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Most vendors think they lose deals in the final mile. During Procurement, during pricing negotiations, during the last-minute technical deep dive. But by the time those conversations happen, the real decision is already made. The buyer has already filtered who feels viable, who feels credible, and who feels easy.

The B2B Elements of Value Pyramid framework explains why. It breaks the buying process into 5 categories of value that influence B2B Decision-making—some logical, some emotional, all rea

Some regions just seem to have the magic touch. Silicon Valley for tech. Switzerland for pharmaceuticals. Taiwan for semiconductors. These aren’t just hot streaks—they’re ecosystems, built intentionally. When organizations dominate globally, they’re standing on a structure most people can’t see.

Porter’s Diamond Model brings that structure into view. It’s not about isolated advantages. It’s about how a set of interconnected conditions come together to create relentless momentum. The framework br

In the 1980s, Michael Porter emerged as a notable proponent of the market-based positioning methodology as a means to achieve strategic competitive advantage.  As technology advances, there is a heightened level of competition, workplace cultures evolve, and employees acquire greater expertise in crafting exceptional value propositions.

A multitude of scholars and researchers have put forth alternative frameworks in an effort to achieve Profitability and sustainable competitive advantage.  Rumel

Control and direction emanate from the top of conventional organizational structures and management practices.  These structures and procedures become obsolete and unable to adapt to the volatility of the market. Inadequate and sporadic communication between the various divisions of the organization is another problem with this traditional hierarchy.

Innovation and the external environment have an ever-increasing impact on businesses. Stafford Beer, a British operations research theorist and cybe

Editor's Note:  If you are interested in becoming an expert on Performance Management, take a look at Flevy's Performance Management Frameworks offering here.  This is a curated collection of best practice frameworks based on the thought leadership of leading consulting firms, academics, and recognized subject matter experts.  By learning and applying these concepts, you can stay ahead of the curve. Full details here.

Performance is the actions of an individual, group, or organization that resul

Editor's Note:  If you are interested in becoming an expert on Performance Management, take a look at Flevy's Performance Management Frameworks offering here.  This is a curated collection of best practice frameworks based on the thought leadership of leading consulting firms, academics, and recognized subject matter experts.  By learning and applying these concepts, you can stay ahead of the curve. Full details here.

Deviation in Performance results in the inability to attain our predetermined o

Exceptional Performance in the workplace is governed by two crucial factors: Individuals actions and their effects.

Superior Human Performance, according to the Handbook of Human Performance Technology, is founded on Behaviors and their outcomes.  Typically, our activities have consequences for other individuals, information, objects, and "systems" (e.g., workflows, processes, practices, etc.).

Keith Stanovich devised the GAP-ACT Model, a cognitive-behavioral therapy paradigm, to analyze human thi

Content, motivated, and inspired employees are essential to the success of a business. Leaders and human resource professionals find it challenging to appreciate human psychology and the factors that drive people to achieve their objectives. Here, the data and outcomes created by the different Theories of Motivation become relevant.

According to research, only a tiny number of employees are driven and invested in their respective companies. This increases the importance of understanding the Theor

Editor's Note:  If you are interested in becoming an expert on Human Resource Management (HRM), take a look at Flevy's Human Resource Management (HRM) Frameworks offering here.  This is a curated collection of best practice frameworks based on the thought leadership of leading consulting firms, academics, and recognized subject matter experts.  By learning and applying these concepts, you can stay ahead of the curve.  Full details here.  

Diversity refers to the representation of races, ethniciti

Editor's Note: If you are interested in becoming an expert on Human Resource Management (HRM), take a look at Flevy's Human Resource Management (HRM) Frameworks offering here.  This is a curated collection of best practice frameworks based on the thought leadership of leading consulting firms, academics, and recognized subject matter experts.  By learning and applying these concepts, you can stay ahead of the curve. Full details here.

Diversity and Inclusion are 2 interdependent concepts.  Never

Editor's Note:  If you are interested in becoming an expert on Performance Management, take a look at Flevy's Performance Management Frameworks offering here.  This is a curated collection of best practice frameworks based on the thought leadership of leading consulting firms, academics, and recognized subject matter experts.  By learning and applying these concepts, you can stay ahead of the curve.  Full details here. 

A robust, positive Organizational Culture promotes employee satisfaction with

Employee behaviors are critical for the success of Business Transformation endeavors.  However, transforming the ingrained behaviors and mindsets of the workforce isn’t straightforward, and when tackled cause the enterprise’s emotional state to go down.

Leaders need to identify the components of Culture that are in line with their Corporate Strategy.  They have to ascertain and harness the positive elements of culture that can drive the desired Transformation and suppress those that obstruct it.

F

The impact of the global pandemic, volatile stock markets, and slowed economic outlook across the globe has hurt the performance of enterprises across the world.  The scenario has forced leaders to consider undertaking Transformation of their strategy and operations significantly.

The strategy to buy out troubled businesses and determining to fix the issues that upset the target companies has been a focus of Buyers’ senior leadership for the past 2 decades.  In the year 2017 alone, 36,000 Mergers

Senior leaders love to be challenged, when you prove them right!

Unfair? Yes. There are plenty of great leaders who truly want their staff to speak up. However, even some of these may suffer from measurement blindness.

When it comes to numbers and decision making there are three positions people take.

Believers

These people believe measurement enhances decisions. They will ask for measurement and readily listen to the numbers being presented, they will look to see if there are any abnormalities and

Performance evaluation serves as a health check on operations and individuals’ work.  The organizational maturity notion signifies the progress of an organization in terms of developing its people, processes, technology, and capability by implementing quality practices.  Organizations aiming to achieve the highest maturity levels in performance need to take care of the intricacies involved in deploying a Performance Management system and the relationships it has with the other key organizational

Business environment has transformed drastically from what it was a century ago.  It has become immensely challenging due to competition, disruptive technologies, laws, and globalization.  These challenges warrant better performance to address customer needs and to survive—and outpace—intense competition.  Consequently, organizations have become complex.

The work that individuals perform in an organization has also shifted from manual labor and clerical jobs to knowledge-based experiential tasks.

High performance fibers exhibit extraordinary mechanical properties. These high performance materials are made of ceramics, metals, carbon, and polymers. High performance polymer fibers integrate excellent mechanical properties with low weight.

High tensile strength and high resilience are the two main properties of the high-performance fibers. For some polymer materials, high tensile strength can be obtained using high drawing ratios and high molecular orientation (e.g. for Aramid / Kevlar) duri

More sophisticated managers explicitly use Key Performance Indicators (KPIs) to promote cross-functional--not just vertical--alignment. For them, KPIs are the means and methods for rigorously defining and measuring the fundamentals that matter.

Why are KPIs important? If used effectively, KPIs can clearly track value creation and deliver value for its stakeholders – customers, employees, and investors.

KPIs are being used by organizations in different ways. Yet, there are clear and measurable diff

FaB (Faster and Better) decision making is possible through the right categorisation. Without the categorisation used at Amazon between Type 1 consequential irreversible, and Type 2 reversible decision making that I wrote about last week, we run the risk of either undercooking or overcooking our decision making.

Fab named their washing powder for its “fabulously clean, fabulously fresh and fabulously fragrant” qualities. My use of FaB is for Faster and Better decision making.

STOP. Don’t hang up the phone. You and I know that you and I are great decision makers…..and everyone else has the problem… right? So. This is not about your decision making. It’s about helping THEM. THEM being the people that work for you or the decision makers you are trying to influence.

Fab’s Fresh Frangipani has 15 key ingredien