Posts Tagged "Management"

Your Satisfied Customer Sits On A Three-legged Stool

»Posted by on Sep 15, 2011 in Business Growth, Coaching, Growth Strategies, Management, Sales & Marketing | 0 comments

Picture your satisfied customer sitting on a three-legged stool.  If all three legs are the same length, your customer sits upright and comfortable.  If either leg is shorter or longer than the other, your customer will not sit comfortably, and is likely to slide off your stool and right out your front door. The three legs on a satisfied customer’s stool are: Price Quality Service Your price should be justified by the quality of your product and the adequacy of your service. A customer cannot reasonably expect your company to have the lowest price, the highest quality, and the best service. ...

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Do New Ideas Stretch Your Mind or Give You A Headache?

»Posted by on Sep 13, 2011 in Coaching, Management, Personal Development | 0 comments

Effective and creative people usually have fluid, flexible, adaptive minds. They are willing to do four things that set them apart as special people: Admit when they’re wrong. Face up to mistakes. Be flexible with new information. Cut their losses.  Admit It When You Are Wrong:  Simply say, “I was wrong.”  Many people are so concerned with being right that all their mental energy is consumed by stonewalling, bluffing, blaming, and denying. If you’re wrong, admit it, and get on to the solution or the next step. Face Up To Mistakes:  Ineffective and non-creative people think it’s a...

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Sometimes You Have To Just Bite The Bullet

»Posted by on Sep 6, 2011 in Management | 0 comments

Do you know in your heart that you have a problem?  It’s a big problem, and something needs to done about it, because it is going to get bigger if left alone. Wasting time can be fatal when change is needed. Sometimes you have to just bite the bullet. Here is a three-step plan to make big changes: Stop procrastinating.  Face your problem head on. Before changing things at the bottom or in the middle, look at what needs changing at the top. Replace an executive-only leadership team with a diverse leadership team from all parts of your company or division with a mix of management and workers.  Give this...

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Profitability: The Top Line; The Bottom Line

»Posted by on Aug 17, 2011 in Business Financial Planning, Business Growth, Growth Strategies, Management, Sales & Marketing, Sales Training | 0 comments

Before a business has a bottom line (profit), it must have a top line (revenue). Sales and marketing generate revenue; cost controls and performance measurements (metrics) determine the profit. In tough economic times, business owners discover that the first thing to suffer is the top line – sales.  They can cut costs and measure results until the cows come home, but they will not have a good bottom line without a strong top line. Integration of marketing, sales, cost controls, and performance measurements are necessary to foster profitability for any business. To make sure profitability is a rising...

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Do You Want To Sell Your Business or Just Sell More Business?

»Posted by on Aug 14, 2011 in Business Growth, Coaching, Management, Sales & Marketing, Sales Training, Selling A Business | 0 comments

I’m often asked, “Harvey, what do you do?” My answer is, “I help people sell their business, and I help people sell more business.“ That may sound strange, but it isn’t.  More than 80% of businesses cannot be sold for any price, not even by skilled business intermediaries. The main reason they cannot be sold, is their sales volume isn’t large enough to attract a buyer for the business. Many businesses don’t even have a salesperson, much less a sales manager. Those businesses are dependent on customers walking in the door, calling on the phone, or sending an...

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