On Leaders and Culture

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Culture is what takes over when leadership and management isn't around. Culture is what takes over in those moments of truth, when a decision makes a difference--for good or for ill. Culture is what happens when the organization's real values are brought to life in the actions … [Read more...]

The Death of the Economic Buyer

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There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural). Every stakeholder is responsible for a line on the profit and loss report, is being asked to make a greater financial … [Read more...]

Your Goals Are Your Own

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Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different results, sometimes markedly … [Read more...]

More Alike Than Different

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“I want to make sure you understand how our country is different.” No matter where on Earth I visit to speak, this statement about “cultural differences” is always one of the first statements I hear. I agree to listen and learn. But rarely do I hear anything that draw a bright … [Read more...]

Three Levels of Leadership and the Spark

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The first level of leadership is managing. As a manager, you provide your people with answers. You create dependents. When your people are challenged, when they encounter problems, when they need help, they rush to you as their manager so you can tell them exactly what you want … [Read more...]

Written On Hearts and Minds

Written On Hearts and Minds

Words on paper have the power to inspire. But alone, they don’t always create a big enough “why.” Your mission statement, vision statement, values statement, and guiding principles aren’t where the real action is, as inspiring as the words may be. Your mission statement, vision … [Read more...]

You’re Doing Social Media Wrong

You’re Doing Social Media Wrong

Most people don’t really intend to be takers. They don’t intend to do social media wrong. But the tool kit makes it easy. It’s easy to find people with an audience. And it’s easy to find their email address. But that doesn’t mean that you are entitled to leverage someone else's … [Read more...]