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Is QR No More?

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Early in my career, I worked for the leading bar code scanner manufacturer and had the opportunity to see into the future.  At the time, bar codes were predominantly used to identify the contents of a product’s packaging by simple numeric assignments.  However, the information was limited given the structure of the bar codes (one […] [Read More]
Categories: General

Be Alert to Charlatan Consultants

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Entrepreneurs and business executives are flooded with marketing attempts by consultants to secure project work and inundated by sales pitches for both short and long-term assignments.  Whether it be through emails (often unsolicited) or cold calls that interrupt the business executives day, some overly cheery supplier/vendor/consultant/sales person is pitching some outstanding result or revolutionary outcome, […] [Read More]

Enabling vs. Training Third Parties

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Entrepreneurs, business owners, and executives at larger companies often rely on independent businesses (distributors, brokers, wholesalers, and manufacturer representatives) to sell their products as a way to reduce fixed costs while maximizing revenue.  The thinking being that the third-party is responsible for much of the overhead costs associated with selling activities and the companies they […] [Read More]

What is the Big Deal about Big Data?

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  Periodically, I like to conduct interviews with industry thought leaders who can share insight and perspectives on issues of importance to business executives.  The following interview was conducted with Fred McCormick, Founder of CMS Consulting, Inc., a leading strategy and sales consulting firm and one of the innovators in integrating Big Data into consumer […] [Read More]

Circle of Impact

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Generally speaking, I am far too cynical of a person to engage in many of the “be the best you can be…human potential…dream it, and you can be it” movements.  However, I do not want to throw the baby out with the bathwater and assume that everything written or spoken by those who do subscribe […] [Read More]
Categories: General

Business-to-Consumer Selling

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Sales people tasked with selling to business buyers are accustomed to making their sales calls or presentations to professional buyers (or at least people who are making purchases in the context of a professional environment) and executives.  The sales and purchasing process each pursues is relatively formal and includes steps that have been well explored […] [Read More]
Categories: General

Would FDR Approve?

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Every school kid has heard the famous quote Franklin Delano Roosevelt used to rally the country during the Great Depression: “We have nothing to fear but fear itself.” However, many senior executives and entrepreneurs do not behave as if they have learned that lesson.  Rather, they manage and operate their businesses as if the most […] [Read More]
Categories: General
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What Has Been the Affordable Care Act’s Impact?

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  So now that roughly half of a year has gone by from when it the Affordable Care Act (so-called, Obamacare) became policy, it makes sense to take a look at what the impact (so far) has been on small business.  Over the last few years and election cycles, there has been lots of contradictory information […] [Read More]

Are Your KPIs A-OK?

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Business planning initiatives are predicated on a fundamental assumption – that we can anticipate the future.  While it makes good sense to do all that we can to put plans in place based on the best knowledge currently available, it is not sufficient to ensure that the organization is prepared to meet the needs of […] [Read More]

Hungry for Lunch?

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    Senior executives have occasionally bemoaned to me how their best laid plans and strategies have fallen flat.  They share how they have expended hours upon hours of their time and their staff’s time; hired high-priced consultants to facilitate strategy building sessions, innovation retreats, and internal business planning meetings; and exhausted themselves completing SWOTs […] [Read More]