Good question. And certainly for people on the American side of the ocean, the word A3 doesn’t necessarily ring a bell. The answer is very simple, but brilliant in its simplicity. So the question is: why is an A3 Problem…
It’s January and for many this is the last week of the first month of the fiscal year. If you did your job well, if you cascaded your strategy, set proper KPIs, your teams now know what to do. So…
In businesses where there’s no true belief in Lean and its underlying philosophies, some leaders tend to sugarcoat things. A while ago I lead an event where I touched upon some concepts of problem solving, maybe one of the most…
As the teams are rushing to hit quotas in these last few weeks for the years (or get business ready to fall in January), you, as commercial leader, are or should be busy setting the KPI’s for next year. This…
This is not about PPC, Pay-Per-Click. I’m not here to sponsor all Google Executives more than needed. No, what I’m talking about here is a simple decision needed at every review: Persevere, Pivot, Cancel. In a good monthly review with…
I’m a fan of problem solving, that’s clear from this website. I like problems, I like solving problems and I like pushing teams to solve their problems. After all these years, working with all these teams and seeing both the…
Introduction In many B2B organizations, the marketing and sales teams operate like separate entities, each with its own goals, processes, and metrics. I’ve seen in really all companies I worked for and with. So there’s no shame, it happens to…
Just a few weeks ago I was hiking in the Austrian Alps – don’t ask me why, but I’m happy I joined. It was a great experience, being offline for a week, walking above the clouds, facing some of your…
I’m a very strong believer in KPI’s, how it can drive a business forward, how it supports your strategy and mostly how it drives accountability and transparency with commercial teams. I’ve written earlier on how to do it well and…
Being a self employed professional, a consultant, has its benefits and its downsides. The good thing is you’re responsible for your own success, the downside is that only you are responsible for your own success. This means you have to…