Blog


Jul

09

2012

Technology Does Not Sell – the Customer Buys a Solution That “Gets their Job Done”

Contributed by Richard Eppel Everyone agrees that new product development is one of the key success factors ensuring business growth and sustainability. Yet, today’s reality suggests that 70% of new product introductions do not live up to expectations or are complete failures.  This is a tremendous waste of resources and time. More importantly, it can damage a company’s reputation and market competitiveness. Getting Fooled in...

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Jul

02

2012

Don’t Wait…Hire Those Temps Now

As reported at Forbes.com, A recent report by the Harvard Business Review reporting that 58% of companies plan to use temporary staffing at all levels over the next few years really does not surprise me.  This is up from the 38% that are using temporary staff now.  Through this last recession businesses have learned how to get more done with fewer resources and have begun...

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Jun

25

2012

“Just-In-Time-Executives” for Uncertain Times

While speaking recently with the CFO of a Fortune 500 company, it became clear that the need for just-in-time-executives is everywhere no matter the size of the company. Temporary executives are a great solution to fill the part-time need or full time gaps. Since we can’t predict the future and as unstable as the economic and political environment continues to be, it helps to have...

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Jun

19

2012

The Role of Internal Communications prior to M&A Event

In our recent article on M&As,“The Impact of Management on M&A Success: Is the Right Team inPlace to Maximize Your Company’s Pre-Sale Value?” we mention the “human factor” and the role of communications. In fact, the importance of a good communications plan and its impact on organizational culture during the M&A process deserves its own space. Why is culture so important? Because it defines how...

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Jun

07

2012

Balancing Hunting and Farming In Your Sales Team

Contributed by Mary Tucker The fundamental question is: What kind of activity do I need to sustain and grow my business? Frequently, companies devote resources to new account acquisition and hope that solid operations and good customer service will sustain the existing base of customers. Over time you may lose contact with the decision makers in your customer base and find that that your day-to-day...

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Jun

05

2012

Ten Sales and Marketing Processes to Align for High Performance

Contributed by Charles Besondy Below is a list of the primary processes in Sales and Marketing that the two departments need to align and keep aligned over time if a company wants to outperform its peers. (More and more research is indicating that aligned companies pull ahead of unaligned companies). These processes exist at some level of maturity and sophistication in every company, whether formalized...

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May

29

2012

Do You Know Your Hidden Costs of Operations?

In our recent article, “Putting Muscle into Operations: Questions that Reveal Harmful Levelsof Frailty in a Critical Corporate Function” we offer a concluding recommendation that CEOs take an operational assessment. Akin to an audit, such an assessment examines some of the possible weaknesses our interim Chief Operating Officers, or COOs, helped us identify for the article, as well as help make forward projections for the...

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May

24

2012

Interim Executives – The New Career Choice

A recent Harvard Business Review article highlights the increase in former corporate executives offering their services to companies on a temporary or project basis. It is the creation of a new job category known as Interim Executive. As noted in, The Rise of the Supertemp, “Most…are refugees from big corporations and law and consulting firms who value the autonomy and flexibility of temporary or project-based...

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May

22

2012
Re-igniting Innovation: Tactics for Achieving Breakthroughs in Competitiveness and Customer Satisfaction

Re-igniting Innovation: Tactics for Achieving Breakthroughs in Competitiveness and Customer Satisfaction

In the age of globalization and the Web, products and services evolve from being unique to becoming a commodity in a very short period of time. This puts tremendous pressure on the organization to continually innovate in order to maintain relevance, competitiveness, and margin. Businesses typically rely on technology and product innovation to be competitive. Now we’re seeing companies strive for innovation in business processes,...

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May

22

2012

The Credit Landscpe – Financing and Business Credit

Contributed by Frank Kaufman, Partner, Moss Adams LLP I’m writing this as I sit on a beach in Cabo San Lucas looking out over the ocean. Only a finance guy would find this scene a metaphor for the current credit landscape, but I’d like to paint a picture for you. The first thing I notice is an incredible white sand beach that is smooth and...

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