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Business Management Blog

Win The Work Before You Bid: The Pre-RFP Sales Process

& Sales.

To reliably bring in business, particularly from new clients, you must begin the sales process long before you write the proposal. When you know a prospect very well you can tailor your response to their RFP in a way that few competitors can and even fewer bother to do. Writing a customized response takes just as… Read more »

Building Exceptional Managers

& Leadership.

One would assume that if you find a strong leader in a company, that person is innately able to build great managers. But for some leaders – in fact, many leaders – their abilities rest more in attracting and retaining great talent than teaching that talent the best practices and managerial skills to do their… Read more »

Five Habits of Strong Leaders

& Accountability, Leadership.

The correlation between the performance of an organization and its leadership is obvious when you compare only a few companies. And if they are in the middle of a change initiative, leadership becomes an even more important factor. The companies that we’ve seen enjoying the highest returns are those with a leadership team that exhibits five… Read more »

Culture Via Hollywood

& Leadership.

Trying to explain what it is like to work with your organization is like trying to describe the colour blue to a blind person. We embed ourselves in a couple dozen companies a year, and every one of them is unique. There are inside jokes, quirky personalities, and a whole lexicon of references and language… Read more »

Three Simple Ways to Delight

& Sales.

Out-of-office alerts, on-hold recordings, and email footers don’t have to be boring. I’ve always wanted anyone who interacts with my company to be delighted with their experience. I learned this 20 years ago in San Francisco. I was wandering Fisherman’s Wharf on a gorgeous spring day. There was a crowd of people standing on one… Read more »