It was almost thirty years ago that Michael Treacy and Fred Wiersema, co-authors of The Value Disciplines of Market Leaders, introduced one of the great strategy frameworks of all time. They argued ...

Many telecom departments and IT groups are focusing on what I call “operational excellence.” In a nutshell, that means providing top-quality services to internal customers: the lines of business and ...

The recession is ahead of our thinking about how to sell around it. Our first response is a tried and true strategy that is not right for all occasions. People will disagree with me, but so far we’ve ...

When you think of your organization's values, you likely focus on its mission and the values that define your workplace culture. But those aren't the only values your organization has. There's also ...

Most organizations continuously strive to achieve operational excellence, but they spend less effort understanding customer needs — and few marry these two sources of customer value effectively. While ...