Relationships and Trust

  You often hear that “It’s not what you know but who you know.” There is some truth to this. It is human nature to favor people who are friends, who have helped you in the past, who are recommended by friends or by people you respect, etc. That is not to say that they […] Read more »

Relevance of R&R Case Today

The below article was published by MANA, the largest Sales Rep association in the country. It shares Professor Gary Naumann’s excellent treatise on the Relevance of the R&R, HBS case on its 30th anniversary. Regular readers of Agency Sales magazine know Harvard MBA Bob Reiss as a “super-rep” whose business successes were so innovative that […] Read more »

Dealing with International Suppliers

 Over the years I’ve outsourced many products to International Suppliers, mainly in Taiwan, Hong Kong, Jamaica, and China. I’ve met with many myths in dealing with them, such as they aren’t trustworthy, reliable, outsourcing is unpatriotic, etc. These attitudes discouraged many American Entrepreneurs from even trying to outsource in foreign countries despite the major benefits […] Read more »