What’s The ‘Breaking Point’ Of Your Business?

On September 1, 2009

What’s The ‘Breaking Point’ Of Your Business?

When Boeing and other aeroplane manufacturers are developing new aircraft they literally test them to destruction. This ensures that the planes will still operate effectively even in the most extreme situations. It is a concept that I think should be applied to business operations. When many managers review operational performance their focus is on efficiency rather than effectiveness. As a result their operations are designed for average, not peak levels of demand, and they struggle to cope with busier periods. Last year, for example, I helped a US hotel chain improve its valet parking service. Their approach worked fine in normal conditions but fell apart as demand peaked. Between 12 and 2pm, cars started backing up down the driveway, guests...
On September 1, 2009

Sustainable Business: Fad or Fact?

Even though the current economic climate has forced businesses to concentrate on other things, carbon footprint, sustainability and corporate social responsibility (CSR) are still being used by many of them to sell to consumers. These are buzz-words that would have been unfamiliar to the general public five years agoin but are in common business parlance today. The question is whether the companies spouting them are only paying lip-service to consumer fad, or are they really committed to reducing their use of natural resources? Unfortunately companies that are beefing up green credentials don't seem to be winning agains rivals with poor records on CSR -- up to now. Whilst Marks & Spencer is doing great things with its Plan A initiative, its business is not doing well in the short term. Primark, who has been criticised on...
On September 1, 2009

3-Step Recipe for Not Delegating. Be a Bad Manager.

I posted here yesterday about what makes a good manager. I asked whether you are a good manager, and how you would know if you aren’t. One thing I’ve thought of since is one way to tell you aren’t a good manager. Sometimes the negatives are easier. And although I can’t imagine all the different ways [...]
On September 1, 2009

Econ Crisis Making Middle Managers Miserable

The economic crisis is hell for some middle managers. Why? They fear for their jobs, have to lay off colleagues, and their career progression is suddenly on hold. What's to love?
On September 1, 2009

Apple Wants More Chinese Carriers, Signs of Global Strategy Shift

There's been news that Apple is looking to get out of its exclusive arrangements with AT&T in the U.S. And it seems that this move indicates a global strategic shift. According to a Dow Jones story, the company's deal with China Unicom, which I mentioned last week, isn't an exclusive one. The change indicates Apple's tacit admission of two major changes in its business environment.
On September 1, 2009

Finding Fortune at the Bottom of the Pyramid: An Interview with C.K. Prahalad

How do you reach consumers in developing countries and meet their needs? This was the question C.K. Prahalad tackled in his influential book, The Fortune at the Bottom of the Pyramid. With Wharton School Publishing releasing the updated fifth anniversary edition of the book, it seemed like a good time to catch up with Prahalad.
On September 1, 2009

Top 10 Classic Cold Call Blunders

Cold calling is a difficult art to master.  However, before you can master it, you need to avoid the worst blunders. This post contains 10 recordings of telephone calls illustrating the 10 most common errors that sales reps make when cold calling. The sales training firm Telemasters recorded these calls and put them on the web, with pretty good interpretations of what went wrong and quick advice on how to do better. However, I have a slightly different interpretation of what went wrong, so I've retitled them, and added my own brief analysis, along with links to Sales Machine posts that can help, if you're suffering from the blunder in question. As always, comments are welcome. CLICK HERE to view...


On September 1, 2009

Quick Hit Tips for Higher Ranks in Google – Stephan Spencer (6:16)

In this video interview, SEO expert Stephan Spencer explains some of the quickest things you can do to get higher rankings in Google. These "quick hit" opportunities include title tags, keyword-rich anchor text, external links containing keywords, and a well-designed internal linking structure.


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