Dave Brock

Dave Brock is the founder of Partners in EXCELLENCE, a consulting and services company helping to improve the effectiveness of business professionals with strategy development, organizational planning, and implementation. Dave has spent his career working for and with high performance organizations, ranging from the Fortune 25 to startups, including companies such as IBM, HP, Nokia, AT&T, Microsoft, General Electric, and many, many more. The work Dave does with business strategies is closely tied to personal effectiveness of the people in the organization. As a result, Dave is deeply involved in the development of a number of training and coaching programs.

Latest

Are You Answering the Right Question?

Are you asking the right questions? Are you probing, reframing, even challenging to make sure you understand what they really are saying—even going beyond the words they use?

Teaching Our Customers to Sell

“Selling,” internally, is critical to people getting things done and moving their initiatives, strategies, programs forward. Within organizations, there’s always selling going between people and groups, but people don’t tend to think of it that way.

How to Ruin a Great Customer Experience

It seems really ironic that organizations can take a great customer experience and convert it to an awful experience just by asking you about your customer experience. I wonder who talks to the customer experience experts to tell them about the experiences they create?

“Dear Occupant or Current Resident…” More Horrible Prospecting

I’ve decided to write a periodic series about bad prospecting letters. This series, will focus on bad prospecting letters from people who should know better.

Beating Lower Priced Competitors

Until we understand what customers value, we have no way of presenting the value of our solutions or no way to create differentiated value. Until we determine what customers value, we have no context in which to create or build value.

If We Make It About Price, We Force the Customer to Make It About Price

This post should be filed under the “I’m not creative enough to make these stories up.” A close friend is VP of Procurement for a very large multinational. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed.

The Devil is in the Details

I suppose it’s human nature not to look at details. If I look at the pace of business and life, the workloads each of us have, it’s easy to gloss over things.

If You Aren’t Building Value, Someone Else Is!

Customers don’t buy products (even though that’s what’s on the PO). They buy value. They buy the greatest value that’s created for the investment they are making. They are buying both what they’ve experienced in value creation and what they expect over the relationship.

QoS: Quality of Service

In the old days of land lines, telecommunications providers were very concerned about QoS. Broadly, that meant crystal clear calls, connected 100% of the time and never dropped.

Learning to Teach

I’ve been writing about “teaching our customers” these days. Too often, what I see of teaching is a more advanced form of a pitch.