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Whether you are about to dive into your new financial year or are half way through it, it’s likely that you created a financial plan to aim at. But the achievement of financial plans has nothing to do with the financial numbers. Read More

I’d like to share a simple technique I’ve deployed to help trap movement across many different types of projects. I’ve used this simple table to measure the speed of movement in sales pipelines, recruitment projects and acquisition strategies. You can think of many more I’m sure. Read More

Every public company has a formal Board of Directors with fiduciary duties to shareholders. However as the owner of a private company I'd like use this post to highlight some of the objectives, benefits and costs of various forms of Boards.
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Be careful, as you run your businesses, manage your departments, drive new marketing campaigns, launch products or acquire other companies. Are we being suckered into believing that knowing what to do is the same as how to do? Read More

A blog post inspired by a presentation given by Gail Goodman CEO of Constant Contact to TEDx. In a recent TEDx Beacon Street talk she referenced a great phrase – Where the CEO spends her time is an investment decision. Read More

The Academy of Management Journal just published a new study conducted by academics “Do They Walk the Talk or Just Talk the Talk? Gauging Acquiring CEO and Director Confidence in the Value-Creation Potential of Announced Acquisitions.” Surprising results. Read More

A pessimistic strategy has actually been proven to work and is supported by research! Daniel Pink touched on it in his latest book, To Sell is Human. In it he highlights the work of Wellesley College’s Julie Norem and the concept of “defensive pessimism”. Read More

As a contract COO I’ve embedded a world-class sales process in several businesses. I’ve covered the details of that process in previous posts. But the success of that process depends on a deep understanding of the procurement process of the other side – the buyer. Read More

There was a fascinating article in the FT last week concerning Intuit and others using big data to smooth bank lending to small business. I've trapped seven interesting developments in this post. Read More

It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? How do you pitch your idea? Read More