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The ACUMEN Blog

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Willing to Buy Coach

What follows in an excerpt from the book “The Willing to Buy Coach” which I co-authored with my friend and colleague Dan Schultheis who has convinced me of the importance of coaching in many walks of life. Our book, a follow-up to “Willing To Buy; A Questioning Framework for Effective Closing” will hit…

My “Defining Moment” as a Manager

At least once in every career each of us has a defining moment. It could be being fired, promoted to management or simply learning a new trade. In my case it may well have been the moment, more correctly hours and days I spent studying under Stanley M. Herman, coauthor…

Our Binary Workforce

“Either you are someone committed to making a difference in your workplace or you aren’t. It’s almost binary.  Are you a“1” or a “0”?“ Our Binary Workforce By Phil Perkins,  President and CEO, ACUMEN Corporation   Are you a“1” or a “0”?   You know I have come to the conclusion that there…

5 Ways Implementations Fail

5 Ways 5 Ways  Software Implementations Fail By Phil Perkins,  President and CEO, ACUMEN Corporation About this time last year I began writing an eBook I titled “Epic Fail; How Not to Implement your ERP System”. Having worked with companies during software implementation projects for many years I have become quite…

Your Inventory; Profit Center or Cost Center?

As a business focused on “inventory intensive” companies, we are constantly working with our clients to organize and optimize their inventory. Many of our clients are committed to very high service levels. Of course if you are a wholesale distributor and are dedicated to efficient order fulfilment for your customers,…

Executive Briefing – 2016-04-04

Do Wholesale Distributors Still Fear Disintermediation? By Phil Perkins President and CEO, ACUMEN Corporation In 2002 I had the opportunity to address a group of wholesale distribution business owners at a conference in Milwaukee. The subject of my talk was the move by many manufacturers to offer their products directly…

Inventory – Sales “Wonderlust”?

    Our webinar on April 19 will feature inventory planning with true scientific methodology, proven by clients in over 31 countries . Read the following EXECUTIVE BRIEFING from our President and CEO, Phil Perkins.  He’ll give you the link to registration at the bottom.  

The Sales Process as a Project

The Sales Process as a Project By Phil Perkins President and CEO, ACUMEN Corporation In 2015 my friend and colleague Dan Schultheis, a former IBM executive and management consultant, and I published a book called “Willing To Buy; A Questioning Framework for Effective Closing”. What follows is an excerpt from…

Milestones of 25 Years in Business

With this posting I’m officially kicking off our celebration of 25 years in business here at ACUMEN Corporation. Quite frankly I think I had lost track of the passage of that much time, given that the work is so fulfilling. From a personal standpoint I have had the pleasure of…

ERP by Any Other Name

I don’t know about you but I get awfully tired of the three letter acronyms you see every day on business web sites and marketing pieces. CRM, SFA, SBE, POS, EDI…ERP. How many of those to you recognize? Are the meanings clear? It’s as if marketing executives spend hours making…

The Lost Art of Listening

As a business owner I’m often required to interview candidates for positions in either our consulting group or our sales team. While I love meeting new people, I can’t say that running those interviews is one of my favorite responsibilities. Nonetheless over the years I have developed certain questions that…

Lessons in Problem Solving; David’s Rule

What follows is an excerpt from my book “Points of Productivity; Turning Corporate Pain to Gain”. A second edition comes out later this year. It tells the story of how I learned to live by David’s Rule. That being: “Leave them feeling positive and you’ve created a friend and partner.”…

Your CPA Firm Brings Additional Value

I’m proud to say that we have had the same outside tax accounting firm for all of our 25 years in business. During that period they have become extremely knowledgeable in our business practices, products and the nuances of our marketplace. It’s truly a luxury to have an advisor we…

Epic Fail – Chapter Four

Chapter Four – The Working Environment By Phillip G. Perkins, ACUMEN Corporation, President and CEO We’re going to spend a bit of time in this section talking about the working environment that helps prevent an Epic Fail situation. I have to warn you that this may be the shortest chapter…

EPIC FAIL – Chapter Three

    Chapter Three in an eBook titled EPIC FAIL By Phillip G. Perkins, ACUMEN Corporation, President and CEO I want to start this chapter by saying that I may have left the reader with the impression that business owners and senior managers take a cavalier attitude towards information systems. Let…

EPIC FAIL – Chapter Two

EPIC FAIL Chapter Two (Chapter Two in an eBook titled the same) By Phillip G. Perkins, ACUMEN Corporation, President and CEO  I’m going to start of this chapter of Epic Fail with an excerpt from my 2003 book “Points of Productivity; Turning Corporate Pain to Gain”. I know that may seem…

EPIC FAIL – Chapter One

EPIC FAIL How NOT to implement your ERP system; Chapter One (Chapter One in an eBook titled the same) By Phillip G. Perkins, ACUMEN Corporation, President and CEO        As I was conceiving an appropriate title for this eBook I necessarily had to recall hearing about those big, bad implementation failures…

Phil Perkins – co-authors a new book

A recommended read … Willing To Buy – A Questioning Framework for Effective Closing Excerpt by Phil Perkins, ACUMEN Corporation President These days every hour of your work day is precious.  You have to spend time on those activities that deliver quantifiable results.  In this highly competitive environment you need to…

Cloud vs. Hosted Software Options

  Many of our clients are in a quandary when considering cloud applications as opposed to self maintained or third party hosted ERP solutions. I can certainly understand why, given the amount of press the “new” cloud option is getting. Time to take a serious and hopefully impartial look at…