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/James Macfarlane

About James Macfarlane

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So far James Macfarlane has created 3 blog entries.
10 09, 2017

Sales and Procurement are Relationship Businesses

The title for this post was inspired by an article on LinkedIn quoting Fabian Ziegler, the CPO for Shell, who said "Procurement is a relationship business." Of course this holds true for both Sales and Procurement. Unfortunately there is often too much focus on price and we quickly forget about our relationship objectives. A key theme [...]

21 05, 2015

Why don’t they execute?

They know the strategy, they have the tools and training... so why does it takes so long to execute against the strategy? This is is the question that keeps many leaders up at night. Change management experts have a good understanding of what is needed to effect a major change in an organisation. Kotter's 8-step [...]

7 05, 2015

Why Sales, Supply Chain and Leadership

As part of our re-branding exercise Coalface Dialogue is now positioned as a Sales and Supply Chain consultancy specializing in Leadership and Dialogue. In reality it is just a reflection of the journey we have been on for the last 10+ years. There are effectively 4 building blocks for what we do, and each of the building [...]