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Published: Dec 01 , 2016
Author: Stephen White

In our contemporary world of hyper-uncertainty, where we are being constantly surprised (and often upset) by unexpected outcomes, data would appear to be our friend. The more information we collect and interpret, the better we can analyse the past and the more certain we can be of the future. Data reduces uncertainty. Not.

Published: Nov 20 , 2014
Author: Stephen White

At first glance there may not seem much in common between Formula One racing and chartered accountancy. So the news today that KPMG have teamed up with a division of the McLaren racing team is both unexpected and exciting. McLaren will give KPMG access to the methodology they use to process the amounts of ‘big-data’ such as the information they collect as the racing car speeds round the track so that it can be used to help them make predicative decisions such as when to bring a car in for a pit stop. KPMG intend to use this information in a number of ways, most commonly to help them identify (predict) future problems and issues when they are doing audit work, rather than allowing the audit simply to be a backward looking view of a corporate body. Part of the deal is that KPMG will become one of the sponsors of the McLaren team – it is good to see that both parties used their negotiating skills to make a good trade...

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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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