Interpersonal Competencies


  • Empathy: Sensitivity to and concern about others’ emotional states, ability to see one’s own behavior from the other person’s perspective
  • Effective Communication: Actively listens in genuine dialogue and presents ideas clearly and persuasively
  • Social Awareness: Understands group relationship issues and interpersonal dynamics between them between team members and among organizational stakeholders
  • Relationship Development: Fosters constructive networking relationships within diverse internal and external organization groups
  • Leadership: Takes on a leadership role and responsibilities for benefit of the group or organization
  • Collaborative Teamwork: Actively builds dynamic teams of diverse individuals to collaborate in creating new solutions to achieve goals.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

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Good Pricing Decisions


Pricing decisions draw on many areas of marketing expertise. It requires a comprehensive understanding of the forces that shape the market, including competitive  interactions, technology and consumer psychology. Sometimes these forces interact and are likely to put downward pressure on prices, such as substitutes, technological advances, price-driven competition, customer experience, and changes in internal focus, such as sales forecasts. Customer makes it difficult to raise prices, as repeat customers’ ability to perceive incremental value of a company’s product or service diminishes over time, especially as substitute or competitive products emerge. Increased internal expectations in the form of expected sales increases or new budgets can send prices on a downward spiral. Customer price sensitivity may also serve  to keep prices in check, especially in the presence of available competitive substitutes or among a company’s marginal customers.

Even in a deflationary economy, there are opportunities for keeping prices from dropping or even for raising prices. However, customers must perceive that these enhancements deliver a genuine, meaningful benefit, or they will continue to seek lower cost alternatives.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Price Differentiation


A common response during slow demand is to discount the price of the service. This strategy relies on basic economics of supply and demand. To be effective, however, a price differentiation strategy depends on solid understanding of customer price sensitivity and demand curves.

Heave use of price differentiation to smooth demand can be a risky strategy. Over –reliance on price can result in price wars in any industry where eventually all competitors suffer. Price wars are well known in the airline industry, where total industry profits suffered as a result of airlines simultaneously trying to attract customers through price discounting.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Sensitivity Analysis


Sensitivity analysis allows the impact of different possible outcomes to be evaluated easily. It is sometimes described as ‘what if?’ analysis, because it answers the question ‘what if such and such were to happen?’

Typical outcomes which can be evaluated are:

  • What if development work costs 5% more than forecast?
  • What if the sales launch is delayed by six months?
  • What if sales in the first year are 10% below forecast?
  • What if sales prices are 1% higher or lower than forecast?

Various possibilities can be evaluated to find out which factors will have the greatest impact upon the return to be achieved. This allows management attention to be focused on the most sensitive aspects of the project in an informed way.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Problems of Conduct


In Japan’s early history, a serious disregard for manners could be punishable by death, and any samurai could kill any common person who failed to show him proper respect. The Japanese were required to behave in precisely prescribed ways—wearing permitted clothing, walking only a certain way, sleeping with their heads pointing in a certain direction and legs arranged a particular way. Eating, greeting, gesturing with hands, opening doors and many work tasks had to be done in assigned ways without deviation. Conduct became a measure of morality, and virtue in manners was visible for all to see. Even today, the code of conduct plays a significant role in the lives of the Japanese. Many societies, not Japan alone, have a prescribed form and manner for every familiar situation that might arise. Unforeseen situations can cause intense embarrassment or discomfort. Throughout East Asia, actions are judged by the manner in which they are performed. More important than the accomplishment of a task is the question of how someone went about trying to complete the task: Did he act sincerely? More important than winning the race is the grace of the runner. More important than expertise is the way one gets along with others. More important than profits is harmony. In contrast, Westerners and particularly Americans are more concerned with the principles of things, hard “measures” and objective facts. Although rules of ethics are extremely important, we are more goal oriented than method-conscious, we say “a good loser is a loser.”

One aspect of form is the concept of “face.” Much has been written about “face-saving” in Japan and China, but face-saving is important absolutely everywhere. The difference is only a matter of degree and nuance. Where an American might feel a little guilty or inadequate, an Asian, Arab or South American may feel deep shame and humiliation. What an American might see as a little honest and constructive criticism, the foreigner may take as a devastating blow to pride and dignity. A foreigner is likely to be sensitive to feelings of others in transactions that an American would consider strictly impersonal, such as returning a defective product or switching hairdressers. The traveler simply must be more conscious of saying things or behaving in ways that cannot be taken as disrespect, criticism or humiliation. In some countries it seems just about anything can be taken personally, even such indirect affronts as not taking your shoes off in a mosque or complaining about the heat.

Harmony with the environment can be as important as sensitivity to people in some cultures. In Japan a woman wears a soft pastel dress to a flower show so as not to take away from the beauty of the flowers. In countries where people believe in reincarnation they are careful about all forms of life. In India, for example, people are careful not to swallow gnats or step on ants—one might be a relative.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Lectures, Line of Sight.

Transformation into an Enterprise Colony


Modern corporations need to transform themselves into enterprise colonies that can tap, build and realize the entrepreneurial potential within their people. Companies should provide venture teams with development capital, marketing assistance and central services in return for an appropriate equity stake in new initiatives.

Empowerment and delegation are being championed in many companies. But empowerment to do what, and delegation for what purpose? General drives need to be matched with specific steps to promote enterprise and build entrepreneurial qualities.

Confident companies encourage people to better understand their inner selves, and take advantage of their unique qualities and distinctive strengths:

  • They invite suggestions for new ways of exploiting corporate capabilities, and building and delivering value to customers.
  • They stimulate diversity, establish working environments that are conducive of reflection, and introduce ways of working and learning that raise spirits and fire the imagination.
  • They encourage the creation, packaging, sharing, application and exploitation of new knowledge and understanding.
  • They are also prepared to share rewards with those primarily responsible for successful entrepreneurship.

Personal and corporate transformation must go hand in hand. Increasingly, people need to think for themselves and make choices. Many intending entrepreneurs require new skills and knowledge, and specialist support. Many traditional management tools and techniques are simply not appropriate for those who seek both business success and personal fulfillment.

Small and medium sized enterprises (SMEs) and new corporate ventures are the primary source of tomorrow’s work opportunities. In recent years governments and corporate leaders around the world have put a higher priority upon enterprise and entrepreneurship. The aspiration is clear. However, many people lack the competence and experience either to become entrepreneurs, or to manage corporate relationships with them.

Enterprise needs its own entrepreneurs. Slimmed-down organizations require the services of counsellors with the experience, sensitivity and intuition to help others to become successful entrepreneurs, while the resulting ventures will need learning and enterprise support services at various points in the enterprise life cycle.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

Managing the Sales Process


Sales management, most sales managers would agree, is part art and part science. The art of sales management consists of insight into human nature and motivation and sensitivity to the needs of your salespeople, knowing when to cajole, when to praise, when to push, and when to back off.

 There is a great deal however that canm be said about the scientific or the technical aspects of sales management. In particular, there are some important points that need to be made about how sales force automation technology provides important tools for sales managers to control these aspects. In fact, for most sales managers, this could very well be most important.

 A primary determining factor for success in sales is the activity level of salespeople. In other words, sales is a numbers game. Of course, it is true that in any sales force there will be varying skill levels, and there will always by some salespeople who are better than others.but when we say that one salesperson is better than other, what we are really saying is that that individual’s percentages are better, that his or her close ratio is better, that his or her average sale is larger. There is no salesperson who is so terrible that he or she cannot sell anything; there is no salesperson who is so good that he or sher does not strike out periodically. It is all a questio of numbers.

 My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

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