Base Website Design on Your Sales Process

by Thomas Beyer

If you want your website to generate new business opportunities, you need to make sure it is designed to attract leads while it is guiding your prospect through the sales cycle. If you’re an e-commerce company, like Amazon or e-Bay, specifically focused on selling your product or service on the Internet, your site was probably… [More]

Due Diligence as Partnership

by Otta Ramos and Dan Avery

As the economy picks up, so does mid-market merger and acquisition activity. Yet successful deals remain elusive. According to a wide array of respected industry studies, the failure rate of M&A deals ranges between 70 and 90 percent. Even the most upbeat research shows M&A success as a 50/50 proposition at best — daunting odds… [More]

Adventures in Contract Negotiations: Common Pitfalls to Avoid

by Matthew Engle

Congratulations. Your business is up and running. Your hard work is paying off and you now find yourself on the verge of signing your first big contract. That’s great news. But slow down and take a deep breath. Don’t let your excitement blind you to some important considerations, including some all-too-common contracting pitfalls. Let’s take… [More]

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]