Locks and Alarms Does NOT Mean Business is Secure

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There was a time when a business was considered secure if they locked their doors and windows, had an alarm system installed, ensured that the perimeter was well-lit, and if needed; hired guards to monitor people entering and leaving the premises.  However, to believe that such methods are sufficient in the current business environment would […] [Read More]
Categories: General

Is ROI the True Determinant of Success?

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ATwo different consulting experiences recently from different parts of the world reinforced a very important lesson that questioned conventional business wisdom.  In one experience, I was invited to remotely lecture to a graduate school class in Training and Development that is part of a “MOOC” (Massive Open Online Course – meaning that students can register and attend […] [Read More]
Categories: General

Is Your EAP A-OK?

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If a business owner or senior executive were to be awakened at 3am and asked, “what is the most important asset in your company?”  Or, if they were forced to respond to what differentiates their company from their competition, many times the answer would be, “our people.”  And yet, if asked, “what are you doing […] [Read More]
Categories: General

Is Customer Service Dying?

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One of the more commonly uttered beliefs among business executives is that it is easier to keep an existing customer than it is to acquire a new one.  Therefore, one would expect there to be emphasis on the actions needed to retain those customers and continue to do the things to delight those customers to […] [Read More]
Categories: General

Innovation Does NOT Start with “Wants and Needs”

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Nearly every business SAYS they seek to be innovative and be more responsive to customer or shopper wants and needs.  Unfortunately, that sets up a conflict that companies may not even be aware of – focusing on wants and needs may divert attention from how true innovation occurs.  While both innovation and meeting “wants and […] [Read More]
Categories: General

Sacredness of Retailer and Buyer Relationships

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The pundits have come out in full force to assess and analyze the results of this most recently completed holiday season.  Comparisons to last year’s results are dotting the internet and financial/trade publications.  One analyst (http://www.zerohedge.com/news/2013-12-26/last-second-selling-scramble-summary-retailers-after-christmas-deals) compared the forecasted uptick to be approximately 4% over last year to the actual results of -3.5% versus last […] [Read More]
Categories: General

Growth Through Reduction

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Now that the New Year is upon us, nearly all executives are focusing their efforts in creating growth opportunities, expansion of capabilities, opening new accounts, and becoming bigger in one way or another.  If growth is the goal, then one seemingly counter-intuitive approach to accomplishing it is through reduction.  However, the reduction  is in the number, […] [Read More]
Categories: General

Stop Selling “Stuff”

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One of the tasks I occasionally get to do as part of my consulting and coaching assignments is to observe sales people as a “fly on the wall.”  I will accompany a sales person as they meet with their prospects and customers and just observe their interactions so that (depending on the assignment or project) […] [Read More]
Categories: General