Why advisers shouldn’t avoid challenging their clients
Although the term ‘sales’ can have negative connotations these days, if you are providing a professional service then engaging new clients and re-engaging existing ones is often an important part of your business. So, what can give you a significant advantage? A while back I came across some research that is both eye-opening and food […]
No pain, no gain vs. no pain, no pain
Dusan Djukich wrote in his book ‘Straight-line Leadership’, “Most failure comes from quitting too soon.” I guess we have all had projects, ideas and changes we intended to implement but, as he says, we have quit too soon. If we had stayed in the game, then we would have created much greater success. And this […]
Your ultimate competitive advantage
I recently read about a study that revealed that most businesses lose, in profits, around 25 to 30 percent of their annual sales figure due to something called ‘COPQ’ – the cost of poor quality. Where does ‘COPQ’ originate? It comes from good, caring and intelligent people making mistakes, errors of judgement and doing things […]