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How a Vision Statement Can Influence Your Business Success
Summary: Many people tend to negate the value of a vision statement for a business. But a vision statement is important for success of a business as it provides a sense of direction on where you want your business to go. Without a vision, you are like a crewless boat; adrift with no destination in sight. Discover the importance of having a concise vision statement.

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Measuring Buyer and Seller Performace A PI Q and A
Member Question: What methods are available to measure purchasing performance for both buyers and sellers? My Response: The challenges associated with quantifying (re measuring) performance extend beyond the mechanisms for capturing the data to include its timely application relative to ongoing real-world decision making. Specifically, is the current methodology capable of incorporating centrally established acquisition guidelines or parameters (i.e. price, quality, delivery performance, terms offered etc.) into front line buying decisions without negatively impacting operational capacity and performance.

Working with Ethical Gray Areas
The bottom line in leadership is that ethics cannot be codified or dictated. Ethical behavior is dependent upon the judgment and decision making by the leader. The best leaders are consistent and deliberate in their decisions when ethical gray is present. They communicate the decision, and more importantly, the reasons for their decision. They often collaborate the decision, not to cover their rear ends, but to seek wise counsel and tap into the judgment of others.

Differentiating Pricing Strategy From Selling Strategy
Let's differentiate between this very sound pricing strategy yet unsound selling strategy. From a pricing perspective, this strategy allows you to effectively position your company, brand, products and services wherever you need them to be, based on markets, competition, reputation, quality and business strategy. However, from a selling perspective, never provide your prospect with even two, let alone three options. It's difficult enough to close business in a timely manner today and you certainly don't want to be the cause of a decision making delay.

Getting Clarity in Decision Making
Good decision making is important for effective leadership and career success. Good decisions, made in a timely manner can make all the difference to your success. Poor decisions court failure, affecting your status and leadership of your own life. Bradley Foster takes your through a couple tools that will help you get clarity even in the midst of some of the most difficult decisions.

Anatomy Of A Buying Decision
Before your prospect makes the decision to buy your product or service, four decisions must be made. For the most part these decisions will be made inside their heads or in conjunction with others depending on whether it is a joint decision making process or not. In small to medium sized businesses one person may make the buying decision, but in larger companies it is usual for the decision be made by a group of people. Whatever the amount of people involved in the buying decision, the same four decisions must be answered.
Closing for a Commitment or Settling for an Agreement?
There comes a time when all your hard work and preparation come together, and the time is right to go for closure! This is the moment you go for commitment. In business, whenever people interact, they make decisions ― a decision to talk, a decision to listen, a decision to act on a recommendation. Ideally, as a leader you want your followers to make decisions that are both well-informed and high in confidence. The reason for this is two-fold. First, the higher your followers are in confidence when they reach a final decision, the more effort and quality they will put into carrying through that decision.

The 3 R's of Business Leadership
Are you a leader? If you're the owner of a business, by default the buck stops with you. But that doesn't necessarily mean you're functioning as a leader. When you don't step up to the plate, take charge, make a decision on a timely basis and see that it's carried out, you're creating a potential problem. Your job as leader is to make decisions and take action. When decisions are put off because you're not sure what decision to make, or you take action without really making a decision, problems can start to pile up. That's when your business can get into trouble.
How to Make “Time” for Timely Sales Meetings
The benefits of sales meetings and consistent and timely connections outside the front line include improvement in readiness, recharging, repeatability and retention. If these benefits are important, then how do you ensure your meetings are timely? Here are several ways.

Financial Literacy for Business Owners & CEO’s: Do You Know & Understand Your Numbers?
In a study conducted by the Business Literacy Institute, the average business owner and executive scored only 38% on tests of financial literacy. Business Owners and CEO’s do not need to be CPA’s or MBA’s to be effective. They do need to have access to timely, accurate and meaningful financial reports and they must be able to intelligently use that information in their decision-making. Managing by your check book balance will not lead to long-term success.
Timely Financial Reporting
Timely financial information and interpretation of results can help companies determine who are their most profitable customers and which customers continuously make payments late. This can give a company a warning about an imminent cashflow crisis and allow the company to put credit or collections policies in place so the customers make payments sooner. Compare it to having your teeth cleaned every six months or waiting a year or so before going to the dentist. It’s a lot harder to correct problems once time has gone by and many problems get worse with time. Preventative maintenance allows issues to be addressed in a timely manner and a plan established to turn things around.
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