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Playing it Safe is Too Dangerous

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There are two choices businesses have when it comes to sales and marketing that every CEO, Owner, or executive must make.  The choices are not mutually exclusive from each other, however; the decision must be made.  That choice is to try to sell more to existing customers or to secure new customers.  Best in class businesses […] [Read More]
Categories: General

Avoid All Eggs in One Basket

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Most of us grew up with our Mothers sharing their wisdom through quick one or two sentence statements. Some of those statements later proved to be untrue – if you cross your eyes they don’t stay that way forever and if you swallow gum it does not stay in your stomach for decades. However, there […] [Read More]
Categories: General

What was Old is New Again

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Without giving out too much information about my age and how long I have been in business, I can tell you that when I was first starting out I received a lot of advice from mentors about the importance of: Determining the skills,services,  products, benefits, etc. I could provide or what is now referred to […] [Read More]
Categories: General

We Love the Home Runs

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Culturally, our society loves the big outlandish efforts. We love the Baseball sluggers who hit massive home runs that pull us out of our seats (though we forgive them when they far more often strike out in their attempts to “swing for the fences”). We celebrate the Football defensive players who can “sack the Quarterback” […] [Read More]
Categories: General

Working with Sub-Contractors

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In today’s economy and business environment it is often necessary for service providers to cobble together a solution for their clients or customers by employing experts and niche providers as sub-contractors.  The approach used to hiring sub-contractors, management of sub-contractors, and compensation of sub-contractors is often in misalignment with the goals of the project and/or […] [Read More]
Categories: General

Ethics, Business, and Sales

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I teach a course in Consulting Skills in a “small New Haven, CT” Graduate School. The students are comprised of academically bright students and business professionals pursuing their Masters Degree for their personal career development purposes. One of the topics that came up recently in class was the concept of ethics. A student wanted to […] [Read More]
Categories: General

Why am I being Recorded?

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In speaking with business professionals still struggling with the slow return of the economy, one of the frustrations is in dealing with credit card companies, mortgage companies, or other lending institutions after the busines person has missed a payment. One of the more frequent annoyances they confront when dealing with certain organizations over the phone […] [Read More]
Categories: General

The Trust Tax

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The calendar indicates that this is the time of year when we are all expected to submit our personal income tax forms to the IRS (and by the way, if you have not done so yet, there is still time to go to http://www.irs.gov and download the appropriate forms).  And while many of us are […] [Read More]
Categories: General