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Business Management Blog

Win The Work Before You Bid: The Pre-RFP Sales Process

& Sales.

To reliably bring in business, particularly from new clients, you must begin the sales process long before you write the proposal. When you know a prospect very well you can tailor your response to their RFP in a way that few competitors can and even fewer bother to do. Writing a customized response takes just as… Read more »

Building Exceptional Managers

& Leadership.

One would assume that if you find a strong leader in a company, that person is innately able to build great managers. But for some leaders – in fact, many leaders – their abilities rest more in attracting and retaining great talent than teaching that talent the best practices and managerial skills to do their… Read more »

Five Habits of Strong Leaders

& Accountability, Leadership.

The correlation between the performance of an organization and its leadership is obvious when you compare only a few companies. And if they are in the middle of a change initiative, leadership becomes an even more important factor. The companies that we’ve seen enjoying the highest returns are those with a leadership team that exhibits five… Read more »

Culture Via Hollywood

& Leadership.

Trying to explain what it is like to work with your organization is like trying to describe the colour blue to a blind person. We embed ourselves in a couple dozen companies a year, and every one of them is unique. There are inside jokes, quirky personalities, and a whole lexicon of references and language… Read more »

Know If They Like You. Guaranteed.

& Sales, Strategy.

The only thing you know for sure is that your business has to adapt, easily and often, if you want to remain profitable. Your clients may be happy today, but what systems and processes can you install to ensure you keep them happy in the future?

Three Simple Ways to Delight

& Sales.

Out-of-office alerts, on-hold recordings and email footers don’t have to be boring. I’ve always wanted anyone who interacts with my company to be delighted with their experience. I learned this 20 years ago in San Francisco. I was wandering Fisherman’s Wharf on a gorgeous spring day. There was a crowd of people standing on one… Read more »

Why and How: Employee Interviews and Surveys

& Leadership.

Annual employee surveys gather critical information about what staff members really think of their jobs. If constructed well, a survey provides great insight into what the company excels at, and what it could do better. But many companies do not formally survey their employees simply because they haven’t figured out how to do it effectively,… Read more »