I recently read an article about what the average person believes to be the average company’s net margin. The number was shocking, and it demonstrates just how little people really understand about business. The average number was 36 percent.

The…

Last year I chose the words platform, lean, and tribes around which to frame all of my goals and disciplines. I made major progress on platform and tribes, with much work still to be done. And I completely bombed on lean (until the end of the…

No profit margin wouldn't be an error; it would be a disaster. This is a different margin.

It never fails that type-A personalities try to fill every block on the calendar. They try to cram as much as they possibly can onto the calendar because,…

“Hooray! We can have the business if we match their existing supplier’s price.”

Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result…