The Big Customer That Loses Money
Revenue growth can make a business worse. Four questions about margin per customer that any executive can ask without being an accountant.
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Longer reads with examples and method.
Revenue growth can make a business worse. Four questions about margin per customer that any executive can ask without being an accountant.
A useful account plan fits on one page, in the customer's words. What to ask, and why to start with the accounts you already have.
How to prepare a meeting with senior leadership around what decision-makers need, and how to hold the conversation when the objection arrives.
Before demanding results, check whether the job has the resources, influence and support to deliver them; then sustain accountability without fear.
How to revisit a decision in time, using Adam Grant's Think Again, without your team reading the change as weakness.
Four business questions a non-technical executive should ask before approving any AI investment, drawn from Brynjolfsson and McAfee.
Four cultural barriers that slow down regional teams and four ways to intervene, according to Brett, Behfar and Kern in Harvard Business Review.
A long catalog usually hides a short strategy. How to apply Richard Rumelt's kernel and hump chart to decide what to sell.
Waiting for perfect information is also a decision. Four questions help leaders decide clearly when the data falls short.
A sale ends when the cash arrives. Four habits that help sales and finance close the gap between what is billed and what is collected.
A simple way to organize what needs saying before a senior meeting: the situation, the request and the next step.
Delays almost never arrive all at once. Five signs that tend to show up first, and that a leader can check at every review.
Customers rarely buy what they ask for. Five questions help uncover the problem they want solved before anyone talks about the product.