Business Insights

Articles on Market Strategy:

Squeezing Growth from a Bone-Dry Economy: Four Proven Steps

Though there are spots of sunshine, overall the economy is struggling through a storm of deep recession. Here is a four-step formula for making progress in spite of it. It’s counterintuitive—but it works!

Accelerating the Market Adoption of an Innovation

Got a new product that isn't getting the traction in the marketplace it deserves? Read this

Five Due Diligence Factors for Assessing the Real Market Potential of an Acquisition Target

Considering buying or merging with another firm? Read this to see what’s under the hood.

Shape Up Before the Next Recession Published in CEO Refresher, June 2007,

Written just before the recent downturn, these ideas are still applicable today as we claw our way out

When Sales are Sparse and Profits Puny! Published in Chief Executive, July 2007 Read at Chief Executive on-line

The title says it all. The journal name says who could benefit from reading it.

Feeding the Sales Pipeline When Times Get Tough

Now, more appropriate than ever!

Articles on Sales:

The “Big Deal” - To Be(lieve), or Not To Be(lieve). That is the Question

How does a manager really know if the Big Deal a sales person is telling him about is real or not? How does the manager commit to decisions on inventory, people, equipment capacity and other business enablers without knowing the real probability of the Big Deal closing? This article tells you the 6 questions to ask.

When It’s Done Right, It’s Not Selling At All

Get rid of your old ideas about what selling is. For owners and CEO’s. If your competitor gets this first, you’ll start to lose

Articles on Performance Excellence:

The Seven Laws of Performance Excellence Published in IndUS Business Journal, December 2007, Click on title to read or at IndUS Business Journal

Getting the most from your team is often a matter of the culture you instill. For CEOs, COOs, owners and GM’s

Ten Common Barriers to the Progress of a Business Initiative (and what to do about them)

An easy-to-use checklist to help you and your team quickly get to the heart of a problem. Some clients have posted it on their meeting-room walls. One of Jerry’s most popular works.

Articles on Job Growth and the Economy:

Who’s Really Responsible for Assuring the Growth of Good New Jobs? Published in Industry Week: Leadership & Strategy - Viewpoint, July 2007 Click on title to read or at Industry Week on-line

We, the marketing and sales people of the world, can do much more than the government in creating new jobs. Read where the challenge really lies.

Articles on General Management:

Down and Out, A New Strategy for Success, Chief Executive Magazine

Where we focus our attention day-to-day is an excellent predictor of how our business will trend. Are you focused in the right direction?

Articles for Consultants:

The 8 Client Personality Types and How They Affect the Success and Longevity of a Client Engagement

By far. the most talked-about technique for improving your consulting practice. From the first time you meet with a prospective client, know who you’re talking to and what to expect. Read up, laugh (or smile if you’re inclined), but remember to take it to heart.