It seem as though every agency, advisory and branch in the country has gone beyond lean to the point of becoming anorexic. Still, we must compete, so we continue to look for an edge. But where is the real value?
The only real sustainable advantage has always been through people. But, working with people has always been qualitative (messy) and not easily quantitative (cut and dry), so resources have traditionally gone to quantitative areas.
Now, because we've cut back so much, the question in front of us is: Can an anorexic organization really compete? We say Yes. And, we know exactly how you can do it – by learning about people. By teaching your staff and producers how to be far more effective in their dealing with other people. If business relationships are your most valuable asset, how much do your people know about building and nurturing those relationships? Our experience is, far too few people know about people.
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