A couple years ago I listened to a presentation by speaker and author Professor Robert Wolcott of Kellogg when I attended the Digital Manufacturing Conference for the Massachusetts Institute of Technology Leaders for Global Operations. One key question Professor Wolcott asked resonated with me, “What will happen to our business when people stop buying whatever it is we are selling?” That question made me consider how companies can maintain an entrepreneurs sense of urgency and avoid resting on their laurels? How can we prevent what happened to Blockbuster, Pan Am, and Kodak, from happening to us?

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Finance transformation is critical if you want to keep up with the evolving ideas and strategies of today’s business landscape. It will revolutionise processes and systems within organisations to make them more effective, and more profitable. Cloud solutions and Software as a Service (SaaS) is one key area offering transformative results.

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Suppose your business is facing significant competition from traditional and non-traditional competitors. Demand for your company’s products and services is tepid and customers are deserting you. Revenues are in sharp decline and the impact is beginning to show in shrinking margins.

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The part about being a consultant that I struggle with is that you’re never quite on the team. You’re always a little bit of an outsider, and I think some of that’s changing in the last few years.

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Twenty-two years within the corporate world with finance and accounting roles, I had little sales skills. I developed communication skills, and relationship skills. But as far as trying to sell you a product or a service, it’s an important skill I didn’t have.

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