Posts in Change
The Customer Is Always Right

The vast majority of products and services in B2B address a need that is already addressed. The customer is spending on a solution today, their current ‘habit.’ And the job of a salesperson is to change this habit. It requires the proverbial ‘better mousetrap’ or at least the appearance of a better mousetrap.

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Don’t Fumble This Question

“How is DEI addressed in your company?” That was the question I was asked by the leadership team of a DEI Consulting Firm when they were interviewing us for a possible engagement. I fumbled…

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The Perils of the People Business

When Founders, Owners, or CEOs comment that their Fractional Executive did not work out, when they complain equally about hiring and firing salespeople because they didn’t perform, or when the average tenure of their first full-time sales leader is somewhere between 12 and 18 months, it often goes back to not selecting the perfect match.

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The Relevant Market for a Matchmaker

Competition law knows to define a “relevant market.” It comprises all those products and/or services that are regarded as interchangeable or substitutable by the client by reason, among others, of the products' characteristics and their intended use.

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Trends Shaping the Gig Economy

With more than 57 million Americans involved and $1.4 trillion+ changing hands annually, the gig economy reflects people’s desires for more flexible work opportunities and greater freedom as to how, when, and where work is performed.

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Fractional Executives and the Recession

When this happens, are companies just cutting fat and using the opportunity to eliminate unwanted and unnecessary staff? And when they freeze hiring, does that affect only the “nice-to-have” positions, or does it apply across the board?

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Moving the Needle

Move the needle is an idiom that means to make a change that is noticeable, to modify something so that the effect is measurable. Most often, moving the needle is used in a positive sense, meaning to make progress toward a goal.

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Strictly Confidential in The Age of Remote Contractors

In a recent conversation with a founder, she shared that it was important to her that certain positions like her VP of Sales be W2's employees, given the confidential business info they would know and have access to. Are W2 employees better at keeping proprietary business information confidential than 1099 contractors?

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