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The end of an era …

ByRon Wilder

Amazing. Even Siebel, who outlasted the big ERP players for years, has fallen — “Oracle to buy Siebel in $5.85 bln deal – Yahoo! News” Oracle to buy Siebel in $5.85 bln deal – Yahoo! News. The interesting question is what does this say about the market for enterprise software. It seems to me that most of Siebel's struggles are self-inflicted execution and organizational challenges. However, with new models like Salesforce.com taking off, how big can the market really be for standalone conventional enterprise software?

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End of the billable hour?

ByRon Wilder

Most corporate legal work is based on a business model of the billable hour.  This model creates huge incentive problems for clients and attorneys.    The client wants to minimize hours and the attorney wants to maximize hours.   The billable hour model also creates incentive problems inside law firms as attorneys may hoard work that they should…

The 100% Commission Mindset

ByRon Wilder

As leaders, how do we create customer-focus throughout our organization? It is often easy to get distracted by internal issues and forget the customer. A recent experience suggests that perhaps our mindset needs to shift to what I call the “100% Commission Mindset” to encourage more customer-focused thinking and behavior. I recently led a multi-day…

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“Trust Me”: The Modern-day Equivalent of “Theirs not to reason why, Theirs but to do & die”

ByRon Wilder

When I was a kid, I loved to watch reruns of The Little Rascals.  In my favorite episode, “Two Too Young,” Alfalfa must recite the famous poem, The Charge of the Light Brigade.   In this poem, Lord Tennyson memorializes the disastrous and suicidal charge of a British light cavalry brigade during the Crimean War. In…

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The Power of the Well-Orchestrated Existential Crisis

ByRon Wilder

Why are we here? Why do we exist? These are the questions of the existential crisis. Many people and organizations avoid these questions because they can be scary to confront. We fear spiraling into despair, lack of meaning, or irrelevance. It is much more comfortable to cruise along in the status quo, oblivious to these…

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Please, Please Stop Talking About Vision

ByRon Wilder

What is the problem with vision? Consider these words of wisdom from two famous kings:   “Where there is no vision, the people perish.” – King Solomon (Proverbs 29:18) “A little less conversation, a little more action please — All this aggravation ain't satisfactioning me.”   – The King of Rock & Roll, Elvis Presley If you’ve ever…

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