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Leadership Assessment #20 – Lowers Credibility Gap

There are hundreds of assessments for leaders. The content and quality of these assessments vary greatly. You can spend a lot of time and money taking surveys to tell you the quality of your leadership. There are a few leading indicators that can be used to give a pretty good picture of the overall quality of your leadership. These are not good for diagnosing problems or specifying corrective action, but they can tell you where you stand quickly. Here is one of my favorite measures. It is the ability to lower the credibility gap between organizational levels.

Thriving in the Gap

Making the best of where you are with what you have can be a challenge these days with the pressure of meeting setting and meeting sales goals, retaining talent and clients. How can we thrive in the gap between delusional optimism and paralyzing panic? The key is to stay where the action is and that is in the middle between these two extremes. You can't do it alone so put people around you that don't think like you do. People who can challenge and optimize your thinking. Make the most of what opposing ways of seeing it give to you and you will find that your networking is more robust, developing your employees is more effective, solutions drive more sustainable results. In short you will make better decisions that serve in the short, mid and long term.

Using an RRSP for a Down Payment – Dipping into RRSP Accounts

If you have been interested in buying a home for some time but have not managed yet to accumulate enough money for a down payment in your current savings account, you may want to consider the possibility of using an RRSP for a down payment. While this certainly has its share of pros and cons, for many people, this is a logical solution. Some will use their RRSP account for the funds to take a gap year off to travel, and others will use it to purchase an automobile, so why not consider using this money, which is entirely yours, as the means for a down payment for a home?

Select Seminars and Workshops with Purpose
Recently, one of my clients asked me about a seminar offered by a competitor. His questions to me were, “Howard, take a look at this and let me know if you think I should go, and if you want to come with me?” Rather than answer the questions directly, I left him with these thoughts and some questions to ask himself.

Performing a Solid GAP Analysis
Examining your current situation, proposing a new situation, and evaluating the gaps between the two, is central to the strategic planning process. Use Demand Metric’s GAP Analysis Tool to document gaps in areas that need to be core competencies.

Writing Business Strategy Plans

Build a Strategic Planning Team- engage a cross-functional planning team to represent each department's needs. Hold a kick-off meeting to set strategic planning goals, schedule meeting times, and get organized for the planning process. Introduce the Balanced Scorecard Approach- review and distribute our Research Note "Map Strategy with Balanced Scorecard" to provide a framework to work from. Develop a Strategic Planning Charter- use our Project Charter template to document the goals and objectives for the planning process, and set plan completion timelines. Document Strategic Planning GAPS- evaluate your current strategic planning process and add GAPS to our GAP Analysis Tool under the Strategy tab. You will be using this GAP Analysis Tool through the entire strategic planning process, so consider distributing this tool to the wh

Lesson #3: Take Charge

“The wise man bridges the gap by laying out the path by means of which he can get from where he is to where he wants to go,” Morgan once said. Known amongst his peers not only for his determination and abilities but also for his take-charge personality, Morgan knew what it took to get things done. A man devoted to his business, Morgan would do whatever it took to close a deal, no matter whose head he had to go over. With a clear vision in mind, Morgan took control over his situations, directing them towards the ends he desired.

J.P. Morgan Quotes
J.P. Morgan Quotes

Lesson #3: Let Your Intellect Rely On Your Instincts

One month before Ash’s company was set to launch, her second husband died of a heart attack. He had been the one in charge of the legal and financial matters of Beauty by Mary Kay. With him gone, Ash wasn’t sure if she could still succeed in achieving her dreams. When she approached both her lawyer and accountant with the idea to continue launching her company, she was given the same response – she was told she would lose her entire life savings of $5,000. They did not think Ash had what it took to succeed without her husband.

Anthony Robbins Personal Power
For almost three decades, Tony Robbins has devoted himself to helping other people both use and discover the tools, strategies and resources they need to create the life of their dreams. As an entrepreneur, author, and consultant, he has become of the world’s most renowned motivational speakers – although he hates the term, preferring to call himself a ‘peak performance coach.’

Filling the Gap Between Generation and Conversion
I had a journalist ask me the other day to define the difference between sales and marketing for the typical entrepreneur.

The Value of a College Education
I've been a long-time supporter of college education. I think that a college degree puts you so far ahead in life that it's utterly necessary in today's competitive business world.

If Gap Needs a Niche
The New York Times carried an article today with the headline - Gap Is in Need of a Niche.

Fall into the Gap
Today, I visited a Gap store for the first time in a while. We all know that they've been having trouble, and it was interesting to see how they're responding.

Reorganizing for profit
Here's what most retailers do: They organize by brand/designer or label Within that, they organize by type of item and within that, by style and finally, by size

Those idiots in sales just don’t get it
I’m presenting a workshop this week titled - How to get sales and marketing on the same page.

Eliminate Ranges From Your Negotiating Vocabulary
I was fortunate that two of my early mentors were master dealmakers. They had different styles and approaches so I learned an incredible amount from each of them. Before I met them I’d never made an investment, acquired a company, or sold a company. In the past 17 years since I met them, I’ve done a ton of each.

How To Widen The Gap Between Your Compensation Versus Your Value

Are entrepreneurs the only ones that own their own business? Everyone is really in business for him / herself, like an independent contractor. How you perceive the connection between the employee mind-set and that of an independent contractor is imperative. The independent contractor like the successful entreprneur, has a responsibility to maximize and deliver value. What can you do to deliver your assigned responsibilities with a new approach and be proactive with your talents in a way that creates maximum value? This article offer 2 key areas of focus for employees to increase your value, widening the gap between your worth and your compensation. Those are the folks who never get laid off, no matter what the economy is doing.

Why the Relationship is So Important to the Sales Outcome
Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like and the other is how to develop strong relationships. There is nothing wrong with either of those topics but they surely miss the mark in two important areas.

Cash Flowing your B.C. and Ontario film grants – Film Finances Canada and Tax Credit Financing
Film tax credit financing in Canada ;Information on how to access and successfully completed the financing of B.C. and Ontario film grants . Tax credit financing for film finances Canada .

The Only Sr&ed Guide You Need For Your Sred Loan on Your R&D Tax credit
Sred Funding Basics;Information on what Canadian business owners need to know about sr&ed financing for a sred loan on their r&d tax credit non repayable grant .

The Only Sr&ed Funding Guide You Need For Your Sred Loan on Your R&D Tax credit
Sred Funding Basics;Information on what Canadian business owners need to know about sr&ed financing for a sred loan on their r&d tax credit non repayable grant .

The Rising Cost of Healthcare…Can Small Business Keep Up?
Three words. Health Care Reform. Combined, they have become a hot topic in recent months. Although the thought of any reform on America’s health care will affect all Americans, a special group of interest is small business. As Capitol Hill struggles to create a bill that will satisfy all, small businesses face a critical turning point in regards to keeping up with healthcare changes.

Who Do You Call When Your Sales Forecast is Busted?
When your short-term sales forecast indicates that you'll come up short this period (month), what do you direct your salespeople to do in order to fill the gap?

The Ignorance Factor and Achieving Your Company's Revenue Goals
What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher? They are ignorant too. Not about life or business as Oher was, but about sales forces.

What is personal development plan?
If you desire to have skills and experience to enhance individual performance and self-perception, you are going to need a personal development plan. It serves as a map of your self-development journey, gearing towards achievement of aspirations.

Do you know your organization’s “Execution Quotient”?

“Execution Quotient” or “xQ” for short – measures the gap between an organization’s goals and how well it achieves them. It’s like measuring the organization’s IQ for achieving results. Why do so many organizations find it difficult to execute their strategies and achieve results? Harris Polling surveyed 2.5 million workers to ask about this and they found the following shocking results...

What Are The Career Opportunities In The NGO Sector?

Forget those age old days where people were neither serious nor willing to peruse a career in an NGO (non-governmental organization) sector. They planned to work with an NGO only after their retirement and hence it never became a good career ground for them. However, with increased professionalism, ample growth opportunities, and a challenging career ahead, there has been a quantum change in the thought process of young aspirants who today foresees the NGO sector as a great hotspot for future career aspirations. Moreover, with so much industrialization and developments happening everyday, this sector also needs future leaders who have a vision and a mission to serve the society and fight for its justice.

How To Write Press Releases For Your Internet Marketing
Written using third person, a press release is a pseudo-news story that seeks to confirm to a certain editor the newsworthiness of a specific person, product, service or event.

There Are Several Benefits Of Starting An Online Home Business
I am a big believer that you must have a reason for why you are working an online home business for it to succeed. It doesn't really matter what other people say because it comes down to what's important to you.

Living In The Gap Of Possibility And Purpose: Part 1
Creating a GAP in our lives can be one of the most life enhancing processes we ever do. The Olympic athlete does it when he or she 'goes for the gold.' The young teenager does it when he or she commits to the career of their dreams rather than settling for mediocrity. And you and I can do it when we clarify what our life on purpose will look and be like.

Living In The Gap Of Possibility And Purpose: Part 2

Strange as it may seem, determining where we presently are in our life can be more of a challenge than we may at first think. For starters, in today's hectic pace, many people simply don't feel they have the time to make such a determination. While it may sound like a good idea, it's a little like the old saying, "It's hard to remember your plan was to drain the swamp when you're up to your tail in alligators." So, while many of us can end up devoting more time to planning our next vacation than planning our life, it's important to reserve some quality time to 'work on our life' rather than just get caught up in the hectic pace of 'doing, doing, doing.'

Living In The Gap Of Possibility And Purpose: Part 3

Perhaps the Bible says it best -- "Without vision the people perish." But what is vision? In working with thousands of people over the last 16 years as a coach, I've found that vision is a key ingredient of our life purpose. It's what we see to be possible, not only for ourselves, but for our families, our communities, indeed for the world. Without it we perish. I've found helping people reawaken their sense of what's possible so important that it's a key component of preparing for the journey along the Purposeful Path because the more someone taps into this realm of possibility the more inspired they will be to take the actions necessary to make it their current reality.

Educating Yourself for Work from Home
If searching for a work from home situation, it is crucial that you educate yourself to avoid the same mistakes I made years ago.

The Power of Letting Go
By moving through and letting go of our fears, we can envision and create the life that we truly want for ourselves. By contrast, when we let our preconceived notions about ourselves and our fears take control, we can be paralyzed by them

Client Loss: Three Types of Women Entrepreneurs, Three Types of Responses

In an increasingly tough economy, losing clients can be a daunting proposition. A new study reveals that different types of women entrepreneurs have different approaches to running a business and dealing with everyday business challenges that arise. This article details how three very different types of women entrepreneurs are likely to respond to the loss of a client—along with insights for building business resilience and moving ahead.

Succession Planning - success through coaching!
Research indicates that effective leaders are instrumental in driving improvements, retaining key talent, attracting new talent, and even in building and sustaining organisational culture...so why do so many organisations fail to maximise on the potential of their leaders given the significant role they play in ensuring business continuity and success?

"Just Ask the Geese"
You can learn a lot about teamwork by watching geese. These amazing birds are great team players. They look out for each other and they get where they want to be. Find out how in this article.

THE TRAINING GAP
If a new sales rep, or any new employee, with potential, talent and ability fails maybe it is the quality and nature of the trainer, coach and the program.

Take Your Life To The Next Level!
This is about taking your life to the next level. To acheive the happiness you deserve.

Got the right people in place
Getting the right skill sets and behaviors in the right spot is not always easy, yet it will make or break that new hire!

How to Increase Sales With Questions That Seek Greater Clarity to Gain Greater Specificity
Do you every ask dumb questions to move the sales process forward? If not, maybe this article may show you how dumb questions should be part of your sales skills and sales toolbox.

Sales Success Begins with Defining What You Value
What does sales success mean to you? How does your success relate to what you value?

How A Simple Visual Can Determine Why You Cannot Achieve Your Goal To Increase Sales
Visualization is a great technique to create awareness about current behaviors and then to change them when necessary. Read about how using a visual of a 3 foot piece of rope can positively increase sales.

Are You Living Your Ideal Life?
The path to unlimited success and satisfaction in all areas of our lives is available to everybody. All you have to do is choose to take it. Very few people do though. Here are three easy to implement action steps to help get you on the path.

Writing Tip: The harmful effects of Rambling Rose
Most people use what we can the Rambling Rose writing process. They type as they think through the content. When people do this, there are predictable outcomes for the writer, the draft and the reader.

Spanish Retailer, Zara Decides to Form a Joint Venture with the TATAs, rather than franchise

Inditex, the Spanish retailer behind Zara, expects to open its first stores in New Delhi, Mumbai and other Indian cities next year. Inditex, the Spanish retailer behind Zara, is to set up shop in India in partnership with Tata, the conglomerate, as it presses on with an aggressive expansion plan despite the global downturn. Europe's largest clothing chain is betting that its "fast fashion" model can be transposed to the subcontinent. The group, which already has outlets in 73 countries, from Russia to Guatemala, prides itself on being able to design, manufacture and deliver new lines in just two weeks, compared to an industry average of nine months.

If and when the ‘iPad’ arrives, it won’t be a stopgap solution
Whether the rumored "iPad" comes out this year or next, Apple will almost certainly position the device (assuming it even exists; the company has made no official statement about it) as a mobile computing device, NOT as a laptop.

Home Based Business Fills the Gap in Canadian Recession

Home based business fill in the gap left by job insecurity during Canada's newest economic recession. Canadians have not suffered the job losses that workers in the USA are facing. Finding a job in Canada is far more difficult as companies look at cost saving and trimming expenses. Up to 31% of the workforce believes that either they, or someone they know, will be laid off in the coming months. Job security all but disappeared in Canada after the last recession in 1991. Employers wary of unpredictable economic conditions started outsourcing and contracting as many jobs as possible to trim costs. In the blink of an eye, the perception of job security was revealed as a very weak concept. Entrepreneurship is growing as more people prepare to start a home based business.

WHAT YOU NEED TO DO TO ENABLE YOU DEVELOP YOUR BUSINESS AND INCREASE SALES AND CUSTOMER SATISFACTION.

Marketing is defined as coming up with products that satisfy the needs of the customers. Therefore marketing is identifying and developing products to satisfy the customers’ needs. By looking at the two definitions you can see the close relationship. Both entrepreneur and marketers do the same thing, identify and fill a gap in the market.Because entrepreneurs are marketers, then I believe you as an entrepreneur have done the following for your business development.

The Explanation Gap

Excellent communicators understand that an explanation gap typically results in an execution gap. Remember the old rumor mill game? Tell a phrase to the person next to you at a table. Your neighbor tells it to their neighbor. And so on. Before you know it, the phrase “Let’s wrap the various toys with vibrant colors to excite the recipients” turns into “Let’s rap serious tunes with vibing colors to recite to the residents.”

Is your marketing painful?
Marketing a business (or in my case a health care practice) needs some pain. We need to remind our prospects of why they need to use our services, and give them the option of chosing us. Pretty, pretty marketing just won't do!

Proven Strategies to Turn Blogging Into Profits

In this article I provide a few crucial ideas and suggestions on how to benefit financially and professionally from blogging. There was a time when blogging was limited to a small number of people. Now it has exploded into a mini-industry. Fortunately, there are so many tools, services and technological devices available to bloggers. These unlimited resources can help business professionals turn blogging into a money-generating activity, enhance their image and propel their business forward.

Coaching, Counseling and Development

Counseling is generally considered corrective discipline for serious performance deficits, and can often be avoided with the use of effective coaching techniques. Staff development is a long-term process that´s focused on enhancing people´s strengths and preparing them for the next step on their career ladder. Coaching, on the other hand, is a "right-now" method that helps your sales consultants to improve the work they do today. Its main purpose is to close the gap between the performance standards you´ve set and their actual performance.

HOW TO GROW YOUR ONLINE SALES BY POSITION YOUR PRODUCT TO THE RELEVANT MARKET

A position is a reference point determined in terms of time and space. For example USA is positioned between Mexico to the south, Pacific Ocean to the west, Canada to the north and so forth. A position can be a rank or a qualification i.e. China is placed 3rd in the world economy after USA and Britain. In marketing we use position the same way; we use positioning to refer to product relative to other competing products in the market, i.e. product A is positioned to appeal to middle income group. Brand B is positioned to appeal to the go-getters. Positioning of products is a process and there are steps that are used to come up with a specific position for specific product. Positioning is therefore the process of putting a product in a location in reference to the competition and the entire market.

What is your product really worth?
The secret of selling is the art of value visualization. A natural sales person will lead the buyer through a series of structured questions, whereby the buyer will actually “see” what the product will enable them to do. The Sales person then will encourage the prospect to put their own value on that capability.

How to handle the top 10 SME Sales Objections - Part II

Part I discussed the three main types of sales objections. This part will highlight the 10 most common objections, and how to handle them to close the sale. The most important thing through out the sales cycle, that you can do, is to ensure that your customer appreciates the value of your offering. Most if not all of the 10 Objections can be avoided by continual qualification and value verification. “What benefit, in addition to those that we have discussed will that bring?”

A - Z to A Richer Life
My Million Dollar Speaking Coach taught me there are 3 ways I can share information: Being an expert Being a student Being a reporter

How To Destroy The Bridge Between Generations - Scoop 44
Creating effective communication within organization

How to Give your Startup Idea a Reality Check
I’m sure you all realize that there could be quite a distance between a great idea and a great startup. But many people don’t have a clue on how to bridge the gap. So, trying carefully not to rain on his parade, I suggested to my friend that he consider the following steps as a reality check before spending his life savings (and mine) to roll out a solution:

HR Departments Need Business Acumen Too

The problem with a lot of HR departments is that companies relegate them too far to a “back office” mentality. This only renders the people who work in them out of touch with the front of the house where an understanding of the business and the people driving it is critical. So, in order for human resource employees to be the necessary link that connects internal functions with external performance, those working in HR should be as business minded and savvy as they are administrative and up on HR laws.

When, Why and How You Need to Hire a Freelance Project Manager

Most successful outsourcing buyers post their first freelance project to fill a specific skill need or budget gap on a particular project, finding a skilled worker or two and seeing the project completed successfully. Then, as success breeds success, their needs continue to expand and more freelance professionals are eventually hired. Suddenly, these outsourcing buyers find themselves managing a growing remote workteam, which is usually more demanding than anticipated and ultimately a resource stress. If you are feeling overwhelmed by the requirements of keeping your remote workteam in motion on an outsourcing project, perhaps you need to consider hiring a freelance project manager.

The Laws of Execution - How to Systematically Get Things Done - Five Part Series - Part One

SERIES PART ONE: Too often we talk about habits and changes that need to be made in our lives and careers, but the corrective actions to be executed die at the discussion table where they began. Nothing is accomplished and the circle of frustration continues with little positive results. How do we change this? It all starts and ends with you. . Start with these practical ways of creating systems to begin closing the gap towards the person you want to be:

The Laws of Execution - How to Systematically Get Things Done - Five Part Series - Part Two

SERIES PART TWO: Too often we talk about habits and changes that need to be made in our lives and careers, but the corrective actions to be executed die at the discussion table where they began. Nothing is accomplished and the circle of frustration continues with little positive results. How do we change this? It all starts and ends with you. . Start with these practical ways of creating systems to begin closing the gap towards the person you want to be:

The Laws of Execution - How to Systematically Get Things Done - Five Part Series - Part Three

SERIES PART THREE: Too often we talk about habits and changes that need to be made in our lives and careers, but the corrective actions to be executed die at the discussion table where they began. Nothing is accomplished and the circle of frustration continues with little positive results. How do we change this? It all starts and ends with you. . Start with these practical ways of creating systems to begin closing the gap towards the person you want to be:

The Laws of Execution - How to Systematically Get Things Done - Five Part Series - Part Four

SERIES PART FOUR: Too often we talk about habits and changes that need to be made in our lives and careers, but the corrective actions to be executed die at the discussion table where they began. Nothing is accomplished and the circle of frustration continues with little positive results. How do we change this? It all starts and ends with you. . Start with these practical ways of creating systems to begin closing the gap towards the person you want to be:

The Laws of Execution - How to Systematically Get Things Done - Five Part Series - Part Five

SERIES PART FIVE: Too often we talk about habits and changes that need to be made in our lives and careers, but the corrective actions to be executed die at the discussion table where they began. Nothing is accomplished and the circle of frustration continues with little positive results. How do we change this? It all starts and ends with you. . Start with these practical ways of creating systems to begin closing the gap towards the person you want to be:

Generations X & Y: Motivating and Engaging Young Employees
Practical tips for understanding and working with Gen X and Y workers.

Lean Marketing
What is Lean Marketing and how can your business benefit?

Personal Success Tips - Blazing New Trails to a New Career

Reinventing yourself from one career to another is an adventure. The adventure can be welcomed or not. It depends upon personal circumstances. To some it is a deliberate intention to change. They are eager to venture out beyond their comfort zone and tap into their potential. To others reinventing themselves may be an unwelcome transition due to job loss, having to go back to work, divorce, or some other circumstance beyond their control.

Providing a Blueprint for Generational Leadership
Learn about succession planning and how to tap into the skill set of each generation

Leveraging Generational Diversity
The different generations at a glance and how to utilize the strengths of each

WOM…It’s An Art, It’s Science, It’s Theirs

If you went to/read about SXSW (check Wikipedia) you saw that folks were doing everything for word of mouth (WOM) buzz. They'll do it all the time, every time. Big secret though? Those folks don't have one iota of control over WOM! Nope that belongs to the people we're feeding the messages to. You know "them." Problem is they can turn on you in a heartbeat and gawd it ain't pretty. When that happens it's damage control and you try to save the vital parts...that's when you call the PR folks to blame...not us, them! It can be "managed if you know how to prepare, what to do, when to do it...and you have blind faith!!!!

5 Tips for Workplace Retention Across Generations
How to retain your best young talent

The Big Disconnect Managing Generations Leadership Training
The Big Disconnect - Managing Generations - Leadership Training.

How to Sell More Effectively in a Recession
How can you sell more effectively in this economy? You'll need to perform some self-diagnostics. If you use Sales Force Automation of some kind, perhaps a report like the one in figure 1.0 below is available to you.

Newest PI Sponsor Receives Patent That Will Forever Change The Software Vendor Landscape (e-LYNXX Corporation)

In an upcoming profile article I will be be reviewing the value proposition of the e-LYNXX organization. What will make this particular profile unique is that e-LYNXX recently received what has been described as a “landmark competitive procurement patent,” for a revolutionary methodology that will have a significant and far reaching impact on the supply chain industry as a whole, including tier one vendors such as Oracle, SAP and Ariba.

Where Do You Look For YOUR Value?
An article of 1429 words explaining how to stop looking for value in all the wrong places and start embracing your innate, natural value.

More Restaurant Marketing Lemons
More Restaurant Marketing Lemons

How to Increase Sales Using a Goal Achievement Mentality Instead of a Goal Setting One
Many sales professionals set a lot of sales goals from daily to weekly to monthly to quarterly to yearly. Yet many businesses still have faltering to less than stellar sales. So what is the reason for this gap between desires or wants and actual results?

How Fast-Track Learning Paths Create Skills and Talent For Next Economy
Arupa Tesolin examines how companies can use Learning Paths to increase productivity and strengthen their competitive capability

The One Entrepreneurial Risk You Should Never Assume-Insurance Requirements of the Self Employed

Could your business survive an extended, forced shut down? If you don't have a plan that ensures your rent, utilities, payroll, suppliers and your own income can be payed even while your business is shut down for months the answer is no and your small business is at risk. Business Interruption or Loss of Income insurance bridges the gap between the businesses normal income and its income due to a forced closing. It also can assure certain business critical expenses will be paid.

Management styles for Gen-X and Gen-Y
Managing today workforce is not an easy task. It takes different tools to get through to Gen X and Gen Y.

How to Improve Your Sales through What You Offer
There’s a gap between what you offer and your understanding of that offer and what your prospects perceive you offering. You think you’re being crystal clear and that anyone can see how you can help them. The problem is anyone can’t see. They can’t and won’t connect the dots between what you’re saying and how what you’re saying applies to them.

THE VALUE OF A PERSONAL MISSION STATEMENT
I am sure that all of you who work in a corporate environment are familiar with your corporate mission statement? It is the one that typically hangs in the front reception area or perhaps on the wall in the boardroom. But do you have a personal mission statement and/or understand in a meaningful way what your purpose for living actually is?

Doing What Comes Naturally Accessing Zycus Spend Management Innovation Through A Simplified and Practical User Interface Zycus Inc Profile

“Recognizing that adoption or end-user compliance is one of the main barriers to a successful program, the ability for project champions to leverage user comfort with known applications such as Excel to access certain functions within the SAP architecture could stimulate stakeholder buy-in, at least internally. By promoting the utilization of SAP through a familiar, easy-to-use interface, the overall level of possible resistance may diminish to the point of making the SAP PPS offering more viable.

Culture Conversion: Designing for Niche Markets

A niche market is a focused, targetable portion of a market… or a narrowly defined group of potential customers. In general, if your business focuses on a niche market, you should be addressing a need for a product or service that is not being addressed by mainstream providers. Unless you are in the community being targeted, it can be hard to tell upfront whether the design of your creative is going to be effective. But when you’re part of the targeted community, you get the message loud and clear. The trick comes in when you want to target a niche market to which you yourself do not belong. Bridging this gap between business and niche markets thus often requires a thoughtful cultural conversion campaign.

Improving Your Management Communications Skills - What's It Worth?
A manager needs to have good communication skills. It is one of the major elements of communication. One of the most vital skills in any manager or supervisor's portfolio of skills. But why? What are the benefits of being a good communicator? Read on for more...

GAPS, SWOT and Segments, Oh, My

SWOT is an acronym for strengths, weaknesses, opportunities and threats. When performed normally, this type of analysis yields almost cursory and useless results. Typical responses when looking at an organization as a whole include comments about having good people (a strength), lacking suitable space (a weakness), growth of a business in a strong economic market (an opportunity) or the presence of a competitor (a threat). This provides a brief snapshot of where an organization is and what might be on the horizon in very high overview. This approach contains only the singular dimension of flat area.

Could You Use Persuasive Selling?
There’s a stark difference between persuasion and manipulation. No one has to tell you when you’re being manipulated. You don’t like it, and it’s a dangerous tactic to use.

Top 5 Personnel And Staffing Small Business Franchises

An ever increasing trend in the business world today is the outsourcing of certain parts of the business that would have traditionally been performed in-house. This is probably most prevalent in the area of staffing/recruiting and human resources. For many businesses, it is simply not cost effective to have people on staff to interview and recruit temporary positions, or for small companies, it may be too costly to have an entire HR department on full-time staff. Here's a look at some of the best franchise opportunities in personnel and staffing that can put you in a position to help businesses get the job done right, with the right people in place.

Sales Coaching Tip: Widen the Why Gap between Gains and Losses to Increase Sales
Do your sales skills include the ability to widen the "Why Gap" between the potential gains and potential losses for your prospect. Learn more about this gap.

Increase Sales Coaching Tip: Understand How the Nos Get You Closer to the Yesses
Does a No derail you in your attempts to increase sales? Consider, this sales tip to increase sales.

Emotions the Key to Increase Sales
Are you still promoting your product, price or proposal and not getting the results you want? Maybe you forgot this simple message.

The Positive Side Of Recession
Economies rely on a degree of overconfidence. There is a gap between present realities and future expectations without which there would be no enterprise, no investment, no credit, no commerce, and no currency.

Your Sales Force - Who is Playing on Your Team?
Your worst salespeople lost the only opportunity they had. Devestation, depression, excuse making and inaction. They fail to rebuild their pipeline. Who do you have playing for you?

Back to School, Part 1/3: Working and Learning – Can They Be Balanced?
How can work and school be balanced? Does the organization gain any benefits from employee’s continuing education? Can an organization assist their employees? If so, then how? If you and your organization find yourselves asking these questions, then this article is for you. Just the first part of a three part series regarding going to school while having a career.

I'm Sure I'm Terminally Unique
Many people bear the burden of feeling as though they're the only ones who feel that way. Refusing to take others into their confidence only contributes to this delusion.

Beating The 80/20 Rule
The span of control of sales managers has a major bearing on saleperson effectiveness. In B-2-B sales the optimum ratio of sales manager to salesperson is around 4-5 to 1

Focus On Talent Management… It’s Your Future!

The future of your company depends on your ability to develop talent! The question is... are companies headed in that direction? I was recently in deep conversation with one of my mentors. He said, "Employees these days have no loyalty to the companies they work for. This new generation of employees doesn’t think about that stuff. For this reason, many companies today are less focused on developing their people. Many of these companies expect employees to invest in developing themselves."

Small Steps add up to many Kilometres
Ian produces a weekly sales tip which has a huge subscriber list. Here is a typical sample

How can I turn my company's operations into a competitive advantage?
Network Member Question How can I turn my company's operations into a competitive advantage? and What are the best ways to run my supply chains? Ramesh Malani L'Entrepreneur En Residence at Foundation Washington D.C.

What is SPIN Selling?
SPIN Selling is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the clients' needs to offering solutions, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve.

Four Sources of Discontent
An article of 1163 words describing the four sources that fuel discontent and how to manage them appropriately.

Is it what's WRONG with these kids? or what's RIGHT with these kids?
Kids! I don't know what's wrong with these kids today! Kids! Who can understand anything they say? Kids!

Do You Remember Being Limitless?
Your success strategy is both the source of your success-to-date but also the source of your limitations. If you’re up to a big game, moving beyond your “success strategy” is crucial at creating a whole new level of results. Naturally, the first step in controlling it verses it controlling you, is to identify it.

Baby-U-Deserve-Getting-Every-Thing (Budget)
What is your reaction to the word “budget”? A sinking, depressed, deprived feeling? You are not alone. Many people audibly groan at the mention of the word. For the vast majority, it connotes scarcity, lack, and limitation—none of which are very pleasurable concepts....

Are you Ready for the Business Challenge?
The only reason for going into business should be that you have a great business opportunity, or a concept that neatly fills a gap in the market and is feasible.

SELL YOURSELF WELL
The most difficult CV’s to put together are those of people who have just left school, who perhaps didn’t complete school, have no tertiary education and little or no work experience. It might seem that they have very little to work from. But everyone has something about themselves which they can sell.

Apprentice - What an utter shambles
Be warned – this posting reveals who has been ‘fired’ from the sixth episode and the rest of the post is only my observation and opinion based upon 60 minutes of edited TV, nothing more.

HELP I hired an Idealist
Using the ideals of your more youthful staff can be a great strategy for creating buy-in and ownership at the staff level

What Can Small Business Coaching Do for You?

Do you ever get the funny feeling that you are talking only to yourself? When you try to think about strategy for your company, do you stare at a blank wall? Are the voices in your head louder than the radio? If this is true for you, then you might have small business owner syndrome. This is most easily remedied by talking to someone else. Your best bet? A business coach. This article will help you understand what a business coach can do for you.

Supplemental Material Double Marginalization and the Point of Ideal Price Viability

I have received a number of e-mails regarding my August 10th posting (Double Marginalization and the Point of Ideal Price Viability) requesting clarification of my theory. In line with the old saying that a “picture is worth a thousand words,” the following graph will hopefully illustrate the basis for my conclusions. (NOTE: due to space limitations I am not able to incorporate the actual graph into this posting. To obtain a copy of the graph send me an e-mail at jhansen@procureinsights.com with “Graph” in the subject line.)

Rolling with the punches or rolling out?

In today’s workplace, you will find an array of employees, with different cultures, background, ethics, attributes and characters, to name a few. These folks are asked to melt their knowledge and expertise into one pot and aim for a single objective—the employer’s! We will all agree that amidst the single objective that is aimed for, each individual and single entity is looking for their best interest. Growing their own skills, following their own career path and forging their way to the top.

Succession Planning Tricks in Your Business and Organization
Succession planning, in any business, is vital to avoid major challenges when a key person leaves their key position. Taking the time to build a succession planning strategy doesn't take that long, so here are a few ideas that will get you started.

On the Search for the Flexible Working Environment
Creating a more flexible working environment is not as far fetched as it used to be. With the entry of the Gen x and Gen y clan along with 78 million baby boomers heading toward retirement, companies are easing their stronghold on mandating the typical 9-5 working environment. But how do you ask your employer to change your workday structure?

What’s On the Minds of Leaders Today?
In today’s economic climate, executives are focused on regaining their post-recession footing, keeping employees engaged, and enhancing customer relationships. Although all of these issues are critical, in order to address them, there is really only one question that warrants attention: Did the company effectively execute its plans and initiatives?

Conclusion: Human Capital and Economic Development
Africa has made large strides in raising literacy and school enrolments and improving health. However, in the case of both education and health these gains are lower than those in other developing countries.

Findings - Impact Study of the Zakoura Microcredit Program
It must be noted that in general, there were relatively more clients as compared to non-clients who were open and more at ease in answering the questions raised. For example, to a question referring to changes in their income, the proportion of clients who gave no answer was 1.1% as against 9.3 % for non-clients.

Does It Make Sense for UNDP to Help Launch Small and New Organizations?
The most fundamental question that this evaluation addresses is the validity of UNDP's decision to build a program focused on supporting small MFIs.

Overview of Microfinance
Because the term microfinance is used in many different contexts, it can sometimes be oversimplified and viewed in a skewed or narrow perspective.

The Wage Gap is Alive : It's no Surprise but What Can We Do?
The Census Data tells us that the wage gap between men and women still exists. In particular, men outnumber women in high paying jobs. While 13% of men working full time make $75,000 or more, only 4% of women earn at this level. The difference in wages has been decreasing steadily, but what can we do to make sure that we continue on the right path:

Change Habits to Change Life- How to Shift Habits and Attain New Results
It is mind boggling that no one has ever told us to check in on our habits to see how they are serving us when ultimately they create the results we are getting day after day. Learn how to shift habits to attain new results.

4.1 Diversification trends at the subregional level: Economic Report on Africa 2007

The general picture of the continental performance that was shown in figure 4.1 masks the gains and losses made at the subregional and country levels. Figure 4.3 gives the situation at the subregional level and it compares five subregions defined around some of the RECs. In 1980, the most diversified subregions were COMESA and ECOWAS. The least diversified was CEMAC with SADC and North Africa in between. By 2002, the diversification gains at the subregional level had changed, with the most significant gains made by SADC, which is now the most diversified subregion on the continent. It is followed by COMESA and North Africa. CEMAC has remained the least diversified subregion.

Customer Service Excellence
This article focuses on the importance of customer service and how you can obtain it for your own customers.

Business Management

It’s sometimes funny to me how many people actually go about their day performing a wide range of business management tasks, yet they still know little about what that actually means. What is business management? What does it entail? How do you do it well? Those questions continue to boggle the minds of even the highest up CEOs. If you too are in a management position and are plagued by what your job entails, then keep on reading.

How To Bridge Your "Goals Gap" And Ready Yourself For The Year Ahead
How are you progressing with your goals this year? As we head into the final quarter, now is the perfect time to measure and modify. Determine your gaps and learn how to bridge them for a grand finale.

SEM Industry Training: What are the Options?
The growth of the Search Engine Marketing industry has underscored the need for faster, more flexible training options.

Has Privatisation Benefited the Poor?
Privatisation is often considered detrimental to the poor because it entails the elimination of subsidies and therefore the increase in prices of products and services needed by the poor, such as water, electricity and public transportation.

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