Get your employees to work smart, not hard

Get your employees to work smart, not hard

You’ve heard the drill: “We are not making our goals this quarter, so we need to …!” The pressure felt at the top can often cause the senior executive team to dictate direction ...
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The art of prospecting

The art of prospecting

When I was in high school, Peter and Kitty Carruthers, a brother and sister figure skating team, wanted to compete in the Winter Olympics. Their schedule involved getting up at 4:30 a.m. ...
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Maximize your marketing budget

Maximize your marketing budget

Every good marketing program begins with a plan – a means of allocating the limited resources of your marketing budget. Think of this plan as a big recipe. Into it go all the ...
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Focus on the other bottom line

Focus on the other bottom line

Longstanding BizTimes Milwaukee readers will recognize the great importance I place on culture. Simplistically, culture might be described as “the way we do things around here.” ...
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The No. 1 reason we lose vital accounts

The No. 1 reason we lose vital accounts

Nicole was just hired by XYZ Co. as its new vice president of sales. She was brought on at a time when XYZ had one of its longest growth runs ever. But she sensed that that run had, ...
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Innovation…ideas…dreams

Innovation…ideas…dreams

All company value originates with unique ideas, dreams, innovation or research and development. All businesses grew out of an idea, conversation or desire to improve existing ...
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Keep an even keel

Keep an even keel

Do you find that your emotions sometimes rule and influence your decision in a negotiation? If your answer is yes, you are not alone. Just tune your television to the History channel and ...
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Break the stalemate

Break the stalemate

Has your organization ever been caught up in a stalemate? It could be a deadlock between union and management. It could be that some issue has split the senior management team. It ...
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Finding common ground

Finding common ground

During and since the brutal presidential campaign and election, it has been very clear that America is a divided country. With that fact in mind, I am reminded of profound words from ...
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Consider your décor

Consider your décor

Quick check…no, you are not reading Better Homes and Gardens. But we would be doing a disservice to family businesses everywhere if we didn’t point out that family business décor ...
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Innovate or Die

Innovate or Die

If you want to run a company that drives new revenue from innovation, the source of most new revenues, then you have to hire creative individuals with an innovative mindset. How do ...
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Grow up

Grow up

After attending a lovely Martin Luther King, Jr. luncheon recently and reflecting on a variety of conversations since the beginning of this most contentious year, it occurred to me that ...
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