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Don’t Tell People How to Do Things
Tell them what to do and let them surprise you with their results.
Columns Published: 2/1/2017
Dear Sales Professional
On serving customers, balancing work and life—and being a good listener—an open letter to the newest member of the sales team.
Columns Published: 1/1/2017
Stand and Deliver on Valuating Your Services
Let the rest compete on price. Define the value of your product, stand firm and protect your margin.
Columns Published: 12/1/2016
The Making of a World Class Manufacturer ... A Long-Term View
Firms empowering employees with higher skill levels will be light-years ahead.
Columns Published: 11/1/2016
Excuses from Naysayers of Lean Manufacturing
They remain unconvinced and say lean and continuous improvement won’t work with their operation.
Columns Published: 6/1/2016
Find Five Ways to Solve Problems
Discipline teams and leaders to consider all possible options for solving challenging problems before choosing one.
Columns Published: 5/1/2016
Lay Off the Layoffs
When faced with potential layoffs, make alternative decisions to reduce downsizing your staff.
Columns Published: 4/1/2016
The Intelligence Matrix and People Who Don't Know Where They Fit
Where do you fall on the smart scale?
Columns Published: 3/1/2016
Beware “Hit-Rate Guy”
Why focusing on hit rate can have a detrimental effect on revenue growth.
Columns Published: 2/1/2016
Are You Leaving Money on the Table?
The beauty many of the additional revenue opportunities above is that often there may be no incremental cost to the finisher.
Columns Published: 1/1/2016

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