Regular readers will know that I stress certain keys to success. They are to do what you say you will do, do it at the price you agreed to and deliver on time. All of us experience time pressures and can easily allow commitments and projects to slip. Then, we either deliver them late or go back to the customer and ask for more money or time to complete the work. What we failed to understand about the project cost the customer more than it should have.

“Adam” worked for a family manufacturing business. Recently Adam was given the responsibility for purchasing. Because the business was small, he also had other responsibilities.  The manufacturing process used a lot of different types of materials. Sales people were always calling on him, absorbing a lot of his time, and returning little benefit. He asked me for help to improve the process.

Someone asked if they should require background checks on prospective employees. My short answer was that background checks are important if you value honesty and reliability. When you can validate a person’s past because you know them well, a background check may not serve a good purpose. Other times, you need the services of an outside vender.

I share with clients that a decision requires a yes, no, or I need more information. Once that point passes, you reach an awkward stage in which you are afraid to push forward and the other person is hesitant to commit.  When I reach this stage, I outline the choices and ask, “What do you want to do?” Then, I wait for an answer.

The silence creates an environment where the other person feels increasingly pressured to speak. This tends to get you an answer. If the response is non-committal ask, “Given those options, what do you want to do?”

Dynamic pricing is the practice of setting price based on demand at a given time rather then using set pricing for every transaction.  Some golf courses have started to use dynamic pricing.  They charge different prices for tee times based on demand. Peak demand times like holidays, weekends, and good weather seasons, may be higher. The price goes down when business is slower as a way to encourage more customers to come. The goal is to match pricing to demand as a way to even out the number of people playing golf. During busy times they can’t add tee times. However, when a course has tee times with no golfers; that time is lost permanently.