Follow a Hunch or Rely on a Promise?

Many people – even some supposed innovation gurus – are fond of saying that “Innovation begins with a good idea.” The problem with this seemingly obvious statement is that it’s not true! At least, not if you want to make innovation a predictable and repeatable business process.

Read More

First, Define the Problem

If I had only one hour to save the world, I would spend 55 minutes defining the problem and only 5 minutes finding the solution.” – Albert Einstein

Read More

The Only Hope For Sustained Growth

Do you want to be the master of your technology for which you will seek markets, or do you want to be the master of your markets for which you can create customer-satisfying solutions?

Read More

How to Conduct a Customer Diagnosis and Accelerate Sales Growth

What’s the difference between a typical salesman and a professional service provider? Too often, sales is characterized by pushing a solution even if it isn’t in the customer’s best interest while a professional service provider is expected to determine the customer’s needs before recommending a solution. Physicians are well-trained to diagnose patients, but many professional service providers are not.

Read More