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 designed to move a prospect through the buying … [More]
GPS Finds Its Way in Business
As fleet manager for Pink Jeep Tours, Greg McCallum deals with his share of questions: Did a jeep make it to the Grand Canyon yet? When is the Trekker getting to the hotel to pick up guests? Just where is that jeep that left not long ago? To find the answers, McCallum turns to the heavens. If you think he’s guided by the stars, you’re close. His fleet relies on on-board … [More]
What Works and What Doesn’t in Leadership Style
The best CEOs are always learning. The certainties of today — whether it’s relying on a particular business model or banking on a “category killer” or operating under a particular regulatory framework — can be up-ended and disrupted tomorrow. Corporate chiefs who internalize this reality are best equipped to steer their companies through disruption. Executives and directors … [More]
Branding Arizona
The common thread running through the minds of Valley economic development and political leaders is: Arizona needs to tell its story. The state’s image and reputation drive what happens to business in the Valley of the Sun. Arizona has never cohesively presented its message to the world. Officials say we’re always playing catch-up and trying to erase archaic and wrong … [More]
Create a Workplace that Meets Three Powerful Human Needs
Employers may be clear on what they need from their employees: hard work, efficiency, innovation, motivation, results. But what do employees need from their employer? To answer in practical terms — a steady paycheck, a quiet workspace, more training — is only partly right. Before they can meet the employer’s deepest needs, the employer must meet theirs. Psychologist Abraham … [More]
Cycling Dollars from Local to Local
Studies show a multiplier effect on dollars spent at local businesses that doesn’t exist for dollars spent at chain retailers or other out-of-state firms. Even if a local purveyor’s price is higher, the pay-off comes from keeping the money in the community. Local businesses propel dollars through an elaborate local spending cycle, generating jobs, profits, purchases, capital … [More]
Insurance: Quietly Supporting the Economy
It’s not too often that Arizona State University President Michael Crow is joined by Arizona Gov. Jan Brewer to say, “Welcome to the neighborhood!” But when ASU’s new neighbor is looking to occupy 2 million square feet of office space valued at $600 million, who can blame the duo for leading the welcome wagon? The planned regional headquarters for State Farm Insurance … [More]
Facebook or Face Time? Communication Approach Matters
Technology has made many aspects of modern living more convenient and “connected,” but the pendulum has swung too far. This “technology takeover” is not without consequence. Misunderstandings abound. Relationships stagnate. Trust is at an all-time low. And all of these issues are at least partially due to the fact that genuine human connections are becoming a thing of the past, … [More]
Spot Business Opportunity in Tomorrow’s Economy
Some of today’s largest, most recognizable companies may not be around after the next several years. To succeed, company leaders must not only be able to innovate, they must recognize opportunity and ensure they’re poised to seize it. Napster’s impact on the music industry is an example of the need to be alert to opportunities in innovation. Napster was a rule-breaking company … [More]
Due Diligence as Partnership
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 for such a high-stakes venture. The … [More]
Equity-raising Opportunity Exists for Small Businesses
Owners of small businesses may find it easier to raise money in 2013. This is because, among the favorable tax breaks included under the American Taxpayer Relief Act (the “2012 Act”), there is a temporary extension of a provision that excludes 100 percent of gain arising from the sale of certain qualified small business stock (QSBS). This is a benefit small-business owners can … [More]
Company Culture: Framework for Success
A culture is what makes a company unique. It is all about what, why and how a group of people or an organization does things. It also is about the language, mindset, traditions and values — which don’t cost much money, but there needs to be a structure that supports and maintains all these elements. Many companies I have visited want a great culture and try to do things … [More]
Taking the Lead
Leadership. Vision. As president and CEO of National Bank of Arizona, Keith Maio knows strength in both areas is a desired combination for success in any business. But when it comes to making a state successful, those traits are critical. It’s about “developing that common vision almost like you would for a business and engaging leaders to move toward that vision.” He’s … [More]
The Business of Banking Is Banking on Small Business
“In just four years, we’ve seen 15 banks exit the market,” says Paul Hickman, president and CEO of the Arizona Bankers Association. “Between the economy and Dodd-Frank [post-recession federal legislation regulating banks], many banks have reached a tipping point.” The business of banking is changing significantly. New federal laws and fewer banks — particularly mid-size … [More]
Adventures in Contract Negotiations: Common Pitfalls to Avoid
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 a hypothetical businessman named … [More]
Trucking: Moving Commerce
Once a semi gets up to speed on the open road, few things can stop its momentum unless it’s a car trying to edge past. Even then, it’s almost a sure bet who will keep moving if the maneuver is too close. “It’s not the smartest thing to cut off an 80,000-pound trailer,” says Tony Bradley, the new president and CEO at Arizona Trucking Association. And, despite the roadblocks a … [More]
Strengthening the Pipeline for References
Harnessing the power of references and referrals seems like an obvious win. What could make more sense for a business than to leverage the enthusiasm of happy customers to convince buyers that they need its products and services? And in an increasingly social and networked world — not to mention an economy where every dollar of revenue is critical — this type of third party … [More]
Check the Vital Signs of Client Relationships
Annual checkups play as vital a role in a businessperson’s professional health as physicals do for individuals — especially with regard to client and customer relationships, which are the lifeblood of every business. Most clients vote with their feet. They don’t tell a business they are unhappy — they simply start to give their business to its competitors. Client relationship … [More]
