investment Archives

Two Languages of Business

February 12, 2020 by Bob Schultek

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 …

Transaction or Investment

February 21, 2018February 21, 2018 by Bob Schultek

Bob Schultek Author of The Gauntlet When a customer requests a proposal, how do you respond? If you propose a solution that merely resolves the stated problem, then you may relieve the customer’s immediate pain without ever discovering how your solution could help the customer succeed in the longer term. Your solution is a transaction, a one-time resolution that wastes an opportunity to reveal your organization’s broad experience and competency in a way that differentiates you in the …