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Expanding Markets: Mathew Miller of OSIsoft

By Tim J. Smith, PhD July 25, 2002

There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy…

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Getting Funded – Synopsis of CSA Explains Funding Sources

By Tim J. Smith, PhD July 23, 2002

A necessary process for every new business is attaining sufficient capitalization for developing their product/service, operations, and market. That need for the…

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Sales Management by RJ Calvin Book Synopsis

By Tim J. Smith, PhD July 22, 2002

What questions should a business manager ask in the interview process in selecting a sales person? How should she create the sales…

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Looking Outside

By Tim J. Smith, PhD July 19, 2002

A danger in all firms is myopia. Companies can focus too long on creating excellence using internal data while the competitive landscape…

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Channel Conflict of Interest

By Tim J. Smith, PhD July 17, 2002

Getting new ideas to market proves a challenge for any enterprise. Determining the correct target, value proposition, and story to tell customers…

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e-Business Roundtable: Wireless Panel Overview

By Tim J. Smith, PhD July 16, 2002

At the Realities of Wireless in Customer Relationship Management event, hosted by the e-Business Roundtable of the University of Chicago GSB, experts…

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Repositioning Technology: Scott Davis of SmartSynch

By Tim J. Smith, PhD July 11, 2002

A difficulty of fundamental research is that scientists rarely know exactly how a discovery will be manifested in the marketplace, that is,…

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Revenue Generators: Putting it on the Line

By Tim J. Smith, PhD July 9, 2002

It is true that salespeople have a lot of self confidence. As a group, they are willing to place a significant portion…

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Growing in Downturns

By Tim J. Smith, PhD June 26, 2002

“If the GDP declines but there are no economists reporting it, do we still have a recession?” —- It is no secret…

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First Tuesday’s ‘Next Big Thing’: Exploration vs Hunting

By Tim J. Smith, PhD June 19, 2002

Those of us in attendance at the First Tuesday event held on the 11th of June had the opportunity to learn about…

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