Strategy? Forget All You Know!

Below are seven pieces of advice I give to business leaders based on the most successful strategy practices I know. Whenever I discuss these in an open forum, there is always pushback from at least a few people, particularly in Japan. Some people are even offended! That’s OK.

If I am doing my job correctly, at least some people should be made to feel uncomfortable.

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No Settlement for Augmented Reality

No Settlement for Augmented Reality

A machine is no ersatz for real, human engagement. A virtual reality is never better than the real thing. A recent visit to Paris reminded me of these truths.

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Empathy Trumps Projection

Empathy Trumps Projection

Projection and empathy are not the same thing, but they are often confused. Empathy is the ability to understand how someone is thinking, whereas projection is presuming a person thinks like you. Be careful not to project when it is empathy that you intend. Continue reading


Business people in a meeting discussing development

Blindsided by Business Development

It is not uncommon for a CEO not to know exactly how his or her sales and business development people routinely behave in front of real customers and prospects without observing them in action. I recently learned of how one CEO was blindsided when he did just that.

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Business people discussing sales

Reject Status Quo Salesforce Behavior

Rapid growth of business frequently means improved selling behavior of your salesforce. Some leaders I encounter are aware there are issues in their salesforce, but often don’t have complete visibility into specific behaviors that ought to be changed. Below are five of the most common behaviors of salespeople I have encountered and what I advised.

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Labor Shortage Success

Labor Shortage Success Manifesto

Every CEO with whom I speak bemoans unfilled positions, many of them critical to the business and complain about the dearth of competent candidates. How do you successfully secure great talent in a tight labor market? Below are the most effective tactics I advise.

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Business people shaking hands and building relationships

Your Best People Build Relationships

Good employees are responsive to customers. Great employees innovate ways to build relationships. In a world where outstanding customer service is frequently the norm, it is customer relationships that count.

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A businessman pressing an Empowerment button on a transparent screen.

Empowerment That Counts

Empowering people can be motivating and serve as a boon to your business’s results, but only if you do it right. However, nothing engenders cynicism more than pro forma exercises in prima facie empowerment. Too frequently, I find ham-fisted attempts of managers at making people feel empowered, often at the behest of some kind of edict issued by HR managers who are oblivious to the damage they cause.

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