Postal rates may soon go up again
Dear Dan: Our marketing plans call for stepping up our use of direct mail this year, and we also use the mail for a...
‘Factoring’ receivables into working capital
Like nearly every business, yours needs working capital. The problem is, your cash receipts from customers tend to come in more slowly than your...
All for one and one for all – except in sales
Selling is an individual sport. Don't take my word for it; ask any seasoned salesperson.
Oh sure, they're willing to ask experts and take...
Commercial building on course for strong year
With the first two months of 2007 nearly behind us, we have a good sense of what the coming year will bring. For the...
Take control of travel expenses
Dear Dan: My small company is expanding its client base to other parts of the country. But our travel budget is tight. Any ideas?...
There’s no silver bullet in sales prospecting
Prospecting for new business should be easy. With more than 1,250,000 Google entries on the subject, there should certainly be more than enough advice...
Our economy’s unsung heroes
National Entrepreneurs Week is Feb. 24 through March 3. For people like me, it's a pretty special event. Not that there's some big celebration,...
Contracts can imply more than what’s stated
One matter that came to me years ago was the situation of a songwriter who had assigned all of his copyrights to a music...
<i>First class is not just a section of an airplane</i>
When I say "first class," what one word comes to mind?
Upgrade?
Travel?
Hotel?
Service?
To me, first class has always been a person or a reputation. But that's...
Are you ready to adopt a ‘West Coast Offense’?
The Super Bowl is always a good occasion to glean business insights from the world of football. The sport has become highly competitive, with...
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