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Learning to Share at Work

Tuesday, February 08, 2011

The ease of sharing documents over email was a major advance over sending faxes or posting letters, but that convenience gave rise to other issues. When two or more people were working on a document - editing a sales proposal or a design brief, for example - it became very difficult to stay on top of the latest version. Read More

The Solution to Healthier Sales

Tuesday, January 18, 2011

Good times always feel like they will last forever. However, there will come a time when customers are harder to find. The global financial crisis and its consequences showed that when an economy sours, businesses without robust processes tend to founder. Falling sales is a typical sign.

Businesses can reduce the effect of external conditions by working out where future sales will come from and how to win them. This process is called building a sales pipeline because it lets you track a potential customer from the first point of contact through to a completed sale and beyond.  Read More

Better IT Security – For Less

Tuesday, January 18, 2011

The dangers of the internet are real and multiply every year. Viruses, Trojans, worms, hackers, phishing, spearphishing - the number and type of attacks by organised crime syndicates are growing so quickly that the actual figures become a little meaningless. Some perspective is offered by law enforcement agencies which estimated that by 2009 the profits from computer crime, estimated at US$1 trillion, had surpassed those of the illegal drug trade.  Read More

The iPad as a Selling Tool

Tuesday, January 18, 2011

If you don’t own an Apple iPhone, chances are you know someone that does. Make that several people, given the phenomenal rise of the smartphone to third place by global market share.

Apple’s tablet, the iPad, has surpassed the success of the iPhone by rocketing to 93% of market share for tablet computers. For those who have reservations about Apple’s tightly controlled IT platform a flotilla of competing tablets is arriving this year based on Google’s Android.  Read More

Time to Let Others Know How Good You Are

Tuesday, January 18, 2011

Advertising to your target market the products or services you sell is a great way to inform potential customers of what you have to offer. But every claim made in your advertisement is coloured by the knowledge that you are spruiking products for financial gain. Accordingly, a potential customer will keep in the front of their mind that the promised relationship is between a seller and a buyer. As the famous saying goes, caveat emptor - “buyer beware”. You can’t trust everything that you read in advertising.  Read More

Purchase Order Financing

Monday, December 06, 2010

One of the ironies in business is that if you want to increase revenue, sometimes you need to borrow money. The reason is simple: growth is expensive. Suppliers will almost always require payment before you have received money from sales.

Managing cash flow is the toughest job in any business. The cautious business that relies on income to fund expansion rather than borrowings will limit the maximum speed of growth, as income will always lag behind expenses.  Read More