Increase Revenue Through Strategic Coupling

Turning Around a Business

How to Grow With Current Customers: A Case Example In Sales and Marketing, we spend a lot of time pursuing new customers and new channels of growth.  But we frequently lose sight of the sales potential right in front of us.  Our best customers are often our current customers.  And for this reason, we should always treat our current buyers with

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What Your Customers REALLY Want

Identifying What Customers Value   What do your customers want?  It’s a simple one-word answer: value.  Volumes have been written about the topic and what it is that customers really want, but it does not need to be as mysterious as the lost city of Atlantis. No matter what type of business you have, be it a chain of boutiques, a family run

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The Importance of Understanding Cultural Differences in Business

managers resource handbook

Why Your Employees Need to Learn the Local Culture As technology advances, the world gets smaller and smaller.  Email, conference calls and WeChat offer us instant communication to opposite ends of the globe.  Whether you routinely jet set to far away places to meet with your customers, or you never leave your comfort of your office, working alongside people from another culture

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Management Success Series Tip #10: Manage Like Bobby Fischer

In 1972, American Bobby Fischer won the World Chess Championship by beating Boris Spassky of the Soviet Union. It was a match publicized worldwide as the battle between two superpowers. While both nations had massive nuclear arsenals, this particular battle was fought with figurines on a game board. Now, while I know who Bobby Fischer was, I admit that I

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Management Success Series Tip #9: Expect Learning

Managing people is a complex business.  There are personality differences, business pressures and customers to face on a daily basis.  Tip #6 discussed how good leaders need to show their human side.  As a leader of people, it’s important to tap into the human element of curiosity. Plenty of literature exists supporting the notion that a learning organization is the best model for

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Understand Management in 2 Sentences

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An article I read today by Rosabeth Moss Kanter over @HarvardBiz summed up what I believe to be the epitome of good management.  In the article, Kanter states the following: “Good management is a series of well thought-through actions including phases, communications, checkpoints, customer-impact-testing, metrics, contingencies, and feedback loops, designed to produce specified results on time and on budget, based

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Management Success Series Tip #8: Daily Decision Making

Management is inherently ambiguous.  As a business leader, we make decisions throughout the day on a variety of matters.  Issues arise through email, during a visit to our office or on a phone call, and our decisions impact the business, the people and the customers.  Because of the impact, decision making is a particularly challenging aspect of management, and it is here where

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A Simple Tool to Drive Accountability and Alignment in an Organization

Managing metrics

How to Hold Employees Accountable and Get the Results You Need   Among the many challenges first-time managers and business leaders face, learning how to hold employees accountable is perhaps the most difficult skill to master.  Holding employees accountable is essential because the results managers are expected to deliver depend on the performance and contribution of their individual employees.  Thus, managers

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The Best Business Strategy: Be Brilliant at the Basics

How Emphasis on Fundamentals Leads To More Successful Business I was recently working with a large multi-billion euro corporation that ranks high on the Fortune 500 list.  Unlike small companies, this firm is publicly traded and has a stock price that has done very well for quite some time.  In the eyes of investors, it had all the right chemical make-up of

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Management Success Series Tip #7: The Positive Attitude Creates More Productivity

All things being equal, a manager who maintains a positive attitude, even in times of adversity, will get more out of their team than the manager who casts a shadow of negativity.  In Tip #5, integrity was discussed as the standard to which good managers hold themselves. The next tip is often a byproduct of integrity – a positive, can-do attitude.

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Management Success Series Tip #6: Be Human

  Earlier in the Management Success Series, we talked about integrity and the importance of being honest and open with your team.  But as we discussed, we as managers cannot always fulfill promises no matter how hard we try.  And while integrity can remain constant, the business environment can be difficult to navigate.  We as managers can make mistakes, and that’s what makes

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BLUFing Your Communication at Work

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How to Present Information to Your Target Audience We’ve all experienced it.  We ask for an update and our employee who sits just three offices down writes you an email that takes them an hour to write, and you 20 minutes to read.  Or, we get 4 attachments full of data and numbers that clog our inbox.  The concept of audience is taught

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Simplify Your Small Business Expansion Through Partnerships

managing friends

Using Business Partnerships To Fuel Growth When it comes to new markets and expanding your small business globally, you will likely face an uphill battle.  You may struggle with start-up costs, you may have distribution challenges, and you may have gaps in knowledge of the specific market you target.  These issues are difficult enough by themselves, but are even further magnified when

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Management Success Series Tip #5: The Integrity of Management

    So far in the Management Success Series, we discussed essentials like influence, visibility and employee development.  There’s an old saying that not all managers are leaders, which is unfortunately true.  Some people are put in managerial positions for which they are simply not suited.  But the opposite is also true: good managers are good leaders.  We look up to good leaders because

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Management Success Series Tip #4: The Two Jobs of Management

Breaking News: Managers actually have two jobs!   Previously in the Management Success Series, we talked about influence and visibility as key managerial traits.  In Tip #3, we discussed common sense and the need to adapt amid a constant state of change.  There’s an added layer of complexity that good business leaders and managers need to understand. Early in my career, I had a

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How a SWOT Evaluation Can Help Your Business

How to Conduct a SWOT Analysis: Take a Closer Look At Your Business Leading a successful company requires you periodically spend time identifying ways to improve and get better.  A SWOT analysis is one evaluation method that aids in organizing characteristics of your business that you deem as successes or concerns.  Specifically, a SWOT analysis is an evaluation technique that helps you capture the Strengths, Weaknesses, Opportunities and Threats

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Restructuring Your Company: 5 Key Decisions

How to Restructure an Organization If you’ve ever been part of restructuring of an organization, you know that the very mention of it can induce a sense of worry.  Restructuring a company is tough and takes a great deal of careful planning.  Moreover, business renewal is never easy nor is it fun because big decisions need to be made that affect

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Management Success Series Tip #3: Common Sense or Common Knowledge?

The previous tips in this series discussed the importance of influence (Tip #1) and visibility (Tip #2) as a manager.  Both of these may seem pretty obvious, which leads us to Tip #3.  On a flight not too long ago, I had a typical business traveler conversation with the passenger sitting next to me.  You know, it was that “What do you do?”,

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Management Success Series Tip #2: Being Visible to Your People

Tip #1 of the Management Success Series described influence as a key ingredient in good managers.  You have to be able to maneuver and pull various levers to make things happen, while simultaneously pulling your team along with you.  Influence, like trust, is something that is built over time but easily lost.   A good means of establishing your influence and building trust is

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7 Business Development Tips for Small Businesses

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How to Grow Your Small Business We recently worked with a small company to assist with their business development struggles.  The CEO described his company’s situation as “able to perform well when we can actually get in the door.”  The company employed about 20 employees and worked in the IT services industry.  MRH conducted an evaluation of the business, focusing

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