Human to Business Sales

Selling to people in businesses is hard for three important reasons: There are very few (or no) champions of your product or service offering because no one knows how good your product or service offering is inside the organization you’re selling to. There are no direct ways to influence the Read more…

[Opinion] It’s Up to MBAs to Save the World

Business students—modern day, Internet savvy, native users of the information superhighway we’ve all built for the last twenty or so years—can save the corporate world. The unfortunate thing is that somewhere along the way to cashing out in a cushy consulting position, or advancing in organizations by whose culture they Read more…

[Advice] Evolving Cultural Sensibilities and ADR

As the economic, cultural, and spiritual forces that used to bind us together continue to refragment from overarching macro-cultures to indispensable micro-cultures, alternative dispute resolution practitioners must take notice. Overarching macro-culture was driven by communal events, television, economic stability, and overarching cultural “norms” that allowed people to engage in conflicts Read more…

[Advice] The Life Long Learning Myth…Busted

Implementation, coaching, mentoring, and supporting through experiences matters more to adult learning in a corporate setting, than sitting in a room for four hours listening to a facilitator. The drop-off in retention after such an experience is 50% after participants leave the room, and without immediate changes, immediate implementation of Read more…

[Strategy] Bad Ideas

The equation is simple: Talents + Knowledge + Skills + Effort = Strengths Talents are non-teachable. They are naturally recurring patterns of thoughts, feelings, or behaviors that can be productively applied in a person’s life. Effort is also non-teachable. Effort is based on intrinsic motivation, as well as extrinsic influencers. Read more…

[Advice] 3 Steps for Reframing Organizations

Many organizations still prefer to litigate—or lobby for legal changes—to protect their standing in the open market. This includes not just external protections, such as market access, intellectual property protection and copyrights on branding efforts, but also, internal protections around hiring, recruiting, onboarding, and resolving internal employee disputes. Organizations and Read more…