How to make a partnership work

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The partner we thought we had has turned out not to be a true partner. We feel like they went behind our backs and directly approached our customers and our employees. This, after they’d agreed to keep hands-off.

Thoughts of the day: How much do you have in common with your partner candidates? What do you have in writing to document your agreements? Check backgrounds before starting work. If a deal sounds too good to be true, it probably is. Get everything in order up-front.

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Think like a detective when it comes to sales

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When it comes to selling, I’m figuring out that I have to think like a detective and not a typical salesperson. Do you have any suggestions on how to best do that?

THOUGHTS OF THE DAY: Decide on who is your best customer, then go get more of them. Work through a list of best customer suspects. Figure out where your targets hang out. Find out if you really are talking to qualified suspects. Have a way to circle back to the suspects who don’t seem to fit initially. Get prospects to turn themselves into clients.

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Pats On the Back Can Pay Off

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I have been told that I need to give my staff some positive feedback. I’m not great at that – seems gratuitous. I’m busy and get my tasks done, no one pats me on the back. Why should I do more than expect them to do their jobs?

Thoughts of the Day: Acknowledging contributions is a great way to build rapport. Start a dialogue with someone about what they’ve done well, in order to find out how they’re really doing. In an environment of tight budgets and limited pay increases, appreciation can help boost morale.

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Rebranding business takes thought and preparation

It’s time to rebrand – at least I think it is. We’ve been through a lot of changes the last few years in terms of customers, markets, services and employees. Time to do a reality check on what we stand for. Any suggestions on do’s and don’ts?

Thoughts of the Day: Make it clear what your company stands for in order to pull in the right customers, employees and market opportunities. Make the look of the brand reflect the tone of your company. Appeal to emotion – which means taking into account colors that reflect the tone. Include all brand components.

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Good Accounting Practices Must Be a Top Priority

Office staff doesn’t know enough about our accounting system, or accounting in general. The accounting department says they’re overwhelmed. If anyone in that department is out sick, they get really behind. Space is very limited in accounting, and they’re dealing with a lot of interruptions. We could be doing a better job with the numbers side of the business. Any suggestions?

Thoughts of the day: Pay attention when accounting says they’re overwhelmed, as their performance is essential to a healthy business. Putting accounting in an area where they can’t be easily disturbed is a really good idea. Look for opportunities to involve people from around the company in accounting functions. The more your people understand what makes the numbers work, the more they can help ensure a profitable year.

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