Have you ever looked at the result you produce?  Perhaps it is a legal brief, a sales proposal or a software solution.  Most likely, whether it is tangible or completely virtual, there were many tools, people and steps to create the end result.

On our team, we deliver business systems.  The amount of thinking, planning, people, information, systems and communications is mind boggling.  There are a number of failure points.  There are many other projects which have to be managed at the same time. This all has to be delivered in the midst of uncertainty.

The uncertainty comes from all the other knowledge workers pushing on us for time, energy, solutions and mindshare.  It’s part of the new deal in the new economy.  We are all in the collaboration game.  You have access to others much more easily now.  You are most likely dealing with similar demands and expectations. Read more

The guarantee of success is music to our ears. That is what every customer, company and employee wants. We want security in our jobs. We want to know the products we buy will do as they promise – make us more money, make us more fit, make us more beautiful, etc.

Guarantees meet our need for reducing perceived risk. We have all been burned. We have all experienced unmet expectations. Thus, our guard goes up.

I can remember years ago when my wife and I were seduced into one of those typical honeymoon events – a timeshare presentation. Why not? We were in high spirits, our guard was down and everything was just a good time.

We were definitely entertained. It was salesmanship from the get go. There were multiple hand-offs between the street salesman to the breakfast reception to the keynote speaker. The experience was one giant show. The emotions and pressure were high. Promises were made and we bought. We bought what we thought were years of good times and a return on a small investment. Read more

Every business has the same challenge today. They are competing for attention. The number of choices available for any service or product are vast.

It used to be different. There were less choices. Thus, companies needed merely to advertise, and they would get calls.

Today, the game has shifted. In your business, you have lots of competition. Yet, if you are using old methods to try and reach your customer, you are invisible to your customer. Read more