By Richard Gerofsky Not long ago, I was working with a client to help them update, refine and focus their business strategy. As is inevitable these days, we came to the subject of their Customer Value Proposition (‘CVP’). Five minutes into the conversation, it became clear that a number of the team members were struggling […]
Customer Value Proposition is like falling in love Read More »
By Jan van der Hoop One-third of all hiring decisions fail, according to management guru Peter Drucker. No other aspect of business would ever be allowed to tolerate such a high failure rate… why do we accept it as a given here? We must stop relying on hunches, gut feelings, and first impressions, because those
When hiring, start with shared values Read More »
By Richard Gerofsky If there is one thing I have learned again and again – through direct experience on the “field of battle” and from the sidelines – it is the importance of leadership in organizations facing significant change. A book by a former schoolmate I am reading, about a group of dogs suddenly “gifted”
Lessons on Leadership Read More »
By Jan van der Hoop There’s another storm coming. I can feel it in my bones. I swear, it feels like the world is getting crazier every day. Between the fighting and the terrorism, H-bomb testing, China’s economy collapsing and the election run-up in the US, it’s getting harder and harder to turn on the
Storm-proofing your business (or, ‘There’s nothing like a good recession’) Read More »
By Richard Gerofsky Some time ago, behavioural scientists were locked in a debate about the nature of certain aspects of human personality. They could not agree on whether people are naturally pessimistic or optimistic, or whether it is developed through experience. Being scientists, of course, what they could agree on was to conduct an experiment.
A pile of manure? It’s all in how you look at things Read More »
By Jan van der Hoop We’ve all been guilty, at one time or another, of chasing something we think is important, while totally missing something far more valuable right under our nose. It’s a classic story line in the movies – the fool (usually a guy) chases impossible love while the girl who truly loves
In your business, what’s the asset and what’s the commodity? Read More »
By Jan van der Hoop There are two steps to boosting sales in any organization: get the right person in the job, and then give them the coaching, incentives and support they best respond to. We often find ourselves working with our clients on the first step – matching the sales person to the requirements
Sales Management: Living and Dying by the Numbers Read More »
By Fred Pidsadny Each year I meet with senior business leaders who are ready to throw in the training and development towel – once and for all. They lament about investing in pricey team-building exercises, work-style assessments and new systems to help drive efficiency – only to see few tangible results. They wonder why efforts
Is it Time to Scrap Training and Development? Read More »
By Devin Kreuger I wish I weren’t here right now. I’m back, enduring the slightly-warmer March temperatures, having just returned from ten days enjoying the glorious, sunny beaches of Hawaii. It wasn’t just a vacation. In fact, I was there to participate in a conference, and to deliver a presentation entitled: “Be a Coach; Find
Mentoring A Next Generation of Entrepreneurs Read More »
