Article Listing

Quick Summary: A listing of articles alphabetically and by number

Abstract:

Articles are added to this collection on a regular basis. Clicking on the What’s New tab in the footer of the site’s home page will list articles with the newer articles listed first.  The tables below list articles in both alphabetical order and sequentially by article number.

Number

Title

 

Number

Title

1.010101

Introduction to CxO-Atlas Web Site

 

6.020502

"Who" Needs to be Plural

1.010102

Frequently Asked Questions

 

5.060602

44 Weeks in a Year

1.010103

Target Audience

 

5.060603

A 4 Week Slip Always Costs December

1.010104

Site Content and Organization

 

6.010202

A Cog or COGS

1.010105

How to Use this Site

 

5.020402

A Few Finishes versus Lots of Starts

1.010201

Site Genesis

 

3.020504

A Framework for Evaluating a Company

1.010202

Site Name Meaning

 

5.030701

A Great Investment Opportunity

1.010203

Content Availability

 

3.010002

A Quick Blink Test

1.020101

Introduction to Volume 1 Overview

 

2.050205

A Simple Definition of a Defect

1.030101

Thinking of Starting a Business

 

5.020403

A Trial Blink Test

1.030102

Committed to Starting a Business

 

5.020404

A Trial Final Exam

1.030103

Working Full Time in a New Business

 

5.060608

A Voice Crying in the Wilderness

1.030104

Has a Demo Product or Service

 

4.030303

Accountability

1.030105

Needs to Raise Money

 

5.040201

Aim, Ready, Fire

1.030106

Has Some Customers

 

2.030201

All Individuals Means Everyone

1.030107

Ready to Expand

 

3.020302

All Money is Not Equal

1.030108

Having Some Operational Issues

 

5.010202

All Probabilities are the Same

1.030109

Pursuing Revenue

 

5.010309

Almost the Same Question

2.010001

Introduction to Seven Principles

 

3.010402

Always Dance the Investor Dance

2.010101

Description of the Seven Business Principles

 

4.050203

Always on Stage

2.010102

Summary of the Seven Business Principles

 

9.020301

Always on Stage

2.020101

Overview Chapter 2.02 Principle One

 

9.020202

Ampersands Should Stay on the Keyboard

2.020102

Introduction to Principle One

 

5.020502

Analyze Don't Rationalize

2.020103

Someone Will Put You Out of Business

 

5.020307

Annual Reports and Other Hidden Sources

2.020104

Avoid the Slippery Slope

 

4.030405

Are the Doors Really Open?

2.020105

Staying in Business by Staying Out of Some Businesses

 

5.020401

Are You Ready

2.030101

Overview Chapter 2.03: Principle Two

 

6.010401

Are You Really Ready?

2.030102

Introduction to Principle Two

 

3.010203

Are You the Right Person

2.030201

All Individuals Means Everyone

 

5.020303

Ask Before You Sell

2.030202

Trust: The Dignity and Respect Lynchpin

 

3.040306

Ask Someone Who Doesn't Know

2.030203

There are only Two Kinds of People

 

3.020202

Asking for Money or Advice

2.030204

What is Success?

 

5.070403

Avoid Black Eyes

2.030205

It is Hard to Hate People that You Know

 

5.060401

Avoid Fair Fights

2.030206

The Not So Subtle Threat

 

2.020104

Avoid the Slippery Slope

2.040101

Overview Chapter 2.04: Principle Three

 

5.050304

Avoiding Partners From Becoming Competitors

2.040102

Introduction to Principle Three

 

5.060304

Awareness and Urgency

2.040201

Keep Different Score Cards

 

5.060402

Be Careful of Game Films

2.040202

Write to Know

 

4.030204

Be Friendly

2.040203

Expectations versus Excuses

 

4.030203

Be Human

2.040301

Overview Employee Investors

 

5.010403

Be Like Sand

2.040302

You Can't Do It Alone

 

3.030309

Be Ready for Left Field Questions

2.040303

Employees Want to be Successful

 

4.050302

Be the Sage

2.040304

Take Time for People

 

4.050207

Be Visible and Approachable

2.040401

Overview Business Partner Investors

 

4.060402

Be Willing to Let Go

2.040402

Business Partner Investors Introduction

 

3.020401

Because the Model Says So

2.040403

Partner Secret Sauce Ingredients

 

5.040403

Beware of New Product Attraction

2.040404

Partnerships: The Beginning, Not the End

 

5.070305

Beware of the Blender

2.040405

Why Are You Interested in Each Other

 

4.010304

Bi-Directional Frustration

2.040501

Overview Customer Investors

 

5.040204

Bigger Pies are Better

2.040502

Customer Investors Introduction

 

5.060604

Blindsided

2.040503

Customer Investor Trust

 

5.060605

Bob and Weave

2.040601

Overview Financial Investors

 

3.020204

Bootstrap Wisely

2.040602

Financial Investors Introduction

 

9.020102

Breadth or Depth Value

2.040603

CEO and Financial Investor Interaction

 

9.020107

Bring and Ask Questions

2.040604

Updating Financial Investors

 

6.020406

Buffers are Self-Fulfilling

2.050101

Overview Chapter 2:05: Principle Four

 

5.030502

Building Customer Trust

2.050102

Introduction to Principle Four

 

3.020404

Building the Financial Model: The Second Step

2.050201

Customer Satisfaction Levels

 

2.040402

Business Partner Investors Introduction

2.050202

Don't Survey Your Customers

 

3.020402

Business Plans Are For You

2.050203

Developing a Customer Satisfaction Strategy

 

3.010401

Business Variables are the Same

2.050204

Customer Expectations

 

6.020201

Butterflies and Development

2.050205

A Simple Definition of a Defect

 

5.010401

Buying Motives

2.050206

Don't Focus on the Customer

 

3.010204

Can the Business Ever Scale, Should It?

2.060101

Overview Chapter 2.06: Principle Five

 

5.030703

Center of the Universe

2.060102

Introduction to Principle Five

 

2.040603

CEO and Financial Investor Interaction

2.060201

Measure Everything That Matters

 

3.010301

CEO Means Chief Everything Officer

2.060202

Metrics are the First Step

 

2.070204

Change Needs Constant Attention

2.060203

Manage like You Drive

 

4.060601

Change the Future

2.060204

Making Metrics Work

 

4.010202

Changing Attitudes

2.060205

Cycle Time: A Universal Metric?

 

5.050305

Channel Partner Arrangements

2.070101

Overview Chapter 2.07: Principle Six

 

5.030301

Characterizing Customers

2.070102

Introduction to Principle Six

 

4.030602

Check Early and Often

2.070201

No Time to Rest

 

1.030102

Committed to Starting a Business

2.070202

Five Number One Priorities

 

6.030503

Common Process Elements

2.070203

It's Not Fun Anymore

 

4.030403

Communicate Consistently and Regularly

2.070204

Change Needs Constant Attention

 

4.030406

Communications Effectiveness

2.070205

Rumors, Fridays, and Trust

 

3.020505

Company Evaluation Suggested Factors

2.080101

Overview Chapter 2.08: Principle Seven

 

3.020301

Company Success Versus Investor Returns

2.080102

Introduction to Principle Seven

 

4.040301

Compensation Overview

2.080201

Start But Don't Lead

 

5.010402

Consensus is What Counts

2.080202

What Can You Do?

 

4.050404

Consensus versus Confrontation

2.080203

Payback for Paying it Forward

 

3.030205

Consistency Through FAQs

2.080204

Individual Efforts Count Too

 

4.030404

Consistency Through FAQs

3.010001

Introduction to Starting a Company

 

1.010203

Content Availability

3.010002

A Quick Blink Test

 

5.020204

Cooks in the Army

3.010003

Tidbits of Advice for Early Stage Companies

 

3.020403

Creating the Financial Model: The First Step

3.010004

What Is Next

 

5.010205

Creating the Predictor Questions

3.010005

Do Differently

 

6.020503

Creeping Features

3.010006

Things to Think About

 

4.050401

Culture Just Happens

3.010101

Introduction to Opportunity Identification

 

5.030202

Customer Categories

3.010102

Works for Non-Profits Too

 

5.030402

Customer Checking Accounts

3.010201

What is Your Goal for the Business

 

5.030603

Customer Distractions May Be OK

3.010202

Just Because You Can

 

2.050204

Customer Expectations

3.010203

Are You the Right Person

 

2.040503

Customer Investor Trust

3.010204

Can the Business Ever Scale, Should It?

 

2.040502

Customer Investors Introduction

3.010205

Show Your Commitment First

 

2.050201

Customer Satisfaction Levels

3.010301

CEO Means Chief Everything Officer

 

5.030401

Customers are Always Testing

3.010302

Is It a Feature, Product, or a Company

 

4.040507

Cutting the Cord

3.010303

Misplaced Encouragement

 

2.060205

Cycle Time: A Universal Metric?

3.010304

It is Tough to Get Real

 

5.050401

Dancing with Goliath Introduction

3.010305

Firing Your Brother-In-Law

 

5.050201

David or Goliath Partners

3.010306

What Does the Customer Really Want

 

4.010303

Dealing with Growing Pains

3.010401

Business Variables are the Same

 

4.060306

Decision Acid Test

3.010402

Always Dance the Investor Dance

 

4.030604

Delay Setting Goals

3.010403

Everything is Easy Until You Start

 

4.020304

Deliver Bad News Quickly

3.010404

Start Before You Start

 

6.010201

Department or Activity

3.010405

Starting Versus Beginning

 

2.010101

Description of the Seven Business Principles

3.020101

Introduction to Chapter 3.02

 

3.030202

Design Before You Build

3.020201

You Can't Raise Money with an Idea

 

2.050203

Developing a Customer Satisfaction Strategy

3.020202

Asking for Money or Advice

 

4.040506

Disagreement versus Contrarian Views

3.020203

Wait as Long as You Can to Raise Money

 

5.070303

Disarm Them

3.020204

Bootstrap Wisely

 

3.040206

Distribution is the Only Thing that Matters

3.020301

Company Success Versus Investor Returns

 

9.020103

DNA Match

3.020302

All Money is Not Equal

 

3.010005

Do Differently

3.020303

Investment Instruments

 

5.050403

Do Your Homework

3.020304

Investor Categories: A Baker's Dozen

 

6.020604

Documentation: Sooner Not Later

3.020305

Select Investors Before They (De)Select You

 

6.030504

Documenting a Process

3.020306

The Three R's for Investors

 

5.070202

Don't Be An Ostrich

3.020401

Because the Model Says So

 

5.070203

Don't Be Rip Van Winkle

3.020402

Business Plans Are For You

 

2.050206

Don't Focus on the Customer

3.020403

Creating the Financial Model: The First Step

 

5.070404

Don't Go Quietly

3.020404

Building the Financial Model: The Second Step

 

3.030308

Don't Have All the Answers Even If You Do

3.020405

The Numbers Do Not Speak for Themselves

 

3.030204

Don't Have Your First Meeting

3.020406

The Three Most Important Forecast Numbers

 

4.040501

Don't Plant Poison Ivy by Mistake

3.020407

Use or Misuse of Funds

 

3.030403

Don't Share Your Presentation

3.020408

Forecasting Market Share: Too Big or Too Litte

 

2.050202

Don't Survey Your Customers

3.020501

Evaluation and Valuation are Very Different

 

5.060206

Don't Watch the Kernels Pop

3.020502

The Valuation Trap

 

4.040504

Duck Out of Water

3.020503

Shark Tank: Entertainment and Reality

 

9.020206

Education, Experience, Wisdom

3.020504

A Framework for Evaluating a Company

 

4.040401

Effective Performance Reviews: Hmmmm

3.020505

Company Evaluation Suggested Factors

 

4.060502

Elephant versus a Fly

3.030101

Introduction to Pitching the Opportunity

 

3.030201

Elevator Pitches Should Work in Two Story Buildings

3.030201

Elevator Pitches Should Work in Two Story Buildings

 

4.030407

Emails: Disconnected Dialgoue

3.030202

Design Before You Build

 

4.010203

Emergence of Rigidity

3.030203

No Competiton? Really?

 

4.010302

Employee Departures

3.030204

Don't Have Your First Meeting

 

4.030202

Employee's Point of View

3.030205

Consistency Through FAQs

 

2.040303

Employees Want to be Successful

3.030301

Getting to NO Before Getting to KNOW

 

4.060503

Empowerment

3.030302

One Goal for Your First Investor Meeting

 

6.020504

Empty Spaces

3.030303

Passion: The Fuel for your Business Engine

 

5.070204

Encroachment by Others

3.030304

Focus on What You Provide

 

5.010208

End-to-End Control

3.030305

The Biggest Word I Know is Delicatessen

 

5.060202

Equal But Not Separate

3.030306

When and What to Say

 

5.020203

Establish the Rules

3.030307

Why You Will Win

 

3.020501

Evaluation and Valuation are Very Different

3.030308

Don't Have All the Answers Even If You Do

 

4.030205

Everyone is Important

3.030309

Be Ready for Left Field Questions

 

3.010403

Everything is Easy Until You Start

3.030310

Hand Waving: A Smile or a Frown

 

5.050302

Exclusivity: Always Requested, Given Carefully

3.030311

First Mover Advantage or Disadvantage

 

4.060504

Execution versus Execute

3.030401

It's Old Hat to You

 

2.040203

Expectations versus Excuses

3.030402

How Did You do? An Investor Quiz

 

5.060606

Failure Root Causes

3.030403

Don't Share Your Presentation

 

4.040304

Fair versus Equal

3.030404

Why Did They Say "No"

 

4.050403

Fair versus Equal

3.030405

What If They Say "Yes"

 

4.020302

Fast But Thoughtful

3.030406

The Term Sheet is Only the Beginning

 

6.020407

Fast, But Not Too Fast

3.040101

Introduction to Chapter 3.04 Beginning Execution

 

5.060504

Feed the Weak

3.040201

Revenue: The Wonder Drug

 

2.040602

Financial Investors Introduction

3.040202

Three Kinds of Revenue

 

3.040207

Find a Popcorn Business

3.040203

Referenceable Revenue: What Others Do

 

4.030503

Finding People

3.040204

Scalable Revenue: Repeatedly Sold by Other

 

5.050301

Finding Prospects and Reaching Customers

3.040205

Profitable Revenue: More Than Margin

 

5.030305

Firing a Customer

3.040206

Distribution is the Only Thing that Matters

 

3.010305

Firing Your Brother-In-Law

3.040207

Find a Popcorn Business

 

3.030311

First Mover Advantage or Disadvantage

3.040301

When Things Go Wrong

 

5.020201

First, Have Something to Sell

3.040302

The Could Versus Should Trap

 

6.030304

Fitness for Use Decisions

3.040303

Time: Is It a Friend or Foe

 

2.070202

Five Number One Priorities

3.040304

Who is Not in the Room

 

4.040203

Five to Eight Activities

3.040305

Tiny Goals for Maximum Performance

 

6.020405

Fix It Later Impacts

3.040306

Ask Someone Who Doesn't Know

 

3.040402

Focus and Time: The Two Almost Unavoidable Landmines

3.040307

Quick and Easy Seldom Is

 

3.030304

Focus on What You Provide

3.040401

Selective Scalability

 

6.020401

Forecast Expectations

3.040402

Focus and Time: The Two Almost Unavoidable Landmines

 

5.010206

Forecast Pushback

3.040403

Patents: The Reality

 

5.010201

Forecasting is Tough

3.040404

Legal Counsel: Necessary or Evil

 

3.020408

Forecasting Market Share: Too Big or Too Litte

3.040405

Prepare for an Exit When You Start

 

1.010102

Frequently Asked Questions

4.010001

Introduction to Managing a Company

 

4.010301

Frustration with Colleagues

4.010101

Introduction to Growing Pains

 

5.050404

Getting Goliath's Attention

4.010201

It's Different Now

 

3.030301

Getting to NO Before Getting to KNOW

4.010202

Changing Attitudes

 

5.050409

Goliath Land Mines

4.010203

Emergence of Rigidity

 

4.060305

Good Enough is OK

4.010204

Silo is a Four-Letter Word

 

6.020403

Good Path, Wrong Destination

4.010301

Frustration with Colleagues

 

6.020506

Good Today, Bad Tomorrow

4.010302

Employee Departures

 

4.060301

Ground Rules

4.010303

Dealing with Growing Pains

 

3.030310

Hand Waving: A Smile or a Frown

4.010304

Bi-Directional Frustration

 

1.030104

Has a Demo Product or Service

4.020101

Introduction to Responding versus Reacting

 

1.030106

Has Some Customers

4.020201

What's the Difference

 

6.030303

Have a Customer in the Room

4.020202

Responding or Reacting: How Do You Know?

 

1.030108

Having Some Operational Issues

4.020203

Interrupt Driven Impacts

 

6.010301

Head or Heart

4.020301

Stop, Look, and Listen

 

5.030503

Hearing versus Broadcasting

4.020302

Fast But Thoughtful

 

5.050408

Hidden Goliath Enemies

4.020303

Is Culture the Problem?

 

9.020106

Hidden Information in Plain Sight

4.020304

Deliver Bad News Quickly

 

5.030601

Hire Local Guides

4.020401

Response Formulation

 

5.020202

Hire the Second Best

4.020402

Jog Don't Sprint

 

4.050212

Hiring Number Two

4.020403

The Root Cause and the Route

 

3.030402

How Did You do? An Investor Quiz

4.030101

Introduction to Chapter 4.03: Human Capital Management

 

1.010105

How to Use this Site

4.030202

Employee's Point of View

 

6.010404

If We Only Knew

4.030202

Three Words: Almost the Same but Different

 

5.020503

Impediments: A Great Sales and Marketing Tool

4.030203

Be Human

 

5.050205

Incompatible DNA

4.030204

Be Friendly

 

2.080204

Individual Efforts Count Too

4.030205

Everyone is Important

 

4.020203

Interrupt Driven Impacts

4.030206

Perceptions Are What Count

 

5.050101

Introduction to Business Partners

4.030301

Org Chart Messages

 

3.020101

Introduction to Chapter 3.02

4.030302

The Walls Speak

 

3.040101

Introduction to Chapter 3.04 Beginning Execution

4.030303

Accountability

 

4.030101

Introduction to Chapter 4.03: Human Capital Management

4.030401

Open Dialogue, Really?

 

4.040101

Introduction to Chapter 4.04: Employee Recognition

4.030402

Issue Identification Exercise

 

6.010101

Introduction to Chapter 6.01: Customer Service

4.030403

Communicate Consistently and Regularly

 

6.020101

Introduction to Chapter 6.02: Development

4.030404

Consistency Through FAQs

 

5.070101

Introduction to Competition

4.030405

Are the Doors Really Open?

 

5.030101

Introduction to Customers

4.030406

Communications Effectiveness

 

1.010101

Introduction to CxO-Atlas Web Site

4.030407

Emails: Disconnected Dialgoue

 

7.010101

Introduction to Governance Volume 7

4.030408

No Joke Jokes

 

4.010101

Introduction to Growing Pains

4.030501

Whom to Hire

 

4.060101

Introduction to Management

4.030502

When to Hire

 

4.010001

Introduction to Managing a Company

4.030503

Finding People

 

5.010101

Introduction to Managing the Sales Effort

4.030504

The Big Day

 

5.040101

Introduction to Marketing

4.030505

Recruiting the Family

 

3.010101

Introduction to Opportunity Identification

4.030506

Thunder in the Distance

 

3.030101

Introduction to Pitching the Opportunity

4.030601

The First Day

 

2.060102

Introduction to Principle Five

4.030602

Check Early and Often

 

2.050102

Introduction to Principle Four

4.030603

Tame the Fire Hose

 

2.020102

Introduction to Principle One

4.030604

Delay Setting Goals

 

2.080102

Introduction to Principle Seven

4.040101

Introduction to Chapter 4.04: Employee Recognition

 

2.070102

Introduction to Principle Six

4.040201

Unexpected Thanks

 

2.040102

Introduction to Principle Three

4.040202

Peer Thanks

 

2.030102

Introduction to Principle Two

4.040203

Five to Eight Activities

 

6.030101

Introduction to Quality and Process Topics

4.040204

Victories Lost in the Noise

 

4.020101

Introduction to Responding versus Reacting

4.040301

Compensation Overview

 

2.010001

Introduction to Seven Principles

4.040302

Keep it Personal

 

3.010001

Introduction to Starting a Company

4.040303

Make it a Family Affair

 

5.060101

Introduction to Strategy Topics

4.040304

Fair versus Equal

 

6.010001

Introduction to Support and Development Volume

4.040305

Variable Compensation Alternatives

 

5.020101

Introduction to Supporting the Sales Team

4.040306

Sales Commission Programs

 

5.010001

Introduction to the Top Line

4.040307

MBO Overview

 

1.020101

Introduction to Volume 1 Overview

4.040308

MBO Goal Comments

 

8.010001

Introduction to Volume 8

4.040309

MBO Goal Grading Example

 

9.010001

Introduction to Volume 9

4.040310

MBO Program Mechanics

 

3.020303

Investment Instruments

4.040401

Effective Performance Reviews: Hmmmm

 

3.020304

Investor Categories: A Baker's Dozen

4.040402

Performance Review Comments

 

4.020303

Is Culture the Problem?

4.040403

Performance Reviews Contents

 

3.010302

Is It a Feature, Product, or a Company

4.040501

Don't Plant Poison Ivy by Mistake

 

4.030402

Issue Identification Exercise

4.040502

Put the Fire Out Early

 

2.030205

It is Hard to Hate People that You Know

4.040503

Scratch the Itch

 

3.010304

It is Tough to Get Real

4.040504

Duck Out of Water

 

5.060201

It's a Continium

4.040505

Sugarcoating Causes Cavities

 

4.010201

It's Different Now

4.040506

Disagreement versus Contrarian Views

 

2.070203

It's Not Fun Anymore

4.040507

Cutting the Cord

 

3.030401

It's Old Hat to You

4.050101

Overview Chapter 4.05: You, The CEO

 

5.060207

It's Strategic, Isn't

4.050109

Throw Away Your Notes

 

5.040505

It's the Forest, Not the Trees

4.050201

The Buck Starts Here

 

4.020402

Jog Don't Sprint

4.050202

You Wear Two Hats

 

3.010202

Just Because You Can

4.050203

Always on Stage

 

2.040201

Keep Different Score Cards

4.050204

What Others Think

 

4.040302

Keep it Personal

4.050205

Your Balancing Challenge

 

5.040303

Keep it Simple

4.050206

Your Top Priority

 

4.060602

Keep Them Informed

4.050207

Be Visible and Approachable

 

5.030203

Key Decision Makers Don't

4.050208

They Are Not You

 

9.020305

Know When to Stop

4.050210

Look in the Mirror

 

9.020001

Landing a Job Overview

4.050211

Making Time Versus Taking Time

 

9.020104

Large or Small Company Support

4.050212

Hiring Number Two

 

6.030302

Later Never Happens

4.050301

Set the Tone

 

4.060404

Leaders versus Loudmouths

4.050302

Be the Sage

 

5.010207

Learn by Flushing, Not Filling

4.050303

Parachuting In

 

5.020504

Learning From Losses

4.050401

Culture Just Happens

 

3.040404

Legal Counsel: Necessary or Evil

4.050402

Politics is Not a Dirty Word

 

9.020105

Long-Term Value

4.050403

Fair versus Equal

 

4.050210

Look in the Mirror

4.050404

Consensus versus Confrontation

 

5.040202

Look in the Mirror First

4.050405

With or Without You

 

5.040203

Look Outside Too

4.060101

Introduction to Management

 

5.040305

Make a Claim

4.060201

Why Are We Here?

 

4.040303

Make it a Family Affair

4.060202

Make Meetings Work

 

9.020203

Make it All About Them, Not You

4.060203

Managing Meeting Time

 

5.070306

Make it Easy

4.060204

Reports -- Ugh!

 

4.060202

Make Meetings Work

4.060301

Ground Rules

 

2.060204

Making Metrics Work

4.060302

Not Too Wide Angle Views

 

4.050211

Making Time Versus Taking Time

4.060303

No Decision Decisons

 

2.060203

Manage like You Drive

4.060304

Wear Big Hats

 

4.060203

Managing Meeting Time

4.060305

Good Enough is OK

 

5.060505

Match Don't Build

4.060306

Decision Acid Test

 

4.040308

MBO Goal Comments

4.060402

Be Willing to Let Go

 

4.040309

MBO Goal Grading Example

4.060403

Set the Exmple

 

4.040307

MBO Overview

4.060404

Leaders versus Loudmouths

 

4.040310

MBO Program Mechanics

4.060404

What is the Difference

 

2.060201

Measure Everything That Matters

4.060501

Measure Someone Else

 

4.060501

Measure Someone Else

4.060502

Elephant versus a Fly

 

9.020306

Meet Your Boss's Boss

4.060503

Empowerment

 

5.050402

Meeting Goliath

4.060504

Execution versus Execute

 

5.060203

Methodical Strategic Innovation

4.060601

Change the Future

 

2.060202

Metrics are the First Step

4.060602

Keep Them Informed

 

6.010302

Metrics Drives Behavior

4.060603

Ostrich Goals

 

3.010303

Misplaced Encouragement

5.010001

Introduction to the Top Line

 

5.060304

Movin On Up

5.010101

Introduction to Managing the Sales Effort

 

5.050303

Near Term Opportunities Drive Partner Deals

5.010201

Forecasting is Tough

 

1.030105

Needs to Raise Money

5.010202

All Probabilities are the Same

 

9.020304

Never Say 'That is a Good Questin'

5.010203

Progress as a Predictor

 

3.030203

No Competiton? Really?

5.010204

Progress Predictor Questions

 

4.060303

No Decision Decisons

5.010205

Creating the Predictor Questions

 

5.030702

No End Without an End to End

5.010206

Forecast Pushback

 

6.020203

No Fences

5.010207

Learn by Flushing, Not Filling

 

4.030408

No Joke Jokes

5.010208

End-to-End Control

 

5.030704

No One Has Total Control

5.010209

Time is Always the Enemy

 

2.070201

No Time to Rest

5.010210

The Sales Cycle is Non-Cyclical

 

5.050203

Not Too Fast: Delay the Engagement

5.010211

Tomorrow Will Be Different: Why?

 

4.060302

Not Too Wide Angle Views

5.010301

One Question: Multiple Parts

 

5.060607

Off-Site Can Be Off-Base

5.010302

The WHO in the Question

 

6.020202

One Degree of Freedom

5.010303

The CUSTOMER in the Question

 

3.030302

One Goal for Your First Investor Meeting

5.010304

The SINGLE in the Question

 

5.010301

One Question: Multiple Parts

5.010305

The MOST COMPELLING REASON in the Question

 

9.020201

One-Page Resume Nonsense

5.010306

The BUY in the Question

 

4.030401

Open Dialogue, Really?

5.010307

The NOW in the Question

 

4.030301

Org Chart Messages

5.010308

The YOU in the Question

 

4.060603

Ostrich Goals

5.010309

Almost the Same Question

 

5.030501

Our Product, The Customer

5.010401

Buying Motives

 

2.040401

Overview Business Partner Investors

5.010402

Consensus is What Counts

 

2.020101

Overview Chapter 2.02 Principle One

5.010403

Be Like Sand

 

2.030101

Overview Chapter 2.03: Principle Two

5.010404

Sand and Stand for One Thing

 

2.040101

Overview Chapter 2.04: Principle Three

5.010405

Sales Aren't Happening

 

2.060101

Overview Chapter 2.06: Principle Five

5.020101

Introduction to Supporting the Sales Team

 

2.070101

Overview Chapter 2.07: Principle Six

5.020201

First, Have Something to Sell

 

2.080101

Overview Chapter 2.08: Principle Seven

5.020202

Hire the Second Best

 

2.050101

Overview Chapter 2:05: Principle Four

5.020203

Establish the Rules

 

4.050101

Overview Chapter 4.05: You, The CEO

5.020204

Cooks in the Army

 

2.040501

Overview Customer Investors

5.020205

Prospects are Everywhere

 

2.040301

Overview Employee Investors

5.020206

Unleashing the Team

 

2.040601

Overview Financial Investors

5.020301

The CEO Sales Rep

 

4.050303

Parachuting In

5.020302

The Cost of a Win

 

2.040403

Partner Secret Sauce Ingredients

5.020303

Ask Before You Sell

 

5.050204

Partnership Risks and Pitfalls

5.020304

The Biggest Challenge

 

5.050202

Partnerships: Start With a Story

5.020305

See Before You Sell

 

2.040404

Partnerships: The Beginning, Not the End

5.020306

Provide More Than You Sell

 

3.030303

Passion: The Fuel for your Business Engine

5.020307

Annual Reports and Other Hidden Sources

 

3.040403

Patents: The Reality

5.020308

The Gonna Factor

 

2.080203

Payback for Paying it Forward

5.020401

Are You Ready

 

4.040202

Peer Thanks

5.020402

A Few Finishes versus Lots of Starts

 

4.030206

Perceptions Are What Count

5.020403

A Trial Blink Test

 

4.040402

Performance Review Comments

5.020404

A Trial Final Exam

 

4.040403

Performance Reviews Contents

5.020501

There is Always a Reason

 

6.020404

Phased Releases, Plan for Them

5.020502

Analyze Don't Rationalize

 

5.070401

Pick the Field and Time

5.020503

Impediments: A Great Sales and Marketing Tool

 

6.020602

Plan for It Early

5.020504

Learning From Losses

 

6.020601

Plan for Mere Mortals

5.030101

Introduction to Customers

 

6.020204

PM Always Occurs

5.030201

The Drug Supplier: Customers

 

4.050402

Politics is Not a Dirty Word

5.030202

Customer Categories

 

3.040405

Prepare for an Exit When You Start

5.030203

Key Decision Makers Don't

 

9.020109

Prepare for Three Questions

5.030204

The Power of Incumbency

 

6.030501

Processes: When to Start

5.030301

Characterizing Customers

 

6.030402

Processes: Why Bother?

5.030302

Unqualify Fast

 

3.040205

Profitable Revenue: More Than Margin

5.030303

Small Customers, Big Problems

 

5.010203

Progress as a Predictor

5.030304

Tire Kickers Can Cause Flats

 

5.010204

Progress Predictor Questions

5.030305

Firing a Customer

 

5.020205

Prospects are Everywhere

5.030401

Customers are Always Testing

 

5.020306

Provide More Than You Sell

5.030402

Customer Checking Accounts

 

1.030109

Pursuing Revenue

5.030403

Transfer Customer Risk

 

4.040502

Put the Fire Out Early

5.030501

Our Product, The Customer

 

6.030201

Quality is Not a Principle

5.030502

Building Customer Trust

 

6.030202

Quality Principles

5.030503

Hearing versus Broadcasting

 

3.040307

Quick and Easy Seldom Is

5.030504

Saving Face and the Order

 

1.030107

Ready to Expand

5.030505

Say Thank You and Mean It

 

4.030505

Recruiting the Family

5.030506

The Customer May Not Be Right

 

3.040203

Referenceable Revenue: What Others Do

5.030601

Hire Local Guides

 

6.020505

Remember Yesterday

5.030602

Speak English, Think English

 

4.060204

Reports -- Ugh!

5.030603

Customer Distractions May Be OK

 

9.020205

Research by Both

5.030701

A Great Investment Opportunity

 

4.020202

Responding or Reacting: How Do You Know?

5.030702

No End Without an End to End

 

4.020401

Response Formulation

5.030703

Center of the Universe

 

3.040201

Revenue: The Wonder Drug

5.030704

No One Has Total Control

 

2.070205

Rumors, Fridays, and Trust

5.040101

Introduction to Marketing

 

9.020101

Running To or Away

5.040201

Aim, Ready, Fire

 

5.010405

Sales Aren't Happening

5.040202

Look in the Mirror First

 

4.040306

Sales Commission Programs

5.040203

Look Outside Too

 

5.010404

Sand and Stand for One Thing

5.040204

Bigger Pies are Better

 

5.040401

Saturn Five or Bottle Rocket

5.040301

The Middle is Nowhere

 

5.030504

Saving Face and the Order

5.040302

Turn the Tables

 

5.030505

Say Thank You and Mean It

5.040303

Keep it Simple

 

9.020308

Say Thanks and Mean It

5.040304

Table Stakes or Options

 

3.040204

Scalable Revenue: Repeatedly Sold by Other

5.040305

Make a Claim

 

4.040503

Scratch the Itch

5.040401

Saturn Five or Bottle Rocket

 

5.020305

See Before You Sell

5.040402

Tarzan was Smart

 

3.020305

Select Investors Before They (De)Select You

5.040403

Beware of New Product Attraction

 

3.040401

Selective Scalability

5.040404

The Launch is the Middle

 

4.060403

Set the Exmple

5.040502

What Not How

 

5.060204

Set the Stage

5.040503

What Will They Remember

 

4.050301

Set the Tone

5.040505

It's the Forest, Not the Trees

 

5.050306

Setting Business Partner Expectations

5.040505

The Name is Not the Game

 

5.060501

Share the Vision

5.040505

They Know You First

 

3.020503

Shark Tank: Entertainment and Reality

5.050101

Introduction to Business Partners

 

3.010205

Show Your Commitment First

5.050201

David or Goliath Partners

 

4.010204

Silo is a Four-Letter Word

5.050202

Partnerships: Start With a Story

 

1.010104

Site Content and Organization

5.050203

Not Too Fast: Delay the Engagement

 

1.010201

Site Genesis

5.050204

Partnership Risks and Pitfalls

 

1.010202

Site Name Meaning

5.050205

Incompatible DNA

 

9.010102

Site Statistics

5.050301

Finding Prospects and Reaching Customers

 

5.070302

Size Doesn't Matter or Does It?

5.050302

Exclusivity: Always Requested, Given Carefully

 

5.030303

Small Customers, Big Problems

5.050303

Near Term Opportunities Drive Partner Deals

 

2.020103

Someone Will Put You Out of Business

5.050304

Avoiding Partners From Becoming Competitors

 

6.020605

Soup to Nuts Testing

5.050305

Channel Partner Arrangements

 

5.030602

Speak English, Think English

5.050305

Why You, Why Us, Why Now

 

5.070304

Speed Kills

5.050306

Setting Business Partner Expectations

 

3.010404

Start Before You Start

5.050401

Dancing with Goliath Introduction

 

2.080201

Start But Don't Lead

5.050402

Meeting Goliath

 

6.030502

Starting the Process Process

5.050403

Do Your Homework

 

3.010405

Starting Versus Beginning

5.050404

Getting Goliath's Attention

 

2.020105

Staying in Business by Staying Out of Some Businesses

5.050406

Whom Are You Dancing With

 

6.030506

Step Back Process Guidelines

5.050407

Watch Your Ps and Qs

 

4.020301

Stop, Look, and Listen

5.050408

Hidden Goliath Enemies

 

5.060205

Strategy Blink Test

5.050409

Goliath Land Mines

 

4.040505

Sugarcoating Causes Cavities

5.060101

Introduction to Strategy Topics

 

2.010102

Summary of the Seven Business Principles

5.060201

It's a Continium

 

6.020205

Sunk Costs Can Sink You

5.060202

Equal But Not Separate

 

5.040304

Table Stakes or Options

5.060203

Methodical Strategic Innovation

 

2.040304

Take Time for People

5.060204

Set the Stage

 

9.020303

Talk Less and Listen More

5.060205

Strategy Blink Test

 

4.030603

Tame the Fire Hose

5.060206

Don't Watch the Kernels Pop

 

1.010103

Target Audience

5.060207

It's Strategic, Isn't

 

5.040402

Tarzan was Smart

5.060301

The Most important Factor

 

9.020204

Tell A Story

5.060302

What Customers Want

 

6.020302

The Best in Another Class

5.060303

What You Want

 

4.030504

The Big Day

5.060304

Awareness and Urgency

 

5.020304

The Biggest Challenge

5.060304

Movin On Up

 

3.030305

The Biggest Word I Know is Delicatessen

5.060401

Avoid Fair Fights

 

4.050201

The Buck Starts Here

5.060402

Be Careful of Game Films

 

5.010306

The BUY in the Question

5.060403

The Same But Different

 

5.020301

The CEO Sales Rep

5.060501

Share the Vision

 

5.020302

The Cost of a Win

5.060502

Work Backwards

 

3.040302

The Could Versus Should Trap

5.060503

The Resource Battle

 

5.010303

The CUSTOMER in the Question

5.060504

Feed the Weak

 

5.030506

The Customer May Not Be Right

5.060505

Match Don't Build

 

5.030201

The Drug Supplier: Customers

5.060601

What Just Happened?

 

6.020301

The End State

5.060602

44 Weeks in a Year

 

4.030601

The First Day

5.060603

A 4 Week Slip Always Costs December

 

6.020402

The First Scheduling Step

5.060604

Blindsided

 

5.020308

The Gonna Factor

5.060605

Bob and Weave

 

6.010203

The Indirect Force

5.060606

Failure Root Causes

 

5.