Align to attractive services and markets

To broaden sales participation, the CEO must remove barriers

As a principal in charge of the largest division of a 130 person firm, a first step in implementing a highly efficient sales program was to make sure everyone knew the latest sales methods and spoke a common sales language. Since operations and finance managers were a potential barrier to broaden sales, all senior managers went…

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Creating change is a top-down imperative

Those who control person’s job status, salary and recognition within the firm have ultimate control.  Does this mean a CEO can order change to occur?  My observations are consistent with organizational behavior theory.  The answer is no, at least in the professional environment where I spent over 35 years of my career. What I have…

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Certainty blasts away career limits

You may be a CEO, or you may be a mid-level technical or business professional. Either way, to reach your goal with the certainty that you will be better off and happy, you first need to believe in the outcome of your decisions. Remember that certainty is built on belief. Olympic runner Roger Banister believed he could run a mile…

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Learning is not an “event”

Training, education, learning, knowledge, skills, or whatever you call it. If you are a marketing coordinator, a senior manager, principal or CEO, you seek more of this. And, you’d like to spend your time wisely. Perhaps you seek this to benefit your personal life, not just your professional life. But, often there is a disconnect…

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