Tag Archives: Business

Jan 20, Tuesday: Beautiful Moment

Many years ago, I launched my first business. Little did I know or realise, that would be the start of some sort of an internal shift in me.

Starting a business is not as tough as most make it to be, making it work and getting sales in is the tricky aspect!

I am glad to have seen the ups and downs of many. This is the year I decide between being my own boss and choosing the safety to money etc- it’s weird how some decisions are still run by a body clock and an instinct to adopt/ foster/ give birth, eh?

Or in my case, travel loads and not worry about anything 😉

Big year ahead- exciting times and I am so glad I have the memories and experiences that I do.

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Nov 11 Monday: Gratitude

Rest:
There is something nice about spending some time lounging on the couch- I am so glad I got some time the past few days to just chill!

Business:
I love having the business brain I have- I am glad work is going well and constantly growing! I love business and I am very lucky to be doing what I am doing.

Passion:
I get very passionate about things I care about and that feeling inside yourself that you feel when you are truly passionate about something is very very very special.

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Cuppa tea…

Sometimes, all it takes is a cuppa tea to know all is well!

For the first time, since we decided to stop being business partners earlier this year, Ryan and I caught up- we didn’t really discuss work, we didn’t really discuss anything business, we did discuss the global markets, we did discuss the local economy, we did talk of common friends, I slagged him for some stuff, he slagged me about Red (which I ended up telling him without realising that he didn’t know- darn!!) and basically, we did what mates do- hang out!

i will laugh at uYup, at the end of the day, we both know, if nothing else- we will always have some stuff to slag each other about! Here’s to the new chapter in our friendship- I am very excited and looking forward to it 🙂 Even if the new chapter implies I can’t tell him anything confidential anymore as he can keep nothing from Tigger and well, I don’t like that- I prefer to tell her myself if I want her to know, especially the secrets. Ah well, new chapter!

(This may just be what they call maturity!)

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Brilliant business discussion!

The image below captures it all really- I wish I could recall the article I shot this from to credit it- however, this is the best discussion to capture the importance of a good team.

Today, being the day of entrepreneur awards, I am reminded of the lesson yet again! So go on you business owners, managers and everyone else in power, surround yourself with a good team.

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And this captures my thinking very well!

The other day, I was discussing the situation of my past company and why I left ‘cos I had no faith in certain members of the team. When I read #4 on this post about firing, I feel I made the right decision- I couldn’t fire the person so I jumped ship as I didn’t believe in the organisation.

Today, I feel good about that decision. I don’t really need the external validation but every so often, it feels good.

Let’s help the company find the people who fit the roles correctly and let those people find their niche ‘cos not everyone can do everything right! So go ahead, fire that person. You could be doing them the biggest favour ever!

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Partly a guy!

A part of me IS definitely a guy! I absolute dislike/ hate/ abhor playing games!

The game I do play is BUSINESS! 🙂 Now that’s a game worth playing…

And even though a part of me has taken a knock right now- I know I was a second class citizen in paradise and am trying to be a queen in a world I don’t want (Plan B may need to be activated a lot quicker than I had realised!), I know I am a happier person and making the right decision for my soul.

Spent an hour talking to a girl I used to manage in the previous role and it made me cry- it hurt. She was SO unhappy, she felt she wanted to leave and move on and she knew the only reason she was staying was convenience and financial and not ‘cos she loved it- she identified the 3 people she really disliked, she blamed the big boss and she blamed me for leaving. She told me things that have worked out practically exactly the way I expected them to, she told me incidents that made my blood boil, she told me how unhappy the environment was and I felt terrible. But a part of me is happy- happy to see the dude I worked with struggle, happy to see him want to discuss a few things with me, happy to see the organisation having problems, happy the old team still come to me to discuss their ideas and options, happy to know that I made the best decision for me. (Told you, I love the game of business and I am a lot like a guy!)

Personally, I feel terrible- it’s sad that one person’s leaving can affect the office so badly, sad to realise that people have been allowed to grow their egos so much that they don’t feel the need to perform, sad to see that a guy with so much potential is making such silly mistakes, sad to know I have to be a spectator with the perfect ringside seats and may never get a chance to get in and referee it again.

The past week has taken a knock on my system- on one hand, there have been some massive positives- some amazing friends, some amazing moments, some amazing realisations and on the other, some very upsetting downsides- some things that have really knocked my faith in myself, some things that have really made me rethink a lot of things again and I am once again realising that the road ahead is still very trying. Thank God 2012 is gonna be awesome!

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Dreams for 2012

I have been meaning to write down all I want to achieve this year: here are some images!

1. The BIGGEST decision of my life potentially but one that makes me excited, tingly and happy 🙂

2. I know I look good but there is something about feeling good- inside and out. I have ignored yoga and my body for ages but this year, I want it to change. It is not just about turning heads when I walk in about doing a double-take everytime I catch a glimpse of me in the mirror! Too vain, perhaps but it’s what I want for me.

3. My blog name says it, my very ethos is about it and I really miss it. I cannot wait to go on a new adventure. I am hoping I don’t have too long a wait.

4. What’s the point of owning a beautiful car like mine if I don’t take it for an adventure- bring on summer, hood down, foot on accelerator and just a weekend of giggles, photography, chats, fun- boyfriend optional 😉 Well, to make it that bit more special, it would be nice to go with him!

5. Goes back to #1. When I start earning, I can start saving. It’s a vicious circle.

6. With the changes coming my way, with the roller-coaster I have been through in the past few months, with the decisions I have made in the past few years, I have forgotten myself- my values have remained, I have adapted but I have not always been honest to myself- this year, I find myself again.

Honestly, I am not even sure what this means but it sounds AWESOME and so I am somehow gonna define it this year for myself and make it happen!

And when I find myself, define magic for myself, I can be who I want to be- again. It is time to reinvent myself.

7. Have fun, live life, be happy

So what if this is my last moment on earth- as I have said, I would rather die doing something fun and memorable than sick and bored…

Part of finding myself is to accept myself too!

This means finding a different type of strength, maybe not so unladylike though:

AND confidence- the confidence to be me!

And now that I have begun the process of finding inner peace, I hope to always

8. While finding my new strengths, I shouldn’t forget the old ones in my life:

I am SO SO SO SO SO lucky to have the people I have in my life- thank you! If I am cranky, if I am tired, if I am insufferable over the next while- forgive me and keep giving me the strength!

And why wait to find a mistletoe… 😉

A hard call- I do know this is always tough to judge and very intangible but I really hope to achieve it the best I can:

9. Something small, something materialistic and something that makes me smile: I am going to own my own Loubotins by the end of 2012!

10. A full bar to me symbolises friends coming in, good times, the ability to afford the finer things and a sign of laughs and memories that have been shared and that will be created 🙂

And no point of drink, without some food, esp exotic food- nom nom nom!

11. I also want to read more, write more, see more plays, have more laughs, explore more and just let the year be the year of awesome!

2012: the year of living, the year of dreams and the year of living my dreams! 🙂

So…

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Businessmen are politicians too

If the past few weeks have taught me anything, it is that politics is a part of our lives more than we realise.

There is politics everywhere- whether it is the politics of sucking up to a boss, the politics of smiling when angry, the politics of being seen to do the right thing, the politics of being at the right event, the politics of living- no matter where one is, we are surrounded by a certain politic!

And often I have wondered why certain competitions care about who we are, who we hang out with, who we date, who we share houses with, where we live, where we went to school, what have we faced in our lives, what we need to more etc etc etc and realised that it is primarily because if you are a leader/ if you are in the public eye, no matter whether you are a public servant or not, you have certain responsibilities and you have to adhere to them!

Ah well, lesson learnt, I just need to be more careful, esp in Ireland, where the business community is small and I stand out for being different… So much for thinking I could be the first generation in years to stay away from politics!

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Glass Ceiling

Tonight, after ages, I had a fabulously long chat with Tigger. I miss her. And it’s at times like these that I truly thank technology- out of my 5 closest friends, only 1 is in Ireland- Ryan. All the others live in different parts of the world and yes, I have some extremely close friends in Ireland, these 5 are in a league of their own, it’s just different.

So anyway, while talking to Tigger, she mentioned how a b!tch was bullying her at work and telling her she was no good (now, seriously, if I could afford her- I would snap her and have her on my books so darn quick that the very thought that someone would think she is not good at what she does is mind-boggling) and how she should not have been hired at all.

It got me thinking… I have been in scenarios where I have had managers/ bosses/ peers put me down too. However, every time it was about my ability to perform, it usually came from the females- the ones who outwardly were all sugary sweet and all for women’s equality but in reality about stabbing the back and making sure they stood out and were recognised for breaking the glass ceiling…

Some years ago, I had read somewhere the glass ceiling was a phenomena that the women invented- sometimes I wonder if we have too much time on our hands to come up with such terms! The men were too used to it being an all-male club and all that but somehow I suspect, they were not completely averse to a set of nice looking legs joining their meetings- it took some adjusting but was it worth all the hoopla that continues today? Is the glass ceiling something that is really there or something we have dreamt up?

I mean, is it a bit like racism? I am always asked if I found it tough to become friendly with the Irish or if I ever felt discriminated against etc. I think if I went analysing everything, maybe yes I was treated differently ‘cos I am different (duh) or ‘cos there was a form of bias but I believe if you don’t look for it, there is none to be found. If I came here with the mindset expecting people to treat me differently, I would have probably been treated that way. But instead, today I run a fabulous young company with great promise, I am surrounded by an excellent set of friends (pity they are not closer to me- I do miss the occasional coffee) and I don’t ever feel I have been mistreated because I am darker, prettier, browner, more exotic looking or whatever else people want to think.

Yes, being a woman in the management world has its disadvantages- we are emotional, we think differently but you know what, those very things are our advantages too- we can deal with negotiations better, we can shed some interesting perspectives and we can help a team avoid groupthink- so there. I wish more people would judge talent for what it is, forget the gender, forget their biases and let the world get on in its natural state- ie, by letting the fittest survive- be it man or woman.

I think Buck Rodgers captures my thoughts very succinctly:

“There are countless ways of attaining greatness, but any road to reaching one's maximum 
potential must be built on a bedrock of respect for the individual, a commitment to excellence, and a rejection of mediocrity.” 

The goal may not always be about attaining greatness but I suspect if you are talented, you manage to gather it along the journey.

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The Meaning of Success

The past few days the idea of Success has really been playing around in my head. And I came across the 4Cs to Success from an individual’s perspective (Thank you Forbes magazine):

Clarity – Clarity of purpose and direction is fundamental to your career and life success. Success begins with a clear picture of how you define it, create a powerful mental image of your success.

Commitment – It’s simple. Success is all up to you, and me, and anyone else who wants it. We all have to commit to taking personal responsibility for our own success. I am the only one who can make me a success. You are the only one who can make you a success. Stuff happens, so choose to respond positively.

Confidence – If you believe in yourself and your success, you are likely find ways to make that belief come true. Surround yourself with positive people.

Competence – There are four key competencies that will help you become a career and life success:

  1. You have to be able to create positive personal impact.
  2. You have to be become an outstanding performer.
  3. You have to be a dynamic communicator – in conversation, writing and presentations.
  4. You have to build and maintain strong relationships with the people in your life.

From a business perspective, I truly believe that Customer Intimacy as mentioned previously too, is one of the key offerings any successful organisation needs to provide. I was highly impressed initially by the work done by an Indian travel agency– I needed to amend a ticket and they called me less than 24 hours after me sending them an email but they completely dropped the ball by not following up correctly. If they had proper systems within their organisation, they could have made a customer for life out of me and hence, my associates. Similarly, in my industry, the main advantage is not in Product Leadership but in our Operational Excellence- how quickly can I turn things around and have it done- the Customer Intimacy is the cherry on the top but it is also the things that clinches the final deal in my mind! So maybe from an organisational growth perspective, we need to ensure customers feel they got that extra mile!

And to get that organisational success, we need people with that inidividual drive and passion to form that high-performing team. And I think part of that comes from surrounding yourself with people who:

  • think similarly to you, yet challenge your ideas and beliefs
  • understand where you are coming from, yet bring a different perspective to the table
  • feel the instinct in their gut, yet question the instinct in your gut
  • do what needs to be done, yet know when it’s not the right thing and should have the conviction to correct you when you are doing something wrong

On that note, I was reading an article that said everyone is the average of the 5 people they spend most of their time with (I bloody rock then ‘cos the 5 people I spend most time with are bloody amazing!) and so does that mean that the ideal team should just be an extension of those 5 people or similar to those 5 people… I truly wonder…. One thing is for sure, never go against the values- self and organisational- the result is usually not too pretty.

And so I am off to the dreamland to quantify the meaning of success to myself.

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Lessons Revisited

After a period of 27 months, I am back in the driving seat, managing projects, leading staff and doing what I love doing the most- helping companies grow.

The last 6 weeks or so have been especially eventful with the way I was thrown into the deep end at a very stage of the project, without the appropriate resources and though some of the mistakes/ problems we faced were very similar to the basic issues I have dealt with in the past, it’s been interesting doing it again and just as a reminder to me and to all of you out there running projects, managing companies or just getting stuck in the same rigmarole, take a moment to think on how it can be improved.

Things I am definitely going to try and bear in mind in the future:

  • Assumptions!
    • I assumed that a person with the title “Senior Manager” behaved as one.
    • I assumed that when I delegated work, it would be done.
    • I assumed that everyone would have that quality called “common sense”.
    • I assumed everyone is doing the job because they care and though I don’t expect the same level of dedication and passion as myself, I expect some.
    • I assumed that if someone told me that they understood my instructions, they meant it.
    • I assumed- BIG MISTAKE.
  • Presumptions…
    • Very similar to the Assumptions list but OMG! everyone presumes too much, too little, too incorrectly, too foolishly, too… (shh, politically incorrect but true)… stupidly!
    • Presuming that all my assumptions were right- hehehehe
    • Presuming I had the energy I used to have- not taking into account the lack of break for the last 14 months.
  • Communication- the very key to a successful project
    • Whether it was between senior management, or the middle level management and senior management, or amongst departments, there was A LOT of information not communicated
    • I was reminded of the big kick-ass event I had hosted some 9 years ago- despite the fatigue, despite the stress, despite the issues, the core team met every morning and every night to check in and make sure everyone knew the whole story and you know what, it went seamlessly, from the outside!
  • Planning… yeah, I know, I harp on and on about this point
    • Every successful project needs to be planned down to the very second
    • Do we have 2 shifts?
    • Who finishes when?
    • Who is responsible for what?
    • What is the back-up plan?
    • Who are the key players and how can we ensure their tacit knowledge is codified?
    • What will the process be?
    • Who makes the final decision?
    • Who works weekends? Who doesn’t work weekends?
    • Who gets time off?
    • What is the X policy?
    • Who pulls up people for their mistakes?
    • Is everyone singing from the same hymn sheet? And if not, then why not and how can that be changed?
  • Surprises!
    • This is when they need to be avoided.
    • They can be a surprise to everyone else perhaps BUT not to the management- every surprise should actually be pre-planned.
    • Everything should have a plan, a structure, someone responsible and everything should be accountable.

That’s my top 5- I have a niggling feeling I am overlooking something so there may be part 2 yet! Here’s hoping I can deal with these things better in the future.

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Hope…

…that someday I do NOT end up on a list like this!

Funny that, articles that tell you how to be an ideal boss or how to become a manager, they seem to refer to ethics/ following the truth or whatever else you wanna call it, but how many of us really do? How is it measured?

And I mean, I know business schools teach their managers a course in ethics but how relevant is it when they are actually working? How many of them follow it? What about those who have never been through that course?

I am entitling this Hope because I have Hope in myself and my fellow managers across the globe to do what’s right and not end up on a list like the one above- greed is one of the seven sins!

On a bit of a sidenote, I love this article– what do YOU have- a job, a profession, a career, a passion?!!

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Some Amazing Advice

Over the last 2-3 days, I have been VERY lucky to have had some amazing conversations, met some really cool people and learnt some sound advice, especially on what to bear in mind when in a startup.

The 2 people whose advice I am capturing below are some amazing individuals:

  • BM: A venture capitalist specialising in technology startups. Best known for his/ his company’s involvement in eBay and Bebo and for missing out on Skype.
  • SM: A very out-there sort of a guy whose passion lies in connecting culture and businesses together. He now heads a non-for-profit organisation to bridge the gap between the 2 sides.

Both of them are amazing people and have some awesome ideas, thoughts and experiences, some of the key points are captured below:

  • Know when to replace the entrepreneur with a CEO
  • Have a clear exit strategy- i.e. go public or sell- have a timeline in place
  • Know your cash flow- on a daily basis
  • Have an amazing board that are not involved everyday
  • Let there be NO surprises
  • Have a strong understanding of the different stakeholders and create the organisational identity based on that
  • Collaborate, don’t compete
  • Constantly be aware of the changing landscape around you

On a completely unrelated note, I met up with TS last night and we have both agreed that the timing sucks for us- with him being out of the country so much, and me being out of the city as much and us being together so little but to continue spending time together and hanging out and seeing how it goes. I am absolutely delighted. The others are still on the scene and this party of 4 is certainly very interesting but I am having a great time… Either which way, I hope TS and I can overcome these obstacles because he is still leading my a long shot!

Enjoy the weekend folks- if you are in Ireland, do head towards Dun Laoghaire for the brilliant festival of food, music and good times! Maybe I’ll bump into you there- hopefully the weather will hold!

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Filed under Culture, Dating, Management, My Day

All about me

So I was reading a very interesting article and I have to admit, I do qualify as a geek and I have been a proud one at that for AGES!

Very often, I have been told I can be persuasive and should consider sales though I have always balked at the idea- ugh, that’s so not my thing! However, I had a Eureka moment today when I came across an article that helps me understand why most geeks are so good at persuasion. And it all comes down to the simple ingredient- PASSION. Is everyone with a passion with a geek? Does this mean I can only ever be with a geek (becos lack of passion is VERY much a deal-breaker for me!)… well, theory says they are better in bed and I am beginning to see merit in that one, though that’s not for this forum now, is it? ;). Maybe companies should hire geeks for salespeople?

So my geeky side converged with wannabe-healthy side and I went to do an ayurvedic test and my results (copied below) are somewhat scary! Seriously, I could become close-minded to change and could blame others- that’s so not acceptable, even if it’s me!! Oh my, I better stay healthy- off for a run people!

Your scores are Vata: 1 Pitta: 4 Kapha: 5
Based on your results, you are a KAPHA-PITTA:
Kapha Characteristics
Kapha is the principle of protection, nourishment, and stability. It is associated with the earth element. People with a predominance of Kapha in their nature tend to have a heavier frame, think, and move more leisurely, and are stable. When balanced, it creates calmness, sweetness, and loyalty. When excessive, Kapha can cause weight gain, congestion, and resistance to healthy change.
Kapha Characteristics
Mind: Detail orientated, steady, consistent
Body: Sturdy, gains weight easily, has trouble losing it
Skin: Smooth & oily
Hair: Thick, oily
Appetite: Loves to eat but has a slow digestion
Routine: Methodical and sturdy, resistant to change
Temperament: Thoughtful, forgiving, sweet, patient, loving, content, slow moving
Conversation Style: Simple and profound
Shopping Style: Saves
Stress Response: I don’t want to deal with it! Withdrawn
Pitta Characteristics
Pitta is the principle of transformation represented in our digestion of ideas, sensory experiences, emotions, and food. It is associated with the Fire element. People with a predominance of Pitta in their nature tend to be muscular, smart, and determined. If balanced, a Pitta is warm, intelligent, and a good leader. If out of balance, Pitta can make us critical, irritable, and aggressive.
Pitta Characteristics
Mind: Sharp, intellectual, direct, precise, discerning
Body: Medium build, warm, muscular
Skin: Sensitive, flush, acne-prone
Hair: Tendency towards early graying or thinning
Appetite: Strong, can eat just about anything, anytime
Routine: Very precise and organized
Temperament: Passionate, driven, courageous, strong sex drive, good leader
Conversation Style: Speaks to convey a point
Shopping Style: Spends on luxury items
Stress Response: Irritable, tendency to blame others.

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Heya all!

So I just had a few moments today to just sit back and reflect on so many things happening in my life and here’s my week so far- pretty charmed life, I lead eh?

On Monday, I got offered the role of a CEO of a SME in Ireland- now that’s pretty darn cool, in my opinion! And then I spent the rest of the evening with close friends just chuckling, smiling and having a good time 🙂

Tuesday was a quite day with alot of visits to the toilet and knowing I have a doctor mate who dropped by to check up on me, with a bottle of wine in tow, made me laugh! I mean seriously, doc, I haven’t even in 24 hours and you want to pop open some wine to celebrate? You went with non-bubbly ‘cos of my health- oh how nice of you! Thanks for the laugh doc 🙂 [Incase you are worried, it turned out to be 7up in the wine bottle and he was troubling me but hey, it was amusing]

I went for a tour in the Convention Centre Dublin on Wednesday and wow! What an amazing building- completely carbon neutral, a PPP that seems to be favoured towards the public while still making a profit for the private entity and 8000 capacity on the 5 floors! I am blown away with the way everything was so high-tech and all- maybe in the years to come, it wouldn’t remain so good… but for the moment, I can see a lot of potential to it. My biggest issue is the lack of connected hotel- when I go away for conferences and such, I tend to prefer staying in the same hotel than commuting… I know they are connected to Ritz Carlton in Powerscourt but that’s gonna be not easy!

And today, I was reminded of an old song I used to love- there was an Indipop version of it too but for the life of me, I cannot remember it- so if anyone could tell me where I can get either the French or the Indian version of the song, I would be very grateful- it’s a very soothing tune. I also learnt a random fact that there were over 2 billion videos viewed on YouTube yesterday- that’s some traffic!!!

Some interesting links I enjoyed reading today:

Big hips on women = potential memory loss!

China is STILL trying to control its people’s thoughts!

What a way to start what you’d hope to be a lasting relationship!!

Opening wine by using a shoe- certainly wouldn’t manage that in heels!

Indian Rupee has its own symbol now!

The potential of social media marketing (McKinsey Quarterly report)

Testing your decision making gut (McKinsey Quarterly report)

And when to trust that gut? (McKinsey Quarterly report)

And the BEST smile of the day- TS mailed me a reply to an email I sent him on Tuesday because he had promised to do so. He mailed me at 3 am because that’s when he finished work- now, how cute is that? You gotta adore someone as sweet as that 🙂 *Swooooooooooooooooooooon*

And you know what- we are only half way through the week- how cool is this?! Wahay, I love life!

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Filed under Dating, Friends, Management, My Day

Customer Intimacy = Success?

Ok, so theoretically speaking a company can focus on 3 axis:

  • Product Leadership
  • Operational Excellency
  • Customer Intimacy

(This diagram explains the theory further.)

Lately, I have been seeing amazing examples in how Customer Intimacy actually seems to drive long term sustainable growth. I am gonna take a few random examples from my own personal life and this is not based on any theory or study but just my instinct!

  1. Mark Geary– one of my favourite singers- pretty big in US/ Ireland/ Eastern Europe when it comes to singer/ songwriters. He reaches out to his fans through facebook, through myspace and becomes friends with them. Whether it’s an email to help me deal with a sh!t day or a surprise CD to acknowledge my love for his music, he is always there. There is no “I am the star” attitude. There is no “I don’t care for you” feeling. It’s all about a hug, a smile, a pint and a shared connection. Marky, you are my hero! Thanks for your music.
  2. The Bikini Shop– saw them on TV3 Expose yesterday and decided to check out the website. Now I am lucky or unlucky to have a figure that’s not the usual one and I don’t always get my size. Unfortunately the combination of sizes was not on the website so I decided to call them- and they gladly took my size, my preferences and are looking to help me get the bikini I want. Now, that’s service- this feeling of wanting to help me makes me want to go nowhere else- especially since no one has my size anyway!
  3. My local printer- As a photographer, I am constantly printing pictures, getting them framed, and as such, a frequent visitor to the local shop. Now, yesterday I was feeling sick and had absolutely no energy to go anywhere even though I needed to collect a commission from the shop that was due for delivery. So they called me, since they knew its importance to me and when they heard I was unwell, they even asked if they could bring me some groceries and medication. Now, that’s service!

I mean everyone has good products, maybe they have good lean operations (that’s more a cost management internal thing that a customer cannot judge externally) but if the products are comparable, who do you go for?

So if we convert our product focus to service, is it an automatic recipe for success… I truly wonder?

And is this something about the company culture, the training internally or is it just I have been luck to have come across the right people?!!

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If looks could kill…

…there would be one VERY dead man in front of me right now.

Obstinate, stubborn, close-minded idiots should all not come in my path today!

In such bad mood now- I mean, make your point but back it up scientifically- or do you expect me to stand in front of a CEO and tell him “your company sucks at XYZ because I say so”- I mean seriously, people, did you leave your brains behind?

Or wait a second, did you just never get any?

I am beginning to think it’s a case of the latter, especially if there is a girl on the other side of the table.

PIGS!

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