Negotiations: What Do I Really Mean?
When I was younger, I drove three hours to look at a motorcycle. After seeing the ad for the motorcycle and speaking with John, the owner, I headed out with cash and a ramp, and the full intention of making the buy. During my initial telephone conversation with the owner, he told me he would […]READ MORE
Seeking Success: What’s Your Plan?
A recent Globe and Mail article identified that nearly 22,000 applications for connection of solar power projects to the province’s electrical grid remain untouched. Delays in the approval and connection process have threatened the budding industry, which is now at a standstill as demand is halted awaiting action by crown corporations. Ontario’s Energy Minister cited […]READ MORE
Why Focusing on Individual Performance Can Hurt You
This article is as published in the July 2011 newsletter of the Canadian Supply Chain Sector Council. Building strong and effective teams is the focus of every successful sports coach. John Wooden once stated that the foundation of a successful team is based on five fundamental factors: industriousness, friendship, loyalty, cooperation, and enthusiasm. Building a […]READ MORE
Good Enough Is Never Enough.
Continuous improvement is just that, a continuous effort to instill improvement in process, people, and technology. Some clear signs that organizational continuous improvement is not at play include frequent witness to any of the following statements: “Everything seems to be working fine, why should I change?” “If everything appears to be running smoothly, why should […]READ MORE
Going green shouldn’t place you in the red.
The awareness and evolution of environmental sustainability has provided numerous opportunities for organizations to market new products and services (or re-label and claim existing products as such) that are identified as eco-friendly. The fact is that many of these products are making false advertising claims as a means to increase market share and improve profit […]READ MORE
Racing to meet customer needs is not as productive as collaborating.
Collaborating with our customer is the most important step in developing a clear understanding of needs and eliminating the possibility of investing significant time satisfying wants. Collaboration is more than a congenial relationship, but working together to achieve a result that meets the needs of both parties. To build a collaborative relationship with a customer, […]READ MORE
Turning “no” into “yes”
Undoubtedly we have all met up with obstacles that stop us from pursuing our desired outcomes. This can be a frequent occurrence when dealing with suppliers, contractors, or employees. There are five ways to avoid a “no” response: Avoid beginning sentences with phrases such as, “can you,” “will you,” or, “I need you to.” Steer […]READ MORE
Stop digging a hole and focus on the bigger picture.
Following a recent snow storm we found a large area of our front lawn had been dug up. With the recent high winds, some areas of our lawn have grass visible and it appeared that our neighbor’s dog, Rex, believed that something of interest was just below the surface of our grass. With each new […]READ MORE
Forget coffee, unmanaged cost will stunt your growth
As we continue to hear about the reduction of the jobless rate and the continued growth of the economy, we will no doubt soon be bombarded with articles and reports on business growth. Many of these articles are based on the premise of investment versus cost cutting and containment. Thus was coined the popular phrase, […]READ MORE
A sale is based on a relationship, but not all relationships last.
I have found many sales professionals become unusually comfortable with large contracts over time, seemingly believing they have a “right” to the business. This is a dangerous trap, as it can create a strong sense of doubt in the eyes of the buyer. It is true that sales is based on building a trusting relationship, […]READ MORE