POV: Harvard Business Review – Making the Consensus Sale

Point-of-View: Making the Consensus Sale Harvard Business Review (HBR) March 2015 Summary: On average 5.4 people have to formally sign-off on B2B purchases. Best way to build customer consensus isn’t to do a better job of connecting individual customer stakeholders to the supplier but to more effectively connect customer stakeholders to one another. Problem definition and solution identification are much more difficult for buyers to reach consensus than supplier selection. Suppliers focus too much on supplier selection. By the time Read More …

POV: Inside the Box

You Decide… Brainstorming (outside the box) or Brainforming (inside the box) by Drew Boyd and Jacob Goldenberg Summary: We are all creatures of habits. Habits simplify our lives by triggering familiar thoughts and actions to get us thru the day – getting up, eating breakfast, going to work, making decisions. Behind every habit is a template – a repeatable and “code able” pattern. Templates “limit” us in a way to boost our productive/creative output. Highly effective (intuitive) people don’t realize Read More …

POV Harvard Business Review: The Effective Decision

Point-of-View: The Effective Decision Harvard Business Review (HBR) January/February 1967 Summary: Every decision is a risk-taking judgment. Effective executives make decisions as a systematic process with clearly defined elements in a distinct sequence of steps. Decision-Making Process: classify the type of problem (generic, unique), define the problem, specify the answer (must accomplish), decide what is right (not acceptable), build into the decision the action to carry It out, test the validity of the decision (vs. actual course of events) Most Read More …

The 1 through 10 of Healthcare’s Mission to Margin

  Healthcare is one of the oldest industries around. We need it. Good news for me on the job security front, but a little more concerning when I consider the big picture: In the US, we can’t afford rising healthcare costs and the horizon is shifting yet again, which means, wait for it… more costs! How did our healthcare ecosystem become this accidental wasteland, and how do we slow rising costs when we need to keep changing? When I started Read More …

Groundhog Zero

As a kid, I hated the movie Groundhog Day. Most of the movie was the same scene, over, and over, and over, again. What a waste of time! 96% of critics, and most people I knew, disagreed with me. When the film was released on video, my parents bought a copy. My complaints were dismissed to youth: “Kelsey, it is a deep movie – an attempt to answer the meaning of life! One day, you’ll understand.” I responded with my standard, disapproving Read More …