The Method

I have always been working in the HigTech industry engaging with primary Organisations for sales initiatives of complex software solutions .

My professional activities are based on specific industry knowledge, relationships, transactions and negotiations and transitions: people, technology and , organisations , time and money join together into a complex processvery articulated ”process of change” .

When I think at that, I always see “two faces”:

1. Buyer Vs Seller
   
   
   
2. Personal Vs Professional interests (“What If For Me”, “What If For My Company”)
   
   
   
3. Tactics Vs Strategies (“Past actions influence the future”)
   
   
   
4. Costs Vs Benefits (“The Value proposition” and the capital budgeting methodology)
   
   
   
5. …

If we consider that this process always has multiple players, the general environment can be very complicated.

In order for me to simplify the view on that this view, I have a “classic” approach which I have found reflecting on what guides a process of change:

more revenues or less costs -> money/cash. .

I’ve called it “the GIANO approach

“GIANO" GIANO was the Roman god of gates and doors, beginnings and endings, and hence represented with a double-faced head, each looking in opposite directions: the past and the future.

For this reason GIANO represents also transitions and, because h is image appeared on coins, this has given him a close association with financial transactions.

Based on this knowledge, the meaning of my personal “GIANO approach for “GIANO” is:

Guide the process– Influence the decision – Articolate a solution – Notify the benefits – Outcome

It can be used by each of the players in a complex transaction/transition process and it must be based on a Win-win principle.

Leaders and successful managers are always acting on a double level: learning from the past to create the future, opening “doors” while closing “gates”, leading ahead the team while motivating back the people, facing with alternatives and difficult decisions.