Jon W. Hansen

After 40-plus years in high-tech and almost as long in procurement, the answer has always been simple. The hard part is doing it - and it has nothing to do with the technology. Here is the link to an actual case study - note the difference between agent-based and equation-based implementation models: https://bit.ly/3FBnFRr One thing to keep in mind: over the past several decades, from Erps' early days to SaaS and digital transformation and now AI, 80% of all initiatives have failed. The 20% that have succeeded are linked to using an agent-based model.

Rebuild your network after a layoff?! That is like asking how much insurance will cost after a home fire. Your network should not be so narrowly focused that a change in jobs is going to make you start over What you should be doing on a regular basis instead of occasional dabbling with congrats or happy birthday posts is see your networks as a community where you want to meet as many people as possible through commenting on topics of shared interest beyond the company for whom you work. In short, change the way you use LinkedIn and actively share ideas and stimulate dialogue because you never know who will have your next great opportunity.

After more than 40 years in high tech and procurement here is the short answer: When organizations make the mistake of leading with technology, they are bending their people and processes around an equation-based model approach in which the tech is the driver for success. When you lead with people and process understanding – an agent-based model, technology moves from a functional driver to a problem-solving tool that streamlines and delivers efficiencies and tangible results. Here is the link to a detailed case study that I oversaw for the DND - https://bit.ly/3FBnFRr Technologies will always evolve, but the agent-based model is the one consistent approach that transcends technology. It is your success foundation.

Here it is in one statement: STOP selling products and services and start solving problems! Here are three brief video case studies on landing multimillion accounts using only the above advice: Case Study 1 - https://bit.ly/3O3tRGN Case Study 2 - https://bit.ly/47HCrlC Case Study 3 - https://bit.ly/3SXzIz6

Stop selling (your) solutions and start solving (the client's) problems. Here is the post and corresponding short video titled "My sales advice to solution providers (practitioners have a listen, so you will know what to look for in a provider partner)" - https://bit.ly/3O3tRGN (A case study of a successful sale that brought together GE Capital, AG Simpson, Lear Seating and GM to deliver unprecedented results) Also, check out this case study with a brief video on bringing together Kellogg's, Kodak, and the NHL titled "Sales advice to providers and practitioners #2 (Taming Kellogg’s Tony the Tiger with digital)" - https://bit.ly/47HCrlC

The first question is, "Are you even at the presentation stage?" How do you know? "Every battle is won before it is ever fought." - Sun Tzu If you are relying on a product demo or sales presentation to close the deal - you have already lost the deal. Stop selling yourself, your company, and your product or solution, and start solving the client's problem(s) Case Example Video #1 - GE Capital, AG Simpson, Lear Seating, GM - https://bit.ly/3O3tRGN Case Example Video #2 - Kellogg's and Kodak - https://bit.ly/47HCrlC I landed a multi-million contract at the 11th hour as a "dark horse" company going against industry giants because I helped the client solve a problem they didn't realize they had.