I’ve worked in several major companies and have observed that typically the compensation program is limited. That doesn’t mean one cannot earn excellent money, but often, there’s not always the clearest link between pay and performance. Once I was on a salary plus commission program and six months after I arrived, management cancelled the commission [...]
Consider the Pareto Optimal Rule when you’re managing your business. The rule works like this: 20% of your customers generate 80% of your business. Or 80% of your sales revenue come from 20% of the customers.
On one current client project, we recently studied our chief competitor’s business. Turns out the competitor generates 80% of its [...]
Sure, One of the best ways to win more business is to deliver value, make the other person money and create win-win. But,
Add in Showing Appreciation. Say ‘Thank You’ or send a ‘Thank You’ email or better yet note via snail mail.
The other day we sent Jan, our freelance graphic designer, a project. It was [...]
On Tuesday, I introduced one of our clients (Steve, CEO) to a Venture Capitalist, Joe.
Once Steve explained the business premise (business model) to Joe, Joe asked two key questions!
1. Will you meet your financial projections?
In other words, are you SURE in this economy that you will generate enough sales revenue and control your costs so [...]
Here’s one more Crucial Customer Message Insight that will help you build your business and advance your career:
When was the Last Time You Updated Your Bio?
This disguised ‘How-To’ is an Ideal way to reach out to people and let them know:
1) What you’re up to, and perhaps more important,
2) Where you want to go! In other words, [...]
Recently, a number of our clients have asked us to help them evaluate what is the Right amount of FREE work…In other words, how much FREE Before FEE. This is a delicate balance (depending on your field). Sometimes it’s customary to give free work to develop the business or win the client. But, the difficulty [...]
Here’s another example of the Crucial Customer Message in Action; take advantage of every opportunity to promote your products and services!
This month we happened to receive a number of bonus reports from ezine and magazine publishers.
We were Amazed that these folks did NOT bother to throw in a:
–Letter (hello, thank you, or otherwise)
–Introduction, or
–Guide that [...]
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