How do we know whether we have bad processes or bad habits? According to the Merriam Webster Dictionary: Process: a series of actions that produce something or that lead to a particular result. Habit: a usual way of behaving: something that a person does often in a regular and repeated way We often follow processes – whether for acquiring new business, managing a project or proposal, or retaining customers – that are based on “proven processes.” The particular result we seek varies, but in general we seek a successful outcome. Yet, even when results are empirically poor, we often continue to do things the same way. For example, perhaps we are chasing new business, and we follow our best-practice business development processes. The result is a downward trend in win rates. While we may hold a lessons-learned session or attend a debrief meeting with the customer to learn why, often we fail to isolate the … Continue reading Bad processes or bad habits?