isn’t. Well-intended personal contact tries and fails to plug that gap, with negative and challenging experiences continuing to dominate relationships. This isn’t…

Things That Matter: Operationalizing Empathy: Part 1: the Need

Things That Matter: Operationalizing Empathy: Part 1: the Need

Empathy is the root of better relationships. We know this on a personal level. But empathy – actively understanding and responding to the other party’s perspective and priorities – is often almost entirely missing between organizations. Why does this matter?…