


Why You Should Take A Differentially Good Approach To Business Development
Drucker told us that “the purpose of business is to create a customer.” All customers are equal, but some customers are more equal than others. This is why you should invest at different levels with different prospects and customers. In brief, invest more in good...
Want To Change Someone’s Mind? Change Their Personal Balance Of Consequences
People change their minds when their perceived personal balance of consequences changes. Sometimes you can change their actual balance. Sometimes it’s enough to change their perception of that balance. Everyone has their own personal value equation – the...
CEO Leaving? Manage These Communication Essentials
CEOs leave for all sorts of reasons. Laxman Narasimhan is leaving Reckitt to become CEO of Starbucks. John Mackey is leaving Whole Foods to start a plant-based foods venture. Alan Jope is leaving Unilever “after a bungled attempt to buy GSK’s consumer...
Honor Technology’s Seth Sternberg On The Need To Integrate For Success In M&A
When Seth Sternberg’s Honor Technology bought Home Instead, their initial thinking was to keep the two businesses separate. They quickly realized they needed to integrate the two entities to optimize learning, systems and impact. It was a critical realization as...