Ho, ho, me again! “Business as usual”. Heard that expression before? Business is never as usual. It’s always changing. So, if you still believe in” business as usual”, I’d suggest that you try to find a salary elsewhere, for your own sake as well as for the company’s sake, that still has you on its payroll!

Remember Mr. Iacocca’s three P: s? Those were Product, Profit and People, where people come first, as without the right people you can forget about the other two. This philosophy was also embraced by Mr. Welch who said, “not even the most brilliant strategy or business idea can compensate for a lousy staff”. Then he added “but a superior staff can compensate for a lousy strategy”.

Having heard these two business giants underlining the importance of a good and professional staff is worth taking seriously, which Mr. Welch confirmed by saying “managing a company is all about managing people”.

Plans and strategies are far away from precise sciences, they are more like wishful thinking, where actions and activities have been scheduled on a time line, that is believed to happen during the nearest future, but there are always disturbing things coming up along that journey. And, on those you must react quickly.

So, now we come to another issue – decision making, which almost never is as easy as a choice between two alternatives. Normally it is initially a matter of separating the worst options from the possible ones. Then after having done that separation – you start choosing amongst the possible options. Or like both our business icons say it “it’s never a choice between black or white, it’s more like selecting one grey tone out of many similar tones and it has always to be done under time pressure”.

– Do you still believe in business as usual?

– No, Mrs. Owl I don’t.

– Good! Now again from our Mr. Welch above. He said, “a superior strategy without a matching staff is worth nothing, while the opposite has a good chance”. Got it?

– Yes, but what if strategy and staff are incompatible?

– A catastrophe!

– But what should I change first, Mrs. Owl?

– Good question! Depends on what line of business you are in. If you are in a heavy investment-demanding manufacturing industry. I believe that you should change your staff rather than your product, as its development has taken so much money to have come this far. But if you, on the other hand, were in some kind of service business it would have been easier, as there you can almost say, that “the staff is the factory”.

– A last question Mrs. Owl, how well do you know the misters Iacocca and Welch?

– Never met with them. Just red their biographies, which are worth reading for anyone who’s interested in business and sales management.

Thanks for now! I’ll be back only once more and then I’ll talk about the unknown P, that neither of the two icons mention. Curious? Stay tuned!

Peter Forsberg Agera Sales

Peter Forsberg
Agera Sales

Dedicated his full life to business in Sweden as well as in the US, Germany and Switzerland. Also a number assignments all over the world.
Experiences; salesman, sales leader, marketing director, vice president and CEO.