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value proposition

Collaboration—critical, but attractive choices

Call it what you like but relationships where collaboration thrive is a one-plus-one equals-three proposition. Task by task, you can achieve shared goals that are more meaningful within your company, more valuable to your customers and more strategic within the supply chain. Companies that want to grow seek the competitive advantage gained from collaborative efforts. They see the disruptive comple...
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Lip service, nosebleeds and value propositions

Why do we find it so hard to walk the talk when it comes to the importance of human capital? No one argues the importance of people to our businesses. CEOs famously assert in their public relations efforts “people are our most important asset.” And in survey after survey we hear various leaders, for small and larger operations alike, recount the importance of good people and the relationship of hu...
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Give your sales strategy a huge leg up!

Dive deep for more customer insight. The purpose of your business is to create customers. In fact, it is the customer who determines what your business is. Obviously customers are crucially important to sales efforts. But don’t we need to understand more about what makes them tick? Don’t we need to know more about the perceptions that ultimately drive their opinions and decisions? Would it help i...
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Business development requires bravery.

Who’s not afraid to stand up and reach out? It’s tough staying objective. Especially when it comes to your own business. It’s much easier to let the Vision go fuzzy and accept the deceiving, but compelling, comfort of the status quo. This form of comfort is a disease and it is never good for a business that wants to grow. Among many of the problems, comfort sustains an atmosphere that is suffocati...
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Lessons from a successful dictator/CEO.

“If you don’t ask, you’ll never get ” and 39 other tips. There’s one very positive trend in the economy right now. The number of small business bankruptcy filings has been dropping an average of 19 percent* year-over-year since the floor fell out from beneath us in 2008. Sure, there are fewer startups but I have a hunch that we’re getting smarter if not more careful about how we run our industrial...
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