Strategy on Your Own Terms

The best military strategists always choose the terrain on which they will do battle, rather than allowing the enemy to choose for them. So, in business, why would you possibly allow others to define the topography of your business environment instead of choosing the topography yourself?

Yet, that is often precisely what business people do.

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Change Discipline, Not Management

The currency of discipline is choice, and that choice is yours to make.

Change management is ostensibly a practice to help people in an organization make a transition as a result of a disruptive organization change.

However, disruption need not be disruptive if disruption is part of your discipline.

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CSR is No Indulgence

I find it disturbing when business leaders choose to use CSR to compensate for ethically questionable business.

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The Seller is God

When a salesperson tells me, “The way to make a customer happy is to treat them as God!” usually he or she means acquiescing to and fulfilling every demand and whim.

Nothing could be further from the truth. No, the customer is not God, nor does the customer ever really want to be. Rather, it is the salesperson that can be a god to the customer if he or she does things right. Continue reading