About Susan Trivers

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So far Susan Trivers has created 105 blog entries.

Good Companies are Brought Down by “Strategic Plans”

A CEO I’m acquainted with wrote that it wasn't until March 31 that she reviewed her company’s strategic plan and then saw that they were behind. There are two serious problems with this CEO’s words and behavior. "Strategic Plan" The concept of a “strategic plan” makes no sense at all. There is strategy formulation and there [...]

By |April 16th, 2017|Uncategorized|Comments Off on Good Companies are Brought Down by “Strategic Plans”

To Drive Revenue, You Need to Get Out of the Driveway

Don’t be surprised to find another company bringing your best revenue generating idea to market if… You love to “think it over” “It” could be: A new offering A new marketing plan Learning the language and practices of value-based fees Investing in support from an outside expert Entering a new market Implementing a ‘cultivate-and-nurture’ effort [...]

By |April 3rd, 2017|Growth and Opportunity|Comments Off on To Drive Revenue, You Need to Get Out of the Driveway

Are You Hiding The Heroes in Your Company?

Are you guilty of forcing your heroes into hiding? Hidden heroes are people who have insights and talent no one else has, but who are hidden or left out because they don’t fit some image you’ve believe in. In the great movie, Hidden Figures, we see this in action. The one person capable of making the calculations needed [...]

By |January 9th, 2017|Growth and Opportunity|Comments Off on Are You Hiding The Heroes in Your Company?

The Mirage of Accountability Partnering

"An accountability partner is a person who coaches another person in terms of helping the other person keep a commitment." In just .41 seconds Google gave me 1,090,000 results for the search for ‘accountability partner.’ Other characteristics of an accountability partner cited were: Keeps you responsible for your actions Keeps you honest and moving on a path [...]

By |September 2nd, 2016|Career Enhancement|Comments Off on The Mirage of Accountability Partnering

No One Has Your Unique Wisdom

Do you conflate knowledge and wisdom? If you do, you're selling yourself short. Knowledge is your process, your business plan, your organization structure and your financials. Wisdom comes from experience and from learning conventional thinking and then running it through your own mind and perspective to create something unique to you. By the time you [...]

By |June 22nd, 2016|Uncategorized|Comments Off on No One Has Your Unique Wisdom

Decision Making for Proposals: What Would Have to be True?

The War Room was covered in whiteboards from floor to ceiling on all four walls. The proposal team and SMEs had plenty of ideas about a solution for the client agency. Putting the two together made for days on end of scribbling possible solutions and lengthy debates about each possibility. By the end of the [...]

By |June 3rd, 2016|Proposals|Comments Off on Decision Making for Proposals: What Would Have to be True?

Charging Hourly Rates for IP Expertise is Unethical

Hourly rates are unethical and pile all the risk on the client. Clients shouldn't demand hourly rates and consultants and experts should refuse to charge by the hour. I have provided Orals consulting and coaching to more than 500 government contractors for over 16 years. This experience is precisely why I have long advocated and [...]

By |March 2nd, 2016|Proposals|Comments Off on Charging Hourly Rates for IP Expertise is Unethical

The Extraordinary Value of Lofty Goals

A prospective client summed up his impression of my proposal to help him accelerate his revenue growth with the comment “It seems so lofty.” While I talked with him about concrete specifics, this comment—almost a criticism—has stayed with me. I’ve reflected on the question “What should a consultant or outside expert offer if not lofty [...]

By |February 23rd, 2016|Growth and Opportunity|Comments Off on The Extraordinary Value of Lofty Goals

Sell Never-Ending Success, Not Dead-End Pain Relief

I remember sales coaching from a decade ago when the big "aha" moment was to look your prospective client or customer in the eye and in a somber voice ask "What is keeping you up at night?" This was supposed to elicit their pain point, their big problem. You'd nod sagely and then assure them [...]

By |January 7th, 2016|Growth and Opportunity|Comments Off on Sell Never-Ending Success, Not Dead-End Pain Relief

“I Never Would Have Thought of That!” Yes You Would Have, If Only…

Every week a client exclaims to me “Susan, I never would have thought of that!” I believe that they would think of many more ideas IF ONLY… They were not immersed in the pressing needs of the current day They were able to toss the baggage of past false starts and poor results They had [...]

By |December 29th, 2015|Growth and Opportunity|Comments Off on “I Never Would Have Thought of That!” Yes You Would Have, If Only…