[: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 helping improve their capability to ask questions when meeting with prospects. Without fail, during […]
[:en]Start With Strategic Absolutes[:ja]戦略作成では、まず譲れない部分を明確にする事[:]
[:en]Any business, in any situation, in any market always has multiple options for a strategic direction that are all good. It is a terrific boon to buy-in when your leadership team can come up with a strategic direction that matches yours without you having to tell them what your vision is. However, that rarely happens […]
[:en]Conversation with Cartier Japan CEO Veronica Prat Van Thiel[:ja]カルティエ ジャパン社長ヴェロニカ・プラット・ヴァン・ティール氏へのインタビュー[:]
[:en]On December 12th, I conducted an onstage conversation with Cartier Japan CEO Veronica Prat Van Thiel at the Roppongi Hills Club in Tokyo co-hosted by the American and French chambers of commerce in Japan. We had a full house, and lots of great questions from the audience. This was an off-the-record event. Below are my […]
[:en]Chauvinism in Disguise[:ja]「排他主義」に隠された別の問題点[:]
[:en]Once when I made an offer on buying a house in Japan, the owner initially accepted, and then immediately rejected my offer after learning I was not Japanese. For me, such experiences are by far the exception and not the norm. Nonetheless chauvinism, racism, and xenophobia exist in Japan just as anywhere else, and while […]
[:en]No Settlement for Augmented Reality[:ja]拡張現実に甘んじるべきではない[:]
[:en]A machine is no ersatz for real, human engagement. A virtual reality is never better than the real thing. A recent visit to Paris reminded me of these truths.
[: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.
Proffer Value, Don’t Presuppose
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.
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