Book Smart…or Not So Smart

February 25, 2011

Borders filed for Chapter 11 bankruptcy protection this week (“Borders Begins a New Chapter…11“). The reasons ranged from price battles with internet retailers like Amazon.com to carrying too much debt. But the real problem was a lack of strategy. Like so many other companies that experience early success and then falter, Borders failed to evolve their strategy over time based…

Are You Competitive?

February 7, 2011

Are you outperforming your competition? If an avalanche of excuses is the first thing that comes to mind, then the answer is most likely no. When it comes to market share, revenue, profits, new sales, or other key metrics, at some point your level of competitiveness must be honestly assessed. A Wall Street Journal article reported cellphone maker Nokia’s quarterly…

Strategic Thinking and Sales: Always Be Strategic

January 14, 2011

“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize? Second prize is a set of steak knives. Third prize is you’re fired.” Alec Baldwin in the film Glengarry Glen Ross David Mamet’s Pulitzer Prize-winning play Glengarry Glen Ross is a raw account of the…

In Data We Trust

September 20, 2010

Real-time data is becoming more common in a variety of areas, which has the potential to significantly impact the way we do business. This past week, I had the opportunity to chat with Matt Egan, writer for FoxBusiness.com, on a story he wrote entitled, “NFL Tackles Real-Time Sales Data.” The article describes a new technology just implemented by the New York…

The Art of Strategy

August 10, 2010

British artist Damien Hirst has his fans and his critics. What can’t be argued is his ability to differentiate himself and his work through a well-conceived strategy that has jolted the business world of art. While his art works such as “The Physical Impossibility of Death in the Mind of Someone Living,” featuring a shark in a tank of formaldehyde,…

Rattling the Competitive Cage

August 3, 2010

Feel like you’re trapped in a cage with your competitors? Too close for comfort? Clawing at each other day in and day out? Inevitable? Hardly. But you’re not alone. In 1934, Moscow University professor G. F. Gause published the results of a landmark study. He placed small animals in a bottle with an ample amount of food. If the animals…

Business Halftime: What’s Your Score?

July 16, 2010

“There was a signature to a Bill Belichick team: Whatever the opposition did in the first half, his team tended to take away in the second half.” David Halberstam on the three-time Super Bowl Champion Head Coach of the New England Patriots football team Good coaches in any sport come into a game with a solid plan to win. Great…

Strat Plan

July 13, 2010

I recently had the honor of working with five-time Grammy Award winning hip hop artist Stra-Da-Gee. I consulted on the lyrics for his new song “Strat Plan” which describes the follies of strategic planning. Take a listen to the rap below and see how many of the strategic planning traps your organization has fallen into in the past. Strat Plan…

Like the back of my…

June 24, 2010

Please complete the following ten sentences about your spouse, partner or significant other: The first time we met, they wore… Their favorite flavor of birthday cake is…. The name of the high school they attended is… If the vacation options were a sandy beach, a snowy mountain or visiting a foreign country, they’d prefer… When it comes to movies, if…

“Play Ball!” Strategy Spring Training

February 17, 2010

httpv://www.youtube.com/watch?v=agBVs6UekIc