Rev X - The Big Chill Sometimes when you think the news can’t get worse, it does. As we’ve seen over the last three blogs, we’ve done our job exceedingly well – solved the client’s problems and increased our margins. Still, due to the inevitable passage...
“Rev X” – Yes, This Really Does Happen Picking up from last week, not only does this really happen, it will happen to every single account you have if you do one thing. And, that one thing? That’s if you do your job well! As with many...
“Rev X” – What’s Wrong With This Picture? One of the most dangerous occurrences in any relationship, including a B2B outsourcing services contract, is when the parties have fundamental differences in the way they see the same situation. Given adequate understanding, discernment and communication, that doesn’t...
“Rev X” – Back of the Napkin Sometimes the very best ideas are birthed on the backs of napkins or envelopes. An observation or idea becomes a picture in the mind’s eye and begs to be captured at the exact moment it crystallizes, no matter where...
Thanksgiving: News You Can Use (This is the first time we’ve rebroadcast one of our blogs. This one, in substantially the same form, was first released around Thanksgiving in 2012. It’s interesting to reflect on all that can occur in the course of a year. For...
Take Courage I’m still thinking about the gathering of senior executives that Tenacity hosted just a few weeks ago. In talking through the potential implementation of the Clients for Life® client retention process, we candidly share with new clients that it is not easy. In fact,...
What We’ve Learned and What We Believe Recently, John and I got together, along with two additional Tenacity Partners (Marty and Randy), to spend a day with a diverse group of senior executives. Some knew us and had experience with our firm, others were hearing from...
What’s In A Number? Let’s start small by talking about a billion. My wife Bonnie, who recently took early retirement from The Coca-Cola Company, has been a prolific speaker on the subject of meaningful work. In her keynotes, while describing the reach of brand Coke, she...
7 Questions The legend is that Dr. Albert Einstein, while at Princeton in the early 1950’s, was asked by a student; “Professor, what is the most powerful force in the universe?” He is reputed to have answered, “Compound interest!” For much the same rationale, at Tenacity, we...
Hunters and Farmers Go ahead -- google “Hunters and Farmers”. There is an astonishing amount of information and opinion about this concept of building and managing a sales organization. It almost feels obligatory that we weigh in on the debate and take a position on the...