One of the better phrases to come out of the strategic planning sessions I’ve conducted over the years was included in the participant clients’ Values Statement. It stated: “We will under promise and over deliver.” That performance promise made an impression on me then and still does today. It clearly conveys as a corporate value ...
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Client post: John Ulrich, Lacks Trim Systems
Lacks Enterprises, Inc. has been an ADVISA client since 2006. John Ulrich, supply chain manager, became a certified analyst in February 2016. Lacks is a client of Bob Wilson’s, Chairman and Founder of ADVISA. I’d used PI for a number of years before going through proper certification training. I had always found it a useful tool ...
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Chairman’s Letter: Employee Development
Last week I visited a 200-employee company that has over the last two years developed and implemented their own employee university. While they recognize they’re not going to operate at the level of GE, they’ve made the decision that they want to become a learning organization in word and deed. Wow! That’s quite a commitment ...
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Letter from the Chairman: Delegation is Hard But Fulfilling
Dear Fellow Leader: In this inaugural issue of the “Letter from the Chairman”, I wanted to share some advice that was given to me many years ago by a CEO whose success in building his business I admired. The advice was simple and succinct, “If you want to be a successful leader, learn to delegate ...
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ADVISA Celebrates 25 Years
This Patriot’s day, April 18th, marked the 25th anniversary of ADVISA. It was that day 25 years ago that Arnold Daniels agreed to sell me the license to market and consult with Predictive Index® in Indiana. Over the years we’ve added Michigan and parts of Ohio to our territory and have worked with clients in ...
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Succession Planning Process Discussion
This Friday at 9:00 am Eastern, I’ll be hosting the 5th PI Friday’s with Bob session – this one on Succession Planning. I’ll be discussing the importance of creating a succession planning process for yourself and why that can be important to your own promotion. Additionally, you’ll hear about the link between succession planning and ...
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Positive News from the Casket Industry
I spent last weekend in Las Vegas giving a speech to the CFSA – the Casket and Funeral Supply Association of America. While, on the one hand, I heard how tough this business has been over the last several years; on the other I heard company leaders speaking positively about their efforts regarding employee engagement, ...
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Can My Company Live Without Me?
Successful entrepreneurs work for years to build their businesses to achieve revenues and profits and to become a reflection of all of their hard work. It’s a shame when they get to the point of late-middle age and find that the business that they’ve built isn’t sustainable without them and wonder if they still like ...
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Radio ADVISA
Today was the 4th PI® Fridays with Bob webinar I’ve hosted since the program began last October. It’s held the last Friday of the month 11 times each year. While I’ve been interviewed a couple of times for radio or TV spots, I’ve never had my own show. That’s kind of what this feels like. ...
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Improving Sales Performance – Laissez vs. Disciplined Sales Management
We’ve been hiring consultants for almost 20 years. Their job requires them to be good consultants – but they’ve first got to sell before they can consult. Consulting takes clients and we don’t get a client unless and until we sell them. Historically, we’ve trained our people – whether in Indiana, Michigan or Ohio – ...
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