CHAPTER 13  

Blueprinting Optimization

Even if you’re on the right track, you willget run over if you just sit there.—Will Rogers

“The reason I’m calling,” said the entrepreneur CEO, “is because we’ve run into a problem in the last few years, and I’m running out of ideas. We’ve been in business about two decades and have enjoyed fast growth. We provide services to other businesses, so we are in the B2B market.

“My leaders and I attended one of your speeches on the East Coast about 15 years ago. We worked hard to put in place many of the Readiness concepts and principles you presented. Those ideas helped kick-start our business, and we grew quickly for a long time. Sales and success were almost easy.”

He continued, “However, recently, sales ...

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