NEW YORK (Reuters) – Pfizer Inc. said last week it would cut its U.S. sales force by about 20 percent, or some 2,200 jobs, as part of a comprehensive cost-cutting program. Good move. Wrong reason. Pfizer is the world’s largest pharmaceutical maker, with a vaunted sales force. The cut is big news. But at least […]
Here are two provocative takes on the issue of trust in corporate governance. One comes from Jim Peterson at the International Herald Tribune; the other from the multi-talented Ben Stein (yes, that Ben Stein). Peterson, in Can Shares for Directors Fill In for Virtue? takes a side swipe at the prevailing wisdom of compensation consultants, […]
Don’t worry: this is not a political blog, nor about to become one. In 2000, Sen. John McCain campaigned for the presidency from his bus, the Straight-Talk Express. His image and strategy were about being the Man you could Trust to Tell you the Truth. In November, 2003, John McCain said: "Ethanol is a product […]
This is a simple tip with outsized impact. How many people have not returned a call (or email) you placed to them 3 days ago? 4 days ago? 5 days ago? Think about what those non-actions cost you. They create a low-grade, chronic, sub-conscious tension, a sense of annoyance and resentment that you can’t do […]
The scandal du jour is options backdating. Recently, it was illegal snooping by a Board Chairman. We’ve seen late-trading and front-running charges at mutual funds, payoffs and rigged bids in the insurance industry. We’ve seen over-reported oil reserves, and under-reported profits. The mothers of all recent scandals—Worldcom and Enron—have pretty much wound down. In perhaps […]
Let’s say your 17-year old daughter wants to have a few friends over when you’re out of town overnight. Do you say: a. No way, unless (no more than three friends, only girls, gone by 10PM, neighbor checks in, etc.) or, b. okay, and I expect you to behave responsibly or you’ll be grounded for […]
First, I want to thank all those who have commented on this blog in its early weeks. I appreciate, it and so do the many other readers who have yet to make the jump to commenting themselves: to whom I’d say, come on in, the water’s fine! Maureen Rogers Brooks Sackett Steve Smith David Andrew […]
For those of you in business development and sales, what would you say is the most important aspect of that process? Here’s what the market thinks. Or, at least what Amazon’s search algorithm produces when the word “sales” is linked to a related term: Sales 302,410 Sales price 24,969 Sales pitch 11,797 Sales meeting 5,608 […]
When is an ad not an ad? Does the movie Borat mock Kazakhstanis, or Americans? Is Bill Clinton really good at faking sincerity? And what does all this have to do with trust? Fasten your seatbelts for this one. Anastasia Goodstein, over at Ypulse, posts The Chinese Wall Has Come Tumbling Down. She’ s referring […]
Three cool books to tell you about. Looking Back – The Power of Legacy First is Your Leadership Legacy, by Robert M. Galford and Regina Fazio Maruca. [Disclosure: Rob was my co-author, along with David Maister, on The Trusted Advisor]. It’s built around one of those ideas that can sound fluffy and vague—until you grasp […]