In both my own company and several client companies, we’ve discussed, then written out a code of conduct to help set expectations about how we should treat each other. Some companies, especially young ones can be rough places to work. Letting the “roughnecks” run free will destroy the willingness of many other talented people to contribute at all, and many will leave.
E-mail is easy, but it can be a blessing or a curse. Sometimes relying on the quick fix of email is a mistake. Here are the common abuses and the communication alternatives that can serve you better.
It takes time to build relationships and hold face-to-face meetings. Learn how you can build strong client bonds by playing to your strengths, from the experiences of Bob Klotz, CEO of Bayside Solutions, a staffing firm.
All businesses encounter problems from time to time. But when really bad news is staring you in the face, how much should you share and when?
The degree of specialization in our world has reached this point: many businesses offer services that their potential customers don’t understand. If prospects don’t understand your value proposition, they won’t buy from you. Bob Brown, CEO of Teladata, found a way to leverage free education into higher sales.
Too often we favor our own ideas, to our detriment. Here’s my secret plan: ask, listen and learn as a first step in most things. But my listen and learn secret plan can be difficult to follow.
There are major benefits in getting to know your competitors on a personal level. Leave your preconceptions at the door and engage with them as people. You have little to lose and a great deal to gain.
Mr. Dave Kearney, CEO of Boomerang, knew that their customer feedback system needed modifications when the big wakeup call came: in the span of a few months, the business lost several key customers due to dissatisfaction. Here’s how Boomerang closed and automated the feedback loop, increasing customer loyalty.
In sales there’s the temptation to list all your product’s features for the prospect all at once. But most people are confused by complexity and resist adopting new products. Patricia Rougeau, President and CEO of Informatics, found the best approach is first to find out what they need.
As Dave Seldon, CEO of Interpacific Management Group, found, doing business in Asia is entirely different, based on the firm foundation of friendship. But this doesn’t happen over the internet or telephone; it’s a long process involving personal contact.
Robert Sher is founding principal of CEO to CEO, a consulting firm of former chief executives that improves the leadership infrastructure of midsized companies seeking to accelerate their performance. He was chief executive of Bentley Publishing Group from 1984 to 2006 and steered the firm to become a leading player in its industry (decorative art publishing).