Harvard Professor James Heskett makes a relevant observation in a HBS Working Knowledge blog post[1] where he makes the point that leaders in organizations may have the tendency be in denial when it comes to recognizing bad news. Drawing upon … Continue reading
An unusual title, but to find out how your customers’ needs are changing you need to go out and experiment. Not just experiments around new offerings, new supporting services and new markets, but new ways of inter-acting with customers and … Continue reading
Tip #2: Who are your most profitable customers? It’s surprising the number of businesses that cannot answer this question. A simple activity-based costing exercise, linked to the expected longevity of your client relationships, can produce rich results. You should aim … Continue reading
This is the the first in a series of tips or suggestions to help you and your business make the most of the economic recovery. The first tip is aimed specifically at business to business organizations: Tip #1: Do you … Continue reading