The Building Business Value newsletter has one purpose - to assist midmarket business leaders in their never-ending quest to build better companies. Whether you are the CEO of your own company, a senior manager of a business unit, or a leader in a company that serves those in the mid market, you will find something in each newsletter to help you serve your stakeholders. Each month we will cover a variety of topics, all focused on leading in the mid market.
We are very conscious that you spend much of your day buried in e-mail, so it is with your permission that we send this newsletter your way.
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| Pink, Blink and Act
Four questions to find the perfect compensation model.
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Dan Pink, author of "Drive, The Surprising Truth About What Motivates Us", suggests that if we really want to find a compensation system that produces superior results, those in the system have to feel just the right combination of autonomy, mastery and purpose.
Malcolm Gladwell, author of "Blink" and "Outliers", points out in his stories about rice farmers in the Pearl River Delta and Jewish immigrant garment workers, that work must be meaningful, complex and autonomous in order to achieve consistently superior results.
In our book "Act Like an Owner", Bob Blonchek and I suggested that in order to create a culture of ownership, there had to exist five beliefs in the company. A belief in the leader, a belief in the purpose, a belief in the operating model, a belief in empowerment and a belief in the reward.
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| Good Reads...
My latest favorites | |
Helen Baxter-Southworth knows a lot about the global marketplace. In her book "Influence Across Boundaries" she shares a ton of very practical tools to help understand the challenges of dealing with international organizations. I think of this book as a cross between a great change leadership textbook, a primer for dealing with large multi-nationals and a handbook filled with tools, tips and techniques for dealing with international organizations. I have limited experience in international business but I know I would have fewer scars if I had read this book a few years ago.
Influence Across Boundaries: How to Succeed in a Global Business Environment
by Helen Baxter-Southworth
 Visit me on LinkedIn for more reviews
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Why do we need leadership?
Why do we need a management team?
What value do they provide the organization?
The truth is we would really have no need for management or anyone in a leadership position if we could only be assured there would be no more change. Change is a constant, however, so every organization needs strong leadership to create a vision or establish a direction and then align the organization with that direction. Organizations that can develop leaders prepared to deal with and lead change will prosper. Those that don't will rise and fall with market trends and eventually fade away.
Corsum Consulting is committed to helping you develop the next generation of leaders. This summer we are rolling out an online, collaborative program for your team leads, project leaders, program managers and division leaders as they become your company's next generation of leaders.To view an example lesson, please visit:
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| Have You Fallen Into the "Success Trap"?
Being flexible and blending new ideas with the old helps avoid this pitfall.
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In business today, things change so rapidly that what worked yesterday won't necessarily work today. But tell that to an executive who is so enamored of his own past performance that he can't see how the world has changed. For example, fifteen years ago, technical service companies could make handsome earnings by augmenting staffs to build custom business applications for clients. Today, however, those firms make a third of what they once did on the same deals. On top of that, clients expect that companies will outsource the technical services work to India and bear all the risk in the transaction.
It's often tough to convince a CEO that what brought him success when Bill Clinton was president won't fly today. Being flexible and blending new ideas with the old helps avoid this pitfall.
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As a business operator, I have been in a position to lead a company during troubled times. Concerns over the direction of the company, sleepless nights worrying about debt and cash flow, high anxiety over closing a deal or a transaction - the challenges seem endless. But I've also experienced the highs of leadership - the real joy of meeting client needs, the fulfillment of shaping a team, and the satisfaction of watching a vision become a reality. As tough as it can be, there is really nothing quite like being a leader in the midmarket.
It is my sincere desire that this newsletter will support leaders in the midmarket as they navigate their way to building stronger, more valuable companies. I welcome your comments.
Sincerely,
Marty
Martin O'Neill
Corsum Consulting, LLC
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A resource full of smart ideas to help educate and inspire decision-makers.
Each issue includes features, interviews, case studies, columns and other departments designed to help this region's CEOs face the daily challenge of running a business. | |
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| | Marty O'Neill | Marty O'Neill founded Corsum Consulting, which focuses on one goal: helping companies build business value. He is a frequent speaker and consultant on leadership, corporate culture and building business value and is the author of The Power of an Internal Franchise (Third Bridge Press),
Building Business Value (Third Bridge Press) and the co-author of Act Like an Owner (Wiley). As a business operator, Marty started and sold a company, positioned another for an LBO, and helped a third sell for a significant premium. Marty lives on the Magothy River in Maryland with his wife and three children.
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 | | Luke Garwood | |
Luke Garwood has owned and operated technology-based businesses for the past 21 years. He has professional experience in leading Information Technology (IT), Systems Integration, and Construction companies. His specialization is in operational excellence. He has been heavily involved in start-up and high-growth companies for most of his career. He has extensive experience in the overall development and delivery of technology-based solutions, services, and products to the commercial, federal, state, and non-profit sectors. Luke has performed many functions across the companies he has been involved with to include general operations, service delivery, product management, sales, marketing, strategic planning, leadership development and vendor management.
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Subscribe to Marty's Blog!
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"Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another."
~ Napoleon Hill
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