Published Works

Dan Parisi Speaks with 50 Lessons on the Evolution and the Power of Learning.

We in the talent management world are acutely aware of the internal workplace impact of the current economic mess, and perhaps even more painfully aware of the personal impact of same on our own career plans. But consider how economic pain experienced outside of work might bleed over into the workplace.

La formación, como el marketing, es un apartado en el presupuesto de una empresa que se puede considerar como un gasto o como una inversión según como uno lo utilice. Si lo utilizamos como un gasto, lo mejor es reducirlo en situaciones de crisis. Si es una inversión, en periodos de decrecimiento es mejor realizarla especialmente si pensamos que nos puede ayudar a llegar a resultados a corto o medio plazo.

An important article about what customers want from the people who sell to them, by Jonathan Hodge, the CEO of BTS Scottsdale and Lou Schachter, the managing director of the global sales practice at BTS. Hodge and Schachter make the case for today's salespeople to move beyond product knowledge acquisition by improving their business acumen skills in order to understand their clients' businesses better.

Dr Andreou puts forward the ideas that although the use of gaming for learning is of great use due to the metaphors, the state of mind of participants and the nature of competition, it is much more effective to use simulations based on real problems and issues adding to relevance and applicability. It provides also a list of the ten things that are needed to design a great simulation for learning purposes.

"Change Management in the Real World" Cinco dias Financial daily newspaper publishes an article (September 2007) by Dr. Philios Andreou from BTS Iberia describing the problems of change management and the difficulties in change management processes. “People do not get convinced because they see a poster on the wall. They need to discover the reasoning behind the change and they need to convince themselves,” notes Dr. Andreou.

ROI in Change Management - The article "ROI in Change Management," written by Dr. Philios Andreou, CEO of BTS Iberia, published in Spanish leadership magazine Equipos & Talento ( 2006), starts by posing a question: "If you were the president of a football club that is not doing well in the league and loses games, would the answer be - let us train less to cut down expenses?" Dr. Andreou discusses how this type of reaction is very typical when it comes to training budgets, but the real problem is that direct links are not being made from the training activity to the measurable business results.

Solution selling, the leading business-to-business sales model for the last twenty years, is finding itself eclipsed. The notion of selling integrated solutions, rather than point products, has been so widely adopted that it no longer serves as a differentiator. What matters to business leaders today is not solutions but results.