MadPipe

ENTEPRISE CONSULTING | RELENTLESS PURSUIT OF REVENUE MadPipe is the consulting practice of Asher Black, a fractional executive with decades of experience in business development & sales, information technology, corporate storytelling, & enterprise education. REVENUE: It's one thing to have salespeople, another to build a sales engine. Maybe everything should change: product, pricing, packaging, & the entire delivery process. Does the courage exist to do that, if it means you win? FINANCE & PROFITABILITY: Tough answers, tough decisions. Let's make 'em. Profit is not the only cause, but without it, there is no cause. We might have to break hearts, but we can make new ones. There is no sacred cow if the pasture dries up. ACCOUNT MANAGEMENT: We do business with those we know, like, & trust (KLT). But those things fade if we don't connect, hang out, & press the flesh. You don't want to hand over the relationships. You want a virtual wingman to keep them warm. LEADERSHIP DEVELOPMENT: Your bar's not too high; it's too low. Put junior staff in 'military' school. You want strategic mindsets, a performance culture, mandates & outcomes, not heads-down tasks. & remember: it's you too. No passing the buck. DIGITAL ECOLOGY: Deep down, those who should use A.I. to the fullest worry it'll expose gaps in their excellence & even replace them. It will. But replacing the part of your job a machine can do makes you MORE valuable, not less. BRAND STORY: I want to 'Don Draper' your "Lucky Strikes". The lesson of Mad Men is one thing: if you're not selling, you're telling the wrong story. Question the premise, internally & externally. It's not verbiage; it's DNA. CULTURE CHANGE: Deep down, no one loves change. Spencer Johnson's change management book, Who Moved My Cheese?, says we're mice. What we are is apes, and apes don't like things messing with our habitat. Just ask Jane Goodall. But, like all apes, we can learn & adapt. Ask Darwin.