Article Listing by Number

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 table below list articles sequentially by article number (Volume.Chapter.Section.Sequence)

Article Listing Order by Number

Number

Title

 

Number

Title

1.020101

Introduction to Volume 1 Overview

 

4.060504

Execution versus Execute

1.030101

Thinking of Starting a Business

 

4.060601

Change the Future

1.030102

Committed to Starting a Business

 

4.060602

Keep Them Informed

1.030103

Working Full Time in a New Business

 

4.060603

Ostrich Goals

1.030104

Have a Demo Product

 

5.010101

Introduction to Managing the Sales Effort

1.030105

Needs to Raise Money

 

5.010201

Forecasting is Tough

1.030106

Has Some Customers

 

5.010202

All Probabilities are the Same

1.030107

Ready to Expand

 

5.010203

Progress as a Predictor

1.030108

Having Operational Problems

 

5.010204

Progress Predictor Questions

1.030109

Pursuing Revenue

 

5.010205

Creating the Predictor Questions

1.010101

Introduction to CxO-Atlas Website

 

5.010206

Forecast Pushback

1.010102

Frequently Asked Questions

 

5.010207

Learn by Flushing, Not Filling

1.010103

Target Audience

 

5.010208

End-to-End Control

1.010104

Site Content and Organization

 

5.010209

Time is Always the Enemy

1.010105

How to Use this Site

 

5.010210

The Sales Cycle is Non-Cyclical

1.010201

Site Genesis

 

5.010211

Tomorrow Will Be Different: Why?

1.010202

Site Name Meaning

 

5.010301

One Question: Multiple Parts

1.010203

Content Availability

 

5.010302

The WHO in the Question

2.010101

Description of the Seven Business Principles

 

5.010303

The CUSTOMER in the Question

2.010102

Summary of the Seven Business Principles

 

5.010304

The SINGLE in the Question

2.010001

Introduction to Seven Principles

 

5.010305

The MOST COMPELLING REASON in the Question

2.020101

Overview Chapter 2.02 Principle One

 

5.010306

The BUY in the Question

2.020102

Introduction to Principle One

 

5.010307

The NOW in the Question

2.020103

Someone Will Put You Out of Business

 

5.010308

The YOU in the Question

2.020104

Avoid the Slippery Slope

 

5.010309

Almost the Same Question

2.020105

Staying in Business by Staying Out of Some Businesses

 

5.010401

Buying Motives

2.030101

Overview Chapter 2.03: Principle Two

 

5.010402

Consensus is What Counts

2.030102

Introduction to Principle Two

 

5.010403

Be Like Sand

2.030201

All Individuals Means Everyone

 

5.010404

Sand and Stand for One Thing

2.030202

Trust: The Dignity and Respect Lynchpin

 

5.010405

Sales Aren't Happening

2.030203

There are only Two Kinds of People

 

5.010001

Introduction to Volume The Top Line

2.030204

What is Success

 

5.020101

Introduction to Supporting the Sales Team

2.030205

It is Hard to Hate People that You Know

 

5.020201

First, Have Something to Sell

2.030206

The Not So Subtle Threat

 

5.020202

Hire the Second Best

2.040101

Overview Chapter 2.04: Principle Three

 

5.020203

Establish the Rules

2.040102

Introduction to Principle Three

 

5.020204

Cooks in the Army

2.040201

Keep Different Score Cards

 

5.020205

Prospects are Everywhere

2.040202

Write to Know

 

5.020206

Unleashing the Team

2.040203

Expectations verses Excuses

 

5.020301

The CEO Sales Rep

2.040301

Overview Employee Investors

 

5.020302

The Cost of a Win

2.040302

You Can't Do It Alone

 

5.020303

Ask Before You Sell

2.040303

Employees Wants to be Successful

 

5.020304

The Biggest Challenge

2.040304

Take Time for People

 

5.020305

Sell Before You Sell

2.040401

Overview Business Partner Investors

 

5.020306

Provide More Than You Sell

2.040402

Business Partner Investor Introduction

 

5.020307

Annual Reports and Other Hidden Sources

2.040403

Partner Secret Sauce Ingredients

 

5.020308

The Gonna Factor

2.040404

Partnerships: The Beginning, Not the End

 

5.020401

Are You Ready

2.040405

Why Are You Interested in Each Other

 

5.020402

A Few Finishes Versus Lots of Starts

2.040501

Overview Customer Investors

 

5.020403

A Trial Blink Test

2.040502

Customer Investors Introduction

 

5.020404

A Trial Final Exam

2.040503

Customer Investor Trust

 

5.020501

There is Always a Reason

2.040601

Overview Financial Investors

 

5.020502

Analyze Don’t Rationalize

2.040602

Financial Investor Introduction

 

5.020503

Impediments: A Sales and Marketing Tool

2.040603

CEO and Investor Interaction

 

5.020504

Learning From Losses

2.040604

Updating Financial Investors

 

5.030101

Introduction to Customers

2.050101

Overview Chapter 2.05: Principle Four

 

5.030201

The Drug Supplier

2.050102

Introduction to Principle Four

 

5.030202

Customer Categories

2.050201

Customer Satisfaction Levels

 

5.030203

Key Decision Makers Don't

2.050202

Don't Survey Your Customers

 

5.030204

The Power of Incumbency

2.050203

Developing a Customer Satisfaction Strategy

 

5.030301

Characterizing Customers

2.050204

Customer Expectations

 

5.030302

Unqualify Fast

2.050205

A Simple Definition of a Defect

 

5.030303

Small Customers, Big Problems

2.050206

Don't Focus on the Customer

 

5.030304

Tire Kickers Can Cause Flats

2.060101

Overview Chapter 2.06: Principle Five

 

5.030305

 Firing a Customer

2.060102

Introduction to Principle Five

 

5.030401

Customers Are Always Testing

2.060201

Measure Everything That Matters

 

5.030402

Customer Checking Accounts

2.060202

Metrics are the First Step

 

5.030403

Transferring Customer Risk

2.060203

Manage Like You Drive

 

5.030501

Our Product, The Customer

2.060204

Making Metrics Work

 

5.030502

Building Customer Trust

2.060205

Cycle Time: A Universal Metric

 

5.030503

Hearing Versus Broadcasting

2.070101

Overview Chapter 2.07: Principle Six

 

5.030504

Saving Face and the Order

2.070102

Introduction to Principle Six

 

5.030505

Say Thank You and Mean It

2.070201

No Time to Rest

 

5.030506

The Customer May Not Be Right

2.070202

Five Number One Priorities

 

5.030601

Hire Local Guides

2.070203

It's Not Fun Anymore

 

5.030602

Speak English, Think English

2.070204

Change Needs Constant Attention

 

5.030603

Customer Distractions May Be OK

2.070205

Rumors, Fridays, and Trust

 

5.030701

A Great Investment Opportunity

2.080101

Overview Chapter 2.08: Principle Seven

 

5.030702

No End Without an End-to-End

2.080102

Introduction to Principle Seven

 

5.030703

Center of the Universe

2.080201

Start But Don't Lead

 

5.030704

No One Has Total Control

2.080202

What Can You Do?

 

5.040101

Introduction to Marketing

2.080203

Payback for Paying it Forward

 

5.040201

Aim, Ready, Fire

2.080204

Individual Efforts Count Too

 

5.040202

Look in the Mirror First

3.010001

Introduction to Opportunity Identification

 

5.040203

Look Outside Too

3.010002

A Quick Blink Test

 

5.040204

Bigger Pies are Better

3.010102

Works for Non-Profits Too

 

5.040301

The Middle is Nowhere

3.010003

Tidbits of Advice for Early Stage Companies

 

5.040302

Turn the Tables

3.010004

What is Next

 

5.040303

Keep it Simple

3.010005

Do Differently

 

5.040304

Table Stakes or Options

3.010006

Things to Think About

 

5.040305

Make a Claim

3.010201

What Is Your Goal For The Business

 

5.040401

Saturn Five or Bottle Rocket

3.010202

Just Because You Can

 

5.040402

Tarzan was Smart

3.010203

Are You the Right Person

 

5.040403

Beware of New Products Attraction

3.010204

Can The Business Ever Scale, Should It

 

5.040404

The Launch is the Middle

3.010205

Show Your Commitment First

 

5.040501

It's the Forest, Not the Trees

3.010301

CEO Means Chief Everything Officer

 

5.040502

What Not How

3.010302

Is it a Feature, Product or a Company

 

5.040503

What Will They Remember

3.010303

Misplaced Encouragement

 

5.040504

They Know You First

3.010304

It is Tough to Get Real

 

5.040505

The Name is Not the Game

3.010305

Firing Your Brother-In-Law

 

5.050101

Introduction to Business Partners

3.010306

What Does the Customer Really Want

 

5.050201

David or Goliath Partners

3.010401

Business Variables are the Same

 

5.050202

Partnerships: Start with a Story

3.010402

Always Dance the Investor Dance

 

5.050203

Not Too Fast: Delay the Engagement

3.010403

Everything is Easy Until You Start

 

5.050204

Partnership Risks and Pitfalls

3.010404

Start Before You Start

 

5.050205

Incompatible DNA

3.010405

Starting Versus Beginning

 

5.050301

Finding Prospects and Reaching Customers

3.010001

Introduction to Starting a Company

 

5.050302

Exclusivity: Always Requested, Carefully Given

3.020101

Introduction to Chapter 3.02

 

5.050303

Near Term Opportunities Drive Partner Deals

3.020201

You Can't Raise Money With An Idea

 

5.050304

Avoiding Partners From Becoming Competitors

3.020202

Asking For Money Or Advice

 

5.050305

Channel Partner Arrangements

3.020203

Wait As Long As You Can To Raise Money

 

5.050306

Setting Channel Partner Expectations

3.020204

Bootstrap Wisely

 

5.050401

Dancing with Goliath Introduction

3.020301

Company Success Versus Investor Returns

 

5.050402

Meeting Goliath

3.020302

All Money Is Not Equal

 

5.050403

Do Your Homework

3.020303

Investment Instruments

 

5.050404

Getting Goliath's Attention

3.020304

Investor Categories: A Baker's Dozen

 

5.050405

Why You, Why Us, Why Now

3.020305

Select Investors Before They (De)Select You

 

5.050406

Whom Are You Dancing With

3.020306

The Three R's For Investors

 

5.050407

Watch Your Ps and Qs

3.020401

Because the Model Says So

 

5.050408

Hidden Goliath Enemies

3.020402

Business Plans Are For You

 

5.050409

Goliath Landmines

3.020403

Creating The Financial Model: The First Step

 

5.060101

Introduction to Strategy Topics

3.020404

Building The Financial Model: The Second Step

 

5.060201

It's a Continuum

3.020405

The Numbers Do Not Speak For Themselves

 

5.060202

Equal But Not Separate

3.020406

The Three Most Important Forecast Numbers

 

5.060203

Methodical Strategic Innovation

3.020407

Use or Misuse of Funds

 

5.060204

Set the Stage

3.020408

Forecasting Market Share: Too Big or Too Little

 

5.060205

Strategy Blink Test

3.020501

Evaluation and Valuation are Very Different

 

5.060206

Don't Watch the Kernels Pop

3.020502

The Valuation Trap

 

5.060207

It's Strategic Isn't

3.020503

Shark Tank: Entertainment and Reality

 

5.060301

The Most Important Factor

3.020504

A Framework for Evaluating A Company

 

5.060302

What Customers Want

3.020505

Company Evaluation Suggested Factors

 

5.060303

What You Want

3.030101

Introduction to Pitching the Opportunity

 

5.060305

Awareness and Urgency

3.030201

Elevator Pitches Should Work In Two Story Buildings

 

5.060401

Avoid Fair Fights

3.030202

Design Before You Build

 

5.060402

Be Careful of Game Films

3.030203

No Competition?  Really?

 

5.060403

The Same But Different

3.030204

Don't Have Your First Meeting

 

5.060501

Share the Vision

3.030205

Consistency Through FAQs

 

5.060502

Work Backwards

3.030301

Getting To NO Before Getting To KNOW

 

5.060503

The Resource Battle

3.030302

One Goal For Your First Investor Meeting

 

5.060504

Feed the Weak

3.030303

Passion: The Fuel for Your Business Engine

 

5.060505

Match Don't Build

3.030304

Focus on What You Provide

 

5.060601

What Just Happened

3.030305

The Biggest Word I Know Is Delicatessen

 

5.060602

44 Weeks in a Year

3.030306

When And What To Say

 

5.060603

A 4 Week Slip Always Impacts December

3.030307

Why You Will Win

 

5.060604

Blindsided

3.030308

Don’t Have All The Answers Even If You Do

 

5.060605

Bob and Weave

3.030309

Be Ready For Left Field Questions

 

5.060606

Failure Root Causes

3.030310

Hand Waving: A Smile or a Frown

 

5.060607

Off-Site Can Be Off-Base

3.030311

First Mover Advantage or Disadvantage

 

5.060608

A Voice Crying in the Wilderness

3.030401

It's Old Hat to You

 

5.060304

Movin On Up

3.030402

How Did You Do? An Investor Quiz

 

5.070101

Introduction to Competition

3.030403

Don't Share Your Presentation

 

5.070201

Your Biggest Competitor

3.030404

Why Did They Say "No"?

 

5.070202

Don't Be An Ostrich

3.030405

What If They Say "Yes"?

 

5.070203

Don't Be Rip Van Winkle

3.030406

The Term Sheet is Only the Beginning

 

5.070204

Encroachment By Others

3.040101

Introduction to Chapter 3.04  Beginning Execution

 

5.070301

What's Behind the Curtain

3.040201

Revenue: The Wonder Drug

 

5.070302

Size Doesn’t Matter or Does It?

3.040202

Three Kinds of Revenue

 

5.070303

Disarm Them

3.040203

Referenceable Revenue: What Others Do

 

5.070304

Speed Kills

3.040204

Scalable Revenue: Repeatedly Sold by Others

 

5.070305

Beware of the Blender

3.040205

Profitable Revenue: More Than Margin

 

5.070306

Make it Easy

3.040206

Distribution is the Only Thing That Matters

 

5.070401

Pick the Field and Time

3.040207

Find a Popcorn Business

 

5.070402

The Logic of Illogical Acts

3.040301

When Things Go Wrong

 

5.070403

Avoid Black Eyes

3.040302

The Could Versus Should Trap

 

5.070404

Don't Go Quietly

3.040303

Time: Is it a Friend or Foe

 

6.010001

Introduction to Support and Development Volume

3.040304

Who is Not in the Room

 

6.010101

Introduction to Chapter 6.01: Customer Service

3.040305

Tiny Goals for Maximum Results

 

6.010102

What Is Customer Service

3.040306

Ask Someone Who Doesn't Know

 

6.010201

Department or Activity

3.040307

Quick and Easy Seldom Is

 

6.010202

A Cog or COGS

3.040401

Selective Scalability

 

6.010203

The Indirect Force

3.040402

Focus And Time: The Almost Unavoidable Landmines

 

6.010301

Head or Heart

3.040403

Patents: The Reality

 

6.010302

Metrics Drives Behaviors

3.040404

Legal Counsel: Necessary or Evil?

 

6.010303

Who Sets the Rules

3.040405

Prepare for an Exit When You Start

 

6.010401

Are You Really Ready?

4.010001

Introduction to Managing a Company

 

6.010402

When Does It Start?

4.010101

Introduction to Growing Pains

 

6.010403

When Does It End?

4.010201

It's Different Now

 

6.010404

If We Only Knew

4.010301

Frustration with Colleagues

 

6.020101

Introduction to Chapter 6.02: Development

4.010202

Changing Attitudes

 

6.020201

Butterflies and Development

4.010302

Employee Departures

 

6.020202

One Degree of Freedom

4.010203

Emergence of Rigidity

 

6.020203

No Fences

4.010303

Dealing with Growing Pains

 

6.020204

PM Always Occurs

4.010204

Silo: A Four Letter Word

 

6.020301

The End State

4.010304

Bi-Directional Frustration

 

6.020302

Best in Another Class

4.020101

Introduction to Responding versus Reacting

 

6.020303

What's Next

4.020201

What's the Difference

 

6.020401

Forecasting Expectations

4.020202

Responding or Reacting: How Do You Know?

 

6.020501

Who is Leading the Charge?

4.020203

Interrupt Driven Impacts

 

6.020601

Plan for Mere Mortals

4.020301

Stop, Look, and Listen

 

6.020402

The First Scheduling Step

4.020302

Fast But Thoughtful

 

6.020502

Who Needs to be Plural

4.020303

Is Culture the Problem?

 

6.020602

Plan for It Early

4.020304

Deliver Bad News Quickly

 

6.020403

Good Path, Wrong Destination

4.020401

Response Formulation

 

6.020503

Creeping Features

4.020402

Jog Don't Sprint

 

6.020603

Write It Down

4.020403

The Root Cause and The Route

 

6.020404

Phased Releases, Plan for Them

4.030101

Introduction to Chapter 4.04: Human Capital

 

6.020504

Empty Spaces

4.030201

Employees' Points of View

 

6.020604

Documentation: Sooner Not Later

4.030202

Three Words: Almost the Same But Different

 

6.020205

Sunk Costs Can Sink You

4.030203

Be Human

 

6.020405

Fix it Later Impacts

4.030204

Be Friendly

 

6.020505

Remember Yesterday

4.030205

Everyone is Important

 

6.020605

Soup to Nuts Testing

4.030206

Perceptions Are What Count

 

6.020406

Buffers are Self-Fulfilling

4.030301

Org Chart Messages

 

6.020506

Good Today, Bad Tomorrow

4.030302

The Walls Speak

 

6.020407

Fast, But Not Too Fast

4.030303

Accountability

 

6.030101

Introduction to Quality and Processes Topics

4.030401

Open Dialogue, Really?

 

6.030201

Quality is Not a Principle

4.030402

Issue Identification Exercise

 

6.030202

Quality Principles

4.030403

Communicate Consistently and Regularly

 

6.030301

Three Variables and One Constant Flip Flop

4.030404

Consistency Through FAQs

 

6.030302

Later Never Happens

4.030405

Are the Doors Really Open?

 

6.030303

Have a Customer in the Room

4.030406

Communications Effectiveness

 

6.030304

Fitness for Use Decisions

4.030407

Emails: Disconnected Dialogue

 

6.030401

What is a Process?

4.030408

No Joke Jokes

 

6.030402

Processes: Why Bother?

4.030501

Whom to Hire

 

6.030501

Processes: When to Start

4.030502

When to Hire

 

6.030502

Starting the Process Process

4.030503

Finding People

 

6.030503

Common Process Elements

4.030504

The Big Day

 

6.030504

Documenting a Process

4.030505

Recruiting the Family

 

6.030505

The Object Model Approach for Processes

4.030506

Thunder in the Distance

 

6.030506

Step Back Process Guidelines

4.030601

The First Day

 

7.010101

With a Little Help From My Friends

4.030602

Check Early and Often

 

7.010201

Your Best Friend

4.030603

Tame the Fire Hose

 

7.010202

Who Shoud Sit Around the Table

4.030604

Delay Setting Goals

 

7.010203

Legal Counsel: Changing Chairs

4.040101

Introduction to Chapter 4.04: Employee Recognition

 

7.010301

The Inside Table Roles

4.040201

Unexpected Thanks

 

7.010302

Part-Time Employees, Fulltime Experts

4.040202

Peer Thanks

 

7.010303

Outsourcing - Force Multiplication

4.040203

Five to Eight Activities

 

7.010304

Fulltime (but often delayed) Seats at the Table

4.040204

Victories Lost in the Noise

 

7.010401

Company Boards Overview

4.040301

Compensation Overview

 

7.010402

Board of Advisors

4.040302

Keep it Personal

 

7.010403

Customer Board

4.040303

Make it a Family Affair

 

7.010404

Board of Directors

4.040304

Fair versus Equal

 

7.020101

BoD Interaction Introduction

4.040305

Variable Compensation Alternatives

 

7.020102

BoD Dynamics

4.040306

Sales Commission Programs

 

7.020103

BoD Potential Friction

4.040307

MBO Overview

 

7.020201

BoD Meetng Preparation

4.040308

MBO Goal Comments

 

7.020202

BoD Meeting Logistics

4.040309

MBO Grading Example

 

7.020301

What to Cover

4.040310

MBO Program Mechanics

 

7.020302

CEO BoD Assessment

4.040401

Effective Performance Reviews: Hmmm

 

7.020303

BoD Presentaton Tips

4.040402

Performance Review Comments

 

7.02304

During and After the Meeting

4.040403

Performance Review Contents

 

7.030101

Introduction to Mergers and Acquistions

4.040501

Don’t Plant Poison Ivy by Mistake

 

7.030201

Match Making an M/A Transaction

4.040502

Put the Fire Out Early

 

7.030202

M/A Transaction Types

4.040503

Scratch the Itch

 

7.030203

M/A Motivation

4.040504

Duck Out of Water

 

7.030204

Starting the M/A Process

4.040505

Sugar Coating Causes Cavities

 

7.030205

M/A Positioning

4.040506

Disagreement versus Contrarian Views

 

7.030206

Why Mergers Fail

4.040507

Cutting the Cord

 

7.030301

Management M-A Buy In

4.050101

Introduction to Chapter 4.05: You: The CEO

 

7.030302

Merging Realities

4.050201

The Buck Starts Here

 

7.030303

Acknowleding the Obvious

4.050202

You Wear Two Hats

 

7.030304

Employee M/A Anxiety

4.050203

Always on Stage

 

7.030401

M/A Communications

4.050204

What Others Think

 

7.030402

M/A FAQs for Employees

4.050205

Your Balancing Challenge

 

7.030403

What It's Worth

4.050206

Your Top Priority

 

7.030501

Likely M/A Show Stoppers

4.050207

Be Visible and Approachable

 

8.010001

Introduction to Volume 8

4.050208

They Are Not You

 

6.030506

Company Grading Tool Options and Overview

4.050209

Throw Away Your Notes

 

6.030506

Company Grading Tool Users Instructions

4.050210

Look in the Mirror

 

9.010001

Introduction to Volume 9

4.050211

Making Time Versus Taking Time

 

9.010101

Site Statistics

4.050212

Hiring Number Two

 

9.010102

Article Listing

4.050301

Set the Tone

 

9.010103

What's New and Coming

4.050302

Be the Sage

 

9.020001

Landing a Job Overview

4.050303

Parachuting In

 

9.020101

Running To or Away

4.050401

Culture Just Happens

 

9.020102

Breadth or Depth Value

4.050402

Politics is not a Dirty Word

 

9.020103

DNA Match

4.050403

Fair versus Equal

 

9.020104

Lareg or Small Company Support

4.050404

Consensus versus Confrontation

 

9.020105

Long-Term Value

4.050405

With or Without You

 

9.020106

Hidden Information in Plain Sight

4.060101

Introduction to Management

 

9.020107

Bring and Ask Questions

4.060201

Why Are We Here?

 

9.020108

They Know All About You

4.060202

Make Meetings Work

 

9.020109

Prepare for Three Questions

4.060203

Managing Meeting Time

 

9.020201

One-Page Resume Nonsense

4.060204

Reports -- Ugh

 

9.020202

Ampersands Shoukd Stay on the Keyboard

4.060301

Ground Rules

 

9.020203

Make it About Them, Not You

4.060302

Not Too Wide Angle Views

 

9.020204

Tell a Story

4.060303

No Decision Decisions

 

9.020205

Research by Both

4.060304

Wear Big Hats

 

9.020206

Education, Experience, Wisdom

4.060305

Good Enough is OK

 

9.020301

Always On Stage

4.060306

Decision Acid Tests

 

9.020302

There are Stupid Questions

4.060401

What is the Difference?

 

9.020303

Talk Less and Listen More

4.060402

Be Willing to Let Go

 

9.020304

Never Say “That is a Good Question”

4.060403

Set the Example

 

9.020305

Know When to Stop

4.060404

Leaders versus Loudmouths

 

9.020306

Meet Your Boss’s Boss

4.060501

Measure Someone Else

 

9.020307

What You and Others Learned

4.060502

Elephant versus a Fly

 

9.020308

Say Thank You and Mean It

4.060503

Empowerment

     

 

Article Number : 9.010102   

A Handy Reference Guide for Executives and Managers at All Levels.

9 Volumes 37 Chapters ~572 Articles

Browse Select Read Download

 

 

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