Articles

When Leaders Devalue People

Article by , October 4, 2019

A surprising number of workers claim that their supervisors don’t value them: that they are treated like subservient slaves. It is a significant reason why people quit their jobs. As a popular saying goes, people don’t leave companies, they leave their bosses.


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Should You Hold a Meeting?

Article by , September 25, 2019

There is no doubt about it.  More than 80%  of our clients hold too many meetings that don’t accomplish results. Does your company follow suit? Even if you are following a lean methodology with an odd start time and a standing meeting, the key question is whether anything is accomplished. How would you rate your […]


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Leaders Who Dislike People

Article by , September 25, 2019

It may seem like a contradiction, but some leaders don’t like people. Although they technically need others in order to run a team, they behave in ways that indicate they have no need for them. This proves to be a significant liability and it’s generally not difficult to spot.


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Reconsider Your Right Turns

Article by , September 6, 2019

Don’t cherry pick your facts. One of the biggest errors I see in sales—and it’s one we are all prone to make—is we are selective with the facts we allow to inform our decision making. We insulate ourselves from the truth of our mistakes. This is what human behavior experts refer to as confirmation bias. The way to avoid that trap is to check your assumptions regularly and expose yourself to points of view that are different from the ones you hold. Especially those that are deeply held.


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Emotionally Intelligent Leaders Overturn Liabilities

Article by , September 3, 2019

Emotionally Intelligent leaders are encouraged to develop their strengths and sharpen their skills to maximize their effectiveness. Many resources are available, including books, seminars, conferences and qualified executive coaches. A coach, of course, can address your specific needs, and customize an approach that perfectly fits your personality, circumstances and goals.


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Manufacturing is on the Move

Article by , September 3, 2019

Reshoring was at record levels in 2018! Manufacturers are starting to return as they see the total costs of offshoring combined with the rising costs in China and improved competitiveness of the U.S. According to an Industry Week article by Harry Moser, almost 1400 companies announced the return of 145,000 jobs in the last year. This trend […]


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I Can’t Fix YOU

Article by , September 3, 2019

I’ve stopped more than one CEO in their tracks when I’ve heard them utter this phrase: “I need you to fix a sales problem I have.” Doing the fixing is not what I do.


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Creating a Purpose-Driven Culture

Article by , August 27, 2019

Research in social science and organizational behavior points to a critical quality, one that most directs every company’s future: culture. A strong culture consistently leads to robust performance, while a weak culture suffers ongoing failures.


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Why Southwest Customers Wouldn’t Buy a Bentley

Article by , August 22, 2019

After giving 10 speeches on pricing and profits to groups of CEOs, it is certainly top of mind. Yet, it should always be top of mind for executive teams. One unanimous finding from the informal research of executives is that pricing is a strategic topic.  So, we must find time! When is the last time […]


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