Archives

Business Growth: ‘I’ve Run Out of Space’

By
One of those frequent and frustrating problems with growth can be space. Who has heard, “I’ve run out of space! What should we do?” Unfortunately it is not uncommon. The problem with this situation is that there are numerous causes and solutions – including this is exactly the problem I wanted to create. Recently I’ve been working with a few highly seasonal clients. Space can be a dilemma in planning how to navigate these seasonal patterns. Additionally, running out of space is always a concern for growing clients. So, what should we do? Make it a part of your planning process.…
View Article




A Tribute to a Top Salesman

By
Certainly, Sales is at the heart of any organization. Without growth, a company will eventually decline and wither away. Thus, having top notch sales people is cornerstone to success. Of course I advocate thinking of all your employees like salespeople as they represent the company and can make a huge impact on success; however, there are also people dedicated to sales. My Uncle Lowell was a top notch lumber salesman in Chicago for his entire career, and so I’d like to dedicate this to him as he passed away earlier today. My uncle understood the critical importance of the customer.…
View Article




Why Looking at Return on Investment (ROI) is So Much Better than Cost

By
How many times have you heard about managing cost (or saving money) in the past week? I bet quite a few, as almost all companies focus significant efforts on cost. In all functions, and certainly if you are in or responsible for Operations, a large portion of your responsibility is to reduce cost. Similar to real estate where it is “location, location, location”, I often hear about “cost, cost, and cost”. Certainly managing cost is vital to success; however, being solely focused on cost will drive you to failure! Instead, I advocate thinking about return on investment. For example, if…
View Article




What Is Company Culture?

By
I wholeheartedly agree with my consulting mentor Alan Weiss with how he defines culture – “It is that set of beliefs that governs behavior”. Culture seems like such a mysterious topic and executives spend millions to try to create culture change and the like. Yet when you boil it down to the basics, it is really quite simple. What set of beliefs does your company run by? Where did they come from? Are they helping or hurting you? When you look at culture with this viewpoint, it becomes easy to determine how to change your corporate culture; however, the devil…
View Article




Summer Priorities for the Most Successful Executives

By
As we head into summer, it is always good to think about what the most successful executives do to keep the momentum going. What do they do differently than the rest? It often leads back to setting priorities. Thus, as we head into the summer months, I thought a few tips might prove useful: 1. Pick 3 overarching priorities – Don’t overwhelm yourself with 10,000 priorities which clearly are not achievable. Instead, take a step back and think about your top 3. 2. Consider urgency – Sounds obvious but everything cannot be urgent. Which potential priorities are the most urgent?…
View Article




It Begins and Ends with People

By
I constantly go back to what my HR mentor (Debra Daniels) used to say, “It begins and ends with people.” She was right! Earlier today, I went to lunch with 3 trusted advisors who work with the same types of clients as I do. One of them told us a story that reminded me of the critical importance of people. Long story short, he worked with a couple that ran a business. The husband believed in command and control type management – suppliers need to be squeezed, people are costs (not assets), etc. Eventually the wife filed for divorce, and…
View Article