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Circle of Impact

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Generally speaking, I am far too cynical of a person to engage in many of the “be the best you can be…human potential…dream it, and you can be it” movements.  However, I do not want to throw the baby out with the bathwater and assume that everything written or spoken by those who do subscribe […] [Read More]
Categories: General

Business-to-Consumer Selling

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Sales people tasked with selling to business buyers are accustomed to making their sales calls or presentations to professional buyers (or at least people who are making purchases in the context of a professional environment) and executives.  The sales and purchasing process each pursues is relatively formal and includes steps that have been well explored […] [Read More]
Categories: General

Would FDR Approve?

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Every school kid has heard the famous quote Franklin Delano Roosevelt used to rally the country during the Great Depression: “We have nothing to fear but fear itself.” However, many senior executives and entrepreneurs do not behave as if they have learned that lesson.  Rather, they manage and operate their businesses as if the most […] [Read More]
Categories: General

What Has Been the Affordable Care Act’s Impact?

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  So now that roughly half of a year has gone by from when it the Affordable Care Act (so-called, Obamacare) became policy, it makes sense to take a look at what the impact (so far) has been on small business.  Over the last few years and election cycles, there has been lots of contradictory information […] [Read More]
Categories: General

Are Your KPIs A-OK?

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Business planning initiatives are predicated on a fundamental assumption – that we can anticipate the future.  While it makes good sense to do all that we can to put plans in place based on the best knowledge currently available, it is not sufficient to ensure that the organization is prepared to meet the needs of […] [Read More]
Categories: General

Hungry for Lunch?

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    Senior executives have occasionally bemoaned to me how their best laid plans and strategies have fallen flat.  They share how they have expended hours upon hours of their time and their staff’s time; hired high-priced consultants to facilitate strategy building sessions, innovation retreats, and internal business planning meetings; and exhausted themselves completing SWOTs […] [Read More]
Categories: General

Projecting Sales Success

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One of the most critical concerns a business owner, entrepreneur, or sales manager has is gaining insight into future sales potential.  Given that many businesses are under-capitalized and struggle to manage cash flow and revenue generation, having insight into future sales and when those sales will occur is of paramount importance. The Default Approach In many instances, the […] [Read More]
Categories: General

Assessing Assessments

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One of the common steps taken by executives and well-intentioned consultants attempting to help businesses meet current or future training needs is to conduct a skills assessment of those presently doing the job (job incumbents) and compare those to the skills needed to perform the job.  The triggers that create the desire to conduct a […] [Read More]
Categories: General