No sales department likes the idea of selling a price increase. But there are ways to re-frame price increases so they’re more palatable to customers, while serving the main purpose: increasing your bottom line.
Being great at something last year doesn’t count for much next year. But you don’t have to reinvent the wheel: you can build the future on your core competency. Todd Mozer and his team at Sensory, Inc. show us how.
Your business can use speed and agility to leverage a competitive advantage. Here’s how Lou Parrague of Capture Technologies used just these tactics to lock up a deal.
The Vita Companies, guided by President Karl Hansen, started their business in 1979 in the usual fashion: marketing, selling, cranking out the work, and starving all the while. Then they set sail on a new tack, contrary to all established business “wisdom”, and steered toward double-digit growth.
A leading source of CEO insomnia: the performance gap. Best practices should include nourishing and widening this gap, a key component often ignored by top teams.
Many major firms see the advantages of off-shoring, but fail badly in the execution. Edward Kit, CEO and Founder of Software Development Technologies, knows that the off-shoring solution has many potential problems, and he prepares for and anticipates them all.
Stepping down to a lower level and actually doing the job is not glamorous, nor is it the best use of a top executive’s time over the long haul. But Jim MacDonald, CEO of RF MacDonald Co., found out how incredibly powerful this tactic can be.
Gene Miller, Chairman and CEO of Miller, Starr & Regalia, knows the importance of dealing with important clients face to face. Many of these contacts have no obvious or dramatic outcome, but they all serve to strengthen critical underlying relationships.
Rob Wrubel, Co-CEO & Co-Founder of Yoga Works, is a serial entrepreneur with a golden touch who discovered a great secret. There’s money to be made introducing “early adopter” concepts to the masses.
Lori Bonn Gallagher and CEO husband Bill Gallagher of Lori Bonn Design made the shift to iconic branding and watched their brand value soar. It’s a simple fact: buyers base their purchasing decisions on emotion.
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).