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Posted on June 02, 2021

Noncompetitive Advantage

In my latest book, How Efficiency Changes the Game, I write: "...much of today’s strategy work focuses on the gaining of strategic advantage over the competition. But sometimes, if we look beyond the competitive landscape there are wide…

Posted on May 24, 2021

Increase Your Sales Through A More Effective Quoting Process

Designing and implementing a thorough quotation preparation and follow-up process is essential to drive increased sales. If you are leaving the quotation process to chance, these simple steps will improve your quote-to-sales conversion…

Posted on May 19, 2021

It's Just Not Extra People You Need

When I was consulting through the Coal Seam Gas boom some nine years ago, many companies were experiencing a similar challenge as in the current economic climate: abundant opportunities with too few suitable people to employ. And Neil…

Posted on May 07, 2021

The Coonawarra. Of Dreams, Rest and Cellars

DREAMS I recently took a few days off in the Coonawarra wine region: a small strip of fertile land replete with numerous wineries. A delightfully immersive experience. Standing at the tasting counter of Wynns Coonawarra Estate, I sampled…

Posted on April 14, 2021

A Leadership Lesson From The Pavement

Today, I was reminded of my street friend Travis. While I have never lived rough nor begged for money, I gained an appreciation and respect for this man from sitting beside him. As we huddled together on bone-chilling pavements in the…

Posted on March 04, 2021

Candid Conversations

A managing director had a candid conversation with one of his underperforming team members. The employee handed in his notice shortly thereafter. Averaging only 50 percent of budget, a sales manager was told his performance was…

Posted on February 23, 2021

Drops of Kindness

An old lady from across the road ambles on her walker to the neighbour's place. Stiffly bending, she picks up the newspaper from their garden and resumes her journey to the front door, placing it there for late morning collection. There…

Posted on February 18, 2021

Upstream Issues Affecting Downstream Productivity

I asked a client what the upstream issues were that impeded her productivity. She immediately identified two areas (1) accurate information from the field service technicians and (2), accurate scheduling from the service coordinator. I…

Posted on February 07, 2021

Collapse From Increased Load

In January 2006, "the roof of one of the buildings at Katowice International Fair collapsed in Chorzów / Katowice, Poland." Subsequently, "a forensic investigation found numerous design and construction flaws that contributed to the…

Posted on February 04, 2021


Brian woke when it was dark. Kissing the cheek of his still resting wife, he grabbed his favourite jeans, shirt and boots, and headed to the kitchen for coffee. Catching sight of himself in the glass splashback he noticed the once slim…

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