Search Results

At some point, hopefully soon, the Corona Virus pandemic will start to become a thing of the past: the mobility restrictions will start to be lifted and economic and social activities will start to return to normal. The experience of China suggests that this would be a process in its own right and that reactivating disrupted supply chains will not take place overnight. The strength of the shock to economic conditions is such that commentators are also suggesting that the return to normal may well include a re-definition of what is normal. One of the features of Enterprise Risk Management (ERM) Frameworks is learning from events, in this case, with a view to enhance operational resilience. At the same time, UK regulators are consulting on their proposals for operational resilience, which also include learning from events.1 Learning lessons would also support the exploration of the impact on existing business conditions and whether a new “normal” is emerging to drive business strategy. We believe that the process of learning lessons does not need to wait for the full resolution of the pandemic. This note sets out our thoughts on the process. There are three aspects of the lessons learnt process: • a stock-take of what was in place in terms of operational resilience; • a consideration of what worked / did not work well; and • the identification of potential impact on future operating conditions. We have developed a structured questionnaire to support a conversation that covers these points. We would be interested to discuss this with industry contacts in financial services over a conference call which would last no more than 90 mins. The intended benefit of this process for participants would be: • the identification of specific measures that can be adopted to enhance resilience for future events; • firming up the understanding of the potential changes to the business environment that should be considered to ensure future business strategy remains sustainable. We offer a write up of the discussion which could contribute to the formalisation of an internal lessons-learnt exercise. The views would also feed into a paper with industry lessons (without attribution) which we will share with those that have contributed to the process. We envisage the paper helping with the recovery process and the implementation of regulatory requirements on operational resilience. 6 April 2020

What is Blockchain? Blockchain is a technology platform, the features and how it works varies between platforms. ● Blockchains can be a shared source of information ● There are many different blockchain protocols ● There’s no ‘central authority’ needed ○ Meaning that there is no single party that controls the data unilaterally ● The information can be trusted ○ There’s a consensus/agreement ○ The data can’t be changed ○ Cryptography is built in ensuring privacy ○ Has provision for ‘smart contracts’ What Blockchain is not ● There are a lot of misconceptions around blockchain technology ● What blockchain is not? ○ Bitcoin is an example of a use of a blockchain but bitcoin is not itself ‘blockchain’ Types of Blockchain ● Several types of blockchain platforms ○ Public/Unpermissioned - anyone can join Decentralised ○ Data can’t be changed ■ Currencies ■ Betting ■ Video gaming ● Supply chain ● Government financial records ● Corporate earning statements ○ Private/Permissioned - restrictions on who is allowed to participate ○ Use of identity management ■ Voting ■ Voting records ■ Whistleblower ● Insurance/reinsurance ● National defence ● Tax returns ● For the purpose of insurance most are using private and permissioned blockchain Distributed Ledger Technology (DLT) ● “Is a glorified information messaging system” ● Information drives ○ Trade ○ Commerce ○ Government ● All about streamlining process ● Have to be using DLT for a solution ● Manage expectations The terms Blockchain and Distributed Ledger Technology are often used synonymously although they’re not quite the same thing but are intrinsically linked. Distributed Ledger Technology describes how parties have identical copies of a database of transactions. Blockchain is the software protocol used by the network of computers that ensures that the data is synchronised, secured and immutable. Examples of it’s uses ● Digital Asset Register ● Microinsurance ● Medical Prescriptions ● Death certificates ● Trade finance ● Supply chain ● Food safety ● Fashion ● Governance ○ Voting systems ○ Land registry ○ Customs control ○ Identity and e-signature ○ Benefit payment ○ Charitable giving ○ Taxation ○ Digital legal advice It’s all about privacy, transparency, speed, quality and trust. Examples of live production blockchain implementations in insurance: 1. Blocksure – Renters insurance (Covea) , Indonesia group policy, Japanese property 2. B3I – Reinsurance – Unity – Global Risk Transfer 3. ChainThat – Bermuda Reinsurance 4. Insurewave – MS-Amlin, WTW, XL Catlin – Marine Hull 5. Etherisc – AoN, Flight Delay, Crop Protection 6. Immediate (Singapore) – “Smart Insurance platform” 7. Skyline Partners (London) - index-based parametric insurance 8. iChain (Tokyo) – Risk placement platform 9. Piprate (Ireland) – Insurance data 10. VouchForMe – Motor 11. Teambrella – p2p mutual small item insurance 12. Nexus Mutual – p2p mutual smart contract cover 13. Poleecy (Italy) – micro insurance 14. Medishares/MutualDAO – p2p DAO DeFi insurance 15. Safeshare – sharer insurance 16. Surety Bond (Zurich Insurance) – Benelux 17. Evident - Gig proof of insurance – Marsh 18. Critical Illness – Huatai P+C 19. Xiang Hu Bao – Medical Claims Useful links and resources: Miro Board on cross-industry DLT projects : https://miro.com/app/board/o9J_kolgjJE=/ Insureblocks podcasts (lots of listening material on DLT use, predominantly in insurance) https://insureblocks.com/ Blockchain Explained (CII) https://www.cii.co.uk/learning-index/articles/blockchain-explained/43588

A Leader’s Guide To The Management Of Change At Scale By Jane Logie The Purposeful People book cover. Credit: KMD Books The book in three words? Practical - Advantageous - Clear What is it about? Written by Transformation Specialist and Camelot’s own, Jane Logie, Getting Transformation Right is an unmatched guide for making essential business changes. The book identifies and gives you an understanding of the how’s and what’s of change that is key to business survival and success . Getting Transformation Right, shows you the key skills and abilities required for making successful change and teaches you how to encompass them. You are guided on a journey through specific capability areas where information is detailed but broken down into bite-size chunks. Filled with illustrative examples, the useful points that are made are digestible and clear. Throughout the reading experience, your knowledge can gradually build and build productively, resulting in a strong understanding of transformation by the end. How do you get transformation right? It’s clear from the book that there isn’t one simple answer to getting transformation right. But, as Logie shows us, there are many skills and abilities to employ to truly get transformation right. There are skills needed such as utilising the power of a team, thinking strategically, and embedding coaching, amongst many more. Do not fear though! There are handy checklists at the end of each chapter that you can use as a guide for whatever business transformation you are leading! Who is this book for? Getting Transformation Right is ideal for leaders, especially business leaders. The book will be useful to a leader working in any industry and any size company. Terms, strategies, and skills are explained quickly but clearly, and you are guaranteed to learn something new. So, no matter how long you have been a business leader this book will be a great addition to your reading list. A moment with the author: “It's sad to say but the majority of transformation programmes fail to meet executive expectations. Over the last 30 years, I have helped many organisations to deliver large scale transformational change and had the opportunity to work with some of the best people in the change profession and I believe that we have enough insight into the common causes of failure to help others to avoid making the same costly mistakes.” “I decided to write Getting Transformation Right because I wanted to help busy executives that are engaged in transformation activities to be more successful. If my book can help just one person to get set up for success and deliver a great business outcome without failure then I will be happy. " - Jane Logie, Author of Getting Transformation Right and Transformation Specialist To sum it up: Getting Transformation Right, is an invaluably useful read for business leaders. It will equip you with a thorough understanding of what is required to bring about great change and how to deliver that transformation as well as avoid errors. You’ll come out of the book ready to make transformation happen! Want to know more? Contact the author at jane.e.logie@icloud.com Or buy the book at https://w ww.amazon.co.uk/Getting-Transformation-Right-leaders-management-ebook/dp/B0 99SDRLSL/ Or contact me at chloecopywriting@gmail.com Written by Chloe Allison

From Disruption To Evolution A New Generation Of Insurers For Changing Customer Expectations By Bryan Falchuk The Future Of Insurance book cover. Credit: Insurance Evolution Press. The book in three words? Invaluable - Rich - Honest What is it about? Written by Camelot’s own best selling author, Bryan Falchuk, The Future Of Insurance: From Disruption To Evolution is a treat for those working in the insurance industry. Bryan is not only an author but is also a Founder and Managing Partner of Insurance and Evolution Partners, so he offers an invaluable perspective. The book follows the true stories of eight insurance start-ups and provides many important lessons to help you on your insurance journey. The book is written in a logical way, and the ‘Foundations For The Future’ sections at the end of each story gives you a moment to summarise and reflect on the key lessons. Due to the tactful use of start-up stories you get to learn in a concise and relevant way. Clear, relevant, and reality-driven, The Future Of Insurance is a useful tool to navigate the insurance industry with. This would be a great one to pair with attending our Big Round Table event Deliberately Digital by Design - How Incumbent and Startup Insurers can thrive in the Digital Marathon. Register for the event on the 30th of September here: https://www.thecamelotnetwork.com/camelot-events/big-round-table-deliberately-digital-by-d esign/ What is the future of insurance? The stories and summary sections offer great tips such as making sure you stay focused on what customers truly need or just because something is difficult it doesn't make it wrong. These tips and lessons across the book, help you develop the right attitude towards your role in the insurance industry, making success more probable. As explained in the chapter, ‘Moving Forward’, the overarching foundations for the future are: to think diversely, make capital strategic and create real advantage. Simply hearing these foundations are not enough though, you need to read the book to fully understand what these definitions mean and see them at play in the stories, in order to employ them yourself. Who is this book for? This book is good for you no matter where you are in your insurance industry career. Full of clear explanations and various lessons, The Future Of Insurance is a great read for beginners and experts alike. It will teach you how to make positive changes in the insurance industry whether you are the business leader of a start-up or incumbent. A moment with the author: “After living on the carrier and startup side, seeing how much opportunity we as an industry have for change, but how often various challenges and barriers get in our way, I wanted to help us move forward. In my book series, The Future of Insurance: From Disruption to Evolution, I share direct case studies, written from first-hand research I’ve done by getting in deep with the people at the companies who lived the stories, to try to inspire anyone in Insurance to see a path ahead.” “The latest installment, Volume II. The Startups, shares very real stories of the ups and down, challenges and wins of eight startup insurers so that we can all take lessons, regardless of whether we’re at a startup, incumbent or something else entirely. I hope anyone reading these books takes the lessons in, looks at their particular situation, and sees how they might break through and make meaningful change themselves through the inspiration they take from the stories of others doing just that.” - Bryan Falchuk, Author of The Future Of Insurance series and Managing Partner at Insurance Evolution Partners To sum it up: By providing invaluable lessons through the telling of other people’s experiences, The Future Of Insurance provides you with a clearer sense of how you can make a positive change in the insurance industry no matter where you are within it. Want to know more? Go to http://future-of-insurance.com/ Or Contact Bryan at [insert email] Written by Chloe Allison chloecopywriting@gmail.com

How To Apply Behavioural Science For Business Success By Richard Chataway Book cover of The Behaviour Business. Credit: Harriman House. The book in three words? Enlightening - Trustworthy - Witty What is it about? Written by successful business leader, Richard Chataway, The Behaviour Business is an important guide for the workplace. To put it simply, the book gives you insights into behavioural science and teaches you how to use this knowledge for your own business success. From ‘test-tube behaviours’ to ethical AI, Chataway has got you covered. Something that becomes quickly apparent whilst reading the book is that if you lead a business, you are already a part of influencing behaviour. Chataway provides you with the understanding and tools to act on this positively. The Behaviour Business explores how to overcome modern challenges in the business sector, have happy employees, committed customers and effectively innovate as well as much more! Chataway teaches that the key to gaining and retaining these things is morally influencing behaviour. So, you’re in the business of behaviour. What now? Chataway answers this question in a clear but thorough way. The real-life examples infused throughout the pages aid your understanding and the chapters end with a ‘What Now?’ section. These sections, summarise the essential points covered so far as well as what the reader can do with this newly gained information. Not only do you end each chapter feeling more knowledgeable, but you are also in a better position to apply the teachings to your own business. Who is this book for? Despite being filled to the brim with helpful information, The Behaviour Business is accessible and clear. This means you do not need to be an expert from when you open the first page! Chataway teaches that understanding how to ethically influence behaviour is an essential part of a successful business. So, if you are a leader of a business of any size, Chataway’s guidance will be especially advantageous for you. A moment with the author: What inspired you to write the book? “Having spent over a decade working in applied behavioural science I observed that whilst there was a widespread successful application in society – addressing challenges in public health, finance, and security – businesses were not using this new knowledge to their advantage. Every business challenge will have an aim to address behaviour in some way, of either your customers or your teams (or both), so there’s much we can learn from this relatively new discipline. If you’re in business, you are in the business of behaviour – and so I wanted to create a handy, practical introduction to some of the many ways we can successfully influence behaviour in business, for good.” What would you like people to gain by reading the book? “I hope readers take away that people are perhaps a little less rational than we traditionally assume, but that doesn’t mean we can’t help them make better decisions – that benefit themselves, and business. My aim is that by reading the book readers understand why people – including themselves – do what they do and that by treating people as humans they can better address business challenges in creating new products and services, data, performance, recruitment, marketing and research. The book advocates adopting ‘test-tube behaviours’ – a best practice application of behavioural science along with a rigorous test-and-learn approach, as practised by some of the leading 21st-century businesses – and offers handy tips and relatable examples throughout to bring it to life.” - Richard Chataway, Author of The Behaviour Business, CEO of BVA Nudge Unit UK and Founder of the Communication Science Group To sum it up: The Behaviour Business guides you on a logical and informative path that will leave you with a heightened understanding of how influencing your own and others' behaviour works. Chataway helps you to be an effective business leader that creates positive results. Want to know more? Find out more about Richard Chataway’s The Behaviour Business here https://behaviourbusiness.com/ And Listen to the Behaviour Business podcast here https://behaviourbusiness.com/podcast Contact me at chloecopywriting@gmail.com Written by Chloe Allison

Business Leaders Making a Difference Compiled By Chris Paton The Purposeful People book cover. Credit: KMD Books. The book in three words? Informative - Rousing - Helpful What is it about? Compiled by Managing Director of Quirk Solutions, Chris Paton, Purposeful People is an inspiring and important book that should be on your reading list. Made up of 20 great chapters written by 20 (you guessed it) purposeful people, the book provides insights into a wide range of topics based on each author's life experiences, values, and expertise. Health, mindfulness, networking, imposter syndrome, finding your purpose, and many more fascinating subjects are covered. Purposeful People is loaded with helpful tips and lessons that will help you harness your purpose, develop your success and live your best life. This read will not only improve your life but will also improve the lives of others as the proceeds of the book are being donated to the charities: Shelter, SSAFA, Cancer Fund For Children, and Samten. Who is a purposeful person in business? From the variety of authors in the book and their brilliant chapters, it is demonstrated that there is no purposeful person cookie cutter. The book proves that there are many ways to have a purpose in the business world and outside of it. Who is this book for? Due to the wide range of authors, subjects, and life lessons presented in the book, it is likely you will learn something new and relevant to yourself, no matter who you are. With that being said, the book will be especially helpful to you if you are a business leader (including if you are aspiring to be one) as all of the topics relate to that role. What do members of The Camelot Network think? “An excellent book offering an eclectic mix of thought-provoking, very inspirational and yet also practical insights - a rich source of wisdom from experience, not theory. I especially liked the section by Chris McKibbon on the power of networks and the collective brain. It clearly dispels the romantic notion of the lone genius, firmly replacing it with the reality that we are much stronger and far more effective when collaborating with others - a mantra of the Camelot Network - which is kindly mentioned in the book. It covers the advantages and how to overcome the headwinds of networking ‘the trick is to get comfortable with being uncomfortable and to remember that people are generally supportive of genuine, authentic engagement.’ The Camelot Network is so aptly described in the book as "it is now an enviable means to learn and engage with the Insurance market....by standing on the shoulders of senior, seasoned folks"......that's what we do! ....Very insightful book - highly recommend." - David Clamp, Founder and Managing Director of Merlin Digital Consulting and The Camelot Network To sum it up: Packed with inspiring quotes, life stories, and lessons, Purposeful People, will teach you something new, develop your knowledge and help you be the best version of yourself. Want to know more? Go to https://www.quirksolutions.co.uk/purposeful-people-book/ Or Contact me at chloecopywriting@gmail.com Written by Chloe Allison

A Leader’s Guide To The Management Of Change At Scale By Jane Logie The Purposeful People book cover. Credit: KMD Books. The book in three words? Practical - Advantageous - Clear What is it about? Written by Transformation Specialist and Camelot’s own, Jane Logie, Getting Transformation Right is an unmatched guide for making essential business changes. The book identifies and gives you an understanding of the how’s and what’s of change that is key to business survival and success. Getting Transformation Right, shows you the key skills and abilities required for making successful change and teaches you how to encompass them. You are guided on a journey through specific capability areas where information is detailed but broken down into bite-size chunks. Filled with illustrative examples, the useful points that are made are digestible and clear. Throughout the reading experience, your knowledge can gradually build and build productively, resulting in a strong understanding of transformation by the end. How do you get transformation right? It’s clear from the book that there isn’t one simple answer to getting transformation right. But, as Logie shows us, there are many skills and abilities to employ to truly get transformation right. There are skills needed such as utilising the power of a team, thinking strategically, and embedding coaching, amongst many more. Do not fear though! There are handy checklists at the end of each chapter that you can use as a guide for whatever business transformation you are leading! Who is this book for? Getting Transformation Right is ideal for leaders, especially business leaders. The book will be useful to a leader working in any industry and any size company. Terms, strategies, and skills are explained quickly but clearly, and you are guaranteed to learn something new. So, no matter how long you have been a business leader this book will be a great addition to your reading list. A moment with the author: “It's sad to say but the majority of transformation programmes fail to meet executive expectations. Over the last 30 years, I have helped many organisations to deliver large scale transformational change and had the opportunity to work with some of the best people in the change profession and I believe that we have enough insight into the common causes of failure to help others to avoid making the same costly mistakes.” “I decided to write Getting Transformation Right because I wanted to help busy executives that are engaged in transformation activities to be more successful. If my book can help just one person to get set up for success and deliver a great business outcome without failure then I will be happy. " - Jane Logie, Author of Getting Transformation Right and Transformation Specialist To sum it up: Getting Transformation Right, is an invaluably useful read for business leaders. It will equip you with a thorough understanding of what is required to bring about great change and how to deliver that transformation as well as avoid errors. You’ll come out of the book ready to make transformation happen! Want to know more? Contact the author at jane.e.logie@icloud.com Or Buy the book at https://www.amazon.co.uk/Getting-Transformation-Right-leaders-management-ebook/dp/B0 99SDRLSL/ Or Contact me at chloecopywriting@gmail.com Written by Chloe Allison

Making The Transition From Working For A Big Institution To Operating As A Sole Practitioner Consultant By David Mellor The From Crew To Captain II: A Privateer’s Tale book cover. Credit: Filament Publishing. The book in three words? Insightful - Supportive - Useful What is it about? A Privateer’s Tale, the second book in the From Crew to Captain series is an invaluable resource. Written by successful mentor and Camelot member, David Mellor, this book empowers you to reach your Sole Practioner Consultant dreams. Focusing on the role of a Consultant and how to sell and deliver services, A Privateer’s Tale takes you on a clear guided journey of self-reflection and insight. The book is incredibly well informed, due to the success of its author and the survey of Sole Practitioners that was conducted. Snippets of information and quotes from the survey are disbursed throughout the book. This alongside, the knowledge of the author provides you with strong guidance from those who have been there and done that. So, how do you go from crew to captain? Mellor illustrates that you need to go into the process of transitioning from crew to captain with your eyes wide open. A Privateer’s Tale helps you to do exactly that. Also, it is clear from the book that it requires many things to be an effective Sole Practioner Consultant such as knowing your route to market and networking, and much more. Do not fret though as Mellor breaks everything down in a clear way. There is even a Self-Diagnostic Check, allowing you to reflect and then know how to move forward in your process of going from crew to captain. Who is this book for? If you are having a career shift and are anywhere in your journey from crew-mate to a Sole Practioner this book is for you. A Privateer’s Tale is filled to the brim with direct guidance, tips, and business experiences. No matter where you are on your journey, you are likely to learn something new from this tale. What do members of The Camelot Network think? “Such an excellent resource for anyone starting out on their journey as an Independent Consultant: easy to read and refer back to again and again.” - Marisa Murton, Director and Principal Data Scientist of Solvlab- Analytics A moment with the author: What inspired you to write the book? “It was prompted really by the fact that I wished the advice in the book had been available to me when I set up my own consultancy practice in 2001. It was published in 2014, so it includes 13 years of my experiences (both good and bad!). My aim was to help other people go on the journey with “eyes wide open”, learning from what I had personally experienced and what I had observed others experience. It also helped to reinforce the reputation I was gaining as the consultant’s consultant.” What would you like people to gain by reading the book? “I think the main gains would be as follows: ● How to make the transition successfully from a role in a large organisation to being, initially at least, a sole practitioner. ● A clearer understanding of what “good” looks like in the consultancy world. ● A methodology to sell consultancy services, and to turn strangers into cash in the bank. ● An appreciation of how to create ‘client delight’ so that your clients stay with you and say good things about you in the marketplace.” - David Mellor, Author of From Crew To Captain II: A Privateer’s Tale and Director of David Mellor Mentoring To sum it up: In A Privateer’s Tale, Mellor provides you with heaps of support and insight into the process of becoming and being a brilliant Sole Practitioner. This book gives you the framework, you just need to use it in your own way. Want to know more? Buy David Mellor’s Crew To Captain book series or contact him here https://www.davidmellormentoring.com/#about Or Contact me at chloecopywriting@gmail.com Written by Chloe Allison

Or How To Take On The World And Win By Sam Conniff Allende The Be More Pirate book cover. Credit: Penguin. The book in three words? Refreshing - Exciting - Rebellious What is it about? Modern pirate and public speaker, Sam Conniff Allende, takes you through the history of the Golden age pirates and presents what you can learn from their mischief and principles. Allende makes you challenge everything you thought you knew about pirates and by the end of the book, you will be equipped with your own changemaker values. Be More Pirate is a rebel-rousing call to action. The book discusses a diverse range of Golden age and modern ‘pirates’ and their principles. Through this and the opportunities for development and reflection provided, Allende aids you in becoming a better individual and encourages you to make the world a nicer, fairer place by embracing your inner pirate. How can you be more pirate? Allende lays out that breaking the status quo, rewriting the rules, collaborating and aiming for scale, fighting for fairness, and weaponizing your stories are the key ways to becoming your best pirate self. Reading the book allows you to understand these principles and build a plan to do them in your own way. Who is this book for? The book teaches that pirate principles can be anchors for any part of your life, so no matter where you are in your career, who you are, or what your job is, this book is for you. Due to some of the topics covered, Be More Pirate is especially good for team leaders or ‘captains’ and aspiring changemakers. What do members of The Camelot Network think? “Coming out of a Corporate world into Independent Consultancy can be daunting, this is a book that can help you thrive. The author takes you on a journey into how pirates were true innovators and pioneers, how you can use these approaches and tactics in your own journey to independence. Part history, part manifesto Sam shares his passion and knowledge of Pirates and his experience of building the highly regarded Livity agency. As Steve Jobs said, ‘I’d rather be a pirate than join the Navy.’” - James Downes, Founder and CEO of House of Insurtech To sum it up: Be More Pirate does exactly what it says in the title, it helps you create positive change by enabling you to, well, be more pirate! This book encourages you to learn from the past and use it to build a fantastic future. By the end of this, you’ll be ready to take on exploitation and unfairness in your own way and declare yourself a pirate! Want to know more? Go to https://www.bemorepirate.com/ Or Contact me at chloecopywriting@gmail.com Written by Chloe Allison

How Great Companies Create Dynamic Innovation, Fearless Leadership And Passionate People By Elvin Turner The Be Less Zombie book cover. Credit: Wiley. The book in three words? Practical - Direct - Punchy What is it about? Written by innovation expert, Elvin Turner, Be Less Zombie should be a welcome addition to the bookshelves of business leaders. Focusing on the why’s, what’s, when’s, and how’s of innovation, the book is an incredibly useful helping hand to company success. Be Less Zombie teaches you the innovation strategy to employ to be ‘more unicorn’. The book is jammed with clear tips as well as occasional diagrams and illustrations that allow you to gain a deep understanding of what’s being said, meaning you can then put the tips and strategies into practice. To put it simply, Turner knows his stuff and when you finish this book, you’ll have the footing to become a super innovator. How can you be less zombie? Turner teaches you that you can become less zombie by turning on your innovation strategy and then turning it up. Be Less Zombie shows you exactly how to put that guidance into action. Who is this book for? Due to its focus on innovation strategy for companies, this book is ideal for business leaders. The detailed but uncluttered approach means that Be Less Zombie will be useful to you no matter where you are in your business career. What do members of The Camelot Network think? “Be Less Zombie answers that key question: how do you actually make innovation happen in an organisation! Elvin has written an immensely practical playbook with short chapters that is full of useful tools and tips to make innovation a success. Well written, succinct, useful stories, I highly recommend it..” - Harvey Wade, Founder and Managing Director of Innovate21 To sum it up: Be Less Zombie offers invaluable advice and tips on how to turn on and then turn up your innovation strategy. With innovation being such a key part of company survival, reading this book is essential as it will help you bring your innovation a-game to the table and ensure that your company thrives. Want to know more? Go to https://www.elvinturner.com/be-less-zombie Or Contact me at chloecopywriting@gmail.com Written by Chloe Allison

“My latest client is a UK/US business with thousands of employees (and a specialist unit dedicated to producing RFI/RFP responses) but who, quite honestly, is producing poor materials that fail to convince the reader. This is not unusual and reflects a general malaise and lack of skill in this arena." Having written bids for clients for over two decades, Eddie explained that not a lot has changed in terms of the quality of outputs. Whilst some things may have changed slightly over the years, the way in which bids are written, presented and sold has remained very much the same. RFI/RFP invites tend to be a little more complicated. However there are a few key principles which can be used to write these. These principles can be applied to anything from a one page proposal to a much larger one. Creating a winning tender What is the purpose of an RFI? To rule people in or out To enrich the requesting companies understanding of the marketplace To provide a fair method of assessment (for the procurer) To sell yourself To provide an overview of capabilities To build trust To prove that you can do what is asked To get on the RFP list The purpose of an RFI from the first step that you take is to win A Lot of time and effort goes into these things, and there is a lot of competition, so you need to be in it to win it. Being requested for an RFI gets you to the starting line, but the purpose of an RFI from your point of view is to win. Examples Eddie illustrated his point through a few examples. During this exercise, we looked at various examples to identify the strengths and weaknesses of each. Looking at the first example, attendees identified that: It was too long It had not answered the question It was not value led There was too much business jargon This was the winning submission! We identified weaknesses within the answer, however this was the winning answer from the company for a two million pound contract. This shows that the stuff which is currently out there in the marketplace isn't very good. Looking at the second example, we identified that it was: Shorter Answered the question However: Was okay but not brilliant They needed to understand who they were selling to. There are some people who will read the bid who you will never meet and these people may not understand technical language. Some elements the client has not asked for, so why offer it? It was very wordy They do not directly answer parts of the question There was too much waffle It missed the basics Looking at the final example, we identified that: There were a lot of key facts and justifications It felt less like a marketing document and more like a proper response There was a clear format/answer You don't need a technical understanding to understand the content It was data driven Psychologically it's good to answer questions in three bullets and a list format The plot twist - it was never written! Eddie had written this in the morning, to illustrate his point about what can happen if you follow the basic rules. First impressions are incredibly important, therefore you need to present yourself properly. Not all questions are weighted equally, so it’s vital to answer the most important questions first. Many fall short on scoring mechanisms and by not answering the questions clearly enough. The number one differentiating factor between bids is price. The reason the buyer has to use price, is because there's often nothing else for them to go on. There's no other reason for them to choose you. It's not their job to read through nonsense, it's a sellers job to sell to the reader. So make it easy! A few rules of the game Answer the question within the first line or paragraph. The first thing you should write is what the reader most wants to see. So get the big answers right at the beginning. Simply describing what you do does not convey a benefit or what something means to the reader. Most audiences don't go looking for benefits, they have to be told. Evidence the benefits wherever you can. Differentiate yourself. There are only certain ways in which you can do this. Address the real issues. Are there hidden fears which are worth addressing? What can you be doing to help them fulfill lots of different things? Have a key message! If you've got something to say, get it in as many answers as possible. A lot of people just skim read, so you need to make sure that you are getting your key message across. Who exactly are you trying to satisfy? Who are the customers? Who are the stakeholders? What are the different interests you need to satisfy? Whatever you write, delete 50% of the words and write it again. Aim for 14-20 words per sentence. Not everyone will comprehend long sentences. Bonus rule: The front page of the bid needs to be imaginative and tell you something about the bidder. On the cover alone, it needs to show the reader why they should go with you. Useful Resource: What makes a good Vendor response to an RFI/P? https://docs.google.com/document/d/1IAQGGZLM1F1cklvRJuuC5aoIH-goeVOd/edit?usp=sharing&ouid=109260747758151099999&rtpof=true&sd=true

Learning how to listen well may sound like such a simple idea, maybe even a little bit too simple. But sometimes, it’s the little things that can help you to make the biggest strides forward. What is the benefit of learning how to listen, and how can you fine-tune this underestimated skill? A few months back, in two of our Digital Drinks sessions, we heard from Mark Simpson and Kevin Cunningham , who shared their expertise on building a better rapport with clients by taking an empathetic approach. We have compiled some of the key takeaways from these sessions to fill you in with the how, the what and the why of listening. How can I listen more effectively? Listening, like anything, is a skill. As independent consultants, naturally, you are likely to be good communicators. But this is not to say that you are utilising this skill to its full potential. Kevin explained that often when having a discussion, we are already thinking about what we are going to say next. Research shows that people typically only retain 25% of what they hear after listening. Luckily, there are a few simple solutions to supercharge your listening skills. Be present . One of the key components of better listening is to take a step back and try to be present during the conversation. Slowing down and diverting our focus to what is being said will help us to digest it fully. Have clear objectives . This will help you to concentrate during conversations with clients and appreciate the value of the interaction. If you understand what objectives you wish to achieve, this will resonate both in how you speak and how you listen. Ask open-ended questions. Another way you can enhance clarity and get more out of a conversation is through asking questions. Open-ended questions allow people to elaborate in ways they wouldn’t if not prompted. As Voltaire once said… Judge a man by his questions, not by his answers. Understand Mirroring. A word that came up consistently from both our speakers and attendees was mirroring. So, what exactly is it? Mirroring in business means replicating the gestures and body language of the person you are speaking to. Mirroring typically works best in one-on-one conversations. The act of mirroring someone’s mannerisms shows that you are in tune with them, listening and observing closely. The reason it’s such a helpful tool for moving conversations forward in a positive direction is because it establishes a deeper connection and helps people to relate to you. For more on mirroring, read here. The art (and science) of listening. Our speaker Mark Simpson enlightened us on the link between listening and neuroscience. Intelligence is something we largely associate with just the brain. While a lot of the action happens up there, there are several different points in our body where neurons are concentrated. Essentially, we have different ‘brains’ all over. The Head Brain - how we make sense of the world around us. The Heart Brain - how we deal with our emotions, compassion and values. . The Gut Brain - where we develop our intuition and physical sensations in response to situations. These three different forms of intelligence sometimes may not work so well together. To prevent this conflict, it’s important to identify the source of our different sensations. Ask yourself: is this a gut feeling? Or is this the Heart Brain talking? When considering these different ‘brains’, a few things may come to mind. Some people may play with their hair when nervous, or cross their arms. Everyone’s body language manifests their emotions, so it is crucial to be able to observe this in ourselves and in others. If you recognise that your gut brain is formulating a response, you can then divert this to the head brain for a more logical analysis. Or, if a situation needs to be considered with a bit more empathy, you might consider using the heart brain. While the way others express themselves physically will vary from person to person, we can learn to pick up on subtle cues of how a person might be feeling. Truly listening to someone is more than taking in their words, it’s paying attention to how they say them. Research shows that 70-93% of communication is non-verbal. Having a grasp on the theory of multiple brain integration is a solid step towards better listening, both to our own selves and towards others. Why is listening such an important skill? Being a better listener leads to a more fulfilling life, both personally and professionally. Not only will improved listening help to strengthen your existing client relationships, but it is a valuable sales tool. Boosting your chances of getting referrals, enhancing your brand image, and uncovering exciting new opportunities are just a few of the potential benefits. An article by Forbes outlines empathy is the most important business skill. Building more meaningful relationships begins at the listening level. If you are able to engage in a more genuine way, this will put the other person at ease and make them more inclined to listen to you. When people feel heard, they trust you. In turn, they will reveal more. This open line of communication forms stronger interpersonal relationships and more constructive conversations. As you can better understand their needs, you are one step closer to achieving your goals. Thank you to Kevin Cunningham, Mark Simpson, and the Camelot members for sharing your valuable insights during these sessions.