Passionately Pursue Customer Captivity

There are three primary sources of long-term sustainable competitive advantage: customer captivity, economies of scale and preferential access to resources. Lock on to one of these early and you can build a potentially insurmountable barrier to competitive threats. WebMD intelligently focused early on one of these three: customer captivity. When I pushed CEO Wayne Gattinella […]

Storytelling and Influence: Learn How to Get What You Want

“Management cannot be expected to recognize a good idea unless it is presented to them by a good salesman.”—David M. Ogilvy You have devised a brilliant strategic idea. You’ve asked the right questions, diagnosed the critical issues, conceived a set of unorthodox solutions to address the key issues, narrowed down your ideas into an actionable […]