BUILDING

Pricing: How important is equity in dynamic pricing?

 Pricing: How important is equity in dynamic pricing? 698 400 Opportunity Into Revenue

This question was raised in a wonderful article from the Jan 30, 2016 issue of The Economist. Here are two key quotes from the article: “Even if the technology becomes more sophisticated, there are two risks for businesses with dynamic pricing. The first is psychological resistance: companies’ reputations can suffer if they offend customers’ sense of fairness…. The second risk with dynamic pricing is that…

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What is Critical to Leadership Success in the 21st Century?

 What is Critical to Leadership Success in the 21st Century? 698 400 Opportunity Into Revenue

While preparing for a discussion session at a recent workshop I wrestled with an important question:  “What qualities or abilities are critical to success as a leader?”  I believe that the answer to such a question evolves with the times and the challenges of those times. My initial notes listed qualities such as honesty, integrity, hard work, persistence, creativity, flexibility, and resilience.  Those are important,…

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CEO’s Need Mentors Too

 CEO’s Need Mentors Too 698 400 Opportunity Into Revenue

Today CEO’s face complex and dynamic challenges. While there are terrific resources available through CEO peer groups, all too rarely do CEO’s consider their options for mentors. In the April 2015 issue of Harvard Business Review, Suzanne de Janasz and Maury Peiperl concisely present the results of research concerning CEO’s who have utilized mentors. (See the link below for full text of the article.) While…

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Management by Goal Setting

 Management by Goal Setting 150 150 Opportunity Into Revenue

According to the Schumpeter column in @Economist, management by goal-setting is making a comeback. “Management by Objectives” was a theory introduced by Peter Drucker in 1954, the article notes. “SMART” objectives (specific, measureable, actionable, realistic, and time-sensitive) were part of Drucker’s theory. That concept remains active today in practices such as the Entpreneurial Operating System (“EOS” or “Traction”). The article notes, “A study of big…

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Core Values at Opportunity into Revenue

 Core Values at Opportunity into Revenue 698 400 Opportunity Into Revenue

Several years ago, my colleagues at Thomson Reuters in the Government Segment, Law School Libraries, and Global Legal Products helped me articulate some important assumptions about the way we approached our business.  The entire document fit easily on one page — and none of the statements had more than nine words.  But these concise statements of our “Business Beliefs” served as an important reminder of…

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