As a business owner, you are acutely aware of the importance of maintaining positive cash flow. But just because you’re in the black, it doesn’t mean your costs are being managed as effectively as they could be. And if the bottom line is under pressure, taking a hard look at costs can make all the [...]
‘Expert Advice’
Productive, engaged employees result from strong leadership
by Doug and Caroline Somers - Friday, July 3rd, 2009Dedicated and productive employees are a reflection of the leadership, vision and organizational focus demonstrated by their superiors. This is no more evident than now, when the challenges of a recessionary economy demand that everyone provide their best effort and pull in the same direction to maintain the organization’s competitive edge.
Of course, basic human nature [...]
Partners need to feel the love, especially in business
by Doug and Caroline Somers - Friday, July 3rd, 2009The right partner for your business can provide a host of operational and fiscal advantages, provided you clearly understand the core competencies that distinguish you in the market and the commitment of time and resources required to nurture and maintain a partner relationship.
When considering any kind of partnering arrangement, be it for sales, marketing, distribution, [...]
If you were sitting across the table, would you listen to your sales pitch?
by Trevor Wilkins - Friday, July 3rd, 2009Think about the last time you bought something important. Was it today? This week? Last month? Focus on the sequence of events leading up to that moment when you finally, irrevocably decided to buy it – was it important for you to see it, touch it, read the specifications, or maybe just hear an independent [...]
How to be sure you can be found online
by Chris Biber - Wednesday, July 1st, 2009Chris Biber of Searching Works discusses how a business can ensure it can easily be found online by potential customers, which begins with a fundamental understanding of its target audience.
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Get your fiscal house in order before shopping for cash
by Bruce Fischer - Wednesday, July 1st, 2009From a credit line with the bank to funding through the Ottawa Community Loan Fund, there are a number of financing options a business can explore to carry it through a rough patch. But it just makes good business sense to first put internal operations under scrutiny and see how cash flow can be improved [...]
Market entry: It’s hard to capture what you haven’t defined
by Bruce Fischer - Wednesday, July 1st, 2009Breaking into a new market can dramatically boost your business, provided you can confidently answer three key questions: Who am I trying to reach? How can my product or service help them? Am I offering them something they cannot get elsewhere?
It takes a significant commitment of time and resources to provide adequate answers to these [...]
Creative ways to retain good staff in tough times
by Jane Brydges - Wednesday, July 1st, 2009There is no overstating the importance of keeping good employees who make your business tick, especially when times are tough. Managers and owners can ill afford to divert the time and effort it takes to recruit and train replacements from the challenges of reduced cash flow, weak sales or sagging market share.
But while you may [...]
Don’t keep your employees in the dark if you want to keep them
by Jane Brydges - Wednesday, July 1st, 2009In a challenging economy, it’s natural for employees to be anxious about their job security and the future of the organization. They need reassurance and an expression of confidence from the top to maintain their morale and foster a positive outlook. Otherwise, it may take only one call from the competition to lure away them [...]
The first step in turning ’selling pressure’ into a ‘Two-way Street’ that really works
by Trevor Wilkins - Wednesday, July 1st, 2009Trevor Wilkins and Eve Luecke of Holis Associates demonstrate Four See — a simple yet extremely effective exercise for gaining insight into the motivations, concerns and agendas of the individuals you are trying to influence or sell to.
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