Forego ‘Gut Instinct’ to Build Biz in China

by Stanley Chao

Westerners don’t have as much in common with the Chinese as they do with their fellow Westerners. So don’t expect to see through them or make instinctive and accurate judgments about Chinese businesspeople or situations. You Don’t Know What You Don’t Know. Issues not even bothered with when doing business in the States are life-and-death issues… [More]

Intellectual Property: Protecting a Core Business Asset

by Flavia Campbell

It is never too early to start thinking about intellectual property protection. Keeping a conscious eye on these assets is a critical part of a business’s success. Business owners are likely to face the following key issues during the early stages of their enterprises. Trade Name vs. Trademark  Many business owners mistakenly believe that a… [More]

Financial Statements: The Crucial Monthly Close

by Dennis Niven

How is your business doing lately? As an owner, you probably have a sense of how things are going, but is it right? While I have developed a great respect for an owner’s “gut feel” over my 40 years of consulting, there are many illusions and counter-intuitive aspects to business that can mislead owners. A… [More]

Ask Straight Up — and Close the Deal

by John Baker

Most salespeople, when it comes down to it, are downright scared of being direct and to the point and telling people in no uncertain terms, “Here’s what I want!” Think about it. There’s a conspiracy that encourages people to bury their most important wants and desires. Marketing trainers use consultative selling to draw people out.… [More]

Best Practices for Accounts Receivable Collection

by Dennis Niven

The cash-flow crisis resulting from inadequate accounts receivable collection practices in a growing business is generally the greatest threat the business will ever face. Even a profitable firm can be forced to close by the resulting cash crunch. Here are a few tips that, when taken as seriously as client service, will greatly help collection… [More]

If Cash Is King, then Working Capital Is God

by Dennis Niven

Working capital management is the most important management activity in emerging and mid-sized companies because of the significant financial impact that it has on the company’s well-being. While most CEOs and business owners have heard and accept that “Cash is King,” working capital is often the least understood and most poorly managed area of their… [More]

Social Strategizing with LinkedIn

by Josh Dolin

LinkedIn was founded by Reid Hoffman in 2002 as a business-oriented social network. It differs from Twitter and Facebook because its primary use is professional networking, job searching and recruiting. Executives from all Fortune 500 companies are LinkedIn members, and more than 2 million companies have developed LinkedIn Company Pages. With more than 150 million… [More]

Strengthening Your Bench

by Mike Toney

Our last article made the point that you should know what selling style you need in order to acquire the right talent for your sales team to be successful. This article will give you some interviewing tips that will reduce mis-hires and increase productivity. Going Shopping or Hunting? A good catch is a rarity. I… [More]

For Brand Power, It’s Moments that Matter

By Kathy Heasley

Here’s a humbling fact for all us marketing professionals: Personal involvement with your brand is far more powerful than simply watching a TV commercial, even an attention-getting, racy or annoying one. It’s time we all recognize that the mere presence of the brand isn’t enough anymore. It’s our interaction with it that makes a lasting… [More]