Blog | Start-ups

Career Advice 101 – Observations looking back over many years

September 14, 2017

When I was in my twenties and thirties, I didn’t have a career plan. Even though IBM invested heavily in employee development, I never took career planning seriously and unlike many of my peers, I never aspired to become a CEO or senior executive. I didn’t know what I wanted to do and worse, I stubbornly didn’t believe anyone could predict their future so why spend energy trying to plan it. As a result, my career journey can best be described as serendipitous versus strategic.

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What is the real cost of recruiting?

May 18, 2017

I work with early stage software companies ranging from those with only a few dozen employees to those with a few hundred. Each will say that they are part of the talent war and are struggling to find qualified employees to fuel their growth. Yet, most companies have not quantified the cost of recruiting, the cost of attrition and the cost of making a bad hire. They all know these costs are real but most do not adequately bake them into their business plan or alternatively allocate an expense and resource plan to avoid these costs. Like any other business problem, if you do not appoint a business owner; develop strategy and tactics; allocate a budget and resources; and measure and review results; then the chance of resolving the problem is low.

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Why aren’t there more women in high tech sales?

February 8, 2017

A collaborative post from Shann McGrail and Pete Smith

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Why Do We Hate (our own) Sales People (Part III)

January 10, 2017

I received the following comment from David Field about my last post: "Another good article, but with so much feedback on part 1 in relation to 'some of it is deserved' it would be great to see some pointers on why the top ten things that make delivery hate sales have to be done, or how they could be done differently."

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Why do we hate (our own) sales people - Part II

December 13, 2016

In the four months since I posted the article “Why do we hate (our own) sales people?”, I have been overwhelmed by response of the number of people who have read it, liked it, added their comments to the conversation and shared it with their networks. To each and every one of you: Thank you, I am flattered.

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Where is the line? - the ethics of social media content creation.

September 7, 2016

I was approached by a young intern for some advice. He had been asked by a manager in his company to research a topic and write a blog for the manager so that the manager could post it to their LinkedIn profile as their own work, with no accreditation to the intern as the author. I was being asked my opinion of the ethics of this and whether he should do it.

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