The implicit understanding among Alliance members is that, in exchange for their willingness to share their own experience and knowledge, they gain access to the extraordinary collective wisdom of the Alliance community of CEOs. Our members do amazing things and we’ve been collecting some of these lessons in case studies that preserve and highlight the wealth of knowledge in our membership. We also interview our members from time to time on matters of interest, and you’ll find their thoughts here as well.
Spurring Government Bureaucracy to Action
Summary: Finding a way to reach people at the top levels of a government bureaucracy requires time and planning, and is one of the most important roles for a CEO. Eric McAfee, CEO of AE Biofuels, had been waiting for more than a year for his business to get funding from a grant program until he launched a three-step campaign that eventually pushed bureaucracy into action. ...Read More
Forum Categories: Executive Education | Strategy & Planning
One of my favorite authors, Malcolm Gladwell (Tipping Point, Blink, etc.), wrote a great article in the New Yorker called "The Sure Thing." It dispels the myth that successful entrepreneurs are daredevils or crazy risk-takers. He tells several stories of Ted Turner, Ingvar Kamprad of IDEA and others that show that successful entrepreneurs are more like predators that study their prey and seek the least risky time and place to strike. ...Read More
Forum Categories: Entrepreneurship
Cross-Linking Supply Chains & Establishing New Value Allocations
Summary: We CEOs tend to look at our suppliers on one hand and our customers on the other. What if there were no suppliers or customers yet...if the supply chain hasn't been formed? Read how one Alliance member is building a new supply chain by cross-linking three existing supply chains! ...Read More
Forum Categories: Operations | Strategy & Planning
Global Expansion Strategy Viable For Many
Summary: Many CEOs will take a deep breath before even thinking about putting down a permanent footprint overseas. For years, global operations have been the province of the large firm, but this is changing. Alliance member Raju Reddy, CEO of Sierra Atlantic, stepped into China in August of 2007 without any major hiccups, and in two years has doubled the size of his China team, supporting global sales. Moreover, he is generating significant revenues from sales within China. Sierra Atlantic was only a $56 million revenue firm at that time. ...Read More
Forum Categories: International Business
Summary: Read how CEOs are viewing certain indicators for signs of improvement in the economy in preparation for their acceleration strategy. ...Read More
Forum Categories: Operations | Strategy & Planning
Summary: What happens when a CEO’s board misplaces its trust in a manipulating advisor who holds the company hostage. ...Read More
Forum Categories: Ethics | Finance | Leadership
Summary: CEOs are facing the growing presence of government involvement in their day-to-day business lives, particularly the financial industry and real estate business. Read what certain CEOs have to say about how they are dealing with the positives and negatives of government programs. ...Read More
Forum Categories: Strategy & Planning
Out of the Industry Innovation
Summary: One way to innovate is to observe practices in other industries and adopt those that will be powerful and new to your industry. This article discusses two examples of this, and how you can innovate in this fashion. ...Read More
Forum Categories: Strategy & Planning
Protecting Liquidity: Smart Strategies for Tough Times
Summary: In today's market, liquidity issues are a serious risk to companies in every industry sector. Read about how to anticipate problems and devise solutions before liquidity issues come to a state of crisis. ...Read More
Forum Categories: Leadership | Strategy & Planning
Summary: Alliance Founder, Paul Witkay discusses the current mood of CEOs. This article urges CEOs to start thinking long-term again and focus on leading their organizations toward compelling visions for the future. ...Read More
Forum Categories: Leadership | Strategy & Planning
Summary: In a dismal economy, Alliance members find ways to move forward. One company secures a financial "safety net," while another looks outside of their traditional areas of growth to form a new business, some diversify their services while others focus on customer service to help their clients stay in business or gain market share against weaker competitors. ...Read More
Forum Categories: Leadership | Marketing | Strategy & Planning
Attracting and Retaining the Optimal Team
Summary: This article discusses a long-term workplace differentiation strategy that will enable you to attract and retain top talent, even in the talent shortage that challenges us all in every economic growth cycle. An ideal time to start is a year or more before the talent pool shrinks. ...Read More
Forum Categories: Human Resources | Leadership | Strategy & Planning
Your Loan Is In or Near Default--Here's What You Should Do
Summary: Scott Smith of Hanson Bridgett provides guidance to business owners on how to prevent loan defaults, as well as what to do if one occurs. ...Read More
Forum Categories: Executive Education | Finance
Summary of Tom Siebel's Remarks
Alliance member, Dave Kellogg, CEO of Mark Logic, an industry-leading XML content service company, was compelled to write a blog on the talk that Tom Siebel, founder and CEO of Siebel Systems, gave at the February 2009 Alliance Regional meeting... ...Read More
Forum Categories: Trends
Summary: Alliance CEO members weigh in on their strategies for riding out these tough economic times in preparation for an upswing. One CEO looks at his pricing as he knows customers will be shopping around; another focuses on customer satisfaction and long-term goodwill. An increase in sales and marketing budgets is discussed, along with taking advantage of bringing top talent on board that have been let go from their companies. ...Read More
Forum Categories: Strategy & Planning
Keeping Control of the Top Team
Summary: In the throes of extreme high growth, a CEO brings in a top sales exec that turns out to be a charlatan. Key flags in the process of cutting through the veil are identified, and the steps taken to dismiss him are highlighted. The fallout from the firing in 2006 and the effect on the company’s subsequent growth is covered as well. ...Read More
Forum Categories: Human Resources | Leadership
When and How to Develop Strategic Partnerships that Work…and Avoid Wasting Time on Those that Don't
Today more than ever, successful companies are employing strategic partnerships to gain competitive advantage. These vehicles can help companies expand their capabilities and market share at a much greater pace than going it alone. ...Read More
Forum Categories: Strategy & Planning
When adversity hit, these leaders battled back and gave us all something to learn Inside Alliance private working groups, we hear with some regularity jaw-dropping events that land on the chief executive’s desk. Sometimes they are simply challenging opportunities, but often they are disasters that threaten the survival of the business. From hundreds of incredible survival stories, we’ve chosen to reveal four of the most amazing. With special permission from each CEO, we’ve told the story of the adversity they had to overcome, how they survived, and what there is for all of us to learn from their experiences. ...Read More
Forum Categories: Leadership
When a Pricing Haircut Hits Hard
Summary: It was known that a major client contract renewal would come with a significantly reduced price, but it was lower than anticipated. Efforts that were started years earlier to replace the top line declines had not produced results. As EBITDA dropped, the leveraged firm broke loan covenants and investors stepped in to buy time. Over the next two years the firm focused on its core, reducing expenses and increasing sales, and is poised to set new highs. Read about how it all unfolded. ...Read More
Forum Categories: Finance | Strategy & Planning
Summary: After a new CEO arrives, a mild mannered accounting firm begins a lighthearted marketing campaign on cable, print and web, which drives the top line to 400% within four years, and growth continues at 30% annually. Read about the benefits of standing out from the crowd. ...Read More
Forum Categories: Marketing
A Message to Alliance Members from Paul Witkay
By Paul Witkay As head of the Alliance of Chief Executives, I have the opportunity to speak with CEOs in virtually every sector of the economy and learn what they are experiencing. The implicit understanding among Alliance members has always been that in exchange for your willingness to share your knowledge and experience, you gain access to the extraordinary collective wisdom of the entire community of CEOs. I believe that during volatile times, it is even more critical to share our experiences, knowledge and ideas with each other. Here are my recommendations as to how to best use the unique resources within the Alliance community of CEOs: ...Read More
Forum Categories: Strategy & Planning
Sequoia Capital’s Advice to their Portfolio CEOs
Sequoia Capital gathered the CEOs of their portfolio companies together for an "emergency meeting" subsequent to the meltdown of the financial markets. They presented their analysis of the current economic crisis and their recommendations to their portfolio CEOs to save their money. You can check out their presentation by clicking on “Download PDF.” Many of our Alliance CEOs have commented on Sequoia’s recommendations which were quite controversial and provocative, even amusing. We post it here so you can make your own conclusions. ...Read More
Forum Categories: Leadership
Summary: Run any business for long enough and you’ll go through a down cycle. This article identifies some practical tips on preparing your business for hard times, and surviving them when they come. ...Read More
Forum Categories: Finance | Strategy & Planning
Five Mistakes CFOs Need to Avoid in a Volatile Economy
Below is an article by Tatum LLC on the “Five Mistakes CFOs Need to Avoid in a Volatile Economy.” These recommendations certainly apply to CEOs as well. The Alliance is committed to helping our members to be open and candid about how they are addressing the current market situation so that our CEOs can learn from each other and help each other make better and faster decisions about the right courses of action for their individual situations. ...Read More
Forum Categories: Finance | Strategy & Planning
Summary: Partnerships between two firms are often difficult to manage and often fail to bring results. This essay digs into one of the more extreme partnerships—those between life sciences firms, where even in the best of cases, fruits of the partnership can take 5-15 years, where development failures are common, and where large amounts of money must change hands. Lessons learned are enumerated and are valuable not just for life sciences firms, but for companies thinking about partnerships in all industries. ...Read More
Forum Categories: Strategy & Planning
Summary: A private equity firm brings in a seasoned CEO to dramatically accelerate the growth of a stable, conservative company. The CEO carefully controls his own on-boarding process designed to identify and retain great talent and create momentum company-wide for high growth. This case study details his technique. ...Read More
Forum Categories: Human Resources | Leadership
Keeping Your Team Focused on your Value-Creation Strategy
Summary: A high growth CEO builds value by being first to the market with hot new products and technologies. But that means moving faster than is comfortable for all his teams as his organization grows. The case talks about minimizing risk on new product introductions and managing the teams that must do the work. ...Read More
Forum Categories: Human Resources | Leadership | Strategy & Planning
Summary: With gas prices averaging over $4.50 a gallon, could there be any better time to be selling electric motorcycles? Probably not. But that doesn’t mean Alliance member Zero Motorcycles – which sells an electric trail motorcycle that gets up to 40 miles on a single battery charge – has got an easy ride. ...Read More
Forum Categories: Trends
Summary: Imagine that your company is seeking to merge or be acquired only to discover that the “change in control” provisions in your compensation agreements are scaring away potential suitors. Internal inconsistencies within your agreements (employment agreements, change in control agreements, severance plans, equity incentive plans, supplemental executive retirement plans, etc.) create substantial financial liabilities that you may not uncover until it is too late. Such unanticipated consequences can adversely impact or kill your deal. ...Read More
Forum Categories: M&A
Summary: Among many of today’s CEOs, there is growing uncertainty with the economy. Stocks are struggling, while gas prices and the U.S. home foreclosure rates are going through the roof. ...Read More
Forum Categories: Strategy & Planning
Choosing Relationships over Meteoric Growth
Summary: Two female business partners are offered a huge piece of business by a key client. Although initially excited, they think long and hard about the pros and cons of saying yes. Read how the decision went and what they ultimately decided. ...Read More
Forum Categories: Entrepreneurship | Strategy & Planning
Summary: CEOs are too tolerant of executives that aren’t top performers and that don’t behave according to the values that the organization holds dear. CEO Jim Pouliot of CSAA talks to the Alliance about his experiences cleaning up executive teams. This essay explores why CEOs continually struggle with this issue, and what they can do about it. ...Read More
Forum Categories: Human Resources | Leadership
Creating and Owning a Category
Summary: This CEO has a system for finding new market categories and taking commanding market share leadership. He's done it over and over again, and he tells us how in this essay. ...Read More
Forum Categories: Entrepreneurship | Leadership | Strategy & Planning
Leaping Ahead: Courage or Discipline?
Summary: Read how taking leaps with your business can pay huge dividends. By having the courage and discipline to put innovative business ideas into action, the owner gained huge competitive advantages. The concept is laid out, as well as important steps to get started. ...Read More
Forum Categories: Leadership | Strategy & Planning
Indispensible Tech Tools for CEOs
Summary: Personal technology has revolutionized how CEOs stay organized, informed, and on top of their businesses. Several CEOs explain what works for them. ...Read More
Forum Categories: Technology
Summary: Thriving business gets customer requests to jump into a new business. After resisting, they go for it with excellent success. When is it wise to start another business? ...Read More
Forum Categories: Entrepreneurship | Leadership | Strategy & Planning
A Branding Lesson: The Four Cornerstones
Summary: Branding is about creating relationships. By building multiple relationships with a client, the CEO discovered new opportunities to grow his business. Four ideals behind successful branding are explained. ...Read More
Forum Categories: Marketing | Strategy & Planning
Summary: Face-to-face prospecting creates strong and profitable business relationships. Without cold-calling skills, a CEO forms strong client bonds by using persistence, discipline and focus. The advantages of this technique are examined and explained. ...Read More
Forum Categories: Sales
Don't Let Success Destroy your Culture
Summary: This firm's success brought in so much business that it wasn't as much fun as it used to, and that endangered the quality of the work being performed. The CEO identified a customer in particular that was causing most of the problems and resigned the account, allowing her culture of fun and originality to survive. ...Read More
Forum Categories: Human Resources | Leadership
Summary: An entrepreneurial couple brought in outside board members to help bring in key accounts and to aid in their decision making. They diluted ownership’s vote to 50%, but the payoffs far outweigh the lack of freedom. Important pros and cons are discussed, as well as some guidelines for adding outside board members. ...Read More
Forum Categories: Leadership | Operations
Summary: If your prospects don’t understand your value proposition, educate them. The company developed conferences to reinforce its solutions and position itself as a knowledge leader, which leads to higher sales. Learn the keys to creating a great educational setting. ...Read More
Forum Categories: Marketing | Operations | Sales
The Overly Optimistic Entrepreneur
Summary: Optimism is a natural part of entrepreneurship, but it can go too far. A bad string of luck nearly sinks the CEO’s dreams before persistence starts to pay off. ...Read More
Forum Categories: Entrepreneurship | Leadership
Shifting Gears from Startup to Scaled Enterprise
Summary: Every successful startup goes from an entrepreneurial stage to a professional enterprise. Learn how the entrepreneur also successfully made the crossing point without hitting the wall. ...Read More
Forum Categories: Human Resources | Leadership | Operations
Summary: Customer feedback is an important part of every successful company. After scaling up his business, a CEO struggles with his company’s feedback system before closing the loop and improving response rates. Effective processes for handling feedback are examined. ...Read More
Forum Categories: Leadership | Operations | Sales
Summary: Getting involved in non-profits opens doors and is good for business. Multiple benefits are reached when the CEO joins the board of a local charity. The right ways to go about getting involved in charity work are examined. ...Read More
Forum Categories: Ethics | Leadership
Recruiting through Mutual Respect
Summary: Sometimes the best teammates are the ones that worked before. A CEO digs through past connections to forge a “dream team” of talent. The challenges and benefits are examined. ...Read More
Forum Categories: Human Resources
Synchronizing Brand Image with Deliverables
Summary: Successful companies do not survive on brand alone. A CEO comes into a struggling company and rebuilds its brand by rebuilding the value proposition, and then delivers. The importance of building and maintaining brand is examined. ...Read More
Forum Categories: Marketing | Strategy & Planning
Summary: A feature-rich product is designed, but after months of development work, it is discovered that it cannot be built. Key features are dropped so that it can finally go into production. ...Read More
Forum Categories: Leadership | Operations | Strategy & Planning
Identifying New Business Ideas Take Discipline
Summary: Great business ideas don’t happen by accident. The CEO and his business partner spent months brainstorming, creating, and dismissing many ideas before connecting with one. The process of generating great ideas is explained. ...Read More
Forum Categories: Strategy & Planning
From Service to Process to Product
Summary: Sometimes we sell more than a product or service. By learning his clients’ businesses and modifying his own company’s offerings, the CEO creates more value for everybody. ...Read More
Forum Categories: Marketing | Sales | Strategy & Planning
Summary: Innovation leads to powerful results. A CEO fosters a rich culture of innovation by getting the most out of his top team. ...Read More
Forum Categories: Human Resources | Leadership
Summary: CEOs of startups must work very differently than CEOs of firms that have made their place in the market. They must be hands-on with prospective customers and with all the key decisions, from sales to marketing to engineering/product development, in order to keep the business on a straight vector towards its vision. ...Read More
Forum Categories: Leadership | Operations
Summary: CEO travels to China for the first time and sees the richness and complexity in the business environment there. With an excellent guide and clear objectives, he came back with four key lessons. ...Read More
Forum Categories: International Business
Summary: Planning for succession is a difficult topic, but an essential one. Clarifying the line between dependency and leadership is critical, and much of the work of succession is reducing dependency on the CEO. ...Read More
Forum Categories: Exiting | Leadership | Strategy & Planning
Managing Young Employees Yields Insights for All
Summary: Showing genuine concern for your employees is good for business. The founders buy a troubled business with young, troubled employees, and turn it around by deeply engaging and tapping the potential in each employee. ...Read More
Forum Categories: Human Resources | Leadership
Re-Framing Price Increases Leads to Stepped-Up Profits
Summary: A CEO in an old-line, low-margin business finds a way to re-frame his pricing model to get his team and his customers to accept it. He modified his sales incentive package to better target the results he was looking for. ...Read More
Forum Categories: Leadership | Sales
Summary: An incoming CEO fires the most senior technical expert because he won’t embrace the new values that must take hold for the firm to survive. The bold move works without significant damage. ...Read More
Forum Categories: Human Resources | Leadership | Operations
Betting on His Core Competency
Summary: Keeping its area of core competency strong is just what Sensory Inc. did, and sales have more than tripled as a result. Every company must pay rapt attention to how and when it invests in its core competency. ...Read More
Forum Categories: Strategy & Planning
Summary: Quick decisive action enables the firm to grab a nice piece of business before anybody else has the chance to compete. The speed at which your business and your team move is a critical element of competition, today more than ever. What does it take to make speed a competitive edge? ...Read More
Forum Categories: Operations | Sales
Summary: The process of making good decisions is critical. Some firms/teams are bad at decision making, and the results can be ugly. Four decision making illnesses are discussed along with some suggestions about improvement. ...Read More
Forum Categories: Leadership | M&A
Every Business Needs a Common Enemy
Summary: Identifying a competitor or two as an “enemy” to beat is a powerful leadership tool that CEOs should use to galvanize business improvement at every level. ...Read More
Forum Categories: Leadership | Operations | Sales
Summary: Referrals are the least expensive way to bring in new business. An employee benefits company amazes their clients with incredible service, and for the past 18 years grows only through referrals, diverting all its marketing spending into operations. ...Read More
Forum Categories: Operations | Sales
Summary: A company finds an excellent way of managing off-shoring, taking advantage of the positives while avoiding the pitfalls. Blending the efforts of on-shoring with off-shoring and a commitment to close management are key. ...Read More
Forum Categories: Human Resources | International Business | Operations
Summary: Keeping your lender updated about your business is critical, especially when your financial performance is less than stellar. Understand how banks view loans, some signs that a bank is worried about you, and when to take action. ...Read More
Forum Categories: Finance
Summary: A software firm was hurting its sales by telling every prospect about all the features of its powerful software. Instead, they now ask questions first to understand their prospect, then present only the aspects of the software that solve the client’s problem. ...Read More
Forum Categories: Sales
Don’t Take Money from Strangers
Summary: CEOs often don’t do enough research on private equity investors offering money. The result is that they bring into the ownership group powerful people with different agendas and styles, and thus, lots of conflict. A number of key checkpoints are delineated. ...Read More
Forum Categories: Finance
Summary: A semiconductor equipment manufacturer was in deep trouble, and replaced its founder with a new CEO, Dave Dutton. He created a new leadership culture amidst the transition chaos. The new top team prospered as did the company. ...Read More
Forum Categories: Leadership
Forming Productive Friendships in Asia
Summary: A seasoned global executive intentionally cultivates the friendship of a company president in Asia and pulls down the big order. When problems crop up, the President relies on the friendship to save his job and his lifestyle. The Asian custom of entering friendships for profit is explained. ...Read More
Forum Categories: International Business | Leadership
Avoiding Costly Surprises When Going Global
Summary: A firm signs leases overseas and discovers some nasty surprises that cost it big bucks. Some simple but key steps are discussed to avoid being surprised by local rules, laws and practices. ...Read More
Forum Categories: International Business | Operations
Sharing the Dream of Success Brings Top Talent for Less
Summary: Engineer turned entrepreneur bootstraps his company, but can’t afford the talent he needs. Through careful sharing of equity, he builds a great team who bring results amazingly fast. ...Read More
Forum Categories: Human Resources | Strategy & Planning
Leadership with Other People’s Money
Summary: Building a business with other people’s money certainly isn’t any easier than bootstrapping. It takes the right connections, hard work, an understanding family, and a solid opportunity. Hear the details of Paul White’s story. ...Read More
Forum Categories: Finance | Leadership
Management by Getting Your Hands Dirty
Summary: A manager is fired, and the CEO steps into the role. The CEO fixes critical problems and builds new systems. A well-run department is passed on to a new manager. ...Read More
Forum Categories: Leadership | Operations
Summary: A consultant provides great value and mentors the President, who being grateful, grants a three year contract, but then regrets it. Clients must always remain in control of consultants. ...Read More
Forum Categories: Human Resources | Leadership
Summary: A retail chain has incredible training program, which instills corporate values in new hires and teaches product knowledge as well as systems and customer interface protocols. After the initial training, they weave training into the company’s routine. ...Read More
Forum Categories: Human Resources | Leadership | Operations
Great People Doing the Right Things
Summary: A very fast growing firm has eleven good years running. Credited is an excellent top team that can finish each other’s sentences and leaves the CEO free to follow his instincts about the future. Learn how he built and maintained this team. ...Read More
Forum Categories: Leadership
Summary: After seeing a presentation at the Alliance of CEOs by Chuck Smith, CEO of SBC West, it became crystal clear how powerful great communication skills can be. The audience was engaged and entertained. Read some of the key speaking techniques he used and how they can make any CEO a better communicator. ...Read More
Forum Categories: Leadership
Summary: Most decisions in our world stem from emotion. Jewelry firm Lori Bonn Design turned its founder into a public personality – an icon, as part of its branding strategy and as a result, hit it big on TV. Take branding to the next level. ...Read More
Forum Categories: Marketing | Sales
Compensation Systems: Giving and Getting
Summary: Read about an executive compensation system that really worked. By generously sharing the bottom line, the owner quadrupled his take home. The concept is laid out, and critical elements to successful implementation are detailed. ...Read More
Forum Categories: Human Resources | Leadership
Summary: A new architectural firm discovers that some clients just aren’t for them, and don’t contribute to profits. Based on their strategic objectives, they develop of prospect profiling system to avoid likely problem clients and focus on business that is most useful for growing the firm. ...Read More
Forum Categories: Marketing | Operations | Sales
Summary: As part of a going public strategy, the founder brings in a new CEO, but it doesn’t work well. After two years, the founder steps back in, but the passion is gone. A new replacement is successful. Explore issues surrounding maintaining a founder’s passion over time. ...Read More
Forum Categories: Exiting | Leadership
Cut Customer Costs Instead of Prices
Summary: Low-tech concrete meets high-tech logistics when RMC Pacific Materials acts to save their customers money through integration and technology, rather than price cutting. The result: industry leadership and a choice contract: The new Oakland –San Francisco Bay Bridge. ...Read More
Forum Categories: Leadership | Operations
Face to Face with Your Important Clients & Customers
Summary: It’s easy for to get wrapped up in all sorts of organizational issues and drift apart from our clients and customers. This story highlights how Gene Miller, Chairman and CEO of a major law firm, invests time with his key clients, and the benefits to all CEOs if they do likewise. ...Read More
Forum Categories: Leadership | Sales
Summary: Great business ideas are often borne by finding the mainstream’s interest in little-known products and services and making them more popular. Serial entrepreneur Rob Wrubel has a track record of doing just that, although it didn’t happen overnight. ...Read More
Forum Categories: Entrepreneurship | Marketing | Strategy & Planning
Sailing Beyond the Small Business Mindset
Summary: A small business struggles along staying small for many years. Its owners grow tired of the struggle and recommit to building a bigger and healthier business. Key signs of being stuck in the small business mindset are identified, and steps that can be taken to get your business to the next level. ...Read More
Forum Categories: Entrepreneurship | Strategy & Planning
Summary: Tom Engdahl is the pain doctor of business. He looks for pain in an industry then develops the cure. He’s done it over and over again, each time with a business success and a liquidation event. ...Read More
Forum Categories: Entrepreneurship | Strategy & Planning
Summary: Your customers want to know that your firm can satisfy their needs. At K/P Corp, it’s the people on staff that deliver, with the help of equipment. When Rich Barbee was appointed CEO he found that the equipment was being marketed, not the people. That was fixed, with excellent results. ...Read More
Forum Categories: Human Resources | Marketing
Summary: New CEO steps in ready to ramp up, but discovers serious product problems and has to re-engineer and refinance to save the firm. Read how to avoid these kinds of surprises. ...Read More
Forum Categories: Human Resources | Leadership | Operations
It’s No Longer Product vs. Service
Summary: A software developer is confident that he understands making products and selling them over and over again. But when customers ask him to start a new business -- providing a service of paperwork processing for clients, he hesitates because it’s a service. Can this product-driven firm succeed in low-tech services? ...Read More
Forum Categories: Strategy & Planning
"I can't imagine being a CEO without having the Alliance as part of my CEO tool kit."
John Rule, CEOApplied Aerospace StructuresAlliance Member since 2000
Download PDF