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No Hables de Ventas (Don’t Speak Sales)

No Hables de Ventas (Don’t Speak Sales)

In oilfield chemicals no-one really sells anything anymore. I’ve been doing business in this sector for well over 20 years, and for the customer, more often than not, it’s never been about sales. In upstream oil and gas, the “sale” is so long, complex, and...

Process Over Outcome

Process Over Outcome

Process Over Outcome In any endeavour; business, sport, life, the way you approach the challenge ahead can significantly effect the outcome. You get the usual advice like "fail to plan, plan to fail", but it's more nuanced than that, as the plan is nothing without...

Lead or Follow?

Lead or Follow?

Cultural change ... it's a difficult journey Changing the behaviour of people is the most important challenge for businesses trying to compete in a turbulent world, says John Kotter, a Harvard Business School professor. "The central issue is never strategy, structure,...

Standards & Expectations

Standards & Expectations

© Energy Voice 2018This Energy Voice article, published yesterday, highlights a crisis, that, though recognised by the industry, remains a difficult subject to openly discuss leaving it dangerously unaddressed....