The sales sieve

Occasionally there are conversations I have that stick in my mind for years and years. One of those such conversations was when I met up for lunch with a former-BBC and Microsoft colleague Mark a few years ago. "It's not a sales funnel," said Mark. "It's a sales sieve." Mark explained that whilst sales teams … Continue reading The sales sieve

The Tech Team Value Prop – jobs to be done

In the last article, I explored the idea of the diverse groups of people who are the consumers of the services that are provided by an internal technology group, whether an IT or Digital team (or any of the many variants in between. This time around I’ll start to explore a few of those different … Continue reading The Tech Team Value Prop – jobs to be done

The Tech Team Value Prop – Customers

I've had a few months now out of running an in-house technology team to be able to start to reflect on the experience. One thing that is particularly notable, and this is true of technology teams and many other professions too is the prevalence of the proverb of Physician, heal thyself. Put simply, too often … Continue reading The Tech Team Value Prop – Customers

Technology as transport

Back in the early days of my career, deciding to do something new with information technology was an expensive business. Before you did anything, you needed hardware; servers to run things on, and software to run on those servers. The things you required arrived in boxes, even the software in the form back then of … Continue reading Technology as transport

Crossing the divide

On a reasonably regular basis, I get asked to speak at events. I mean, I'm not deluged with offers. And none of them pays me. But it's nice to be wanted. However, requests in the last few months go something like this: Me: Thanks ever so. I'd really like to take part. Full disclosure, though. … Continue reading Crossing the divide

Forget about the bloody water cooler

A few weeks ago I posted something vaguely witty on Twitter. This is such a regular occurrence that I can't even remember what it was. It was probably funnier in my head than it was on screen. But some people responded to it. Some Likes. Some Retweets. These aren't important to me (of course they … Continue reading Forget about the bloody water cooler

Trump cards

Over the course of what I self-deprecatingly refer to as my "career" I've worked in and with a large number of different organisations in a very varied number of industry sectors. The sociologist in me finds learning about new organisations utterly fascinating, and quickly being able to pick up the nuance of a new setting … Continue reading Trump cards