Let’s face it, there’s a clear and distinct difference between selling traditional logistics and selling integrated logistics and supply chain solutions. The key difference is; one is a product offering and one is a solution. When you try and sell solutions like you are selling a product, it’s like bringing a gun to knife fight…usually with
Over time, we discovered that throwing electronics away is extremely damaging to the environment. With the increasing innovation of new and trendy electronic devices continually entering the marketplace, there is high turnover and greater demand than ever before. Manufacturers and retailers are seeking partnerships with third party logistics (3PL) providers that can decrease e-waste through reverse
As a strategic advisor in the high-tech space, more often than not, at some point the conversation turns to technology and the use of technology to “solve” some particular set of short-comings or business process issues. To these technology questions, I have a set of hard and fast rules that dictate the purchase and deployment
Being in the strategic advisory space, I get a lot of exposure to various business strategies, strategic plans, and sales plans, both internally to organizations and from outsiders looking to raise money or gain influence. What I have found is that most of these “plans” spend far too much time on what I like to call “creative accounting”. That
I was recently involved with a client’s business planning process for 2012 through 2014. You know the one, the typical 2 year process where after the first 12 months of forecasting, the data really starts to get fuzzy. When I asked my client why they were so confident about the first 12 months and so ambiguous about
Running a strategic consulting business for the high-tech supply chain, I encounter many companies who ask me to institute the “best-practice” for their particular need or business segment. The term “best- practice“ has almost become synonymous with success. I hate to be the one to break the bad news to these executives, but nothing could be farther
