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Business Management Blog

Key Supplier Attributes

& Sales.

“We offer the highest quality, the best service, and the lowest price. You can have any two you want.” – Unknown Salesperson There are many attributes prospects are looking for from their supplier and the salespeople who say “they all just want the cheapest one” is doing your company a disservice. Describing your prospects’ possible… Read more »

Upfront Contracts

& Accountability, Management.

Is it possible to change the behavior of Pete the Promiser? You know Pete. He’s the guy that tells you he’ll get the job done by a certain deadline but never does. He doesn’t warn you that he’s going to be late. He doesn’t even realize he didn’t do it until you ask him for it. And when you do, he’s got an excuse. If you point out the excuse is a lame one, he’ll either get angry at you (the best defense is a good offence) or he’ll take full responsibility “Yes, my bad. I’m so sorry.” Then he’ll turn around and do the same darn thing next week.

Getting Good or Avoiding the Bad

& Sales.

“Prospect Theory” was first published in 1979 by Kahneman and Tversky, and though many would think it was about finding new business, it is instead, a theory that looks at how people make choices between alternatives. The purpose of this article is to explore how people make choices and how you can apply this knowledge in your pursuit of persuading people, whether they are your clients, your staff or your manager.

Do You Know Your Business Terminology?

& Accountability, Operations.

Recently, at a fundraising luncheon for the Minerva Foundation, I was seated next to a woman who sold regalia. “Do you know what that is?” she asked. “Yes, of course,” the words jumping from my mouth before I had the chance to think. It sounded familiar. “What is it then?” she asked. “It has something to do with the flags ships fly that represent letters.” I smiled confidently until she clipped me with a terse, “No.”