Gorillas in the Mist: Business Development Insights (0)
4/09/11 •
Our customers are not animals, yet we all share some things in common. To get to know our customers we need to observe them in their own environment. It is one thing to speculate about their behaviors and it is entirely another to see it first hand. For example, when creating a proposal that introduces [...]
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Van Gogh Effect (0)
9/03/10 •
Imagine walking through a famous art gallery. You glance at the wall and see a beautiful painting. You think that the painting you are looking at is wonderful, but so are most of the rest of the paintings you have been looking at all day. You smile. You begin to depart. You take one last glance and [...]
If – Then For Non-mathematicians (0)
9/02/10 •
It’s easy to get off track with If – Then thinking. Here are some examples. If we buy a new machine, then we will increase production. If we hire a new salesperson, then we will increase sales. If we lower the interest rates, then people will borrow more money. Each example sounds logical, yet often falls [...]
Be Better, Be Different, No Hairballs (0)
9/01/10 •
A lot of products fail to provide adequate profit margins to their makers because customers get tired and confused. When our customers are forced to sort out boring, trivial and undifferentiated details, it becomes similar to an exercise of untangling a giant hairball. It’s too much work to untangle a hairball to figure out what’s at the [...]
In the Long Run (0)
2/02/10 •
Building great relationships is more like a marathon than a sprint. In order to do well in a marathon, we need to Urgently Practice, Urgently get started, and Urgently plan for all that is at stake. Once this is done, then it’s time to stay the course and stick with it.
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12/03/09 •
Process is Overrated11/30/09 •
The Value of Public Speaking Skills
