Archive for 2004
Sarbanes Oxley Act and Small Businesses Owners
Preface Your financial business infrastructure needs to be made aware of the SOA “role” of its Internal Auditor, who has primary responsibilities of gathering, reviewing and analyzing its financial papers, as it relates to approvals or detailed reasons of disapproval. Here lies the beginning of internal control of financial reporting, as it interfaces with Section…
Read MoreBetween Solution and Transactional Selling
“You get rich quicker by working smarter, not faster” has long been a mantra that guides our competitive drive to improve. In sales, the issue of working smarter over working faster underlies the tension between solution selling and transactional selling. Does this imply that all businesses should adopt a solution selling approach? This article provides…
Read MoreSolution Selling Tips
If you have made the choice to conduct a solution selling approach, you have chosen to execute an approach that requires a broader skill set than that of transactional selling. While promotional statements and closing techniques retain their usefulness, the focus in customer interactions moves towards questions and dialogue that examine customer challenges. This requires…
Read MoreTurn Data into Actionable Information – Business Objects
Business Objects has become a household name in industrial markets. Founded in 1992, they achieved 20% growth to just below $1 billion in revenue in 2003. Last year, they also acquired Crystal Decisions, the common reporting tool. Russ Hill, Director of Retail, CPG, and Distribution at Business Objects and Tim Beyers, also of Business Objects,…
Read MoreDeep Innovation: The Well-Oiled and the Cantankerous
What factor drives innovation into large companies versus entrepreneurial firms? Should firms fund deep innovation within or should innovation be driven through acquisitions? Should entrepreneurs expect swift competition from goliaths or a few years of solitude while they develop their market? To a casual business observer, it may appear that innovation and new product development…
Read MoreLeverage Analysts – Inovis
Inovis, privately held by Golden Gate Capital, did $100 million in revenue in 2003 and has over 17,000 customers. Their focus has been on managing business to business communications through EDI and value added networks. AS1, AS2, UCCNet, Rosetta Net, and others communication standards fulfill specific industry needs. For suppliers of consumer goods, working with…
Read MoreThe Value of Frame: Theory
“She who controls the frame, controls the decision.” Frame refers to the perspective used in evaluating different options in a decision making opportunity. As business executives involved in sales and marketing, the issue of the framing affects our performance in how we sell and how we make decisions. The Frame’s Effect The way in which…
Read MoreFraming the Price: Practice
Lincoln Mercury proudly announced their one and only clearance sale on the 2004 Lincoln Navigator. Corporate executives took out a full page add on the back page of the Wall Street Journal to announce their deal. Boldly, in the center of the page, they announce the availability of 0% financing for 60 months or $4500…
Read MoreCommunicate your Message – Alphameric
With over 25 years of experience, this UK public company achieved roughly $120 million in revenue in 2003. Currently, they are seeking growth by expanding their market geography to include the US. In support of that effort, they are using a variety of means to communicate their message. Alphameric provides hardware and software solutions for…
Read MoreStrategy for Networking
From the numerous books, articles, and lectures on the subject, it is clear that face-to-face networking at business professional gatherings is as relevant today to business development as it was when our grandfathers were in business. Furthermore, the proliferation of alumni meetings, industry associations, chamber of commerce shows, and subject matter event series provides evidence…
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