Tag: Innovation

The Systems Thinking Imperative – VUCA006

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Suzanne Martin is a leadership consultant, trainer, coach, and researcher. Martin not only has a deep understanding of the history of Systems Thinking, she is able to extract the practical information from the academia and give a modern outlook to the philosophy. Suzanne Martin joins Eugene Hoeven to discuss what she sees as essential for leaders and businesses to survive and thrive, and bring us the interesting stories of two female pioneers in the study of leadership.

 

 

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Collaboration in a VUCA environment – VUCA005

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Fred Krawchuk is a Former US Army Special Forces Colonel and graduate of West Point, with over 30 years of experience in
building collaborative networks that generate alternatives to violence. He is also the founder and CEO of the Pathfinder Consulting Group, a Senior lecturer at IESE Business School, and has written about the VUCA concept.
Fred Krawchuk joins Eugene Hoeven on this week’s episode of the VUCA World Podcast.

 

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the VUCA Podcast on your preferred podcasting app.

 

 

 

Building Client Relationships that Thrive through Thick and Thin – VUCA004

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Andrew Sobel is a business advisor with some surefire strategies to maintain mutually beneficial relationships with clients. He was a Chief Executive with Gemini Consulting, before striking out on his own 25 years ago. Based in New York, Andrew is the author of several titles including best sellers, All for One, Making Rain, Clients for Life and Power Questions. His latest book, “It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships
and Revenue” was just released in early 2020. Andrew Sobel joins Eugene Hoeven to discuss how his ideas will continue to work as our world turns VUCA.

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the VUCA Podcast on your preferred podcasting app.

 

 

 

Leadership Resiliency in a VUCA World – VUCA003

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Welcome to VUCA World, a brand new podcast from Eugene Hoeven designed to help you adapt to the tumultuous changes in our world, and build a healthy productive work space. On this episode, Eugene’s guest is Jennifer Moss Breen, a writer, editor, consultant and professor at Creighton University in Omaha, Nebraska. She has authored and co-authored several books. including “Visionary Leadership in a Turbulent World: Thriving in the New VUCA Context”

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the VUCA Podcast on your preferred podcasting app.

 

 

 

Mitigating one of Aviation’s biggest risk factors: fatigue – AiP 016

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Is fatigue putting your business at risk? That’s a question Pulsar Informatics strives to answer. Pulsar’s mantra is that Alert workers are more productive, and experience fewer accidents. Pulsar gives real-time information about fatigue levels in a business’s operation, so they can actively manage risk and improve overall performance.
Today on the Aviation Innovation Podcast, Matthew Van Wollen, the Chief Financial Officer and Co-founder of Pulsar Informatics joins Eugene Hoeven.

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the Aviation Innovation Podcast on your preferred podcasting app.

 

 

 

The new VUCA context – a conversation with Rob Elkington – VUCA 002

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Welcome to VUCA World. Eugene Hoeven will introduce us to thought-provoking guests who will talk about leadership, innovation, and collaboration in the worlds of business, government and the not-for-profit sector.
Eugene’s first guest is Rob Elkington, Co-founder, President and CEO of Global Leadership Initiatives, a Canadian-based leadership development organization. He is also the co-author of two books, including “Visionary Leadership in a Turbulent World: Thriving in the New VUCA Context.”

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the VUCA Podcast on your preferred podcasting app.

 

 

 

An introduction to the all new VUCA World podcast – VUCA 001

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Welcome to the introductory episode of the brand new VUCA World Podcast with Eugene Hoeven. Given the difficulties and uncertainty facing the aviation industry and the business world as a whole, it’s important that we continue the practice of innovation, and inspire fellow entrepreneurs and idealists to move towards the future in confidence.

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the VUCA Podcast on your preferred podcasting app.

 

 

 

Business Development is Not Sales!

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Knowing the difference will make a difference for your business.

I am amazed by how often these two terms are used interchangeably, where the former is often used as a fancier term for the latter. Often, when I talk to those responsible for Business Development and the activities they are involved in, it turns out they are really talking about Sales. Conversely, when I talk to those responsible for Sales and who are good at it, turns out they put a lot more emphasis on Business Development activities.

Business Development and Sales are two distinctly different activities, and in today’s rapidly evolving business environment we would do well by knowing the difference. I would even venture to say that a well-developed understanding of Business Development, and an ability to do it well, is decidedly more important in today’s rapidly evolving marketplace. A focus on Business Development will give you a new perspective on your firm’s purpose and its future growth and direction. Business Development is concerned with the future of your business.

So, what’s the difference between Sales and Business Development?

Sales is generally well-understood. It involves the transfer of title or ownership of a product or service from seller to buyer at an agreed-to price. Simply put, Sales is about generating transactions. On the other hand, there does not appear to be a universally accepted definition of Business Development.

Most attempts at a definition suggest that Business Development covers a range of activities and that it is somehow related to value creation. It entails tasks and processes to develop and implement growth opportunities within and between organizations. It is also suggested that Business Development has a unique role in the innovation process, and that it is inherently collaborative and integrative in nature. Ultimately, Business Development is about generating qualified leads for a product or service offering.

Which is more important?

Sales is generally well-understood. It involves the transfer of title or ownership of a product or service from seller to buyer at an agreed-to price. Simply put, Sales is about generating transactions. On the other hand, there does not appear to be a universally accepted definition of Business Development.

It is not a question of one being better, more important or more desirable than the other. They are in fact complementary activities. The approach to Business Development and Sales tends to come from very different, yet complementary and reconcilable orientations. However, where you should place emphasis will depend on what is a higher priority within your organization at a given point in time. If you have clear market validation for your offering and are consistently closing a high proportion of prospects, then allocating more attention to Business Development to prospect for leads should be your number one priority. If you have more leads than you can deal with, then your focus should be on closing more Sales.

If your tendency is to be purely sales-driven, then you are not investing in your future, and it is less likely that you will turn prospects into clients. This is because you have not invested effort into understanding their needs and wants – this is fundamental to Business Development. If, on the other hand, your orientation is pure Business Development, then chances are that it will be difficult to acquire new clients. You need a good balance of the two orientations.

Growth starts with the Business Development mindset, and it is no coincidence that rainmakers have this as a dominant trait – they build authentic relationships with clients; they have empathy and listen to understand their clients’ needs; they provide what clients want and need; they are able to show clients the value of what they will receive; they are able to bring clients to the point of transaction; and they remind clients of the value they are receiving.

How does Business Development and Sales work together?

Knowing the difference between Business Development and Sales is helpful since it will spur better understanding, coordination and collaboration between the two functions within your business. Depending on your organization, it may even be beneficial to separate these two functions while ensuring they collaborate effectively. Business Development should focus time, effort and energy on building relationships with qualified leads to the point that they can be handed off to Sales to become happy customers.

It is easy to see that very different skillsets and talents are needed to perform well in either of these two different, yet complementary functions. Those who can imagine future possibilities; are constantly in search of new knowledge and information; can build diverse networks; and know how to attract and maintain partnerships, do well in business development. Those who are highly persuasive; make the Sales process as simple as possible; and know how to engage customers in an authentic way, do well in Sales. Employees should naturally “fall into” the roles that come naturally for them according to their own talents and interests.

It is important to stress that the entire process of researching, prospecting and qualifying to closing is a team effort. It therefore makes no sense to set targets and incentivize Sales when the client acquisition process is a whole-organization endeavour – this may well encourage behavior that is not in the best interest of the company. After all, acquisition of a new client is a team win and should be celebrated as such!

Rise of the Ecosystems – AiP 015

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Prof. dr. Annemieke Roobeek is professor of Strategy and Transformation Management at Nyenrode Business University in the Netherlands. She is Founder & Director of MeetingMoreMinds B.V., an inter-company networking organization that helps accelerate innovation and sustainable implementation in a networked setting (www.meetingmoreminds.com). She recently set up GrwNxt B.V., a company that delivers data-driven infrastructure for producing fresh produce in megacities in fully controlled climate growth rooms (www.grwnxt.com). With experience in a range of industries from air transport to finance, Prof. dr. Roobeek holds informative insight into not only changing our technology, but changing our society.

For the full transcript of this episode, please refer to the Vantage Point interview.

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the Aviation Innovation Podcast on your preferred podcasting app.

 

 

 

Digital Wallets are Ready for Take-off in Travel – AiP 014

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Smartphones continue to have an increasing role in our day to day lives. Have you ever wondered who was behind tools like digital wallets and boarding passes? Andrew Phillips is the Director and Founder of Flon Solutions, based in Lausanne, Switzerland. Flon provides the expertise to utilize smartphone digital wallets as customer engagement and marketing tools. Andrew Phillips joins Eugene Hoeven to discuss the future of mobile apps, and how digital wallets could impact travellers.

For the full transcript of this episode, please refer to the Vantage Point interview.

 

If you like what you hear, help us reach more people by giving us a 5-star rating on your podcasting app, and support innovation in aviation!

Please subscribe to the Aviation Innovation Podcast on your preferred podcasting app.