20
Nov

CEO Peer Groups: Your New Competitive Advantage?

Owners, presidents, CEOs, COOs, and other senior executives who participate in peer-learning groups frequently credit them with playing an important—even critical—role in achieving business goals. But they’re not for everyone. Ever since its most recent low point in 2008, the U.S. economy has been expanding along a path of successive highs and the concept of CEO peer groups has been

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10
Oct

Will Potential Buyers See Your Business Development Process as an Asset or Liability?

If and when you decide to sell your company, will potential buyers see your current sales and marketing processes as assets or liabilities? In other words, are they processes that new owners can rely on for growth and profit or that they have to fix? Companies and investors looking to buy other companies always do financial due diligence. Those numbers

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16
Apr

Offshoring and the Failure of Selling

The good news is that manufacturing is returning to the U.S. The bad news is that much of it should never have left in the first place. During some 20 years as an owner of a manufacturing company and in charge of business development, I became convinced that a large portion of the manufacturing work being outsourced from the U.S. should

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24
Jan

Want Growth? Think Transition, not Change

Why do so many businesses “drop out”? One always easy answer is that they fail to “change.” But there’s a lot more to it than that.Three things inspired this column: A recent sampling of our readers, America’s high school dropout crisis, and my daughter. First, in a recent sample, a number of our readers told us they want to hear

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18
Oct

Disruptor or Disrupted: Which Will Your Business Be?

n September, I moderated a panel on market disruption for about 40 middle-market business owners, CEOs, and presidents. Information and insights came not only from the expert panel members (listed below) but also from the senior leadership audience. The panel was part of a larger, day-long event attended by 125 C-suite leaders who networked, heard speakers, and shared experiences. The day

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30
Jul

Your Company and Jurassic Park

Why success or failure depends on finding chaos in our companies before it finds us. Q: What does your company share with Jurassic Park? A: A make-or-break potential for chaos. In the original Jurassic Park movie, the character played by Jeff Goldblum (Ian Malcolm) immediately identified the enterprise as “an accident waiting to happen.” An expert in chaos theory, he was brought in to answer

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22
Apr

Is Your Business ‘Owner-Proof’?

What do we mean by “owner-proofing”? Simply put, we mean building yourself a business that will run nearly as well, or better, without you. In other words, build a “company,” not a “practice.” Here’s an example of an owner who, with our help, solved his owner-proofing problem before it was too late and went on to build the value of the

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4
Mar

Always ‘All In’ to Be the Best

What makes Duke’s Coach K a “living sustainable competitive advantage”? How can you apply it to your company?  In January, Duke University’s already legendary basketball coach, Mike Krzyzewski-Coach K-became the first NCAA Division 1 men’s basketball coach to win 1,000 games. In business jargon, Coach K is a living “sustainable competitive advantage.” He’s also coached the US Olympics team to four gold medals, won four NCAA National Championships at Duke,

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8
Oct

Celebrating 20 Years in Business: Thank-You!

We knew where we wanted to go but not how to get there. Our clients taught us a great lesson about business growth that put us on the right path and has kept us there ever since. By Phil Krone, President I took the entrepreneurial plunge 20 years ago in July and launched my own marketing and management consulting firm,

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26
Apr

Another Look at ADHD in Sales

In April we published a column–“Is ADHD Affecting Your Sales Results?”–about how ADHD might affect some salespeople, their managers, and their productivity. A number of readers told us they were surprised that the prevalence of ADHD in salespeople may be twice that of the general population. Others felt they had just looked into a mirror. A manufacturing CEO–who is also

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