Throughout the summer, I have been working with clients dealing with similar business issues. The similarities reflect the commonalties and constraints many companies face in this very uncertain economy. While every company and industry is unique, these similarities provide useful principles that can be applied in many situations.
The consistent situation is this: an operational leader (typically sales, strategic planning or marketing) has committed to raising additional revenue using current resources and often no incremental budget. In many cases, the budgets have actually declined over the past several years. That leader does not wish to restructure the department or change key players. Executive management has little leeway as well, given the need to provide increasing revenue and profit numbers while facing nominal growth in their core business.
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