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- Sales Negotiation Techniques
- "Everyone is discounting off their published rates." "We always get free shipping on our orders." Most sales people and business owners encounter comments like this every day. The sad reality is many business people react by reducing their prices or providing concessions without obtaining anything in return. This paper explains...
- White papers
- Self-Analysis for Going Into Business
- Owning a business is the dream of many Americans. Starting that business converts a person's dream into reality. But, there is a gap between dream and reality that can only be filled with careful planning. As a business owner, a person will need to avoid pitfalls to achieve goals and...
- White papers
- Industrializing IT - Creating a More Efficient IT Model for Investment Banks
- The paper highlights that investment banks spend twice as much on information technology IT as their commercial and retail counterparts on a revenue percentage basis. The perception is that the higher IT costs result from the information-intensive and technology-dependent nature of the industry. The reality is global investment banks do...
- White papers
- Larry Bossidy: The Execution-Oriented Company
- Larry Bossidy, author of Execution: The Discipline of Getting Things Done and former chairman of Honeywell Corporation, discusses execution-oriented businesses and his belief that business success, that is the shrewd instinctual feel for making money, relies on two primary abilities. One is to perceive reality correctly. The second is to...
- Case studies 2007-12-21
- Why Do Indian Children Keep Falling Into The Gap?
- Despite having established an ethical code three years ago amid a child labor scandal, Gap Inc's factories are still abusing children. The Observer's undercover reporters found children as young as 10 years old -- some sold by their families -- making clothes for Gap Kids in a New Delhi sweatshop. The children described long hours,...
- Blog posts 2007-10-29
- Protecting Your Brand With Trademarks
- Nowadays, integrated communication needs to be viewed from a global perspective. Given the speed, span and reach of electronic communication, there are technically no local or national firms, only global ones. The reality is that organizations no longer have any choice. Corporations or firms are brands in their own right....
- White papers 2007-04-16
- When You Feel Stuck at Work
- Instead of trying to change how you feel when you think you're just spinning your wheels at work, you may want to change how you're working. In a recent interview, Timothy Butler, author of Getting Unstuck: How Dead Ends Become New Paths, had this to say. "We...
- Blog posts 2007-05-10
- Innovative Leadership Opens the Windows to New Realities
- Innovative leadership throws open the windows, doorways and portals to reality. The act of being an innovation leader involves a search for, identification and recognition of some innovative opportunity. Success in innovative leadership depends on following a few guidelines for finding, deciphering and discerning the clues hidden in each individual's...
- White papers 2006-09-19
- Resume Reading
- So you are trying to hire a project manager. You've defined your expectations, written the position posting and taken out an ad in the careers section. You are on the verge of your realizing your greatest fear: being inundated with literally hundreds of resumes, with no way to screen them...
- White papers 2005-07-13
- Understanding the Marketing Process
- The U.S. Small Business Administration SBA reports that nearly 90% of new businesses fail in their first year and nearly half fail within the initial three years. Start of a business must be as the cards are already stacked against one. If one want to succeed, the first step is...
- White papers 2005-03-01
- How To Remodel Your House Of Brands
- Virtually all firms have multiple brands in their brand portfolios. The sad reality is that for too many of these organizations the management of that portfolio is often nonexistent despite the fact that there is often a huge competitive upside to managing it more effectively. This paper provides a discussion...
- White papers 2004-08-10
- VCs are not Degenerate Risk Takers (plus GEM and GolfServ)
- One of the most prevalent mistakes early stage entrepreneurs make is to totally and completely miscalculate the role of venture capital in their business aspirations. This column looks at current trends in venture capital, profile some Chicago-area companies, and get the inside skinny from Chicago-area investors. Speaking of early stage...
- White papers 2003-05-31
- United States: The Perfect 401(k) - A (K)oncept Plan
- This article will stimulate thought by many sponsors. Most of these ideas will not fit every employer. However, heed the admonition from a twelve-step support group and "take what you can use and leave the rest". These concepts lead to desirable outcomes if the participants do little to affirmatively control...
- White papers 2003-04-15
- Company Transformation: More Science Than Art
- Applying the six "rules of behavior" described in this article does not necessarily guarantee a successful transformation. Nonetheless, they can significantly increase a leader's chances of success. Principally because applying such common sense to a company transformation renders the process more controllable. As CEO's gain more control, the "witchcraft" of...
- White papers 2003-02-07
- To be More Employable: Thrive On Change
- Employees at all levels have a right to feel vulnerable. As the economy has weakened, many businesses have made large-scale job cuts - and are announcing more to come. Accounting scandals, like those at Enron and WorldCom, have led to thousands of additional layoffs and a further weakening of confidence...
- White papers 2003-01-01
- The New Retirement Reality
- Until recently, the discussion of most companies with their clients focused on the raise in salaries and early retirement plans. However, today most companies are concerned about protecting the assets and working longer for the clients. The reasons being the employees have started looking beyond the reality and are reconsidering...
- White papers 2003-01-01
- Attention Must Be Paid : Investor Relation Story
- The statement discussed in the article is “Be persistent in seeking notice if you think your company is being ignored.” The challenge for many investor relations officers is to get investor and analyst attention. Reality is that most companies simply aren’t well known or even a little known by the...
- White papers 2003-01-01
- Should You Really Hire the "Best Person for the Job?
- There's the simple fact that most companies don't just hire people in case they have a future need. Only the most successful companies have the money to warehouse expensive talent. The hard reality is that usually there is already crying need to solve a problem or seize an opportunity when...
- White papers 2003-01-01
- How To Master Complex Sales Without Giving Away The Ball Game?
- The role of the salesperson has changed dramatically. For a company to succeed in today's business world, its sales team must understand and live by the new rules of the marketplace. The often-ignored reality is that customer’s need outside expertise to help them understand the problems they face, to design...
- White papers 2003-01-01
- Housing Costs: How Much Can You Afford
- When the discussion about housing takes place an important question which always emerges is that Just how well do the old guidelines apply in today's housing market? Obviously, the old rules of thumb are not applicable in many of today's housing markets. The reality is that households spend between 21...
- White papers 2003-01-01
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