Add You - Business

Fraud and Corruption - A Strategic Direction For Fiji
Nobody likes to be misled, especially by people they trust or have an expectation will do the right thing, whatever that is. Fraud and corruption can be a blow to the self-image of capable managers and their confidence in their ability to deter or detect a fraudulent scheme. More so, they can have a negative impact on an organisation’s brand, image and reputation, organisational morale and where the loss is large – significantly impact the bottom line.In a recent survey of fraud in Australian organisations, 84 percent of respondents agree

t organisation, your historical earnings from the client, changes affecting the clients industry, your firms strategic direction, and your firms relationship with the client. This value is now your sales target for this client.

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advi

Building A Future In Self-Storage-Things To Consider Before You Invest
Across the country, entrepreneurs are talking about the self storage business. The buzz is that investing in the mini storage business can be very profitable. What's more, seasoned investors aren’t the only ones with their eye on the mini storage prize. With lower building and management costs than other real estate investments and a failure rate of less than ten percent, the self storage industry is drawing first-time business owners like moths to a dazzling flame.The advantages are obvious, easy start up, easy maintenance, low risk, but w

Lets face it...winning new business is fun. Particularly in service firms where there is substantial personal involvement required to gain clients. But the jubilation of landing new accounts often leads to problems.

While you're focusing on gaining new clients, settling them in, and organising the recently won project, what about your other clients? Remember them...you know, the ones that still want you to do work for them. Their requirements may not seem as exciting as they once were, but you cannot afford to ignore them.

It is often the case that service firms do not have a formal sales development plan. There is little prospecting or account management done on a regular basis and this can mean from time to time the call goes up to "Get out there and sell". This is usually triggered by an impending revenue slump -- often brought about by either a major project that is nearing completion, a sizeable client that has cancelled work, or an industry wide (or seasonal) trend.

One of the major shortcomings with this reactive style of sales management is that relationships with clients go cold. And yes, this is sales we are talking about. Although in your firm you may call sales by another name such as revenue, billable hours or fees.

When you are busy on new 'exciting' projects, other customers may sense they are being neglected and start shopping around for other firms to deal with. Sometimes the first you know about this is when your client contact staff get back in touch with the customer in response to the "Get out there and sell" directive. Too late.

Whilst it is advisable to increase your 'share of market' by looking for new clients, it is wasteful to ignore the existing relationships and potential value of current clients. A better idea is to also consider maximising your 'share of customer'.

How do you take a 'share of customer' approach? Follow these steps: 1) Identify the sales potential of each client. The 'potential' is the total value of all services (of the type you offer) consumed by this client over the next 12 months, regardless of whom they currently source them from.

2) Subtract from this potential the value of any services that are not open for your firm to supply. Limiting factors may include the clients current contractual obligations, their sourcing from a related subsidiary or division, or relocation/rebuilding of facilities or plant etc.

3) Calculate the 'share' of this net potential you wish to achieve. This share will be based upon a combination of hard and soft data such as: developments within the client organisation, your historical earnings from the client, changes affecting the clients industry, your firms strategic direction, and your firms relationship with the client. This value is now your sales target for this client.

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advis

Best Franchises
It is very difficult to find the best franchises for oneself, where you can be a natural and love your work. When you start looking for a franchise, the choice is mind-boggling. There are literally hundreds if not thousands of different types of franchise available for you to invest in, with the same variety in cost. Each have its own benefits and usually the more you pay there is more potential to earn.Here are just few things you need to be considering when seeking your best franchise. Use your heart, but also use your head, your pencil,

r account management done on a regular basis and this can mean from time to time the call goes up to "Get out there and sell". This is usually triggered by an impending revenue slump -- often brought about by either a major project that is nearing completion, a sizeable client that has cancelled work, or an industry wide (or seasonal) trend.

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advi

Tips for Collecting Your Past Due Accounts Receivable: Create a System
One of the biggest drains on the cash flow of small businesses is the slow collection of accounts receivable. In cases where accounts receivable are out of control, you can bet that cash flow is out of control as well. I don't know about you, but the folks I have to pay are not very concerned with whether or not I am getting paid in a timely manner. They want their money. Why is it then that we have such a difficult time holding our customers to the same standard. Why on earth should we feel guilty calling our customers to ask for OUR money?

ojects, other customers may sense they are being neglected and start shopping around for other firms to deal with. Sometimes the first you know about this is when your client contact staff get back in touch with the customer in response to the "Get out there and sell" directive. Too late.

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advi

What Designers Do and Don't Want You to Know About Deadlines
Deadlines are a part of business, particularly in the business of design. Clients often approach me in the 11th hour, expecting a miracle. The truth is, while accomplished designers can create extraordinary artwork in a shorten amount of time, it's more advantageous for business owners to afford the designer ample time to go through her/his creative process. Sure, I can pull some rabbits out of my hat and work some minor miracles, but you'll get some much more out of your investment if you allow ample time.Good design, like Rome, was never

each client. The 'potential' is the total value of all services (of the type you offer) consumed by this client over the next 12 months, regardless of whom they currently source them from.

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advi

Crafting A Stellar Career Summary For Your Resume
Are you a career changer? Or, are you satisfied with your stable career but interested in updating your resume? Are you a professional who has tried different things but are still searching for the kind of work that best suits you? Whatever your career situation, what your resume most needs is a stellar career summary. What difference can a career summary make for you? Here are 4 reasons why you need one in your resume: 1.) A career summary communicates more about you and does so more powerfully than an objective stat

4) Develop a client-specific strategy for achieving the sales target. A good sales strategy will include:

A combination of personal actions designed to build interpersonal relationships with key client personnel. Such actions would likely be:

- Personal visits to client premises

- Using corporate hospitality to entertain clients

- Attending industry events

An educational component to advise your client of your firms capacity to assist them.

A critical review of current projects to ensure a better understanding of the clients needs and to maintain customer service standards. In particular a review should cover elements of interest to assist in achieving the sales target - client staff changes, client attitudes, competitive intelligence etc.

5) Incorporate the sales target and strategy in your firms regular review procedures. Staff will report not only on new and current projects, but also on the development of your sales 'pipeline'. The review process should also check the status of any limiting factors, as at some point they will change.

By adopting a share of customer approach to managing your sales you will create a proactive structure in which sales opportunities can be monitored and fostered. In particular, you will be able to capture and document important information regarding client developments and potential sales that otherwise may leave the firm with changes in your personnel.

So you can still have fun winning new business...but remember to get your share of 'old' business as well.

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We live in a world of constant flux where pain is inevitable. Change can mean misery but this can be avoided, and the pain lessened, if change within a company is managed by focusing on people’s behaviors.

How search engine optimized articles can help save you money when implementing the Sarbanes-Oxley Act.

Downsizing usually makes a bad situation worse. This article explores what managers can do to try to make things work after that event.

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