Q: We are a small food supplier and my boss told me we need more innovation. "Absolutely right," I said. "I'll go away and give it some thought." Sadly, it is all rather beyond me and my budget. Can you help?

A: He is, of course, right. Innovation is a big word and it is often the lifeblood of a company when wisely applied. But it certainly isn't the job of just one manager. In my experience, great ideas often come from the people in your organisation who are closest to the customer or closest to your production. I'd start with talking to them about what ideas they've had. Spending two hours on a free-ranging brain storm with a group from all parts of your business can be highly productive. Just make sure there is someone there to run the process.

But often the real issue is what you do with these ideas and how you get traction in the business to achieve the change these new ideas will demand. Perhaps that's a question to put back to your line manager.

But before you start, do give a thought to the current economic situation and the inevitable conflict between running your core business and inventing your future business. You may well feel that truly excellent execution of your current business model is a much more rewarding use of your time. Innovation can become a distraction.

Perhaps a good compromise for your boss might be to invest in R&D, by which I mean Rob and Duplicate. Look for the best ideas in your industry - and do it yourself.


Q: I've been offered a new position that involves negotiating with customers. I cringe when I have to take anything back to the shops, let alone try to do a deal - so this sounds like a potential job from hell. Others seem to enjoy the bargaining. Where do I start?

A: It's amazing how scared some of us feel about negotiating. However, it's the label we are most fearful of. You haven't got to your present position without being able to look at different sides of an issue. All the time while working and living, there are deals to be made - paying the mortgage versus staying in bed.

Your boss can see that you have integrity and so will your customers. Negotiation doesn't mean you're ripping people off. You would never get repeat business if that were the case. It's all about developing a relationship, listening and matching their needs with your products.

You may think this is simplistic and you're right; there are some excellent negotiating-skill training courses out there. So, first take the job and then get the buzz of that first deal - the rest will be history.


If you have a question for Sue, email her at sue@mountstevensexecutivecoaching.com.

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