Blog


Jun

23

2015
What is the cost of doing nothing?

What is the cost of doing nothing?

According to the Human Potential Project, “There is an insidious and silent killer of productivity and profitability that is affecting your P&L every year.  For some this will be measured in millions, for others in billions.” What they were referring to is the high cost of maintaining their status quo and doing nothing. This dilemma isn’t new; it’s been around since the beginning of time….

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Jun

01

2015
Bridging the Gap between Your Sales Message and Your Buyer

Bridging the Gap between Your Sales Message and Your Buyer

Probably one of the most frustrating issues facing sales people today is being able to deliver a compelling sales message that reaches the right audience with the right message. Oftentimes sales people are presented with the “Corporate Sales Message” that was created by someone in the Marketing Department, and chances are the person who created that message never had a real one-to-one conversation with a…

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May

21

2015

Death of a Salesman – Fact or Fiction?

No, this isn’t an article about Arthur Miller’s Pulitzer Prize winning play about Willy Loman. Instead, I want to address one of the three big myths that were debunked at the recent SiriusDecisions Sales and Marketing Summit last week in Nashville. They reported that popular metrics indicate that buyers are 57% of the way through their purchase process before they engage a sales rep. They…

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May

11

2015
Are you using Predictive Analytics?

Are you using Predictive Analytics?

Although I was aware that the idea and use of predictive analytics has been around for a while, I never really thought much about it. I guess I simply thought of it as something analysts used to calculate risk at a very high level within an organization. Boy, was I sheltered! A really good friend of mine and thought leader in industry today, Judy Mod,…

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May

04

2015
Use It, or Lose It!

Use It, or Lose It!

One of the biggest problems with any kind of training today is that what is learned in those training classes is lost in a very short period of time. According to findings by the International Journal of Project Management, “Around 40% of the knowledge acquired in training is lost after 1 month, rising to 90% after 6 months.” Those statistics shouldn’t be a surprise to…

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Apr

28

2015
Just-In-Time Sales & Marketing Resources

Just-In-Time Sales & Marketing Resources

Most of us will relate to the term “Just In Time” to Supply Chain Management of resources and goods for manufacturing. The concept is designed to eliminate companies ordering and storing all of the items they need in inventory in order to reduce the cost of warehouse space and reduce overhead. So they work with their suppliers to provide the items they need just when…

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Apr

06

2015
Risk Assessment – Are You Doing It?

Risk Assessment – Are You Doing It?

There are many forms of risk facing every facet of your business today. Most people consider the risks that are presented through manufacturing or construction, and those clearly present the most physical forms of risk. One might also consider financial risk, which is also an important risk to assess when companies think of investing in a new venture, plant, equipment, etc. According to this week’s…

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Mar

09

2015
Can you fill the Knowledge Gap when you have Unexpected Vacancies?

Can you fill the Knowledge Gap when you have Unexpected Vacancies?

What happens when you have an employee that has mission-critical knowledge and all of a sudden they are unexpectedly gone? It’s the unexpected part that always catches us by surprise, isn’t it? I mean who plans to get sick, injured, have a family emergency, be in an accident, or even die? But it happens every day in our business lives. So, can you fill the…

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Mar

04

2015
The Problem When Knowledge Isn’t Shared

The Problem When Knowledge Isn’t Shared

Has this ever happened in your organization where you discover that because departments don’t capture and share their knowledge, they do the same process completely different? What was the outcome? Which group followed corporate or operational guidelines? Who didn’t? Was there an inherent flaw on the way one group performed over the other? Why in the world would one group have one process or protocol…

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Feb

10

2015
How will the Skilled Worforce Shortage Affect Your Business?

How will the Skilled Worforce Shortage Affect Your Business?

A good friend and mentor of mine, Jeff Klingberg, President and CEO of The Mountain Stream Group, in Chicago, www.mountainstreamgroup.com has been sharing some really important insight into what’s going on in the world of manufacturing today. Jeff’s engineering background, and our discussions regarding knowledge management and capturing corporate knowledge led him to forward me Plant Engineering 2014 Workforce Development Study: 6 key findings, by…

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