Negotiating in China: 11 Essential Tips to Securing Business

contracts in china

Navigate the Challenges of Contract Negotiations in the People’s Republic   A Fortune 200 executive once told me “No CEO wants it on his or her watch that they missed out on China.” It goes without saying that the world’s largest marketplace is a force to be reckoned with. Having recently returned from a trip to China as part of some large

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7 Types of Capture Strategies That Help You Win

types of capture strategies

A Good Capture Strategy is More Than Just a Good Price Last week, I sat through a disappointing capture strategy meeting.  The sales manager responsible for the territory was presenting a new proposal to the management team and walked us through the opportunity.  Financially, the business case looked good.  The level of risk seemed low, and the proposal was for a customer

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The Art of the Executive Summary

Executive Summary

How to Create an Executive Summary Raise your hand if you have ever sat through a presentation and walked away not understanding its message.  Now, raise your hand if you’ve ever asked an employee to give you a project briefing, only for them to bury you in data, facts and graphics.  Finally, raise your hand if you’ve ever picked up

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Writing a Winning Response to an RFP

managers resource handbook

How to Gain an Edge in the B2B Space When it comes to doing business between companies, typically referred to as business-to-business, or B2B, most opportunities and contracts are generated through a process of bid solicitation.  Companies looking to contract services or support will often issue what is known as a Request for Proposal (RFP) to seek information from various companies and

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How Hiring the Right People Leads to Profit

managers resource handbook

How Do You Hire? Many organizations make hiring decisions in very practical terms: Are they willing to relocate? Do they have the required education? Do they possess the minimum number of years of experience per the job requirements? These are all valid questions to ask yourself and are certainly variables to consider when making hiring decisions. But few organizations, in

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Can Your Competitor be Your Partner?

managers resource handbook

A Case Study in Competitor Analysis and Strategy Note to Reader: Competitor names are changes for privacy reasons.   Last month, I was invited by a client to participate in a visit to some of their customers. The purpose of the trip was to meet with some key customers as part of a regular visit. In addition, the client, Acme

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Answering These 5 Questions Will Guarantee You a More Convincing Presentation

managers resource handbook

    We’ve all sat through presentations. Some were good, some were not-so-good, and some were mind-blowing and memorable. Aside from theatrics and amazing magic tricks, there are few very basic things you can do ensure your presentation is solid, sound and convincing to your audience. If you can answer these five questions for your audience, you can guarantee yourself

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How Are You Communicating With Your Customers?

  When it comes to working with customers, there are numerous ways to make a lasting impression.  Sometimes a friendly tone of voice over the phone is all it takes to win a customer over.  Perhaps your quick response time is all the customer needs to give you their business.  And in some industries, taking on some level of risk

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Increase Revenue Through Strategic Coupling

Turning Around a Business

Our best customers are often our current customers.  And for this reason, we should always treat our current buyers with special care.  Unless you’ve done something to make them unhappy, the fact is, people buying from you today are typically going to buy from you tomorrow.  For evidence, look at your favorite food store, vehicle dealership, or online retailer.  In some instances this is simply

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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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Simplify Your Small Business Expansion Through Partnerships

managing friends

Why Consider Partnerships as Part of Your Growth Strategy When it comes to new markets and expanding your small business globally, you will likely face an uphill battle.  You may have challenges with start-up costs, you may have distribution challenges, and you may have gaps in your knowledge of the specific market.  These issues are difficult enough by themselves, but are even

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7 Business Development Tips for Small Businesses

managers resource handbook

Build Fundamentals Into Your Small Business I recently worked with a small company to assist with their business development struggles.  The company employed about 20 employees and resided in the IT services industry.  The CEO described his company’s situation as “able to perform well when we can actually get in the door.”  Over the course of interviews and the evaluation of the business,

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