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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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Two white puzzle pieces on a chalkboard with a chalked in lightbulb. Puzzle piece plus puzzle piece equals lightbulb going off.

Not Invented Here

“Not invented here” syndrome is not unique to Japan and is one of the most common forms of passive resistance to any reasonable organizational improvement or change in organizations everywhere in the world. Make no mistake, those who warn of the dangers of “not invented here” pretend to be doing so in the best interest of the business. Yet, it is only their individual self-interest about which they care.

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Hands outstretched with palms up with white sleeves holding generic people.

No One is Indispensable

The success of any business rarely depends on any key manager or executive. It is only the mistaken belief in the indispensability of an executive that masks and suppresses the talent of others. Your leadership bench is often hiding in plain sight.

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No Pain Points, No Problems

What if your prospects and clients have no pain points and no problems?

Presumption of damage is never a good way to start a relationship with anyone, whether in business or otherwise.

Not long ago, I was working with a sales team to help improve their capability to ask questions when meeting with prospects. Without fail, during role plays when I played the customer, each one asked me variations of “Do you have any particular problems?”

When I responded, “No, we don’t have any particular problems,” each salesperson was flustered and did not know how to respond. Each one, after a few awkward exchanges, simply withdrew and promised to call again at a later date.

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