Lather, Rinse, Repeat…Lather, Rinse, Repeat…Lather, Rinse, Repeat… We don’t just buy one bottle of shampoo in our lifetime. Likewise, we shouldn’t expect our customers to buy just once from our companies. Business-to-Business companies are increasing their focus on repeat and referral business. In many instances, this is a sound strategy in which to embark, but…

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There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy has its own internal characteristic growth rate, beyond which growth is achieved in non-economically efficient manners. Selecting the appropriate growth strategy and growth pressure for a firm requires determining competitive strengths and managing…

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It seems to be a dominant philosophy among many managers that the mark of a great sales person is the size of their Rolodex. I call this “Rolodex Marketing.” The logic flows along the lines of: (1) Salespeople create and manage customer relationships to drive profitable transactions. (2) The more relationships salespeople already have, the…

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Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this fifth in a series discussing the content of new venture web sites, we will explore a number of sites in discussing the issues of the final audience prospective employees. Tomorrow, I will provide the concluding chapter – Driving Action.…

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As new ventures get off the ground, one of the early tasks they need to accomplish is create their corporate web site. The corporate web site has become right of passage for new ventures. Even when the kitchen table doubles as the corporate office, people can tell the world that they are a bona fide…

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