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.

What Matters Most

November 19, 2013November 19, 2013 by Bob Schultek

For the past 5 years, The DiJulius Group has hosted a remarkable customer service conference called “The Secret Service Summit.” Each year attendance has grown exponentially and this year 500 folks participated in the inspiring two day event. The DiJulius credo is: “Change the world by creating a customer service revolution.” One of the presentations this year was titled: “Be The Best At What Matters Most.” Joe Calloway’s interactive presentation mirrored the concepts described in …

The Problem Isn’t What You Think

November 13, 2013November 12, 2013 by Bob Schultek

Often, the problem that leaders think they have is not the real problem. If they understood their real problem, then they would fix it. The fact that the problem still exists is a likely indicator that the real issue remains unresolved. The symptoms of their problem are more visible so that becomes the focus of their work. Are you working on your symptoms, unaware of the real issue? It’s that time when the past year’s …

Does Your Business Build Loyalty Or Earn It?

January 22, 2014November 5, 2013 by Bob Schultek

Seth Godin describes two types of customer loyalty in a recent blog. The first kind is “loyalty of convenience” which is based on the fear switching. For these folks, switching suppliers is risky and time-consuming, plus it may be a mistake. The other kind of loyalty is based on supplier commitment that drives genuine customer satisfaction. Seth confirms that “You earn this sort of loyalty, you don’t architect it.” What’s the most proven way to …

Is Fear Inhibiting Your Growth?

January 22, 2014October 30, 2013 by Bob Schultek

As businesses grow, their organizations become more complex. Responsibilities are divided to drive productivity and goal achievement. Department leaders become endowed with control, which they then strive to protect. The fear of losing control often causes these leaders to erect barriers. Barriers promote bureaucracy, inefficiency, low morale and failure by shifting the focus away from the organization’s goals to a concentration on departmental needs. Full engagement with customers is hampered by competing priorities within the …

Two Vital Leadership Tools You Need

December 17, 2014October 23, 2013 by Bob Schultek

Business leaders have never experienced a more fast-paced and complex leadership environment. Many are struggling to adapt quickly enough and are frustrated by their constraints. Focusing on sales, profit and strategy is not enough. How you lead your business in overcoming today’s challenges is vital. Relying on your experience and intellect alone will not produce the results you seek. To grow, your company is relying on your leadership. Cultivating high-value innovation, building trust relationships with …

Ignorance Is No Excuse

January 22, 2014October 9, 2013 by Bob Schultek

Bill can’t understand why his people are discouraged and frustrated. After a couple of slow years, the company is busy again so there’s plenty of work. No fairness or compensation issues have been raised. He is keeping everyone aware of their progress and communicating his expectation that goals must be achieved to accelerate their progress. So why do many in the company seem so negative? Peter Drucker and other gurus have been credited with saying: …

Competitive Advantages Don’t Last Forever

April 21, 2022October 2, 2013 by Bob Schultek

Business needs evolve over time. The distinctive offering that drives your growth today has been productive because it enabled your company to solve your customers’ problems and produce value for them better than anyone else. But tomorrow those same customers will have different challenges. Will you be ready to meet them? Today’s competitive advantage will not produce the same value for your customers tomorrow. Like you, your customers must remain competitive so their needs and challenges will change. Remaining …

What Is Your Distinctive Competence?

January 22, 2014September 17, 2013 by Bob Schultek

In their book, Tuned In (Stull, Myers & Scott), the authors use the term “distinctive competence” to define the unique value produced by an organization for their customers. This is not your core competence but rather an outward looking principle that is more profound than what your company does well and more vital for your sustainable growth. Customers choose to work with companies that solve their problems better than anyone else. You earn this preference by gaining a comprehensive understanding …

Purpose Is Power

January 14, 2014September 12, 2013 by Bob Schultek

We all recently relived the horrific events that seared the date of September 11th into our memories. It was a tragic day, but it provoked in us a realization of common purpose that many had forgotten. Do you recall the pride and energy that our shared purpose aroused in us? There are days when you feel like your business is under attack. Meeting rapid fire challenges drains the energy in your organization and can cause …