The 3 “Cs” of Enduring Companies

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 …

Read more

“HAUNTINGS”

Just completed the new book by James Hollis (“Hauntings”) a Jungian therapist, professor, author and extremely helpful to all of us in the consulting/counseling professions.  He speaks of “hauntings.” For example: “The greatest haunting we all suffer is the lost relationship to the soul” (140) “Becoming a person is actually a very difficult project” (140) There is within us a “vox” (an inner call to vocation) and also “vocatus” (that which the outer world is …

Read more

3 Keys to Successful Proposal Presentations

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 …

Read more

What Issue Most Consumes Executives?

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 …

Read more

3 Motivators That Drive Decision Making

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 …

Read more

“SARISSA”

Philip of Macedon introduced it and his son, Alexander the Great used it most effectively; a very long spear or pike  (typically 8-16 feet) which provided the phalanx with the opportunity to strike at some distance prior to being “hands on.” With the arrow it became short range strategic artillery and always in tight formation, the “cluster” effect. Between the  “onrush” of cavalry (Alexander rode Bucephalus) and the “clustering” of compact strategic groups, it became …

Read more

Every Business Has Just Two Strategies

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 …

Read more

3 Ingredients to Successful Proposals

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 …

Read more

3 Drivers of Sustainable Growth

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 …

Read more

“Coniunctae Feminae”

Yes, it is Latin: “Coniunctae Feminae” (Women United). It was the title selected for a women’s retreat in recent days; there being some woman who wanted “more” than the typical business seminar. We divided the themes into four parts. Thus: An examination of Temperament (MBTI) and how we function with it A series of stories told by participants which we described as “numinous narratives” (stories of impact and intervention into our lives: a person, an …

Read more