Purpose Drives Profit

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Bad things happen when profit is separated from Purpose. The negative consequences include poor quality, myopic focus and short-term thinking that can  be destructive. Over time, organizations become consumed with surviving and reacting to the marketplace. Purpose can be forgotten, beyond the need to make money. Yet evidence is growing, particularly on Wall Street, that an organization’s commitment to fulfilling its Purpose achieves goals and elevates performance. “A great strategy without a compelling purpose is like …

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The Certainty of Unpredictability

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Business planning is still a productive exercise. Not because the document created by the planning process is so effective but because developing the plan engages leaders from all functional areas in the company. Very few plans work as conceived; business is too unpredictable over a period of time. But companies are still accountable for getting profitable results so why do some succeed while others fail? Few strategies are actually implemented as planned. Real world circumstances …

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Are You Afraid To Change?

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Crisis creates change…change requires movement…away from what we know. The crisis may be occurring now or you see it coming, but you recognize that you need to move in a new direction. Are you afraid to move?  Have you ever relocated? If so, then you know that change can be tumultuous. New place to live, new surroundings, new stores, new people – by moving away from what you knew you become disoriented. The disassociation makes …

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Are You A Partner Or Peddler?

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Successful sales people see themselves as problem-solving business partners rather than peddlers. Building enduring customer relationships is their objective, not selling without knowing how customers will benefit. Sales people who seek to be problem-solving business partners first learn what makes their company distinctive in the marketplace and how their unique offering makes money for their company. Then, they leverage this knowledge to produce quantifiable value for their customers. A customer’s current process is their competition. …

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The “Can’t See It” Excuse

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In a recent posting, Seth Godin offered an illustrator’s analogy about visualizing goals. “If you can’t see it (in your mind, not with your eyes), then you can’t draw it.” (Drawing an owl – 1/7/14) Leadership is about communicating purpose, vision and direction. But it is also about helping your people engage so they can contribute to the big picture. As Seth mentions, there are thousands of concepts about how to lead people, how to …

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Building New Relationships

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Establishing new relationships requires authenticity and urgency to create an emotional link with a new contact. This bond is most productive when we connect with one another face-to-face, accelerating the development of trust. Email or social media can’t forge this link. An associate was musing how challenging it is for some sales people to establish new relationships. How can you succeed in a sales role when reaching out to new prospects is so challenging? Some …

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3 Steps to Energize Your Business for 2014

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perMany organizations begin the new year by assessing what worked and what didn’t during the prior year. If your evaluation leads to the conclusion that your business needs to kick start its growth, then consider 3 proven actions that will energize your business. Companies are consumed with surviving and reacting to the marketplace. What began as an opportunistic business loses focus over time, beyond the need to make money. But the risk of failing to …

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Make It a Year of Firsts

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A couple of weeks ago, I experienced the joy of becoming a first-time grandfather. A beautiful baby boy was delivered by our first born daughter. These are the moments that define a life well lived and we are blessed that mom, dad and baby are all doing well. The year 2014 can be a year of firsts for you too…firsts that drive your growth. Start the new year by considering how these 3 “firsts” can drive …

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New Year – Fresh Start

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Each new year we get another opportunity to begin anew. It’s a fresh start and expectations are high. Make the most of this new beginning – follow these three points to focus your review. Celebrate success – what worked well last year? What goals were achieved and why? What progress was made towards your vision or mission? Does your team know what was accomplished and how they contributed? Assess direction – where are you going? …

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Compelling First Impressions – 3 Steps in 3 Minutes

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Never underestimate the power of first impressions. Your first three minutes with a new prospect is your opportunity to put your prospect at ease and gain insights into his or her thinking. The approach you use can begin building trust or destroy the new opportunity. The opening of your first visit with a new prospect is about establishing rapport as a foundation for building trust and confidence. Connect with the person before talking about business. …

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