Joe complained that his customers care only about getting the lowest price. “We struggle to be competitive and still offer more than our competition. But when push comes to shove, we do what we’ve always done and wind up negotiating only our pricing. We can’t grow by operating like this.” I asked why he was convinced that price was his customers’ primary decision driver. It turns out that Joe never asked his customers why low …
So began a conference that I recently attended. I knew the speaker was a committed capitalist, a co-founder of an investment capital firm and a staunch believer in the power of businesses to build sustainable value in a no-excuses manner, so what did he mean by proclaiming an end to capitalism? The speaker, Sunny Vanderbeck, co-founder of Satori Capital, quickly clarified that capitalism and the free-enterprise system continue to be the proven, most potent system …
Bob Schultek Ben owns a services business and was convinced that the performance of his employees was the primary reason that his business had stopped growing. He believed that his employees cared only about how much they were being paid and that they should focus on doing their jobs the way he wanted them done. He saw no value in engaging with his folks or encouraging them to continue developing their skills. “If they …
In our work, we hear many different excuses for why a business isn’t growing. Often, it’s the leader of the business who is the primary excuse. Why? Bill owns a small manufacturing business that provides some insight into why he was the main reason that his business was not achieving its growth goals. When Bill purchased the business, he had a vision for what he wanted to accomplish. After a few years of keeping his …
Hephaestus is the God of the forge, armorer to the Gods (Vulcan in the Roman Mythology), the forger of the armor of Achilles which is invincible and the creator of Athena’s shield which is invulnerable. Hephaestus works the magic of the smithy and produces the brightest, illumined arms from dross material. He works in the bowels of the operations. He is lame, having been dropped from heaven by his mother (Hera). So what business lessons …
Bob Schultek My good friend is a passionate biker, and an entrepreneur. He often uses his cycling experience to make a point about business. We were discussing the rapid evolution of technology as a driver of competition when Mike uttered: “Intense competition is the new normal, and there’s no time to rest. Bikers prefer to ride in hilly country – it’s a hard ride up and restful ride down. But when you ride on flat …
Bob Schultek Last week, we discussed how active listeners get what they deserve: actionable information, profitable orders and enduring relationships. It takes commitment and practice to become an active listener, and we shared some tips to help develop your active listening skills. In response to those of you who asked for some examples of poor listening habits, I offer the following: Interrupting the speaker frequently Prematurely judging what is being said Saying little and providing …
We are seeking two volunteers who have interest in seeking pastoral/spiritual counsel and potentially seeking to be of assist to others. What to Expect: 5 sessions to be scheduled May/June/July as befits participants Structured sessions (60 minutes per session) The relationship is a partnership (not hierarchical) We will focus on one discerned theme There will be homework assignments This experience is from the Christian basis and presumes a denominational attachment We will evaluate and summarize …
The Return of the Prodigal Son Mini-Course “The Return of the Prodigal Son” (Nouwen/Rembrandt/Luke) Mini-course on Henri Nouwen’s book, The Return of the Prodigal Son, a meditation on Rembrandt’s painting Need: 6 volunteers (first-come, first-serve) Strong commitment to complete series When: Four consecutive Thursdays June 6, 13, 20 and 27 6-8 pm Content: “The Return of the Prodigal Son” Session One: A review of the Parable in (Luke 15: 11-32) and Introduction …
Listening is not a passive act. In our world of perpetual urgency, being an active listener makes you distinctive – it’s a competitive advantage. In fact, prospects cite engaged listening as a key reason they choose to work with one supplier versus another. Active listening communicates respect for the speaker, and his or her time. It maximizes the productivity of your interaction with your customers or your personnel.Learning to be an active listener starts …
