p28-29 Know Feature Oct30 27/10/09 13:32 Page 28
knowledge business management
ttglive.com
Alternative strategies
Revolutionise the
way you do business
Business consultants Reality Training have come up with some radical suggestions for
how to run a company in a recession. Robin Searle reports
I
magine a world where you don’t set Reinventing sales strategy
sales targets for staff and the constant Morrell and Blake believe
stream of reports about current there is a tendency in difficult
performance and forecasts for the economic times to revert to old
future go out of the window. habits and leadership styles.
It might seem like a recipe for commercial So instead of thinking about new
suicide, but according to a training company ways to create a team ethic and get
working with a number of major travel the most out of staff, managers often
brands, including Tui and The Co-operative revert to a “them and us” situation that
Travel, it could actually breathe new life into creates barriers within companies and
your business instead. distances management from the customer.
Bob Morrell and Jeremy Blake of Reality As Morrell says: “You need to work out
Training believe that unprecedented market what it was about your leadership style that
conditions require a completely new mindset made you a great leader in the good times,
and approach to running a business. as that is what you need to focus on now.”
Morrell and Blake presented masterclasses Morrell and Blake believe that all
at this month’s Travel Convention in companies should look at their structures,
Barcelona, and it’s fair to say that in their and work out how to get their best people in
sessions, entitled 10 Ways to Drive your contact with potential customers.
Business, some of the ideas put forward were All staff should be applying the mantra
definitely in the radical camp. of management guru John Seddon and
“assessing their purpose in customer terms”.
Adopt new business models
Morrell and Blake insist that traditional
commercial hierarchies are now
dead. Companies should
no longer have a cascading
set-up where the experience
and abilities of senior and
28 30.10.2009
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