The new year is off and running. Your schedule is filling, and the work is ramping up. It’s a unique liminal moment when you’re entering the portal of the new year, and can still look back at the last one. Before challenges and changing priorities capture much of your time, there’s an opportunity to assess your progress from ‘what is’ to ‘what can be,’ to evaluate what worked well and what must improve. Last year, …
Measuring ROI on leadership development is elusive. At the strategic level, it can take time to generate the improved results expected from leaders in whom such an investment is made. But achieving those results is actually the culmination of multiple, interim actions, taken by the leader’s team who were motivated by the leader to do more than fulfill assigned responsibilities, to invest their energy and talent in making something better. Each change initiative included KPIs which identified …
Discovery is the most essential piece of the selling process. In a market that cultivates commoditization, where needed information is readily available and simplistic assessments are used to hastily define you, price is the priority over value creation. Prospective customers are predisposed to perceive your offering as just another commodity, so to hurry the transaction, they prefer to keep dialogue with you to a minimum. An effective discovery process challenges this paradigm. Asking the right questions, in the right …
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 …
