Management

How Well Do You Know Your Customer's Business?
November 5, 2015 at 4:42 pm

Your job is to solve your customers’ problems. Period. That’s all. You need to become a part of their organizations. This is vital if you want to earn the right to charge a little more and be compensated for your expertise. Think of your job as earning a job at your target prospects' companies. This…

Starline Inc. Expands Partnership with Regional Sales Representatives
November 5, 2015 at 4:06 pm

Jim Bull, vice president of sales for Starline Inc., Grand Island, N.Y., announced the expanded partnership with K.C. and Michael Fields of Columbus, Ohio-based K.C. Fields & Associates as the new representatives for the Northeast — Mid-Atlantic. They will represent Starline Inc. in Pennsylvania, Virginia, West Virginia, Maryland, southern…

University of Missouri Says Governor Candidate Can't Use Tiger Logo
November 5, 2015 at 3:01 pm

The University of Missouri wants Republican gubernatorial candidate Catherine Hanaway to remove a large image of its logo from her campaign vehicle. Hanaway is preparing to start a two-week state tour in her bid to be the state's next governor. She's one of five Republicans seeking the party's 2016 nomination for governor. The Columbia Daily…

Smart Source LLC Acquires Benchmark Graphics Ltd.
November 4, 2015 at 4:55 pm

Smart Source LLC, New York, announced a strategic merger with Benchmark Graphics Ltd., New York, a company with more than 50 years of experience in commercial print services. Under the agreement, Smart Source LLC will now offer its sourcing technology, national network of suppliers, and products and brand management expertise to Benchmark Graphics Ltd.'s network…

3 Reasons to Encourage Fun at Work
November 3, 2015 at 4:39 pm

My team laughs often during a typical day, and I love being around my team. I love working from home as well, but I miss the "fun" at the office. I wasn’t in the office the day before Halloween when my colleagues all dressed like Dan, a colleague who has a bit of a Steve…

Never Mind the Sales Process—What About the Buyer’s Journey?
November 3, 2015 at 2:55 pm

When organizations talk about their sales processes, they are usually thinking in terms of a sequence of sales activities, typically encapsulated in a series of pipeline stages, which are designed to move a prospect from first contact to a successful sale. There’s overwhelming research to prove that having a formalized sales process has helped many…

11 Keys to Great Success in Life and Business: Key 7: Be Accountable
November 2, 2015 at 6:27 pm

The key difference between big businesses and small businesses is that big businesses are driven by timely accountability. Big businesses have boards of directors/advisers to whom management needs to report. If you want to maximize your results, you need to be accountable. Most small-business owners started their businesses because they wanted independence. I get it.…

Will Google’s New Algorithms Affect Small Business?
November 2, 2015 at 3:20 pm

On April 21, Google updated its algorithms to favor websites that look and perform better on mobile devices, making them appear higher on search results. If you find this disconcerting, Google may actually be doing you a favor by forcing you to implement a mobile website. The reality is that today, 50 percent of people…

How Much Can I Charge a Customer for Using a Credit Card?
October 30, 2015 at 4:02 pm

Answer: The safe and easy answer is “nothing.” Some states prohibit surcharges for credit card use, period. Some states permit it but with some complicated qualifiers, like no surcharge on debit cards, surcharge limited to what you actually paid and other such language buried in your merchant service agreement. The regulations are too many, making…

What Opportunities Are You Missing?
October 29, 2015 at 5:59 pm

I am writing this piece on a business trip like I've never taken before. In the past, I've traveled a bit, presenting education sessions at trade shows and regional associations. I've attended amazing conferences, like the PPAI North American Leadership Conference. This year, I'm attending the ASI Power Summit. The relationships that are nurtured and…