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Here's what can happen when a good Customer-Supplier relationship is not supported by quality standards!

We have a good relationship, don't we?

2021 December 04 | by Arduino Mancini Reprimand Praise feedback - Sales - Stories

A medium-sized company was facing strong order growth, which needed to be supported by properly skilled staff. The HR director had built up a network of head-hunters with expertise in many different sectors. As far as engineers and project managers were concerned, he used a company he had known for years, the Italian branch of […]

The story of Abbie Conant, first trombonist, and a Conductor trapped by prejudice

When prejudice becomes blindness

2021 April 28 | by Arduino Mancini Heuristics and biases - Stories

In 1980, musician Abbie Conant was at the beginning of her career, playing the trombone at the Teatro Regio in Turin. At that time she decided to apply to other orchestras, 11 to be precise, all over Europe; she received only one response, from the Munich Philharmonic. “Dear Mr Abbie Conant”, began the letter. In […]

My first presentation as a business manager

A reprimand I’d now accept without a word!

2019 September 17 | by Arduino Mancini Reprimand Praise feedback - Stories

This scene stems from my first presentation as a business manager: the names are irrelevant. Indeed, none of those who participated in that meeting is still with the organisation, as far as I know. The presentation took place one week after I’d been hired, and it was about a strategic decision that was to entail considerable […]

A difficult question

What are the links between complaining and working?

2019 August 22 | by Arduino Mancini Motivation and needs - Stories

My experience tells me that there is a clear correlation between the level of complaint and the level of commitment to work. The greater a person’s tendency to complain, the less they are committed to overcoming difficulties and – above all – the less they manage to develop an effective strategy to achieve objectives. In […]

Be careful...

Sometimes praise has a price

2019 August 15 | by Arduino Mancini Reprimand Praise feedback - Stories

Some time ago I was thinking about how dangerous praise can be: I’m sure you’ll find the following story quite instructive. Goods duly delivered. Enjoy your holiday. Excellent emergency management! Congratulations. Thank you. I hope you’ll remember that when you’re approving salary raises! These text messages exchanged were in a few minutes by a manager and […]

From my colleague and friend Rosario Rizzo

When your motivation is locked up in a drawer!

2019 July 21 | by Arduino Mancini Motivation and needs - Stories

I received this post from my colleague Rosario Rizzo, and I’m happy to share it. A few days ago, I was in a classroom with Arduino, attending his course on sales management. We were talking about how to incentivize sales people and about their career within the company, when I remembered something that had happened […]