Posts

Why Labels Matter and What Fractional Is and Is Not

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Words and what you call things matter. Can you think of one successful movement that didn't have a clearly labeled word and concept at its core? I can't, and that's why it's so important to call a spade a spade. Consulting isn't bad, it's just not fractional.  Part-time employment isn't less, it's just not fractional. I've shared this chart before, but will do so again in the hopes it helps. We also created a site  to further help define the differences, and to help others share and spread awareness. I believe in fractional, both for the leaders and for the companies who need the expertise but not full-time. And one of the main reasons it's so hard to find fractional work today is because the concept isn't understood and therefore those that could use the help don't know it exists. Fortunately I'm not the only one who believes in both the value of fractional and the distinction between it and the other types of part-time or flexible w

Why Understanding Domain Expertise Is the Secret to Hiring Fractionally

In Academia, it's easy to pin down experts by their title (Professor, Lecturer, Chief Scientist...) and there are specific milestones (undergraduate, masters, doctorate degree...) which define an individual's level of expertise within their field.  But in Business, things aren't nearly as clear-cut.   It's easy to say that we're usually operating more on art than science—but when you look a little deeper, the truth is that all Founders and CEOs rely deeply on measurable, tested theory from a small group of experts in their inner circle whose experience can guide a company to grow and thrive—or if poorly executed, can cause it to go under.  Whether these experts sit directly on their Board, in their Executive Team, or adjunct as Advisors or Fractional Leaders, business owners have always known that when they bring in someone they trust to steer, it's important to know exactly which kind of business "potholes" that person has seen before, to ensure they

Unlocking Sales Success with Fractional Sales Leaders

 I decided to become a part of the Fractionals United community with a simple goal in mind – to learn from those who have been successful fractional workers, some for many years. What I found was an invaluable opportunity to engage with a community that boasts a wealth of skills and experiences. My primary intent was to navigate the uncharted waters, for me anyway, of this model and determine whether it was the right fit for me. I wanted to understand if there was value for me. But before addressing this question from my perspective, I realized that it was crucial to examine whether there was inherent value for clients within this model and, if so, what that value looked like. So, in this blog post, I will take you on a journey through my exploration. We will delve into the concept of fractional work and dissect what it means for the clients they serve. Navigating the complexities of sales leadership can be a formidable challenge, particularly for smaller or high-growth companies

The Triad of Startup Success: Validation, Customer Centricity, and Operational Mastery

The Triad of Success In the dynamic landscape of startups, the journey from ideation to scale is a rollercoaster of challenges and triumphs. At the helm of this entrepreneurial adventure, founders navigate uncharted territories, striving to transform innovative ideas into thriving businesses. To embark on this path with confidence and resilience, founders must prioritize validation, instill a customer-centric mindset, and operationalize themselves at every stage of growth. Validation: A Launchpad for Success In the world of startups, the term "validation" is not just a buzzword; it's the cornerstone of sustainable success. Before diving headfirst into development, founders need to meticulously validate their ideas. This process involves gauging market needs, identifying pain points, and ensuring there's a demand for the proposed solution. One of the key benefits of robust validation is risk mitigation. By engaging potential users early in the process, founders gain va

In fractional, community is everything.

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Separate but connected. A lesson on community from the mighty Aspen Did you know that a stand of Aspen is considered the largest single organism on earth? Whether their leaves touch or they stand 100 yards apart, they are connected by their roots. Connected by their roots. Here we are as a society, motoring well past the post-pandemic, new normal life, with only a slightly clearer picture of how our future work selves will come into shape. Will we return to the office? Will we stay remote? Is remote good for us? Is it bad? Will we work Tuesday Wednesday and Thursday, and work from home Monday and Friday? Is AI going to replace us all? Are mass layoffs coming? (Again) And what's this Fractional business everyone is talking about? What did Bob Dylan say? The answer my friend is blowing in the wind. Fair enough, Bob. Say, I don't suppose you can tell us which way the wind is blowing by any chance? I have a sense of the direction the wind is blowing. I think we hunger for community

The Ultimate Guide to Great Sales Leadership - After Meeting 4,000 Sales Leaders in The Past 25+ Years

Having navigated the trenches of sales leadership for a quarter of a century, my perspective on what defines exceptional sales leadership is, by my admission, assertive and dogmatic. This unwavering conviction is the culmination of my extensive tenure as a sales leader and the founder of a Sales Leadership business , augmented by my experience selling into sales and marketing organizations. My philosophy on leadership was initially shaped by those latter interactions: setting meetings with VPs of Sales and Marketing, meandering through their office spaces to conference rooms, and engaging with various team members. Observing their interaction with technology and their cultural dynamics provided me with a tangible sense of the environment fostered by the leader at the helm.  Sometimes, the culture was so compelling I could envision myself thriving within it; other times, I found myself yearning to exit hastily. The pursuit of greatness is a universal endeavor. This quest transcends prof

AI’s Unique Advantage for Fractional C-level Leaders

Step into the dynamic world of a fractional C-level leader, where the ability to swiftly navigate and influence multiple business landscapes is key. Here, Artificial Intelligence (AI) isn't just a tool, it's a game-changer providing a strategic edge that's tailored for the unique requirements of the fractional leadership model. The AI Revolution in Fractional Leadership Fractional leaders are called to action in situations that demand rapid assimilation and impact. AI is the catalyst in this scenario, offering insights and analyses at speed. For fractional leaders whose tenure with each company is inherently limited, AI's ability to quickly parse through data becomes not just advantageous but essential. In supply chain optimization, AI's advanced algorithms can present a fractional leader with a comprehensive view of logistics and inventory issues across different organizations, enabling them to apply best practices from one scenario to another with ease. Customer b