Selling B2B (Business-to-Business) is complex, and the emergence of committee-based decision-making makes it even more challenging and increases sales cycle times. Unlike traditional B2B sales processes, where individual executives or small teams often make decisions, the committee-based approach involves a group of stakeholders, each bringing their unique perspectives and requirements to the table. This approach […]
The TOWS Matrix is an important tool for formulating business strategy, providing a framework for analyzing external opportunities and threats concerning internal strengths and weaknesses. This article is aimed at graduate business strategy students and professionals who want to deepen their understanding of strategic planning tools. Understanding the TOWS Matrix The TOWS Matrix, developed by […]
Diversity, equity, and inclusion (DEI) have been a hot topic in business and boardrooms for the last ten years, but it has not always been embraced openly. Most recently, DEI has received significant pushback from some and has become politically charged. This is an unfortunate trend because diversity and inclusion are not just moral imperatives […]
The terms “layoff” (laid off) and “firing” (fired) are often used interchangeably, yet they represent fundamentally different situations. Understanding these differences is crucial for managers, as each scenario demands a distinct approach and mindset. Defining the Terms Layoff: A layoff is typically a business-driven decision, often due to financial strains, restructuring, or changes in market […]
The terms “goals” and “objectives” are often used interchangeably. However, they are fundamentally different, and understanding their distinction is pivotal for any successful strategy. This article aims to demystify these concepts, highlighting their differences and their critical role in achieving strategic success. Defining Goals and Objectives Goals are broad, overarching aspirations that an individual, team, […]
In the hyper-competitive business world, a company’s core competencies are like the building blocks of strategic execution guiding it toward success and sustainable competitive advantages. The concept of core competencies, introduced by C.K. Prahalad and Gary Hamel in their 1990 Harvard Business Review article, has become a cornerstone in strategic management and business development. This […]
In the corporate world, the roles of Chief Financial Officers (CFOs) and Chief Executive Officers (CEOs) are crucial strategic roles that work closely but are fundamentally distinct. While CFOs are the stewards of financial health, focusing on costs, efficiencies, and financial reporting, CEOs are the visionaries charting the course for a company’s future. This distinction […]
In the hyper-competitive business world, innovation is not just a buzzword but a survival strategy. However, there’s a growing trend where companies engage in what’s commonly known as “Innovation Theater” – a series of activities that give the illusion of innovation but lack substance and real impact. Understanding and avoiding this pitfall is crucial for […]
Traditional business plans are dead in startups, replaced by better tools like the Business Model Canvas and Lean Canvas, but that doesn’t mean planning is dead. While much is written about the high failure of startups, the reality is that many more startup ideas never make it beyond the idea phase because founders don’t know […]
In business and sports, two potent forces drive individuals and teams toward success or failure: the fear of losing and the drive to win. While these concepts may seem similar at first glance, their implications and manifestations differ significantly in business and athletics. Let’s delve into these divergent mindsets, exploring how they shape strategies, impact […]
Unforced Errors in Startups: How Founders Trip Themselves Up 
The Next Step for Generative AI: Specific Use Case Data Visualization 
Servant Leadership: Getting Back to Its Roots 