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Forecasting Fiction or Reality?
Why do so many sales forecasts bear a closer resemblance to great works of fiction than to reality? Why do “top opportunities” slip and slide from month to month and all too often disappear altogether?

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PROJECT MANAGEMENT METHODOLOGY
Every Professional Services organization should have a Project Management Methodology that is used by their staff, in partnership with their clients, to manage all project activities for the client organization. This methodology SHOULD NOT advocate cookie cutter solutions. Because each project is different to some degree, project teams and clients must be flexible and innovative to ensure the project management process is tailored to the size and complexity of the project, as well as being sensitive to changes in technology, resources, and the business environment. The methodology SHOULD, however, provide a context within which each project will be managed. It also establishes minimum documentation and reporting requirements, which are scaled to the size and complexity of the project.
Attention and Distraction
The idea of whether the Internet is making us more intelligent or less intelligent, more vulnerable to distraction or more capable of skillful multi-tasking, seems to have obsessed the majority of print and online media journalists lately. No doubt these journalists are concerned with the fate of their jobs, as print media dwindles and people become increasingly less likely to pay for reporting that often costs thousands of dollars to accomplish. Out of this so-called “crisis of attention” has emerged a new genre of writing, a kind of meta-reporting in which journalists, distracted by the swarm of new media overtaking print, are focusing their attention on new neurological research and technological advancements to try and figure out where the future of their own profession, and indeed the entire globalized world, is headed.
So what is the Definition of a Manager?
A classic definition of what managers are about is that ‘Leaders do the right thing and managers do things right’. A more standard definition is that managers would work towards the organisation’s goals using the resources at their disposal. It of course also depends on the size of the organisation. Larger companies might require managers to oversee the efforts and achievements of a further level of managers. A General Manager might have several other managers reporting to him or even several levels of management reporting to each other.
Honesty is Still the Best Policy
Warren Buffet Business Principle # 12 deals with candor in reporting about the important things in appraising business value. Read the actual Principle in the Berkshire Hathaway Annual Report. Below is a discussion of the ideas inherent in the principle of being forthright and candid about giving facts about how your business is doing. Every business can apply this principle in reporting to shareholders. Candor is not always easy but it wins out in the end.

Manage Results with Activity Reporting
Many low performers stay under the radar for months before it becomes apparent that they are not actually doing any work of real substance. Be proactive with managing results and implement a weekly or monthly activity reporting process. Use Demand Metric’s Activity Reporting Tool as a starting point for this initiative.
Profile Customers to Manage Opportunities
Customer Profiles can be used in conjunction with Key Account Plans to strategize and report on revenue opportunities with senior management. Additionally, these tools can be further leveraged to internally communicate target customers for training purposes. The equivalent of this tool for external uses is a Case Study. Use Demand Metric’s Customer Profile Template to more effectively manage sales opportunities by providing a simple reporting tool for senior sales management.
Performance Management
A relatively new management buzz phrase, performance management, has been gaining popularity recently. Management, particularly sales management, has always been about getting results so clearly whatever sales managers have been doing prior to the emergence of this new concept should also be known as performance management. The article explains the tasks required to maximize performance.
Protecting against fraudulent financial reporting
The National Fraud Authority recently reported a significant increase in the volume and value of frauds, and this is likely to continue to rise. False accounting or fraudulent financial reporting is likely to be by far the largest corporate fraud risk as we go into 2010. Management in many businesses is under huge pressure to demonstrate growth and absorb any previous over-reporting.

Stress Management Tips: Managing Stress in the Workplace
Now, more than ever people are reporting stress issues in the workplace.
All I Want is an Extra Month
How many times have you caught yourself saying, “I just don’t have the time?” Think for a moment about what you might be able to accomplish if you had a 13th month next year? Would that help you get more of the results you are looking for? Let’s take a look at “Time Management” and what that really means. We don’t need to learn how to manage time well. We need to learn how to manage ourselves well. Time management is personal management. Time management is life management. Each one of us has been given the same 24 hours in a day. Time management is what you do with the time you have been given.
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