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David Zahn

Who is Driving The Bus?

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In the best-selling business book, Good to Great, by Jim Collins – a key phrase and concept that is introduced and reinforced is the importance of management remaining in control and having the right person with the appropriate skills steering the bus (directing the future of the business). While the visual of a bus careening […] [Read More]

Not All Advice Should Be Followed

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One of the outcomes of enhanced bandwidth, negligable costs of setting up websites and blogs, and proliferation of online media sites hungering for content is that it is real easy for nearly anyone to post their ideas online for people to read.  For the most part, experts tend to use online outlets responsibly and to […] [Read More]

Diagnose, then Prescribe

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Ask any salesperson or business owner about the importance of having an elevator speech (those 30 second or 1 minute descriptors of what someone does for a living capable of being delivered while one is sharing an elevator ride from the lobby up to the destination floor) and you will get nearly universal agreement about […] [Read More]

Don’t Delete This!

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Everyworkday morning there is a business ritual that occurs in every office.  For some, it happens even before the first cup of coffee has been consumed.  It is the official start of the day for many – the checking of emails.  Unfortunately for many of the senders of the emails, it is quickly followed by […] [Read More]

A Sale Deconstructed

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Every business requires it.  It is the oxygen that feeds the organization’s soul.  We are talking about sales.  A company without sales is a company that is destined to fail.  No customers equals no business.  The cause and effect is really that direct and simple.  And yet, nearly every company is focused on how to improve […] [Read More]
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You Lost Me at Hello

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This past week had my son and me criss-crossing the Northeast looking at various colleges in preparation for the application process in the early Fall.  The way the schools approached the wooing of students to their campusto enroll had many parallels to business and pointed out many of the current issues confronted by both educational institutions and for-profit […] [Read More]

Is it all about Profit?

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Ask nearly any business owner what is used to identify corporate success and the answer will be profit.  Afterall, the business is referred to as a “for profit” business as opposed to anon-profit or charity.  Could there be a different answer? The Goal It is assumed that if one is going to start or participate in […] [Read More]

A Lost Customer

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Connecticut has much to preen about with a beautiful shoreline, rolling verdant hills, and the state’s pride and joy – UConn sports. One thing that is not particularly strong in the state is the differentiation between grocers. If one were blindfolded and could not remove it until they were in aisle 5 of nearly any […] [Read More]

Failure Happens – Now What?

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The statistics are sobering.  Start-ups have a high failure rate.  According to an article written in Harvard Business Review (http://hbswk.hbs.edu/item/6591.html) that addressed failures of start-up businesses, failure occurs between 30 and 40% of the time if it is defined as losing all assets and 90-95% of the time if defined as not receiving the expected ROI  […] [Read More]

It Isn’t that Complicated

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When asked to choose between detail and complexity versus simplicity and clarity, most of us choose the route of the simple.  Perhaps it is our short attention spans, our sense of being time-impoverished, or our feeling of being overwhelmed by the increasing number of tasks or commitments we all juggle in the span of teh […] [Read More]