Why does any industry have standard practices? Every business is different, even within an industry, so what’s the point of trying to standardize?
Industry standard practices are a lot like the rules in a game. They provide a systematic, consistent, and proven framework within which the players develop their strategies and exercise their skills. Having rules doesn’t make you a winner, but they make it possible to become a winner by promoting the following competitive strengths: Continue reading →
You hear the complaints all the time.
“The field people only react to the deals that the brokers present to them. They don’t take the market planners seriously when we target certain trade areas.”
“The analysts (aka “geeks” or “deal killers”) think they know everything because they have mapping and statistics programs. They have no idea how the real world works.”
“I can’t open enough stores because the paperwork takes forever. It’s easier to get a PhD than get a deal through our approval process.”
Is this just the way it has to be? Dealmakers vs. analysts? People who drive sales and people who prevent sales? Entrepreneurs vs. bureaucrats? Continue reading →