677: Negotiations in B2B sales and day to day leadership situations (with Andres Lares)

This detailed podcast, by the engagement partner, discusses the difficulties faced by many European State-Owned-Enterprises during the 2008-2011 recession when many simultaneously saw a drop in revenue and state subsidies. The engagement team in this book led the work to develop a strategy for the courier business of a heavily-indebted European Postal service.

13 Helmi 201411min

This detailed podcast, by the engagement senior-partner, discusses the challenges and complexities of running an engagement to advise on the economics and strategy of a large micro-finance enterprise.

7 Helmi 201419min

In this podcast we discuss the detailed effort which goes into preparing the multimedia/premium management consulting books. We discuss the engagements we run and the client issues faced, the development of hypotheses, data collection, analyses, model building, client management and preparation of the final recommendation. We thereafter discuss how all of this, including the extensive video footage, is brought together to produce each of the 4 multimedia books.

1 Helmi 201415min

In this podcast we isolate the 5 most important and counter-intuitive lessons from the popular book.

26 Tammi 201421min

In this podcast we introduce one of our most popular books, Partnership. This is a memoir written by partner who served in that position at 2 of the big-3 firms.

20 Tammi 201413min

This detailed podcast introduces Firmsconsulting and our distinctive heritage which is best exemplified by these three quotes: "Business properly conducted could be as high a calling as anything." Marvin Bower "If you are not willing to take pain to live by your principles, there is no point in having principles." Marvin Bower "Management consulting is no individual's right as a career. It is the single greatest privilege of a business professional to earn the trust required to advise a client on his/her most pressing issues." Michael Boricki

14 Tammi 201431min

Peter is a PhD candidate from the USA who joined McKinsey Middle East a year ago. The striking thing about Peter is his level of confidence and the fact that he does not sound like a PhD. He is a candidate who initially pursued the USA and thereafter opened interviews at another highly competitive office where he was successful. Peters interview is more for the journey he goes through to build his confidence and learn about his potential. I have personally admired this candidate because he seems to closely follow the strong values-based path Firmsconsulting expects of our alums.

8 Tammi 201445min

Edward is one of the most effective networking clients in our program. Although a relatively-older candidate from a non-target school, he was able to meticulously follow our advice on networking to eventually build a very effective support network of partners and consultants at his preferred offices. This wide-ranging interview is important because it demonstrates the primacy of our networking approach. Firmsconsulting believes that if you take the time to do the appropriate due-diligence and build sincere reasons for joining an office, this sincerity will come through in any discussions. It is interesting to see how Edward developed this approach over a 5 month period through trial and error to eventually secure strong endorsements from very senior partners. On a personal note, I do believe Edward is one of the most impressive alums of our program. He is steeped in our tradition of values and ethics before all else and to us, that is what matters the most.

2 Tammi 201457min