6 words that paralyze too many salespeople
August 9, 2011 by Ken Dooley
This simple sentence is enough for some salespeople to leave a prospect’s office and never return: More…
August 9, 2011 by Ken Dooley
Take a financial management cue from the feds? Really?
August 4, 2011 by Jennifer Azara
The federal government has shown it’s far from the model of sound financial management, especially in the last few weeks. But it does have one good idea you might just want to follow. More…
Your supplier offers you a discount … should you take it?
June 21, 2011 by Jennifer Azara
It’s not always financially smart to jump on every discount offered by suppliers, but does your finance staff understand that? More…
Dangerous assumptions: 2 pitfalls that could cost you customers
October 4, 2010 by Ken Dooley
Of course your people know the customers they deal with very well. But that knowledge could lead your folks into these traps. More…
The six-figure exposure most companies don’t even realize they have
September 20, 2010 by Jennifer Azara
Of course, your company isn’t intentionally doing business with terrorists. But the feds might think otherwise. More…
Turning ‘satisfied’ customers into loyal ones
May 26, 2010 by Ken Dooley
Warning: 80% of customers who switched suppliers last year were “satisfied” with their existing supplier at the time, according to a recent survey. More…
The supply chain snag that would leave 2/3 of your peers in the lurch
July 15, 2009 by Jennifer Azara
No doubt your company’s radar is particularly honed now to be sure you spot even the earliest warning sign a valuable customer is in trouble. But what about your key suppliers? More…
