Attitude Trumps Experience

I advised the vice-president to hire the less experienced candidate and you should hire the less experienced candidate too. Let me tell you why.

Between two candidates for a sales manager role at a major international company, I advised a vice-president of sales to hire the less experienced candidate over a more experienced candidate because the former was growth-oriented whereas the latter was confident that he knew his business and alluded he had little left to learn. The vice-president hired the less experienced candidate.

What do I mean by growth-oriented?

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Using R&D to Make a Sale is like Eating Your Young

I often see sales people offer highly valuable expert services from an R&D division to a customer for free in order to make a product sale, even when the customer would likely have been happy to pay.

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New CEO Manifesto

Are you are new to your role as CEO in Japan, or have you been a CEO for a while?

Below are ten pieces of advice for CEOs in Japan based on issues most frequently raised with me.

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