He’s just trying to sell you something. She’s just a salesperson. Comments such as these – and many more – reflect the public’s attitude toward sales and the sales process. Is there any business process more despised than sales? Yet we all know the maxim – without the customer there is no business. If...
People will undoubtedly say, “there is no way this guy is old enough to have experienced working in the 80’s and 90’s,” and they would be right. However, as part of any sound Executive Search professional’s toolkit, research is a useful addition, and in many ways, often goes a long way. So, how did...
How happy would you be if you spent your life living a delusion? This thought sums up the theme of Marguerite, the French film is inspired by the life of 20th century American socialite Florence Foster Jenkins. Marguerite is a dowager who fancies herself a soprano; she can indulge in this fantasy because she has...
Equity is the currency that makes the world go around. Let me explain this statement in the context of companies using equity capital to grow, scale, and ultimately monetize the business. Companies report equity in the form of paid-in founder capital, investor capital, retained earnings, and converted debt capital, which lenders may own out...
As you have likely heard, the pharmaceutical company Mylan and its CEO, Heather Bresch, have come under immense scrutiny for the firm’s EpiPen pricing policy. The EpiPen is a medication delivery device intended for use by those susceptible to anaphylactic allergic reactions (e.g., peanuts, shellfish, insect bites etc.). The use of EpiPens during an...
I recently spent a couple of days in New York. It was hot and humid, so I didn’t think twice being offered a ride in an open bicycle cart from Central Park to my hotel, which was approximately a 15 minute ride. I asked the driver to take the scenic road and enjoyed a...
There are seven best practices that are indispensable in this era of rapid change, increasing customer demands, and intense global competition. These seven best practices address the people, processes, and technology elements of which every enterprise is comprised. Without them firmly in place, an organization will eventually flounder. When driven by top management, instituting...
Think well. Write well. Do well. Those three words distill S.C. Gwynne’s book jacket endorsement of Sebastian Junger’s newest book, Tribe: On Homecoming and Belonging. Gwynne advises us to read Tribe for three reasons: “the clarity of (Junger’s) thought, the elegance of his prose, and the provocativeness of this chosen subject.” As one who...
Hacking Leadership is Mike Myatt’s latest leadership book written for leaders at every level. Leadership isn’t broken, but how it’s currently being practiced certainly is. Everyone has blind spots. The purpose of Hacking Leadership is to equip leaders at every level with an actionable framework to identify blind spots and close leadership gaps. BUY ON AMAZON
A guide for new executives that explores how to create an overarching, enterprise-wide transformative program. The book provides a best-practice checklist for 8 core areas: Strategy Setting, Technology Alignment, Business Renovation, Project Management, Communications Renewal, Employee Engagement, Staff Transformation, and Organizational Design. BUY ON AMAZON
