In my first attempts to do a lost business call, I struggled to even get the call.  As I got better at getting the calls, I had a lot of learn the hard way moments.  Times when I pushed too hard, in the wrong direction, or asked a question incorrectly.  Too many times the customer Read more about Coaching Guide – How to do Lost Business Calls[…]

As a CEO, you know the pain.  The email comes in…  “We lost XYZ Inc.” The entire organization feels it.  The potential for negative morale is high. Your first inclination is to assure.  The sales team answers the question of what happened, and the explanation is on target with organizational assurance – “It’s not a Read more about A Gut Wrenching Moment[…]

An emerging what happened exploration strategy utilized by CEO’s who go through the gut-wrenching moment of losing a customer or strike zone opportunity, is turning out to be a valuable risk reduction strategy as well in investment or M&A situations. This “look in the rear view mirror” is proving to be instrumental in spotlighting risk Read more about Lost Business Assessments – A New Due Diligence Tool[…]