Producing Promised Value

What Is Your Distinctive Competence?

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In their book, Tuned In (Stull, Myers & Scott), the authors use the term “distinctive competence” to define the unique value produced by an organization for their customers. This is not your core competence but rather an outward looking principle that is more profound than what your company does well and more vital for your sustainable growth. Customers choose to work with companies that solve their problems better than anyone else. You earn this preference by gaining a comprehensive understanding …

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The Peace of Resolution

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What’s Next For Your Business? Well, it’s finally over!  After months of noise and drama, we’ve had our election and can now enjoy the “peace of resolution.”  We know the results and, with some reflection and analysis, we’ll plot our future path.  After achieving a major goal or accomplishing a key milestone, it’s an ideal time to pause and evaluate what’s working in your business, what needs improvement and what is constraining you. This week …

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Getting Paid

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Sales folks are most often compensated for the orders they book. This makes sense – without orders, there is no business. But getting the order is only part of what makes your business successful. Getting paid for the order is what defines a profitable contract. Positive cash flow is compulsory for every business. Proficient salespeople realize that they share responsibility for ensuring that their company gets paid for every order they book. Make your payment …

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