Dr. Wiglaf's Top 6 List

A lighter look at the best ideas.... for 2012

“The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends on the unreasonable man.” George Bernard Shaw, Irish dramatist (1856 – 1950)

November 2012 Top 6

Success is the best revenge. If you don’t try, you know you won’t succeed. Failure may be unpleasant, but it is part of success. If it has never been done before, people will assume it can’t be done. Our job is to prove them wrong. “As for William Batten, the year after his audacious memo, […]


Fine. Life sucks and then you die. Get over it. Be happy. Do your work.

October 2012 Top 6

Any executive can blame a bad market environment for poor performance. Leaders don’t. Words are nice. Action is better. Either achieve or sit on the sidelines. The field of competitive battle is no place to just wait. Target charged forward. Apple launched the iPhone right before the Great Recession. Opportunities abound, if you have eyes […]


How do you know you have a bad (unprofitable) customer (also known as a leech)?

September 2012 Top 6

Look for one of these known telltale signs:  (Adapted from Denish Shah, V. Kumar, Yingge Qu, Sylia Chen,  (2012). “Unprofitable Cross-Buying: Evidence from Consumer and Business Markets.” Journal of Marketing: Vol. 76, No. 3, pp. 78-95.) They make excessive demands for customer service. The have higher rates of returns and credit defaults. Most of their […]


According to Young & Rubicam’s BAV measures, the four pillars of brand value are Knowledge, Relevance, Esteem, and Differentiation. On which of these is your firm underperforming?

August 2012 Top 6

Knowledgeable consumers armed with information from product reviews, existing customer’s opinions, and trial offers are eliminating asymmetric information between buyers and sellers found in the traditional markets and evolving into a segment of their own. “There is next to no evidence that corporate social responsibility (CSR) adds to a company’s bottom line”, Felix Oberholzer-Gee It […]


Mr. Leahy (Airbus CEO) said he was “shocked” by the magnitude of Boeing’s discounts but said they won’t stick. “They’ll try it for a while and decide they could make more money at 40% with higher pricing than at 50% with low pricing.”

June 2012 Top 6

Stop wasting sales reps time on admin. Don’t swallow the hype. A show about nothing may be a poor investment strategy. A firm in transition might be a winning investment strategy. Manage sales meetings to strategic intent. Detail and execution reigns when markets are obviously beautiful. Witness the 4G LTE evolution Define your sales strategy […]


“A lot of people think, if you do nothing, you will stay at zero. But the reality is, if you do nothing, you’ll be at a negative.” Ron Shaich, Founder and Chairman, Panera Bakery, 8 March 2011 in WSJ

May 2012 Top 6

“Insanity:  doing the same thing over and over and expecting different results.”  Unknown “The history of the productive apparatus … is a history of revolutions.  … [It] incessantly revolutionizes the economic structure from within, incessantly destroying the old one, incessantly creating a new one.”  Joseph A Schumpeter on The Process of Creative Destruction (1942). “There’ll […]


Giving up is living suicide. I choose life.

March 2012 Top 6

The responsibility for ensuring your customers care about your differential value is yours. The big picture in marketing today is that we have highly sophisticated customers who have vast quantities of information at their fingertips. You don’t fool smart customers by spinning falsehoods. We are all servants here. If you want to lead, serve. Customers […]