Let sales people do what they do best – sell. My good friend Bob Sappio started at APL around the same time I did. We both started straight out of college. There are many stories I could tell about the seasoned executive he is … Bob started out in sales and there is a legendary
I was working with a client, a new CEO, about the dynamics of influencing his Board of Directors , whom he, as of yet, did not know well. We discussed his ability to persuade his Board on issues important to him. I drew a bell curve with the typical vertical lines intersecting the Bell at
This story is an excerpt from my book, Our Stories Matter. (Sunflower illustration by Isabella Hutley) There are times when our filters, our preconceptions get in the way, and by doing so we miss the opportunity to see life in others, to see the world from a broader perspective. As we look to become more
I was in New York with a colleague, Gregory Hill. We were having several cups of coffee, discussing the importance of strong foundations in corporations. Organizations go through change – growth, market dynamics, Customer demands, stakeholder pressures. An organization’s ability, and readiness, to face that change, and to create real sustainability is paramount. All too
If I Commit, I lock myself into a direction. I need to keep my options open. Once I dive in, there is no way out. Sound familiar? Every time I visit my friend Edward in the English countryside, I come back relaxed, refreshed. Something about long walks and the fresh air… This weekend I was
“Ninety percent of selling is conviction, and 10 per cent is persuasion.” Shiv Khera Great Quote. However, as leaders, we usually end up at that crossroads where we have that one opportunity to close the deal, to persuade – the meeting with our boss, the presentation to the Board of Directors, or the pitch to
My client was exploring several opportunities to expand his business – partnerships, acquisitions, product expansions. Lots of opportunities, and all clearly in his sandbox. These opportunities would expand his core business in line with the clear strategic objectives he had set for his company’s growth. As he explored these opportunities, as he discussed them with
About 12 years ago, when I was running a Logistics company, I had a series of meetings with Consumer Electronics and mobile phone customers. We were exploring how we could reduce their Supply Chain and Network spend. I discussed with these customers, the fact that as global logistics companies, we have a lot of insight
I was enjoying a morning espresso at my favorite Café in Rio the other day. I’m usually a big cup of coffee person, but the quick bite of Espresso serves a purpose. It is focused in its objective. Big isn’t always better. I was preparing for a client meeting. The discussion that I wanted to
In the Logistics and Transportation business, our customers entrust us with millions of dollars of business. Often, the contracts for services that we sign are multiple years in duration. Inevitably, no matter how well we do in fulfilling these services, when it comes time for the Quarterly Performance Reviews, one element of customer feedback resonates