Before long, veteran construction worker Frank Scopetti will become a division president of McCarthy Building Companies, Inc., an accelerated in-house promotion made possible by the 150-year-old, employee-owned company’s state-of-the-art training programs, last year ranked in the Top 10 nationwide by Training Magazine. In an era of economic uncertainty, increased … [More]
Take Service to the Stratosphere
Service is everywhere. But there is a vast disconnect between the volume of service we need and the quality of service we are giving and receiving. Businesses have turned a very simple human concept into a catastrophic cliché. They remain blind to the fact that true service comes not from demands and dashboards, but from a basic human desire to take care of other … [More]
Entrepreneurial Truths Give Boost to Business
"Doomed from the start." Entrepreneurs and entrepreneur-hopefuls may find it difficult to keep those four words from causing them to second guess their every move as they plan and run their business — especially considering that fewer than 30 percent of businesses last more than 10 years and most failures happen within the first few years of operation. The truth is, many things … [More]
Find That Unique Niche in the Marketplace
It is no secret that competition today has become increasingly intense. In fact, in today’s highly competitive marketplace, the competition is so deadly fierce that the best and the brightest don’t always succeed. Sometimes the best and brightest are annihilated by the competitors in the industry. In situations from starting a business or building a brand to trying to get … [More]
The Strength of ‘No Blame Game’ Leadership
When you arrive at the office each morning, you find yourself in a blame-free zone. Your team attacks projects proactively and with confidence. When a problem arises, everyone involved “owns it” and takes corrective action. Bob in marketing says he’s personally responsible for an event flier going to the printer late and stays late to overnight them to the client. Meanwhile, … [More]
Customers Can Be a Company’s Best Marketers
The old paradigm works like this: A company produces goods and services that help customers get a job done. In return, the customers pay the company money. The company takes that money and invests a good portion of it in traditional sales and marketing efforts — including product developers, creative people and salespeople, all of whom are paid to figure out what buyers want … [More]
The ‘Grow or Die’ Lie
All growth is good. Bigger is better. All businesses must either “grow or die.” These popular business axioms are routinely lauded on Wall Street, at business schools and by some of the most well-respected business consultants of the day. Few question their validity. But actually, these “truths” are anything but. At best, those beliefs are half-truths; at worst, they’re pure … [More]
Entertainment Districts: The Business Behind the Fun
It’s far from fun and games when it comes to developing entertainment districts in the Valley. Filled with movie theaters and arcades — part of a category called “amusements” by tax collectors — as well as restaurants and bars, the districts contributed a growing share of the nearly $551.7 million that the Arizona Department of Revenue collected from these categories in the … [More]
Financial Statements: The Crucial Monthly Close
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 common counter-intuitive illusion is that if sales are increasing, things … [More]
Are You Prepared for a Crisis?
The fire alarm rings. Instantly, trained personnel leap into action. The dispatcher pinpoints the location and provides clear directions to the firemen and firewomen headed to the scene. Upon arrival, the first responders assess the situation and react with seamless teamwork and precision. Everyone has a role to play, everyone is prepared and the situation stays under … [More]
Restaurants: Setting the Table for Business
To the casual observer, the restaurant business is exciting, even glamorous. Many chefs and restaurateurs enjoy household-name status and snag as many headlines as rock stars. Plus, being a foodie is hip, and the public fervor for flavorful fare makes restaurants more vital than ever. Add to that the fact that Arizona is seen as a growth market, and it’s no surprise that … [More]
Ask Straight Up — and Close the Deal
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. Social media consultants say, “Selling … [More]
Best Practices for Accounts Receivable Collection
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 efforts: Invoice clients in … [More]
Golf: A Swing and a Walk Is Good for Business
Every morning grounds crews on more than 420 Arizona golf courses activate sprinkler systems, meticulously manicure greens and rake sand traps in anticipation of the nearly 12 million rounds of 18-hole golf games played in the state each year. While the game of golf has a way of teaching humility, it equally has a way of pumping life into Arizona’s economy. According to … [More]
Dealing with ‘Difficult’ Colleagues Leads to Happier Customers
Too often, organizations promise satisfaction to external customers and then allow internal politics to frustrate their employees’ good intentions to deliver. It’s important to remember that customers aren’t the only ones who come through an organization’s door every day seeking quality service. Employees and company leaders also need to be served. If they’re not happy, it’s … [More]
If Cash Is King, then Working Capital Is God
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 companies. When working … [More]
Architecture: Design Plan Build for the Future
Cautious optimism is the mood today at Greater Phoenix’s leading architecture and design firms. Hard hit by the economic downturn and fallout in formerly readily available financing for commercial projects, firms have found varying ways to come to terms with the economy. Tightening staff numbers, focusing on new kinds of projects and teaming with other architectural businesses … [More]
Drive Business to Success with a Winning Marketing Concept
Behind every successful product, service, or brand is a powerful concept. It is really that simple. Products and services that win in the marketplace are successful in presenting an idea that combines a clear benefit with invisible consumer logic. Whether the business is big or small, just started or in some stage of maturity, it needs a marketing concept. Surprisingly, many … [More]
