In a business world filled with hyper-competition and pricing pressure, differentiators are essential to getting a sales edge. More companies would be wise t...

An iconic industrial designer’s principles offer guidance for effective business strategies. “An impenetrable confusion of forms, colours, and noises,” conce...

Employers could benefit by being less conventional when they hire knowledge workers. That is the message of a Forbes.com article by Dorie Clark on recommenda...

My consulting practice includes working with company owners, sales managers, and sales people. Among all, I have too-often observed a very self-defeating hab...

Employee appreciation is more important to morale and retention than commonly perceived, especially now. A recent Inc. article by Betsy Mikel discussed a not...

In the eulogy he gave for his father many years ago, one of my best friends shared a painful regret: He had never really considered or thanked his dad for th...

Is there anything more frustrating than making a bad hire? The wasted training time. The financial loss. The vital work still not getting done. The psychic p...

SELL---DON’T TELL is a well-worn sales phrase. Yet it is astonishing how seldom it is practiced, whether by well-dressed, big-ticket sales representatives - ...

Following a 35-year career of significantly building revenues for a number of companies, I became a growth strategy consultant for small- and medium-sized bu...

A good business strategy: 1. Confirms what business a company serves; 2. Determines where a company can best deliver a differentiated benefit to a meaningful...