Author Archive

Book Review – “difference” by Bernadette Jiwa

Posted by:

I read a very insightful book over Easter – difference by Bernadette Jiwa. Standing on the shoulders of some very smart people, she offers a compelling approach to reimagining your business.

The thesis of the book involves a one page Difference Map. The map asks you to consider some essential questions within six sequential categories.

Principles:

What is the truth about you ...

Continue Reading →
0

Prospecting is not dead: Search Vs. Discovery

Posted by:

Seth Godin published one of his mind-dismantling blog posts earlier this month: Search vs. Discovery. In the post, he was drawing a clear distinction between the two. In Seth’s words, “search is what we call the action of knowing what you want and questing until you ultimately find it. Discovery, on the other hand, is what happens when the universe helps you encounter something you didn’t ...

Continue Reading →
0

13 Myths About Entrepreneurship

Posted by:

  1. It’s all about profitability. It’s not. It’s about positive cash flow. You go bust through lack of cash, not profit.
  2. Websites are the responsibility of marketing people. Wrong. Today the website is the responsibility of the CEO. Most websites are a disjointed, verbose, inward facing version of your story. Simplify your story and focus on outcomes you achieve for customers.
  3. Innovation is all ...

    Continue Reading →
    0

The Turnaround of H-P – Smaller Company Lessons

Posted by:


There was a great article last week in the WSJ – H-P Overhaul Shows Promise by Spencer Ante. I’ve summarized below some great takeaways to consider. It certainly inspired me to revisit the operational plan I’m executing in the businesses I’m scaling.

 Symptoms & Operational Actions
  1.  The sales force was struggling with proposals based on Oracle software. Quotes were taking days to produce. Way too complex. Consumers couldn’t ...

    Continue Reading →
    0

Why Companies Grow But Fail to Scale

Posted by:

I’ve been delivering some presentations in February and March about scaling private companies. I’ve had great positive feedback from attendees. I thought it would be useful summarizing 10 quick reasons companies are failing to scale and what to do about it. But first, think of scaling as five outcomes you want to achieve: Growth, Alignment, Predictability, Control, Safety – GAPCS. Scaling is more than just growth. ...

Continue Reading →
0

Sales Teams – 5 Major Actions Needed For Success

Posted by:

#1 Develop more urgency – Processing deals through your Sales Process:

I’ve blogged many times about my favorite Sales Process – the Diagnostic Selling approach called Prime, developed by Jeff Thull. Read my summary hereOnce deals are in your sales process, you really need to control the timetable to PO. You need to establish 10 things really quickly:

  1. You can help solve their issues.
  2. Continue Reading →
    0

Is It Time to Redefine Your Business? – The Incredible Story of Mohawk Fine Papers

Posted by:

 Last week the WSJ’s Katherine Rosman wrote a compelling piece that every CEO should study! The article explored the massive changes that large paper companies have had to embrace to survive the digital revolution. Read the article for yourself here. I’ve summarized one amazing example from the article – Mohawk Fine Papers. Change comes fast and it comes hard.

 Summary Points

Can You Change Your Company’s Rhythm?

Posted by:

A recent Gallup poll announced that worldwide only about 13% of the workforce is engaged in the work they do. Engaged? As Gallup puts it: psychologically committed to their jobs and likely to be making positive contributions to their organizations. The US and Canada were at least at the top of the table with an engagement % of 29%. Of course, for the mathematicians amongst you, it is clear ...

Continue Reading →
0

Staging Houses & Staging Companies

Posted by:

 

 

 

 

 

 

Based on anecdotal evidence I would say it’s quite common prior to selling a house that the owner invests in grooming the house for sale. I’m seeing a lot of contracting company signage next to the realtors “For Sale” signs. This grooming work can be quite extensive, including remodeling the kitchen, the master bathroom, stairway carpets, new roof, maybe some landscaping. Of course there ...

Continue Reading →
0

Scott Kirsner’s Video Interview with Steve Papa – Thoughts

Posted by:


Steve Papa started Endeca in 1999 and sold to Oracle for around $1 Billion in 2011. This recent
video interview is worth a quick review. It’s quite revealing about the mindset of a successful entrepreneur. I’ve trapped a couple of thoughts below that I thought were worth sharing:

  1. Entrepreneurship is a symbiotic relationship between on the one hand, profound creativity and ...

    Continue Reading →
    0
Page 1 of 42 12345...»