The British management writer, Charles Handy, classified organisational culture by the power of individuals' roles and functions within an organisation. He identified four archetypes: 1. ZEUSor Club Culture. Power is concentrated in the hands of one individual, the top boss. Control radiates from the centre's use of personal contacts...

A simple sales cycle consists of the following five phaseslead qualification; prospecting or marketing; proposal development; deal closure; sales follow-up.  The outcome of the follow-up phase (step 5) should feed back into step 3 where new proposals are developed, shortcutting the...

Michael Porter published the Value Chain Analysis in 1985 as a response to criticism that his Five Forces framework lacked an implementation methodology that bridged the gap between internal capabilities and opportunities in the competitive landscape. This framework focused on industry attractiveness as a determinant of the profit potential of all companies...

In the mid 1970's, Marvin Weisbord, an organisational design consultant, created his six boxes model as a diagnostics tool of organisational effectiveness. He identified six key areas in which 'things must go right' and be internally consistent for an organisation to be successful. The result of the diagnosis is a prioritised list of ready to be...