Value
“when the customer understands and admits the potential problems and risks in their decision and then recognize how you help eliminate those problems and reduce those risks”

Success
“great culture and adequate strategy will beat teams with great strategy and adequate culture”

Strategy
“not what’s in a book – is where you invest your time and your cash”

Leadership
“act like a sports coach: inspire, focus on the right things, disciplined and improving, people feel special”

Buying
“whoever develops the most trust and educates best wins more than their fair share”

Competitive Advantage
“differentiation beyond the expected and helping your customer and their customers succeed”

Communications
“follow the 3 P’s: demonstrate the pain, promise the solution and prove the solution works”

Sales
“act like a doctor building trust and educating: ask, assure and appreciate”

Marketing
“determine and implement optimal investments leveraging relative competitive capability  to customer needs”

Financial
“business safety is like a car: must have comprehensive dashboards – not just balance sheet and income statement”

Sustainable Business
“all core constituencies must be essentially equally satisfied: vendors, shareholders, employees, value chain, customers”

World Class
Reliable… for customers and value chain externally
Organized… disciplined and improving internally
Appreciative… respectful and thankful internally and externally
Results… specific goals determined, measured and modified as needed