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Ian Neal

Articles by Ian Neal →

Know yourself, know your enemy

Know yourself, know your enemy

  George was having a terrible day at work. The deal he was sent to conclude had irrecoverably broken down, with key terms rejected and feelings hurt. He …

Marketing vs Sales: What’s the drama?

Marketing vs Sales: What’s the drama?

Martin Scorsese’s Wolf of Wall Street got me thinking about Sales vs. Marketing. During one of its scenes, the main character – played by Leonardo DiCaprio – tests …

Culture Vs Strategy? Why not Culture+Strategy?

Culture Vs Strategy? Why not Culture+Strategy?

I recently wrote that one of my favorite sayings is ‘culture eats strategy for breakfast’. Today it is proposed that developing, implementing and living strategy can and should …

A Matter of Time

A Matter of Time

Managing the conflicts between SCOPE, COST and TIME is a key project management skill. Understanding the relationship between tasks and the resources required is an integral ingredient to …

Purpose or Profit?

Purpose or Profit?

Why do Enterprises Exist? The question of purpose has become popular at last. A combination of younger people wanting to have a purpose and to work for a …

Margin at the Margin

Margin at the Margin

The power of marginal revenue Understanding the concept of marginal contribution can be a powerful weapon in setting strategy. Once overheads have been covered every extra dollar of …