Bob Schultek

Bob has more than 30 years of service as a senior sales and business development executive, CEO and business owner. His expertise includes customer-partnered business development, strategic planning, sales management, customer service, operational alignment, lean process analysis and improvement, quality assurance, and performance management. He has worked in the energy, medical device, bioscience & pharmaceutical, discrete and process manufacturing, packaging and distribution, communications and information technology, and business-to-business service industries.

Business Success is Born of Freedom

July 15, 2014July 14, 2014 by Bob Schultek

When we recently celebrated our national birthday, I happened to be in the UK. It was fascinating to celebrate our Independence Day with some family and friends who are citizens of Great Britain. The highlight for me was experiencing a reading of the Declaration of Independence as part of a 1776 reenactment in an American town receiving the momentous pronouncement of freedom. The opportunity to again hear the famous words made me realize how much the act of binding …

The 3 “Cs” of Enduring Companies

June 20, 2014June 19, 2014 by Bob Schultek

Companies that endure consistently demonstrate 3 behaviors. How does your organization compare? Enduring companies are particularly effective at: 1. Connecting: They understand their purpose or mission, and realize the value of collaborating with all stakeholders in their business – employees, customers, suppliers, etc. – to fulfill it. They are engaged in the long term success of their business and build relationships rather than processing transactions. 2. Committing: They focus on the future even as they …

3 Keys to Successful Proposal Presentations

June 23, 2014June 19, 2014 by Bob Schultek

Tim was frustrated that his proposals were not being given fair consideration. “They just skip to the last page to check the price,” he complained. “What should I do differently?” Why does one proposal presentation earn customer commitment while another does not? Presenting a proposal is serious business. You typically get one shot to capture your customer’s attention and earn their agreement. 1. As Covey would say, begin with the end in mind. When customers recognize …

What Issue Most Consumes Executives?

June 17, 2014 by Bob Schultek

Business leaders for small and mid-size companies are always thinking about how to increase sales, improve profitability, boost productivity and better manage cash flow. But of all these challenges, which one consumes most of their time? Our work with owners and executives typically begins with an assessment of the current business circumstances. We learn about goals and strategies, what’s working and what’s not – but before long the focus of this dialogue becomes the people …

3 Motivators That Drive Decision Making

April 5, 2016June 11, 2014 by Bob Schultek

Recognizing the motivating factors that will influence the customer’s decision helps you determine their decision-making process and who will make the decision. The dynamics of your customer’s decision-making process involves several factors. Have you been discussing their needs and challenges with just one person or several? If you have been working with a customer’s team, who has been driving the discussion? To whom does the team defer? How well do the folks around the table get along? The decision-maker …

Every Business Has Just Two Strategies

June 4, 2014June 4, 2014 by Bob Schultek

Have you needed to focus on surviving rather than thriving? As a leader, getting your head up to find the future is your responsibility. If you don’t do it, who will? Begin by recognizing that every business really has just two strategies. The first strategy involves protecting and optimizing your current core business, the mature activity that is paying your bills today. Investing too much of your time in this strategy keeps you mired in …

3 Ingredients to Successful Proposals

May 28, 2014May 28, 2014 by Bob Schultek

There are three key ingredients that help earn a customer’s commitment on your proposed solution. Gaining customer commitment on your proposal begins by identifying the key stakeholders in the customer’s decision, learning why they are influential, and aligning the benefits of your proposal to meet their needs. This enables the development of advocates for your proposal within the customer’s organization, and reinforces your position as a problem-solving business partner, not a peddler. Responding to requests …

3 Drivers of Sustainable Growth

May 19, 2014 by Bob Schultek

In its recent study about growth drivers, “Pathways to Growth” evaluated eight proven management parameters to identify why some companies grow on a sustained basis while others fail to grow or experience a short-lived rapid expansion before sliding back to negative performance. Their report specifies key drivers for sustainable growth. Companies seeking to achieve sustainable growth should emulate the proven best practices of small and mid-size organizations that have produced prolonged growth performance. Three of …

3 Ways to Earn Stakeholder Commitment

May 14, 2014May 14, 2014 by Bob Schultek

Earning the customer’s commitment on your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. Different stakeholders play different roles in the decision process with some being more influential than others. Here are 3 ways to earn commitment from the key decision-makers: 1. Be a partner, not a peddler Act as a problem-solving business person, a partner more committed to making them money than …