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Why does anyone take notice of what analysts say and write? If you ask the people who buy technology why they value the research reports they see from Gartner, Forrester, IDC, and the many specialist firms that have flourished in the [...]

It’s no surprise. For small and medium-sized firms, going through the complete Magic Quadrant or Forrester Wave assessment cycle is always going to be a tense and nervy experience. But after the preparation, the effort, and the waiting, many are bound to end up [...]

Albert Einstein is famously credited with saying that “Insanity is doing the same thing over and over again and expecting a different result.”  When it comes to training initiatives, are we all acting insane? According to Neil Rackham (of SPIN [...]

So there you are working on your next great presentation. The story you have has the power to move mountains. But how do you get your audience to appreciate the story, understand it, internalize it and, hopefully, remember it? A [...]

A few years ago, when working as a research executive at Gartner, I attended a meeting to discuss initiatives to improve the quality of research written deliverables. As we discussed the issue, to my astonishment, one of the people at [...]

What is the role for managers in an associate’s development? If the manager sends an associate to a training workshop or identifies an appropriate e-learning program .. is it enough? In our view – absolutely NOT. While formal training in [...]