I was recently reading “The Goal” by Eliyahu Goldratt, a book that challenges conventional thinking in business operations and decision-making. One particular idea stuck with me: organizations often focus on local efficiencies while missing the bigger picture—sustainable growth. It took me back a few years to a conversation with the CEO of a leading commercial […]
For many companies operating in mature industries, the relentless battle of price competition feels like a never-ending game. Margins tighten, competitors undercut, and products—once innovative—start blending into the sea of sameness. This was the reality faced by one of the most contemporary and competitive mills in the region, a business known for its scale and […]
Last month, at the Gulf Food Manufacturing exhibition in Dubai, I joined a packed panel discussion on the future of consumer-packaged goods (CPG). Amid the buzz, one statement resonated deeply with the room: “We’ve perfected our distribution for yesterday’s market. But Gen Z isn’t buying like their parents did, and our channels haven’t caught up.” This wasn’t […]
Last year, I sat down for a coffee with the newly appointed CEO of a well-established manufacturing company in Riyadh. Having previously known him from his previous role at another organization, it was clear from the outset that he was someone who truly understood the pulse of the market. His insightful words stuck with me: “We’ve […]
Ensuring your business’ survival, let alone its development, has been no easy feat. It’s likely that many businesses like yours have had to make some tough decisions to stay afloat. As you look to the future, you’ll have many decisions to make regarding your business development. There’s no doubt that some of the major economic […]
Companies are being forced to adjust their business models and adapt to the new market reality as a result of digital transformation. What's remarkable about this is that the transformation isn’t driven by businesses, but rather it’s directed by the customer. The internet gave customers access to relevant information at any time, anywhere, and in […]
Account management-based companies have always valued the importance of client categorization and evaluation; however, determining the optimal way to do that remains evasive. Technology is overtaking the account management sales world; thus, more companies are relying on automating business processes. While the use of technology is no longer viewed as an accelerator, rather as a […]
Think of it like ISO for your Sales and Selling Like a factory, the more we can systemize, standardize, and document the easier we can scale things up. Such efforts has started long ago in the 1900s to make factories more efficient. In the 1980s the concept of ‘Lean’ – making processes to flow […]
“If only I could find good salespeople, I’m sure my sales would have grew significantly.” This is what I keep on hearing throughout my meetings with Owners, CEOs, General Managers, and HR Directors. They are always overwhelmed and clouded with many excuses such as: “we can’t afford to hire fresh graduates and train them […]
Every time two business leaders, entrepreneurs or CEOs meet together, the subject of “what shall we do in such stagnant market, and the continuous underlying economical and political factors” take over their conversation. Some people follow the school which believes that, in such times, it is best to reduce cost, while others argue that it is best […]