So how do you develop relationships with your customers – or what I call “conduits of connectivity?” There’s an old management theory which was propagated back in the 1970s called “management by walking about,” or “MBWA.” The idea there was that, as you walked around the...

Statistics show us that organizations that have the discipline to really understand their market space and their customers have a significantly higher success rate than companies that focus on risk management. So – forgive the sports analogy – but here it is: the difference between...