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Author Archives: Dave Berkus
Is your WORK interfering with your JOB?
So, what’s the difference? First, thanks to longtime reader and friend, Harley Kaufman, for the thought and title for this insight. He stated, “Too often it seemed our internal staff was more focused on getting the ‘work’ (daily tasks) done … Continue reading
Simplify your commission structure. Please.
Is your commission structure so complex that even you must have help understanding it – and calculating a commission on a pending bid? Salespeople are incentivized by the money. Of course. They usually can calculate what’s in it for them … Continue reading
Are we managing like JERKS?
Are we who issue orders to associates or employees ever acting as jerks? We’d never like to think so, or we wouldn’t do it in the first place. Here’s a clue… If someone is saying “This is confusing to me” … Continue reading
Hire on ability. Fire on fit.
This is not necessarily the way we intend to behave as managers, but our headline reflects the reality of most experiences when viewed in retrospect. Don’t we most often hire based on experience? We carefully vet the potential hire for … Continue reading
Would you celebrate your mistakes?
Leading by example How do you teach your work force that mistakes are OK as long as they learn and don’t repeat them? By being a visible example. A friend and fellow CEO states that he publishes each of his … Continue reading
Learn processes from your employees at work
Empathy comes from experience. Over fifty years ago, I was CEO of a record manufacturing company in Hollywood. We were the only such facility on the West coast to provide and control the entire process from studio, through finished vinyl … Continue reading
Careful with terminations. Don’t disparage.
It happens all the time when you’re a CEO or manager. Somebody important leaves or is let go, and you worry over the impact upon remaining employees and customers. You worry that the person leaving will begin to unload all … Continue reading
Finding a strategic partner, investor or buyer
Get organized. Finding your strategic partner, investor or business buyer is not something you do haphazardly. There are many steps to take, each closer to assuring a success. Research is paramount, and sources are everywhere, especially for public companies and … Continue reading
Is ‘servant leadership’ too soft for you?
First, what is “servant leadership?” It’s a term rooted in ancient philosophy. Robert Greenleaf may have been the first to resurrect the concept in his book published in 1970. Not quite as bold as inverting the management triangle, the concept … Continue reading
Is “management by walking around” an outmoded fad?
Let’s set the scene. One of the CEOs I used to coach started his day by walking the floor of his extended facility and checking in with managers and employees of the various departments, especially the call center. He tried … Continue reading
