Benefits from Promises

by

Bob Schultek Author of The Gauntlet Delivering promised benefits to a new customer communicates that you respect and value the business shared with you, and that your commitments are reliable. The customer’s confidence and trust grows, earning you consideration when the next opportunity arises. Consistently producing promised benefits, time after time, builds customer loyalty. And when your solutions do more than resolve short term needs, when they also contribute to the customer’s progress and goal achievement, an …

Read more

Sustaining Change

by

Bob Schultek Author of The Gauntlet Because people drive change, sustaining a change initiative requires a commitment from leadership to invest significant time and energy in engaging everyone connected with the effort. By remaining personally involved, modelling behaviors that support the change, and focusing more on why the change is essential than what is changing, leaders can preserve the vision of desired outcome or common goal. They lead by exhibiting 3 qualities: 1. They remove barriers …

Read more

Opportunity from Disruption

by

Bob Schultek Author of The Gauntlet Change often leaves disruption in its wake. When that disruption is personal, it can be unsettling and disheartening; the sense that you have no control can paralyze decision-making. Regaining control begins by recognizing the opportunity hidden within your challenge and moving forward to exploit it. One of my associates recently shared the following quote about such situations from the book “A Joseph Campbell Companion: Reflections on the Art of Living” by Joseph Campbell. When …

Read more

3 Growth Culture Drivers

by

Bob Schultek Author of  The Gauntlet Organizations that sustain profitable growth tend to demonstrate three cultural drivers. They are guided by their Purpose Motive. The organization understands how it contributes to its customers’ strategic progress, beyond providing quality products and exceptional service. Because its people realize how they make a difference, they are motivated to invest extra effort, strengthening offerings and operations to sustain their progress. They are committed to Innovation. The business recognizes that innovation fuels its purpose by …

Read more

Why Buy the Quarter-Inch Drill?

by

Bob Schultek Author of The Gauntlet “The customer rarely buys what the company thinks it is selling him.” Peter Drucker “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.” Theodore Levitt Customers don’t care about products or services – they want solutions. Developing a creative, satisfactory solution to a vital, unmet customer need is the origin of many businesses. But as it matures, the business often loses its focus on how it makes a …

Read more

Why Teams Bond

by

Bob Schultek Author of The Gauntlet Teams bond when they struggle together to accomplish an objective. Every military, athletic and business leader knows this truth and relies upon it. Why do team members choose to join in the struggle? Accomplishing the objective is meaningful. The struggle provides a unique opportunity to make a difference, to contribute to a vital, significant endeavor. Participating enables mastery. Struggling with the team to overcome barriers enables the mastery of individual strengths that increase satisfaction, self-confidence and …

Read more

Why Innovations Succeed

by

Bob Schultek Author of  The Gauntlet The pursuit of innovation is a vitally important strategy for organizations seeking to accelerate their progress. Companies dedicate significant time, energy and investment to it, often optimizing the efficiency of their innovation process with the goal of improving their success rate. But what if this effort does not improve their ability to predict which innovations will succeed? As Dr. W. Edwards Deming, the renowned quality and management expert observed, every process is …

Read more

3 Attributes That Increase Your Value to Customers

by

Bob Schultek Author of The Gauntlet In a commoditized market, why do customers choose to build enduring relationships with some suppliers? It’s all about the strategic value you produce for them. Customers cite 3 attributes that increase your value: 1.   Reliability Customers expect you to keep your promises—it’s the price of admission into the relationship. If your team makes it easy to do business, perhaps delivering exceptional service as well, then your value is increased. What …

Read more

Powerful Moments of Connection

by

  Last weekend, a few of my closest friends and I gathered to share memories, stories and laughter at our college reunion. Each of us wandered off at times to reflect on our personal journey during those years, but by far, the most rewarding, enjoyable moments occurred when we were together, reconnecting with the experiences that created our bond. In addition to being the essence of a meaningful lifetime, enduring relationships are the lifeblood of a sustainable …

Read more

Prioritizing Opportunities

by

Bob Schultek Author of The Gauntlet Promptly and efficiently evaluating multiple business opportunities can accelerate your reaction to them; move too slowly and the best opportunities may vanish. Ask these three questions for each opportunity to prioritize the alternatives by potential strategic value produced for your business: What quantifiable benefits are produced if the opportunity is successfully exploited? How soon will these benefits be realized? How likely will identified obstacles be quickly overcome? This prioritization will enable you to …

Read more