How Do You Institutionalize Double-Digit Growth? Six Suggestions
Situation: A company is enjoying 10% organic growth per year and wants to sustain this growth rate. They enjoy a favorable position as a technology leader. Their principal strategy is to continually...
View ArticleHow Do You Encourage Employees to Take Full Responsibility for their Jobs?...
Situation: A CEO is discouraged because employees are neither taking initiative nor holding themselves accountable for results. They see potential problems, but don’t act to either prevent or resolve...
View ArticleHow Do You Take on Additional Business When You Are Capacity Limited? Seven...
Situation: A Company has been growing rapidly over the past year. This has strained resources in some departments, including manufacturing. New customer demand just keeps coming in. What can the CEO do...
View ArticleWhat are the Basics of a One-Page Sales Plan? Four Points
Situation: A CEO wants a simple, one-page plan for her sales organization to help coordinate the company’s sales and marketing efforts. The objective is to boost revenue growth and market penetration...
View ArticleHow Do You Manage Seasonal Gaps in Project Flow? Five Options
Situation: A company experiences seasonal gaps in project flow. This makes it difficult to project both cash flow and staffing needs into the future. In addition, monthly cash flow tends to be uneven....
View ArticleHow Do You Interview New Tech Hires? Four Necessities
Situation: A CEO wants advice on hiring new technical staff. Important considerations are cultural fit, identifying the characteristics of effective people, assuring that the right people are hired,...
View ArticleHow Do You Position a Company for Value and Growth? Six Points
Situation: A CEO wants to set up her company for long-term growth in value. The business has favorable margins relative to competitors and high cash flow. It is currently single-site but has a good...
View ArticleHow Do You Negotiate a Merger? Eleven Points
Situation: A company is considering a merger with a smaller company. What are the important considerations to take into account in considering and negotiating a possible merger? How do you negotiate a...
View ArticleHow Do You Increase Lead Generation and Motivate Sales Development? Seven Points
Situation: A company needs to generate more leads and increase new business closure rates to make plan. Their customers are primarily tech companies and they use advertising, trade shows and customer...
View ArticleWhat are Best Practices for Managing a Seller-Doer Team?
Situation: A company uses a seller-doer model where the key sellers are also the key deliverers of service to the client. In the case of this company, their people tend to more highly value and be...
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