Hello Pampered Chef

Last night, my wife hosted a Pampered Chef party. Basically this is an excuse to get your friends together under the guise of learning new recipes and discovering new gadgets to assist your culinary efforts. The party is actually run by an individual whose job is to present a cooking program and sell the culinary tools/utensils (gadgets). As the husband who felt totally out of place, I did the only thing I could; watch the presentation and critique the selling...

Houston, We Have A Problem

When a problem comes your way, what's your response? Many of us see problems as threats to our success and existence. We tend to spend a lot of time and energy worrying about them and the impacts they have on our business. When we look at problems in this light, we are not performing at peak levels. Problems are not threats. They are opportunities to do something different and create better results. Fact is most of us are paid to...

What— You Don’t Understand?

There are quite a few people who profess they don't speak foreign languages. Yet all of us have been in a situation where we felt we have clearly communicated our thoughts but might has well have communicated them in another language because the recipient was oblivious to what we said. You understand? The truth is many times we are speaking in a different language than what the listener is tuned into. It all has to do with how we listen....

So, How am I Doing?

In the late 70's I remember making a sales call on Wall Street and taking a break for lunch on the steps of Federal Hall (Intersection Broad and Wall Street, site where George Washington was inaugurated as our first President). Around the corner from Wall Street comes a man who introduces himself as Congressman Ed Koch. Mr. Koch tells the crowd he is running for Mayor and then he asks, so how am I doing? This question became a trademark...

Charles Bernard Shaw

"Progress is impossible without change, and those who cannot change their minds cannot change anything." Charles Bernard Shaw Translation- Titans know to succeed they must embrace the concept of change. If they want to do more than last year, then they must increase the level of their current actions or change their actions. If they are going to maintain their leadership role, they must be flexible and be willing to change with the markets.

Herb Kelleher Chairman Southwest Airlines

Herb Kelleher Chairman Southwest Airlines Question: Which airline is the fifth largest in the United States and is the only airline to turn a profit for 24 consecutive years? You guessed it- Southwest Airlines. Mr. Kelleher put two basic business principles to work and never wavered from them: Find your niche market and be the best in it. Southwest Airlines is not the airline for people who want luxury and thrills. It is the airline for those who want the...

Sam Walton, founder of WalMart

"There is only one boss. The customer! And he can fire everybody in the company from the chairman on down, simply by spending his money elsewhere." Sam Walton, founder of WalMart Translation: Thank all of your customers who bothered to complain about something. For every customer who complains, surveys find that 20 others don't bother and go elsewhere. Listen to the complaints and act where appropriate to keep the other 20 customers.

If You Don’t See It, You Won’t Get It

If You Don't See It, You Won't Get It In hearing Guy Kawasaki speak about his early days at Apple Computer, evangelism was what made Apple a reality. Guy and his colleagues had to go out to software developers and convince them to commit resources to develop products for a hardware platform that wasn't on the market yet. No one knew if the Apple computer would work and more importantly no one knew how the market would accept it. As...

Where Can I Find Good Help?

Our booming economy is providing all executives with a key challenge----where to find good help. While I would love to have the answer for all of you (would be worth more than winning this week's NJ Power Lottery of $300 Million- wish me luck), I do have some insights that you should use for guidance. The biggest mistake manager's make is not knowing what to look for. Over and over again I have Sales VP's wondering why their industry experts...