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Richard Fishburn

Building Strong Business Cases: The Power of Effective Questioning in Sales

Recently, I’ve been giving serious thought to the process of building a business case. I’ve found myself following a diverse range of sales and pre-sales leaders on LinkedIn, keen to absorb their best practices and ideas. A frequent point of interest is the significance of structuring the sales process, and having effective, timely questions prepared.… Read More »Building Strong Business Cases: The Power of Effective Questioning in Sales

Maximising Productivity with Large Language Models: Content Enhancement and Coding Assistance

There’s been a substantial amount of discussion lately surrounding the capabilities of Large Language Models (LLMs), with debate swinging between praise and criticism. Navigating through this raft of information to identify the genuinely useful applications can be somewhat challenging. I’m certainly not championing the use of LLMs to create content with minimal input other than… Read More »Maximising Productivity with Large Language Models: Content Enhancement and Coding Assistance

Enhancing Discovery: Improving Questions, Outcomes, and Meetings

I’ve recently been following many pre-sales leaders on LinkedIn, which has sparked some thoughts about our discovery process, including the questions we ask and the desired outcomes. It’s a bit challenging because there isn’t a one-size-fits-all approach, and what happens before the discovery phase can impact our decisions within it. We need to carefully consider… Read More »Enhancing Discovery: Improving Questions, Outcomes, and Meetings

Revolutionising Document Processing: Exploring Template-less IDP, Operator-Based Training, and Line Item Matching

In my latest YouTube recording, released at the end of last week, I addressed three primary topics: IDP tools should have evolved beyond the use of templates to recognise correct information on a page, and should now be moving towards AI, Machine Learning, and Entity Recognition. A templated-only approach implies the following: An efficient template-less… Read More »Revolutionising Document Processing: Exploring Template-less IDP, Operator-Based Training, and Line Item Matching

Perfecting the Art of Delivery: Leveraging Feedback for Better Client Engagement

Small variations in explaining a concept can generate significant impact. After every demonstration, I typically consult the Automation Consultant for feedback. I’m interested in their thoughts on my delivery, the aspects they appreciated, and those they didn’t, along with their views on the potential development of the opportunity. Such feedback serves as an avenue for… Read More »Perfecting the Art of Delivery: Leveraging Feedback for Better Client Engagement

Seeking Validation in the Social Media Maze: A Personal Journey

It’s a peculiar thing, isn’t it? You put out a post on social media and find yourself waiting for responses and likes, sometimes feeling a tad anxious about whether you’ve unintentionally communicated something that could be misconstrued or if you’ve presented yourself in an unintended light. Just yesterday, I responded to a post on LinkedIn… Read More »Seeking Validation in the Social Media Maze: A Personal Journey

Self-Checkouts vs Staffed Lanes: Embracing Process Change in Supermarket Shopping

Process improvement is ubiquitous, but so too is the resistance to change. Love them or loathe them, self-checkouts are becoming a permanent fixture. Our local supermarket recently replaced another three staffed lanes with six conveyor-style self-service checkouts. This change not only caused confusion as the existing self-service checkouts became exclusive to card and basket usage,… Read More »Self-Checkouts vs Staffed Lanes: Embracing Process Change in Supermarket Shopping

Agreeing Success Rates: A Fresh Approach to Accounts Payable / Sales Order Processing Projects

We’ve recently adopted a slightly different strategy to ensure we’re completely aligned with our clients’ objectives for an accounts payable / sales order processing project. As part of this new method, our Business Process Consultants are now establishing the percentage of success that clients are aiming for before initiating the project. Surprisingly, I’ve noticed that… Read More »Agreeing Success Rates: A Fresh Approach to Accounts Payable / Sales Order Processing Projects

Unexpected Muse: Unlocking Creativity in Unlikely Situations

There’s been significant discourse in the media recently about which environments are most conducive to generating the best ideas. Surprisingly, I’ve found two scenarios to be the most productive, although also inconvenient: Being a regular contributor on LinkedIn and maintaining a daily blogging routine has heightened my awareness about potential content inspirations. This practice not… Read More »Unexpected Muse: Unlocking Creativity in Unlikely Situations

Remote Work and Results-Only Environments: When Should We Really Be Concerned

Returning to the topic of remote work, time management, and employee monitoring, I bring to the table my personal experiences with a range of line managers. Some have shown most interest with the amount of time I’ve spent at my desk, while others have more concerned with the results I’ve delivered, irrespective of the hours,… Read More »Remote Work and Results-Only Environments: When Should We Really Be Concerned