[:en]No Pain Points, No Problems[:ja]問題を抱えない顧客へのアプローチ[:]
[:en]What if your prospects and clients have no pain points and no problems? Presumption of damage is never a good way to start a relationship with anyone, whether in business or otherwise. Not long ago, I was working with a sales team to help improve their capability to ask questions when meeting with prospects. Without fail, […]
[:en]When Risk Aversion is Personal[:ja]個人的な理由からのリスク回避[:]
[:en] There is nothing wrong with risk aversion. It is only aversion to reasonable business risk that is a problem. When a business leader complains of excessive risk aversion in his staff, the underlying concerns are frequently personal.
[:en]Ownership Trumps Buy-In[:ja]責任を持たせること vs. 同意を得ること[:]
[:en]New methods can appear threatening to some managers who have never had to change in order to be successful.
[:en]Labor Shortage? No Such Thing! [:ja]労働力不足など存在しない[:]
[:en]There is no such thing as a labor shortage. There are more excellent people out there right now than you can possibly hire, and you can have them—if you do things right! Last week, I discussed what to let go in order to grow your business in the midst of a labor shortage. This week, […]
[:en]No Such Thing as a Labor Shortage[:ja]人手不足と「手放す」ことについて[:]
[:en]There is no such thing as a labor shortage. In reality, there are more excellent people in Japan than you could possibly hire. You can have them, if you do things right. The first step in growing a business, even in a labor shortage, is deciding what to cut. If you find that your business […]
[:en]Labor Shortage Success Manifesto[:ja]人材不足の中で採用に成功するには[:]
[:en]Every CEO with whom I speak bemoans unfilled positions, many of them critical to the business and complain about the dearth of competent candidates. How do you successfully secure great talent in a tight labor market? Below are the most effective tactics I advise.
[:en]Proffer Value, Don’t Presuppose[:ja]推定ではなく、価値を提案すること[:]
[:en]Japan Rail Shinkasen’s first class is called the “Green Car.” It is the most comfortable first class of any high-speed train I have ridden, whether it’s France’s TGV or Amtrak’s Acela. Japan Rail has outdone even itself introducing a class higher than the Green Car called “GranClass” on some lines. Yet, GranClass has got to […]
[:en] Conversation with LVMH Japan President Norbert Leuret[:ja]LVMHジャパン代表取締役社長ノルベール・ルレ氏へのインタビュー[:]
[:en]On February 5th, I conducted an on-stage conversation with LVMH Louis Vuitton Moët Hennessy Japan President, Norbert Leuret, for both the American and French Chambers of Commerce at the Tokyo American Club. Here are my takeaways from that conversation.
[:en]You Are Not Carlos Ghosn[:ja]あなたはカルロス・ゴーンにあらず[:]
[:en]Some have argued the reason for Carlos Ghosn’s legal trouble is for having pushed change too hard—that he crossed some kind of Japanese nationalistic redline in wanting to merge Nissan and Renault, giving the French company control over the Japanese entity. Had Ghosn been more conservative in his actions, they reason, he would not be […]
[:en]Business Trends in 2019[:ja]2019年ビジネス・トレンド[:]
[:en]As 2018 comes to a close, I foresee three trends based on my experience with clients. Here are business trends to keep an eye on in 2019.