Ed Snowden

Why Choose Strategic Partnership? There is ample evidence available that Strategic Partnerships create better results over a longer period of time. I'm referring to results for both parties, not just one of the parties.  Strategic Partnerships adapt to market changes, embrace innovation and reject stagnation. Continuous pursuit of excellence is essential for both parties. A frequently used description of a Strategic Partnership is often expressed in an equation:  1+1=3.  Essential...

Way back in 1996, I was functioning the capacity of Vice President of Integrated Service for a large hospitality company – a position designed to grow new service offerings for hospitals. In a meeting with the COO, one of our premier clients, he said to me, "Ed I can no longer afford to work in a "management fee-for-service" arrangement. I need a partner that I can't live without and makes me and my organization better for the long term." My first reaction was fear.  Was he warning me that...

In the book ATOMIC HABITS, the author James Clear says that companies and people do not rise to the level of their goals, but rather they fall to the levels of their systems. I for one agree with his statement, which certainly includes the sales and retention teams in most organizations. For this article, I’m going to focus on the sales organization. So, what do systems do for us?  Systems provide a consistent support structure for processes and pathways. Actively working the system offers...