Best Practices Illustrations
Selling on Benefits – Informatics
In sales there’s the temptation to list all your product’s features for the prospect all at once. But most people are confused by complexity and resist adopting new products. Patricia Rougeau, President and CEO of Informatics, found the best approach is first to find out what they need.
The Story Matters – Legacy Bank
Most business people have a suspicious, if not adversarial, attitude toward their banks. This is both unnecessary and unwise. Richard L. Whitsell, President and CEO of Legacy Bank, explains banking from the banker’s point of view, providing insights on improving your financial relationships.
Bonding a New Top Team Under Pressure – Mattson
Semiconductor equipment manufacturer Mattson Technology (MTSN) was in deep trouble, and replaced its founder with a new CEO, Dave Dutton. Read how Dave built a new leadership culture amidst the transition chaos and set a more prosperous course for the company.
Forming Productive Friendships in Asia – Interpacific Management Group
As Dave Seldon, CEO of Interpacific Management Group, found, doing business in Asia is entirely different, based on the firm foundation of friendship. But this doesn’t happen over the internet or telephone; it’s a long process involving personal contact.
Brainstorm vs. Budget – CoolSystems
CEOs are visionary, so we see visions. Sometimes our enthusiasm and forward thinking makes those visions diverge from what is possible within time and budget restraints. Tom Oliver, CEO of CoolSystems, found a path between hard choices.
Intelligent Off-Shoring – Software Development Technologies
Many major firms see the advantages of off-shoring, but fail badly in the execution. Edward Kit, CEO and Founder of Software Development Technologies, knows that the off-shoring solution has many potential problems, and he prepares for and anticipates them all.
Sharing the Dream of Success Brings Top Talent for Less – Ola’s Exotic Coffee and Tea
Ola Robert Hassan, Founder of Ola’s Exotic Coffee and Tea, discovered that people who feel like owners tend to work harder for less. He has used this to great advantage in building a motivated team. But there are risks involved in giving the wrong candidates too much equity too early.
Leadership with Other People’s Money – Novazone
Bringing in investors is a great way to ease cash constraints. But, as Paul White, CEO of Novazone Inc found, there’s a fine art to soliciting investment while balancing your company’s day-to-day needs and your family relationships.
Management by Getting Your Hands Dirty – RF MacDonald Co.
Stepping down to a lower level and actually doing the job is not glamorous, nor is it the best use of a top executive’s time over the long haul. But Jim MacDonald, CEO of RF MacDonald Co., found out how incredibly powerful this tactic can be.
Stop Consultants Running Amok – Bishop Wisecarver
Consultants of various kinds can be of great benefit to a business. Pamela Kan, President of Bishop Wisecarver, had a consultant save her neck then outstay their welcome. Knowing when to let consultants go is as crucial as knowing when to bring them on board.
Robert Sher is founding principal of CEO to CEO, a consulting firm of former chief executives that improves the leadership infrastructure of midsized companies seeking to accelerate their performance. He was chief executive of Bentley Publishing Group from 1984 to 2006 and steered the firm to become a leading player in its industry (decorative art publishing).