Decision-making

Two Languages of Business

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Business discussions regarding value creation or the utilization of resources employ two languages.  Those who work within the operation most often speak in terms of things – units, hours, etc. Senior leadership speaks in the language of money – dollars earned or saved.  To attract senior leadership attention, middle managers in these businesses are required to translate the language of things into the language of dollars. Decisions are always made using the language of money.  The same translation …

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Preparation and Success

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Bob Schultek Author of The Gauntlet It’s the season of preparation…for the holidays, for the new business year, for your personal progression the coming year. If you’re a big fan of spontaneity, then preparation can be dull and tedious; but to be successful in whatever you do, it is an essential skill that generates quantifiable benefits. Would you attend a meeting unprepared? Or visit a customer?  Or approve an investment? Not if you want to succeed. For …

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Intimacy and Satisfaction

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Bob Schultek Author of The Gauntlet When you last faced a purchase decision, what helped you feel more comfortable with your choice?  What gave you confidence that your judgement was appropriate and correct? You had worked through the analysis and were satisfied with it…but in retrospect, there was something more that convinced you that your decision was the right one. This level of satisfaction is most often due to a productive experience with your salesperson. At first, your basic …

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Business or Busyness

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Every leader grapples with time management. Whatever your plan for the day, it’s soon altered by circumstances. And when the opportunity arrives to regain control, there’s a choice to be made – business or busyness. Checking email, opening mail, etc. are the first things many of us do when we get time. But countless hours are wasted on uncomplicated activities that demand your time and compromise your productivity. It’s easier to move from one simple …

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The Power of “Syzygy”

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Lashing Together To Achieve Results During a meeting the other day, a group of us were discussing the leadership characteristics that have proven most successful in nurturing enduring customer relationships and generating sustained revenue growth. We reviewed how the more effective “growth-oriented” leaders are outward looking – they have a vision and a passion for their business.  They deeply value the customer relationships that have enabled their growth, and have a clear, comprehensive perspective of …

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