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Government agencies have been given lawmaking power and now account for over 80% of the rules businesses have to abide by. These laws or regulations are implemented without vote or accountability. Some regulation is clearly necessary but empowering a million bureaucrats without accountability isn’t Read More

We don’t worry about rejecting various forms of mass solicitation because they aren’t personal, and we don’t expect the sender to take our lack of response personally. Rejection of the daily flood of sales contacts has become so automatic that we no longer consider rebuffs either personal or rude. Read More

I recognize the Hunters who are stifled by farming constraints, and also the Farmers who, regardless of the safety that lies in systems and processes, are called upon from time to time to make fast decisions, to go out on a limb, because people are depending on them and failure is not an option. Read More

When we delegate authority to an employee, we are actually delegating the power to make decisions. We all want employees who think for themselves, but only if their decisions work out in a way we like. Read More

You’ve promoted a great employee beyond his capabilities. He is putting in long hours, but appears unable to keep up with the new responsibilities. In fact, he doesn’t even seem to understand what those responsibilities are, or what they should be. What do you do? Read More

When should an employee be promoted? Over the years, I’ve often had this conversation both within my own companies and with owner-clients. An employee is handling responsibilities above his or her official job description. Why not bestow a new title as soon as possible? Read More

There was an interesting editorial item in The Economist that unintentionally says a lot about the impact of government intervention on industry. In the last generation, the average number of working hours needed to purchase an automobile, clothing or other consumer goods has fallen by 50%. Read More

“Why can’t we enough find good people to hire?” As a consultant to business leaders, I hear this complaint with increasing frequency. From tradesmen to programmers, and from executives to scientists, we seem to be lacking a workforce with the skills and work ethic that businesses seek. Read More

Why does the perception of the sales profession generate a negative emotional response? I know many business owners who loathe their own salespeople, and regard managing them as a necessary evil. Executive assistants are commonly charged with “Don’t let any salespeople get through to me.” Read More

Your leadership role begins with clearly communicating the goals to your employees and showing them how each one can contribute to successful execution. Follow the SMART methodology (Specific, Measurable, Attainable, Resourced and Time-sensitive). Read More