'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
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'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
16. The evolving role of Human Resources - Dave Ulrich
Leadership 2.0
33 minutes
1 year ago
16. The evolving role of Human Resources - Dave Ulrich
With the publication of his bestseller 'HR Champions' in 1997, Dave Ulrich signaled the potential for HR functions to develop themselves from administrative functions into mission-critical ones for the business (my words—not Dave's!). Dave Ulrich is the Rensis Likert Professor at the Ross School of Business, University of Michigan and a partner at the RBL Group, a consulting firm focused on helping organizations and leaders deliver value. During our conversation, Dave and I discusse...
Leadership 2.0
'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
