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Lesson #4: Embrace Your Obstacles
“When faced with a business challenge, evaluate or assess the situation, gather the good things in sight, abandon the bad, clear your mind, and move on,” says Stewart.

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If the Shoe Fits - The Soul of Customer Service
My Aunt Virginia worked selling shoes in a downtown department store. I remember listening to adult conversation, while I played. She talked about other clerks not caring for anything other than the sale and the resulting commission. Aunt Virginia's main concern was always the fit.
The Nigerian Context - A Story of Decline: Exploring entrepreneurship in a declining economy
Nigeria is usually referred to as the giant of West Africa in that, with a population estimated at over 100 million, one in every two West Africans is a Nigerian. The country's GDP is larger than that of all the other countries in West Africa combined. Its GDP is actually larger than that of all countries in the African continent with the exception of South Africa. (Adaya, 1998).

Yes Virginia! There is more to e-procurement than software! (Part 1)
My recent post on the series of interviews I had with Ariba garnered considerable interest and feedback. By far the most interesting (and insightful) comments came from the Commonwealth of Virginia. What was compelling about the Virginia response was their willingness to provide a perspective from what they referred to as the “other side of the fence.” What was refreshing is that the subsequent interview revealed an extremely capable group of people whose passion for procurement was only rivaled by their commitment to a vision. A vision that was centered on gaining a thorough understanding of the processes that defined the Commonwealth’s procurement practice as well as the unique requirements of a diverse group of internal and external stakeholders.

Place Those Small Bets, Quickly!
Nothing goes so well with that first cup of coffee as having your biases confirmed! In yesterday's Wall Street Journal ("In Search of Growth Leaders"), University of Virginia/Darden Graduate School of Business Prof Sean Carr, et al., lay out a growth model. There are, more or less, two flavors of companies:

Overcoming the challenges of an ineffective RFP process: Improved collaboration through intelligence synchronization (QStrat Profile)
I have had close to 30 reader responses to my recent posts on the utilization of the RFP or e-tendering process for the acquisition of goods and services. While there have been successful demonstrations of its utilization relative to MERX (MERX: An Evolution to a Broader Market), and of course the Commonwealth of Virginia’s eVA program (Yes Virginia! There is more to e-procurement than software), the majority of respondents do not view the current process has being effective. (Note: links to the above referenced articles are available through the Web Resources section at the conclusion of this post.)

Scout with a Plan to Increase Sales
Remember the old scouts of the West? These folks went ahead to make sure the trail was safe. Have you considered embracing this role to increase sales?
Sales Mission Complete
I recently had the great honor and privilege of visiting our United States Military Academy at West Point, NY. I was overwhelmed by the courage and passion of those that occupy this post. They are truly remarkable people and I was struck by how much the disciplines they practice relate to selling. Yes, it might be a stretch to tie what happens at West Point to sales and selling, but not much of a stretch. This group of young people consistently demonstrates at an extraordinary level all of those competencies necessary to succeed in selling: courage, desire, commitment, persistence and ethics. They are sales people in fatigues. They spend their day selling others on the connection between athletics and winning on the battlefield. One of the metrics for success: bringing everyone back alive. That is life or death.
Watching Valentina
It has been a fun few weeks around my house. I’ve had two lovely visitors from Germany, my girlfriend Valentina and her mom, Barbara. Of course, we’ve had a blast traveling around and seeing the sights of Virginia and DC and blathering away in our own bizarre mix of English and German. What struck me, though, was how much I learned from watching Valentina.
The Sign of a True Sales Pro - Admitting We’re Never Too Good for Coaching
Ringggg. Ringggg. Not my favorite sound in the evening. It was Virginia, someone I knew, trying to explain why I needed her services. I hung up feeling like I had dodged the bullet for now…and went on with my evening. Later she called back for advice on what she could have done differently to improve her call. That is a sign of great professionalism.

The Ultimate in Exotic Destinations: Vietnam and Cambodia
The exotic destination of Vietnam lies in Southeast Asia’s center, bordering China in the north, Laos and Kampuchea in the West, and the Pacific Ocean in the east. Cambodia, bordering the Gulf of Thailand to the south, Thailand to the east, Vietnam to the West, and Laos to the North.
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