A business solves a problem for a customer.

Context matters.

Get good at getting help.

Perpetual vs. Subscription for Enterprise Value

Answers define an organization’s state

Both beat either.

Value Creation Initiatives

Turn ideas into reality.

How to bring a work plan to life.

“If you think you can or you think you can’t…”

Know what you have and what you want.

What change leaders need to know.

System of Systems

Turn what works into a revenue flywheel.

What, Why, So What, Now What?

Behavior Change Takes Conscious Effort

Step-by-step guide.

Meetings make the difference.

Manifestation of Leadership

Concept through Mature

Most get it right in their second job out of IBM.

Pick one and get it right.

Pizza-Making v. Pizza-Making Business

How to build a castle instead of lay bricks.

Teach to sell.

Step Up to Play at the Top.

How to Prepare like a Pro

How to view PAST, PRESENT, and PLAN.

Keep appraisals apart from raises.

You are how you play together.

What’s in mind when a job is done?

How to win the game you are playing.

Diagnose before doing.

Growth is Good!

What to do in crisis

It pays to have a plan.

Help is not all the same.

Maturity Mean Progress

Plan-Do-Review.

Ideal leadership traits change with maturity.

Power in the pen.

Build castles instead of laying bricks.

Turn initiatives into action.

Ideal skill mix changes with maturity.

Aim High — Do Better

Words matter.

Making a sale is more than one job.

Proposal roles and controls.

All change is not the same.

New skills become core in stages.

Every offering needs a CEO.

"Lub-Dub": the heartbeat of success.

Direct marketing beats advertising.

Behavior speaks louder than words.

It helps to see the big picture.

Assessments are not all the same.

Preparation Instructions

Management and Control Cycle

Truth matters.

Pay for a page of the plan.

You need more than a programmer.

Ask your customer about you.

Five questions tell all you need to know.