Deciding Who To Layoff: Ask Yourself These 10 Questions

downsizing staff

What to Consider When Downsizing Your Team It might be the most delicate and sensitive topic that you as a manager will face in your career: selecting the names of those people to let go or make redundant.  The context here is reducing the size of the organization to maintain profitability, or improve efficiency, not firing someone due to misconduct.  From

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Justifying More Staff: Avoid These 9 Mistakes

Increasing headcount

  One of our most popular articles here at MRH discusses a basic strategy that we’ve used to justify an increase in staff.  And it’s no surprise: based on our research, 50% of managers say the biggest challenge they face is the size of their staff.  We’ve said it many times, but will mention it again.  Between salaries, benefits, insurance and other

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A Sample RFP Response Format (w/ Commentary)

sample RFP template

  A little while back we posted an article about writing a reply to an RFP (Request for Proposal), which provided a basic outline for responding to potential clients.  Since then, we have received a lot of questions from the MRH community asking for details on formats to use as well as what sort of sections and content to include.  So, we wanted

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Managing Your Customer That Misbehaves in the B2B Space

dealing with bad customers

Isn’t the Customer Always Right? Actually, no, they aren’t!  In the B2B space, we often find ourselves working with clients and customers to develop and sell our products and services.  And yet, sometimes, things do not always go as planned.  I recently paid a visit to one customer who has started to change the rules as they go.  Despite the contractual commitments

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3 Ways To Plan Resource Levels

ways to plan your staff

3 Resource Planning Methods to Help Predict Staffing Needs Most businesses and organizations go through an annual headcount planning process for the upcoming year.  We all know that such activities are important to running a productive organization.  And yet, while resource management is critical, doing it well and doing it right is easier said than done. There are a number of methods

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7 Ways to Reduce Cost in Your Business

cutting cost business

  As all business leaders know, when a company becomes strained and pressed for cash, we need to look for ways to reduce our costs and expenses.  While cost control is always important, we naturally spend more during periods of growth to support the increasing size and momentum of the organization.  The challenge comes when growth slows and we need to figure

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How to Build A New Team from Scratch

how to build a successful team

7 Steps to Building a Successful Team: People, Purpose, Performance   The opportunity doesn’t come often for us, but getting the chance to build a brand new team from scratch is one of the most enjoyable experiences a manager will ever have.  After all, building a successful organization requires planning, creativity, execution and oversight…all at once.  For me, the first such

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5 Signs You Know It’s Time to Restructure

when to restructure a business

A college professor of mine once told me “There is no book on that.  Sometimes you just need to get in and figure your way out.”  Knowing when to restructure a business is one of those things.  Though there are books on organizational theory and team dynamics, there is no textbook out there telling us exactly when or how we should restructure our companies.  And neither aspect

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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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6 Management Lessons We Get Each Fall

What we learn from the Fall season

As the air begins to cool and the days start to get shorter, we begin to see the first stages of fall settle in.  For some, it’s a welcomed sign; for others, it may mark the end of a great summer.  But for everyone, the arrival of the fall season is inevitable and simply part of life.  And with the

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7 Reasons Why Your Research and Development Is Falling Short

preliminary design review

Technology Development Tips for Product Managers In today’s marketplace there is ever-growing pressure on companies to remain innovative and for them to bring new products and services to customers. But in order for your research and development efforts to be successful, your objectives need to be focussed and must target your “big bets.” Moreover, a successful research and development campaign

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The 8 Most Common Mistakes We Make When Growing Our Business

mistakes managers make

And How to Avoid Them One of the best feelings we as managers and business leaders experience is seeing our businesses grow as a result of our effort and hard work. When it comes to large companies, these emotions may be result from watching a steady (or not-so-steady) increase in stock price. And that’s ok – creating value for shareholders

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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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Six Key Strategies for a Business Renewal

Turning Around a Business

How to Find Your Way When The Odds are Against You   Nothing is going your way.  The sky is falling.  You’re not sure what to do next.  No one else seems to have answers, either.  All you get are more questions.  A business turnaround is one of the most complex and challenging experiences a manager will ever go through

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From the Front Lines: Changing an Organization’s Culture in 14 Months

Two years ago, I took the management role for an organization of about 40 people.  My predecessor had been asked to leave the business as the team’s performance had gradually lost its way.  My task was to turn the team organization around, no small feat when you’re an outsider.  Morale was low after a series of various setbacks, the culmination

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Hire for Will, Train for Skill

managers resource handbook

Have you ever tried to hire someone to fill an open position and have it not work out? Hiring new employees can be a lengthy and complex process for a manager, so making sure you hire the right people is essential to your success. But how do you do this? How do you assess job-seeking candidates to make sure they’re

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You Can’t Be the Worst at Everything: How Understanding Your Value Proposition Can Increase Revenue

managers resource handbook

Companies compete on a daily basis for business and revenue.  Whether you’re a small business, big business, B2B or B2C firm, you will compete every day for the next sale, the next contract or the next service appointment. It goes without saying, though, that not all businesses are the same.  Some businesses are more expensive than others.  Some will have

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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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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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