Managers and team members alike can often be observed drawing the convenient conclusion that some recent mishap was simply a communication problem. This conclusion is convenient because, in practice, it’s an excuse to do nothing! After all, aren’t humans (being humans) prone to mis-communication? Now, if you accept that an inability to communicate is a [...]

Here’s a favorite post of mine from our old Yahoo group … Philosophies collide! I was presenting a workshop in Darwin (Australia) recently when the manager of a (government-funded) organization objected that our methods focus only on the financial bottom line — and that they are not conducive with the concept of triple-bottom-line management. Now, [...]

In a previous post, I poked fun at the practice of sales forecasting in major-account sales environments — referring to it as hocus-pocus with a dollar sign. The essence of my argument was that, in environments where transactions are small in frequency, but large in magnitude ($’s), the traditional approach to forecasting destroys information — [...]

Yesterday was a day of firsts for me. First time in Latin America.  First time presenting via a translator (it worked effortlessly).  And first time I’ve tipped more than $1,000 in a restaurant!  (1,000 pesos equals just $US0.50.) But there was one experience yesterday that I’m well and truly used to: the reaction of workshop [...]

The emergence of cargo cults on some Pacific Islands after World War II is an amusing and oft-repeated story. The relatively primitive lifestyles of these islanders were interrupted by Japanese aircraft dropping large supplies of clothing, medicine, canned food and tents to support the Japanese war effort. Some of these supplies were shared with islanders, [...]

and how to fast-track the growth of your business in the process. Over lunch, a CEO recently admitted to me that his financial controller was using his organisation’s profits to build quite a substantial commercial property portfolio. When I asked if this was best use of his organisation’s free cashflow, he smiled, “How did I [...]

From time to time, I come across managers who battle valiantly and unflinchingly to accomplish what appears to be downright impossible. To their credit, these noble individuals manage to notch up occasional successes! I even see entire businesses that owe their existence to the belief that, with enough passion, determination and brute force, miracles can [...]

“If only we could get distribution … we’d have it made.” I hear this anxious declaration regularly. Particularly from manufacturers and software vendors. I’ve even heard it from a number of musicians! Manufacturers want representation from agents or retailers. Software vendors want to establish relationships with resellers. And musicians want representation from a record label. [...]

Following is the sad story of the entrepreneurial Harry Edgecliffe and his ruthless competitor Spot Pet Foods. Although neither Harry nor Spot exists, their tale provides a number of invaluable lessons for all marketers. Harry Edgecliffe is not a happy man! In recent months, the business he toiled for so many years to build has [...]

Now here’s a tough one … What would you do if you were providing a service that appeared to be identical to the service offered by your competitors – in spite of the fact that yours was clearly the superior offering? That was the problem faced by a large commercial cleaning contractor with whom I [...]