Archives: April 2009

How to Find and Hire the Right Person

Posted by: Rod Kurtz on April 30

Don't be fooled into thinking a difficult economy has made the war for talent as passé as acid-washed jeans and flannel shirts. Rather, the influx of highly qualified people into...

Starting the Transition to Open Innovation

Posted by: Rod Kurtz on April 29

The promise of "open innovation" is compelling: more competitive products in a quicker and more cost-effective manner. So if you're a small business owner looking to build a culture of...

What's Your Exit Strategy in Today's Market?

Posted by: Rod Kurtz on April 28

As part of the small business life cycle, at any given time there is a flow of owners looking for an exit as their operations mature and reach new stages....

Practicing Competitive Intelligence

Posted by: Rod Kurtz on April 27

There have never been more communications channels available to businesses looking to promote the value of their product or service. Likewise, there have never been more channels for competitors hoping...

Preparing for Electronic Discovery

Posted by: Rod Kurtz on April 24

In today's torpid economy, cutbacks are a fact of life. But amid declining resources, one thing is still on the upswing: litigation. Small businesses used to depend almost entirely on...

Protecting Vital Information

Posted by: Rod Kurtz on April 23

What is the right balance between protecting your company's information and keeping your employees productive and engaged? To do their jobs better, employees want to use mobile devices, Web applications,...

Doing More with Less

Posted by: Rod Kurtz on April 22

Smaller companies are feeling the squeeze of budget cuts, reduced demand, and tighter credit. It has never been more important to do more with less. Since labor is the largest...

Prepare for and Manage a Reduction in Force

Posted by: Rod Kurtz on April 21

If the current economic downturn has made a reduction in force (RIF) necessary for your small business, it is important to prepare for it adequately, conduct it efficiently, and then...

Why Should Selling Be Optional?

Posted by: Rod Kurtz on April 20

At a recent conference, I wasn't surprised by the reaction of workshop delegates when they figured out that we recommend eliminating commissions and paying salespeople salaries. I didn't present this...

Is a Brand Actually Worth Anything?

Posted by: Rod Kurtz on April 17

If we take the word "brand" at its original meaning (the trademark or distinctive name identifying a product), it seems fair to assume that brands can acquire some intrinsic value....

The Myth of Branding

Posted by: Rod Kurtz on April 16

Today's exaltation of the word "brand" is based upon a widely held premise that brands create sales. This is bogus. Brands do not create sales; great products do. The false...

When Higher Conversion Equals Lower Sales

Posted by: Rod Kurtz on April 15

There's an assumption that underpins the design and management of most sales processes: that conversion is the primary driver of sales. But this assumption is erroneous. In most sales processes,...

Strategy for Tough Economic Times

Posted by: Rod Kurtz on April 14

As the economy slows, it's likely that your firm's order flow might slow, too. It doesn't need to, though. If you can improve the performance of your sales function to...

Remember to Think Local When Marketing

Posted by: Rod Kurtz on April 13

Many small businesses have been able to increase their Internet presence and online footprint with tools like Twitter, Facebook, and LinkedIn. However, when it comes to building meaningful business relationships,...

Promote Your Top Talent

Posted by: Rod Kurtz on April 10

If a company is going to survive the current economic storm and thrive again, there's one thing it absolutely, categorically can't do without: its people. And that means that even...

Evaluate Your Social Media Investment

Posted by: Rod Kurtz on April 09

Once you've made a commitment to using social media as a part of your company's marketing strategy, try to focus on the long-term benefits of this investment. Think about tracking...

Determine When to Use Social Media

Posted by: Rod Kurtz on April 08

If you're trying to figure out how your company might take advantage of the social media revolution, you've got to start by finding and monitoring the relevant conversations. But don't...

Use Social Media to Track Customers and Prospects

Posted by: Rod Kurtz on April 07

With the pervasive adoption of social media, no doubt your customers and prospects are out there. They are sharing their opinions and ideas in unaided, natural conversations. More important, they're...

Define Your Social Media Strategy

Posted by: Nick Leiber on April 06

Written by Jay Henderson It seems like every article I read these days is talking about how great, important, and transformational social media is. According to Forrester Research, more than...

Demonstrate Flexibility When Troubleshooting

Posted by: Rod Kurtz on April 03

Unplanned change is a reality of business. Behaving constructively and calmly in these situations of surprise and unexpected change is a leadership essential. Reacting to change can sometimes mean experimenting...

When Faced With Adversity, Be Persistent

Posted by: Rod Kurtz on April 02

When you hit an unexpected roadblock in your path, you may be tempted to lower your goals or expectations for that particular facet of your business. While lowering your aim...

Be a Pillar of Optimism

Posted by: Rod Kurtz on April 01

Every business experiences some bumps in the road from time to time. Adversity can bring colleagues together if it is handled in the right manner and is not allowed to...