Willing to Buy Coach
What follows in an excerpt from the book “The Willing to Buy Coach” which I co-authored with my friend and colleague Dan Schultheis who has convinced me of the importance of coaching in many walks of life. Our book, a follow-up to “Willing To Buy; A Questioning Framework for Effective Closing” will hit…
Hard Learned Management Lesson; Be Mindful of Unintended Signals
Sometimes I think I’m just destined to learn the hard way. For one thing, I’m a pacer. I seldom sit at my desk for very long. Since, as a manager, I generally have to get my work done through other people I just prefer to be out there with the…
My “Defining Moment” as a Manager
At least once in every career each of us has a defining moment. It could be being fired, promoted to management or simply learning a new trade. In my case it may well have been the moment, more correctly hours and days I spent studying under Stanley M. Herman, coauthor…
Our Binary Workforce
“Either you are someone committed to making a difference in your workplace or you aren’t. It’s almost binary. Are you a“1” or a “0”?“ Our Binary Workforce By Phil Perkins, President and CEO, ACUMEN Corporation Are you a“1” or a “0”? You know I have come to the conclusion that there…
5 Ways Implementations Fail
5 Ways 5 Ways Software Implementations Fail By Phil Perkins, President and CEO, ACUMEN Corporation About this time last year I began writing an eBook I titled “Epic Fail; How Not to Implement your ERP System”. Having worked with companies during software implementation projects for many years I have become quite…
3 Ways your ERP Implementation can be a Team Building Exercise
3 Ways Your ERP Implementation can be a Team Building Exercise By Phil Perkins, President and CEO, ACUMEN Corporation As some people on LinkedIn know, my background is primarily in project management, working with distributors and manufacturers. I am a big fan of “doing it right the first time” even…
The Scorecard for Wholesalers; Turns and Earns Analysis
The Scorecard for Wholesalers: Turns and Earns Analysis By Phil Perkins President and CEO, ACUMEN Corporation In our daily life here in the United States it seems we always find a way to “rate” or “index” anything we do. If you have read any of my blogs or even my books,…
Your Inventory; Profit Center or Cost Center?
As a business focused on “inventory intensive” companies, we are constantly working with our clients to organize and optimize their inventory. Many of our clients are committed to very high service levels. Of course if you are a wholesale distributor and are dedicated to efficient order fulfilment for your customers,…
Executive Briefing – 2016-04-04
Do Wholesale Distributors Still Fear Disintermediation? By Phil Perkins President and CEO, ACUMEN Corporation In 2002 I had the opportunity to address a group of wholesale distribution business owners at a conference in Milwaukee. The subject of my talk was the move by many manufacturers to offer their products directly…
The Sales Process as a Project
The Sales Process as a Project By Phil Perkins President and CEO, ACUMEN Corporation In 2015 my friend and colleague Dan Schultheis, a former IBM executive and management consultant, and I published a book called “Willing To Buy; A Questioning Framework for Effective Closing”. What follows is an excerpt from…
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