Two essential elements of a sound plan are assumptions (predictions about issues that are likely to impact our business) and contingencies (what we plan to do if unforeseen disruptions require a change of direction). The benefit of creating and documenting planning...
One of the questions I often post to members of senior leadership teams during strategy sessions is this: “If your organization went out of business today, another one just like it would start up a few days later because somebody has to _________________.” I am...
I read with great interest the story of Saks’ acquisition of both Neiman Marcus and Bergdorf Goodman. These three fierce competitors in the luxury department store arena came together less than two years ago with the hope of...
A recent Wall Street Journal article offers up some interesting observations on ways professional services organizations are charging their clients. Seems the long-held tradition of billing by the hour is under serious review. According to the author, Rita Gunther...
One more comment on the many benefits of face-to-face meetings with customers. An objection I often hear is this: “My customers are too busy to see me…”. Well, that’s probably true, given the nature of most customer visits. Consider this: are you going there to...
My most recent offering on the power of face-to-face meetings seems to have struck a chord. So, a few more comments on this important topic. I cited a TV commercial in which a business manager scolds his team and himself for neglecting to visit customers....