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Achieving ‘Predictable Success’ (book review) by @justinroffmarsh

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Reposted with permission.

I have a few long-term clients who I love dearly but who are painfully difficult to work with!

The problem is that they are creative entrepreneurs, brilliant at starting businesses – and launching new initiatives within existing ones – but challenged when it comes to building sustainable and scalablemachines.

Because our expertise is the inverse of theirs you’d think we’d work together fabulously well.  But, more often than not, we don’t!

It’s not that we don’t appreciate the synergy. We do.

It’s not that we don’t both want the same outcomes. We do.

And it’s definitely not a personality thing – over the last 10 years a few of these individuals have become close personal friends of mine.

The issue (I’m starting to realize after reading Predictable Success) is that businesses must undergo a series of metamorphoses as they grow. Now, the thing is that these metamorphoses are tadpole-to-frogchanges (material, not superficial).

And these changes require that entrepreneurs and their management teams have an exhaustive understanding of the life-cycle of an organization – as well as a tolerance for the collateral damage that inevitably accompanies each of these transformations.

In our case, at least, this exhaustive understanding has been lacking. Fortunately, however, it’s the subject of this new book.

Les McKeown’s Predictable Success presents a model for the lifecycle of the organization.

Predictable Success Model

The interview is here.

Original post at: http://www.salesprocessengineering.net/2011/07/27/achieving-predictable-success-book-review/ 

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Written by marcpalud

October 5, 2011 at 9:36 pm

Posted in Ace Of Sales

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