John Shanahan’s Newsletter

One of the ADs in Sydney asked me today how do you sell the value of higher quality research. This is how I do it

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 It is not often that a modest Asia Pacific company concludes an agreement that has it move to being a global player in one move. Tomorrow Ron Pirie the CEO of Advantage Group International in Toronto will share with his team the fact that he has entered and agreement to sell 49% of his company to Colmar Brunton on June 1st and the remaining 51% in 2009. This is the outcome of good networking by Roger Jackson, my being prepared to take a risk and fiercely wanting our business to have a role in this global world and a great deal of work over the last 6 months, most of it by Peter Harris.

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It’s the rage at present. It’s a new way to work and share and it makes people and organisations that much more efficient. I am referring to Wikis that are replacing emails, Lotus Notes, Buiness plans and even intranets. They are a free moving space in which anyone can edit add and create documents.

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A few weeks ago I was asked to present some findings of research to the board of Elders. The directors included a new Chaiman, the Chairman of the Holding company, Futuris and the CEO of Elders with whom I had worked. In briefing me the CEO had asked that I give them my message up front and follow with the support. So that is what I did. It resulted in the Chairmans opening words “I am astounded you have reached that conclusion” Needless to say the CEO and the Chairman had different views on the matter. In years gone by such an incident would have been very unsettling. My response was “Tell me more”. He went on to say that if I were to arrive at this conclusion  I needed more evidence. The CEO at this time was looking a little anxious. I told the chairman than in the next 20minutes I would provide what he wanted. 

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