What happens when the person who personifies WHY departs without succession planning?

When the person who personifies the WHY departs without clearly articulating WHY the company was founded in the first place , they leave no clear CAUSE for their successor to lead. The new CEO will focus on WHAT rather than the WHY.Worse they may even try to implement their own VISION without considering the JUSTContinue reading “What happens when the person who personifies WHY departs without succession planning?”

Most Organizations that inspire people to “do great things” have this in common

In nearly every case of a person or an ORGANIZATION that has gone on to INSPIRE people to DO GREAT THINGS , there exists this special partnership between a person who knows the WHY and another who knows the HOW. This relationship starts to clarify the VISION statement and MISSION statement of an organization. TheContinue reading “Most Organizations that inspire people to “do great things” have this in common”

Why do companies STRUGGLE to communicate their TRUE VALUE?

The struggle that so many companies have to differentiate or communicate their true value to the outside world is NOT a BUSINESS PROBLEM. Rather it is a BIOLOGY PROBLEM. This is just like a person struggling to put emotions to words relying on metaphors , imagery etc. in order to attempt what we feel. ExactlyContinue reading “Why do companies STRUGGLE to communicate their TRUE VALUE?”

What is “Stockdale Paradox”?

James Bond Stockdale was a United States Navy vice admiral and aviator awarded the Medal of Honor in the Vietnam War, during which he was a prisoner of war for over seven years. Commander Stockdale was the most senior naval officer held captive in Hanoi, North Vietnam. His sheer ability to survive during tough timesContinue reading “What is “Stockdale Paradox”?”

Why are Charismatic leaders able to command customer loyalty?

We are all drawn to charismatic great leaders and organizations who are good at communicating what they believe. Their ability to make us feel we belong , feel safe and not alone is part of what gives them the ability to inspire us. These are leaders who have the ability to draw us close toContinue reading “Why are Charismatic leaders able to command customer loyalty?”

Why “Manipulation” works only in the SHORT TERM?

To get short term benefits and returns “Manipulation” and trickery by means of risk/reward behavior manipulation becomes the strategy of choice for most companies and marketers. As with short cuts this has its own share of pitfalls in the long run.This is because NOT manipulation but INSPIRATION results inĀ  loyalty which results in long termContinue reading “Why “Manipulation” works only in the SHORT TERM?”

Building customer loyalty by communicating the “WHY” aspect in a product

People DO NOT buy WHAT we do but they buy WHY we do it. The touch point of an organization with customers or market place is where the WHAT aspect of a product is exposed. Once the WHY communicated in a VISION translates to the WHAT aspect of a product is when the “innovators” ,Continue reading “Building customer loyalty by communicating the “WHY” aspect in a product”

What is meant by “Breakage” in Retailing?

The manipulative nature of promotions is very well established in the RETAIL INDUSTRY and one such principles is termed as “BREAKAGE”. BREAKAGE measures the percentage of customers who FAIL to take ADVANTAGE of a PROMOTION and end up paying FULL PRICE for the product instead. This typically happens when buyers do not bother performing theContinue reading “What is meant by “Breakage” in Retailing?”