Politicians in the United States continue to perpetuate highly complex policies that are anything but simple. Taxation, energy policy, and campaign finance reform are just few examples of how masterful Washington is in its propensity towards complexity in governing the country. While there is often talk of simplification, talk has not become results as policies have become more convoluted with each administration. The U.S. tax code alone has expanded to more than 72,000…

The high cost of client acquisition necessitates that the service side of your business do outstanding work not just in delivery, but in retaining and expanding accounts. When the service team takes the lead in keeping and growing current customers, sales is given the freedom to add more new business at brand new clients. Companies that do this grow faster as they retain their core customers while enjoying an influx of new business at new and existing accounts.

In almost every case…

Wellington Wimpy, a character in the long-running comic strip Popeye, often spouted his famous catchphase, “I’ll gladly pay you Tuesday for a hamburger today.” Tuesdays must not exist in Popeye’s world since Wimpy is never illustrated issuing any form of remuneration for the food he consumed. Instead, he is seen using the same tactic over and over again.

Some of your prospects are Wimpy-esque in their attempt to buy from you, issuing assurances of buying more or paying more in the…

Agonizing over decisions and the strive for perfection are like a bicyclist attempting to compete in a NASCAR race. You must be nimble in your decision making, decisive in your choices, swift in your actions, and persistent as you follow through to completion. Anything less ensures that your more agile competitors will always have the upper hand, leaving you choking on their exhaust.

For those thinking that you have to get everything “right” or “perfect”, you must remember that those…

This day is one in which you have the opportunity to till the garden of connections in your work and your life. Today you’ll have the opportunity to nurture existing relationships, and like plants, these need to be fed, nourished, and tended to with care to promote their long-term growth.

Some of your connections may have withered away. Those that cannot be restored have served their purpose and should be set aside, creating space for you to plant the seeds of new relationships.…

Like him or hate, and there is certainly much of both, US Republican Presidential nominee Newt Gingrich proved that persistence pays after winning the South Carolina primary this past Saturday. Considered all but dead, his campaign now has new life as the contest moves to the state of Florida on January 31st.

Regardless of your feelings for the former Speaker of the House, you can learn from his tenacious example. When you sell you must see every no as getting you that much closer to…

As I pondered the death of a 19 year-old former classmate of my daughter this past weekend, I was reminded of just how fleeting time and life can be. While goals and aspirations are worthy endeavors, the most meaningful aspect of life is each and every present moment.

This week, your being fully present with every customer, colleague, and individual in your life is the highest level of service you can provide. As you give the present of presence, you’ll be rewarded as well as you hear…

Hung from the ceiling of the Guggenheim in New York City, virtually all of the work created by Maurizio Cattelan is offered in a new perspective to patrons of his work. Pieces can be viewed from different angles and compared in context with the full breadth of his creation. Cattelan agreed to display his art at the Guggenheim only if it were arranged in this provocative and unique manner.

To see your clients and their work in a new light, you too should insist on viewing things from a…

Like the artwork on the walls of your home or office, most people eventually stop noticing the details that surround them. That is why saavy manufacturers, such as Coca-Cola and Pepsi, periodically repackage their products to ensure they keep our interest.

Your prospects and clients will stop paying attention to the details of your business unless you repackage what you do from time to time. This includes marketing materials, questions asked, websites, talking points, blogs, and…

This past Friday, retailers posted the strongest gains since 2007 as Black Friday sales rose 6.6% from just a year ago. This ability to buy is not limited to individual consumers as companies hoard piles of cash that is ready to spend on the right hires and purchases for their firms. December is primetime for buying as organizations look to reduce their tax liabilities while meeting their needs for the coming year.

Savvy salespeople will encourage corporate buyers to participate in…

The economic crisis in Europe, an apparent stalemate over a debt deal in Washington, persistently high employment, the ongoing military conflict in Afghanistan, threats of another global recession…the list of uncertainties goes on and on. During this Thanksgiving week in the United States, it may be difficult for some to feel grateful given the current circumstances.

Uncertainty always exists, yet, with the proliferation of the 24-hour media outlets our society has become…

While gratitude for current circumstances and successes is prudent, being satisfied is incredibly dangerous for business professionals. Satisfaction becomes a trap that keeps you cemented to your doorstep and allows your competitors to grab more market share. I asked a recent workshop participant, who was resistant to ideas for enhancing her business, if she was satisfied with her current business model and she replied, “Yes!” When asked if she was also satisfied with her results, she…

The United Nations projects that the seven billionth person will be born today somewhere in the world. Our ever increasing population and the demands it creates for goods and services generates tremendous opportunities for companies of all sizes. Simply being ready to serve a wider audience, however, does not constitute the preparation necessary to compete in the new economy. You must eliminate, innovate, and automate aspects of your business to hone your competitive edge:

Eliminate…

Two important issues face the staffing industry: price and low market penetration. By increasing how many buyers write checks, both can get better.

Only 18% of companies use staffing and recruiting services each year. That gives you 82% potential to improve the market share of your business. As you get more of that 82% to buy, quote your full fees and rates knowing that you are worth it. This one act alone can bend your profitability in the right direction.

So, keep…

As volatilityreigns in the financial and job markets, opportunities exist for candidates and staffing and recruiting firms as hiring demand continues to challenge the supply side of the equation.



Companies are currently looking for the following types of individuals, according to data from WANTED Analytics (www.wantedanalytics.com), and are having difficulty filling these roles due to the lack of qualified individuals:



Office…