First Business

Business Articles

August 10, 2010

When Your Team Reverts to the Old Strategy

Repositioning your company can be an invigorating moveit's exciting to take a fresh approach and go after new opportunities. But change is also risky and over time, the momentum behind it can wane. When that happens, it's not uncommon for …
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August 10, 2010

White Collar Companies Go Lean

In the manufacturing world, lean principles reduce inventory and work-in--process. But you don't have to be a manufacturer to enjoy the benefits of lean. See pages 30-32 on the attached link.
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August 07, 2010

Life’s Most Simple Lessons are Often the Best

Gordon Dean was an American lawyer and prosecutor whose distinguished career was fairly typical for Washington types. He went to work for the Justice Department under President Franklin Roosevelt, taught in the law schools at Duke University and the …
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August 06, 2010

Business Strategy: Top Ten Tips and Tactics for a Tough Economy

Whatever you call it, the rate of income growth across US businesses has slowed to a crawl, and that is scaring the pants off of a lot of people. Your own business may not be affected in any way, but the fact is many people are worried about their …
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August 06, 2010

Deal with Common Objections Early in Process

Youre lucky if buyers clearly voice objections, making it easier to respond. By far, the most difficult buyers are those who cloak their objections and fears under a shroud of silence. Their objections are unspoken and therefore never …
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August 06, 2010

How to Convert Price Objections into Sales

Jim had just finished a fine presentation on the features of his state-of-the-art printers and the benefits his prospect would enjoy when he installed the system in his office.The prospect acknowledged that it was a good product, but then uttered …
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August 06, 2010

Inside Family Business, Behavior-wise

Some of my most valuable discoveries come while Im looking for something else. Call it serendipity or call it dumb luck. If I want to locate my golf shoes on the first playable day of the fall, all I have to do is launch an intensive search for the …
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August 06, 2010

Let Top Performers Know They Are

What salespeople dont know can hurt them. Having a solid grasp on personal performance is necessary to gauge improvement.There was a study published in 1999 by Justin Kruger and David Dunning on how peoples perceived knowledge related to actual …
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August 06, 2010

Negotiating 101: 25 Lessons from 40 Years of Experience

If you ask me what one skill has made the biggest difference in my career, I would answer you, hands down, negotiating. It applies to selling, purchasing, hiring, firing, expanding, downsizing and every other phase of business you can name. Its part …
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August 06, 2010

Re-conceptualizing Performance Success

Two years ago, a local manufacturing company realized that its organizational structure was negatively impacting performance.Decisions took forever, requiring trips up and back down the authority ladder. Collaboration happened only by accident, …
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August 06, 2010

Sustainability can Contribute to Bottom Line

Its no longer a maybe. Greening for small businesses is here.My thanks this month to Vistage member Frank Priznar, CEO of PRIZIM, Inc., for his thoughtful insights on this topic.Perhaps one of the biggest misconceptions about greening is that while …
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August 04, 2010

No-shows don’t have to be no-gos

Have you ever experienced a no-show for an appointment? The temptation is to lose your temper or just slink back to your office.Losing your temper will alienate you from the client. Slinking away suggests that your time isnt valuable and its …
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