News and Events

Discovery Defeats Commoditization

Bob Schultek
Author of
The Gauntlet

The market cultivates commoditization – easy access to information, simplistic assessments meant to hastily define you, and alternatives that prioritize price over value. All is done with minimal dialogue, to hasten the transaction, saving time and money for the supplier, and perhaps for you too. If your objective is to be perceived as a commodity supplier, then this process is effective for you. 

But if your strategy is to be distinctive, then you must find an efficient means to discover what a customer values, and then propose solutions that will deliver the required benefits. 

A discovery process reveals how your knowledge and expertise, delivered through your product or service, creates value for the customer. It uncovers a customer’s unstated needs, along with their stated ones, and resolves why these are important. Asking the right questions, in the right order, clarifies the customer’s current circumstances, their aspirations in addition to needs, and the barriers to be overcome so goals can be achieved. The resulting dialogue heightens the customer’s sense that prompt action is necessary, while providing insight into their decision-making process. 

Discovery motivates the customer to do most of the talking, providing you with an opportunity to demonstrate empathy, competency and a commitment to […]

The Dialogue of Change

No one can be compelled to change, so no change initiative can succeed without dialogue between the advocates and those impacted by the change. 

Bob Schultek Author of The Gauntlet

Beginning this discussion before the initiative is launched provides the opportunity for people to exchange conflicting opinions, explore possibilities and discuss obstacles as a precursor for committing to support the change.

For the advocates, the launch dialogue is an exercise in persuasion, intended to start an open, productive conversation with those impacted, aimed at convincing them that the change is worthy of their support.

Those affected by the change need an opportunity to express their concerns before they will allow themselves to consider proposed benefits.

The most successful change dialogues begin in response to an empathetic message from the advocates that expresses a sincere interest to uncover the worries of the affected parties. Asking those impacted how they interpret the change initiative, and listening to their responses, provides clues that enable the two sides to find common ground.

How do you encourage productive dialogue with those impacted by a planned change?

What methods have been most effective in earning support for your change initiatives?

Bob Schultek Releases New Book

Bob Schultek’s new book The Gauntlet is now available on Amazon.

The Gauntlet tells the tale of a business in crisis, and how the leader, his team and his family experience a transformational journey as they confront the challenge of business survival. Told through the eyes of the senior leader, the story describes his concurrent, integrated struggles to change the course of his business while preserving his family’s well-being. The trials encountered by the company and people described in the story, and the lessons they learn during their ordeal, are authentic, based on actual events and shared by numerous small and mid-sized organizations.

By |March 21st, 2017|Grolistic, News and Events|0 Comments

WIRE-Net Seminar Series: Are Your “Peddlers” Killing Your Business?

WIRE-Net Seminars, presented by U.S. Bank, are affordable, convenient, and timely—keeping you up to date with the latest trends. You can learn from industry professionals with first-hand knowledge of current best practices and trends in areas that matter most to manufacturers.
Register Here!
Are Your “Peddlers” Killing Your Business?
Customers have many options available to fill their needs. It’s easier to treat every possible supplier like a commodity. When your sales people respond to inquiries by telling them how you are better, faster, or cheaper than the competition, you confirm their perception of you as a peddler – you lose the opportunity to be distinctive.

Defeat commoditization . . . separate from competitors . . . accelerate growth.

Understanding how to be partner and not peddler is the focus of this workshop.

Partnering is more profitable than peddling

Avoid the three common excuses that position you as another commodity
Strengthen your distinctive offering
Produce strategic value for customers

Make your prospecting more productive

Use a focused process to discover new prospects
Improve sales productivity
Identify new value-generating opportunities

This is a working session – not a presentation – and it will energize you!

Presented by Bob Schultek, Grolistic, and Bob Sullivan, InfoGrow.
Bob Schultek and Bob Sullivan each have 30 plus years of proven business […]

By |May 5th, 2015|Grolistic, News and Events|0 Comments

Aquinas and “Vision”

Today’s business environment is loaded with “vision” talk (big picture) which often translates down to the individual worker (or job seeker in this economy); and everyone wants to know “what is the vision?” be it corporate or personal.

Aquinas had a differing approach and thought:

He called it “Visio”

Visio is not “out there”
It is not a starting point at all
It is a “culmination” or a “completion”
Visio is a “taproot” from which everything springs
Visio is “in here”
Visio emanates from a “vox” (call) within and an “action” (praxis) to express it

Get it?

By |November 22nd, 2013|DecisionPointe Blog, News and Events|0 Comments

The Fall

“The Fall”
Robert Alter/Michelangelo/GenesisMini-course on GenesisConducted by Vic Pergola
We Need You:6 volunteers (first-come, first-serve)
     Strong commitment to complete series

When:Five Thursdays in Oct/NovOct 10th, 17th, 24th: Nov 7th, 14th
6:30-8:30 pm

>Content:  We will use the book by Robert Alter:
“Genesis: Translation & Commentary”
Session One: 
A review of the Creation Account (Alter’s Introduction)
Session Two: 
Chapter One: Genesis (Alter Book + Biblical account)
Session Three: 
Chapter Two: Genesis (Alter Book + Biblical account)
Session Four: 
Chapter Three: Genesis (Alter Book + Biblical account)
Session Five:
Chapter Four: Genesis (Alter Book + Biblical account)

We will read the creation account aloud prior to each session
We will write quietly in a journaling exercise
We will discussthe assigned topic per class
We will generate summaryconclusions on the material
We will generate a threefold comparison: The Painting by Michelangelo; The Book by Alter; The Creation Account by Genesis

Please Bring:

A notebook (electronic or pen and pad)
An Old Testament
Purchase the Alter book from Amazon
(“Genesis: Translation and Commentary)
The poster of the Creation and Fall will be sent electronically


Your reflections will be written up for a research project
We are interested in your understanding and critique of the methodology
We are looking for your thoughts on any positive growth you may have experienced
What is your thought on the subject matter?
What subject matter (spiritual) are you interested in for the future?


Please send an e-mail to and indicate that you would […]

By |October 3rd, 2013|Grolistic, News and Events|0 Comments

An Introduction To Spiritual Direction

We are seeking two volunteers who have interest in seeking pastoral/spiritual counsel and potentially seeking to be of assist to others.
 What to Expect:

5 sessions to be scheduled May/June/July as befits participants
Structured sessions (60 minutes per session)
The relationship is a partnership (not hierarchical)
We will focus on one discerned theme
There will be homework assignments
This experience is from the Christian basis and presumes a denominational attachment
We will evaluate and summarize at the end



Understanding one’s temperament
Discerning a current life theme of importance
Writing a spiritual biography
Scripture and prayer to begin each session
Understanding the “numinous” in one’s life
Understanding “liminality” in one’s life



Interactive dialogue
Structured inputs
Structured homework
Each of last three sessions to focus on discerned theme
Sessions are from a holistic/life viewpoint
A blend of personal history, Christian Formation, and holistic pragmatism



A discernment from a thematic and holistic perspective
A refreshment from daily stresses
A learning about one’s self
Identification of important themes in life
A process that is compassionate and growthful



Contact for more details.


By |May 16th, 2013|News and Events, PointeVierge Insights|0 Comments

Spiritual Formation Workshop

Pointe Vierge offers formation and guidance in facing the complexities of a lived life; business, career, beliefs, decisions, and critical issues. We seek to establish an “ensouled” foundation.

Events in the international and national scene point up the need for ongoing grounding in our values and establishing alignment between our personal inner core and our concrete daily lives.

We believe that this alignment is essential in developing a mature response to life’s issues of ultimacy and intimacy. It is core to spiritually grounded decision making.

Our founding partner, Vic Pergola, has spent years in preparation (ongoing) in building a competency in a number of fundamental disciplines to this effort: depth psychology, theology, scripture, Western and Christian history, and the traditions of spirituality.  Please join us! […]

By |January 30th, 2013|Grolistic, News and Events, PointeVierge Insights|0 Comments

A Reflection on Alpha Themes

We live in interesting times and our lives & careers are often dominated by anxiety, ambiguity, and ambivalence.
This is life’s great stopper overflowing into business; simply look at the market fluctuations, the international debt crises, the continual worry over hiring and expanding, the risks, the need for an economic safe harbor. We have pills for it, we work it out at the gym, and we look over our shoulders; who or what is gaining on us (Satchel Paige)?
All the management gurus tell us that we need to handle ambiguity (from the Latin: “to go both ways”) and that business is full of complexity. It is clear that we are drowning in complexity and that change is constant and even accelerating. Decision making is difficult when the information is unclear or even untrustworthy.
From the Latin again: “to be strong in two ways,” and therefore become paralyzed and frozen. Indecisiveness in business and in life drains away urgency and impact. We want more data, we desire more certainty, perhaps even, a form of perfection.
The Antidote:
The three A’s require an inner core of authority if we are to handle them succinctly, imaginatively, and urgently. A couple of truths present themselves:
■  Conformity, dogma […]

By |June 5th, 2012|DecisionPointe Blog, Grolistic, News and Events|0 Comments