Reported by Donna Fenn


Finance;

By Reported by Donna Fenn |  Jan 1, 1988

Don't neglect the opportunity to make the highest possible return when you invest your company's cash. Even small companies now have access to sophistica...  Read story

Executive Recruiting;

By Reported by Donna Fenn |  Jan 1, 1988

When recruiting top people, don't make the common mistake of assuming you can clinch the deal by adding a few thousand dollars to your offer. Money doesn...  Read story

Quote Of The Month;

By Reported by Donna Fenn |  Jan 1, 1988

"I think that, to be successful as an entrepreneur, you have to build a company around your whole life, not just the business aspect. You have to figure o...  Read story

Cost Control;

By Reported by Donna Fenn |  Jan 1, 1988

You may have more leverage than you think when it comes to hiring an accountant. The major accounting firms are so anxious to build their growth-company ...  Read story

Advertising;

By Reported by Donna Fenn |  Jan 1, 1988

Newspaper advertising can be an effective way to market your business, but be careful. Because consumers often read newspaper ads for price-comparison sh...  Read story

Compensation;

By Reported by Donna Fenn |  Jan 1, 1988

On paper, piecework looks like a good way to encourage high productivity. But there's often a hidden cost, as Allen-Edmonds Shoe Corp. discovered 18 month...  Read story

Marketing;

By Reported by Donna Fenn |  Jan 1, 1988

The personal contact you have with customers is a crucial element in the success of any new business -- and one of the most common casualties of growth. "...  Read story

Managing People;

By Reported by Donna Fenn |  Jan 1, 1988

Most company presidents pay lip service to employee participation, but few go as far as Frederick Shaltz Jr., president of Delta Land Surveying & Engi...  Read story

Mergers;

By Reported by Donna Fenn |  Jan 1, 1988

When two companies merge, there's often a temptation to gloss over tough questions about which company's culture will be dominant after the merger. But t...  Read story

Customer Service;

By Reported by Donna Fenn |  Jan 1, 1988

Think twice before creating a system in which customers deal only with sales-people. Often you can provide better service -- and run your company more ef...  Read story

Systems;

By Reported by Donna Fenn |  Nov 1, 1987

Some customers just seem to attract problems. "It's like a restaurant," says Neil Cannon, chief executive officer of Schmidt-Cannon Inc., a distributor o...  Read story

Sales Management;

By Reported by Donna Fenn |  Nov 1, 1987

Taking the first step is often the toughest part of selling -- so tough, in fact, that salespeople will postpone it as long as they can. Jackie Kimzey co...  Read story

Purchasing;

By Reported by Donna Fenn |  Nov 1, 1987

In an age of instant communications and fast-moving markets, it isn't easy for retailers and wholesalers to keep up with customers. By the time you get t...  Read story

Managing People;

By Reported by Donna Fenn |  Nov 1, 1987

Employee burnout has been the undoing of many a fast-growing company, sapping its strength and its spirit before the top executives even realize what is h...  Read story

Cost Control;

By Reported by Donna Fenn |  Nov 1, 1987

Frustrated by the rising cost of workers' compensation insurance? Maybe you should give your people a reason to help hold premiums down. Curt Sellentin ...  Read story

Selling;

By Reported by Donna Fenn |  Nov 1, 1987

Show prospects a good time, and you may improve your sales. That's what the people at Properties of America Inc. discovered, thanks to a harsh winter. Cl...  Read story

Customer Service;

By Reported by Donna Fenn |  Nov 1, 1987

Good ideas for serving customers have a way of slipping through the cracks. To prevent that from happening at his company, Mike Berthelot developed a simp...  Read story

Merchandising;

By Reported by Donna Fenn |  Nov 1, 1987

If you want to sell your product at a premium price, you have to do more than offer high quality. You have to support the product in a way that conveys t...  Read story

Marketing;

By Reported by Donna Fenn |  Nov 1, 1987

Good marketing often takes the form of education, but few companies go about it as intelligently as Computer Specialists Inc., a fast-growing computer-ser...  Read story

Quote Of The Month;

By Reported by Donna Fenn |  Nov 1, 1987

"Quality is a matter of faith. You set your standards, and you have to stick by them no matter what. That's easy when you've got plenty of product on han...  Read story

Marketing;

By Reported by Donna Fenn |  Oct 1, 1987

Nothing can undermine your company's marketing efforts as quickly or as effectively as a poor telephone-answering system. That's particularly true if you...  Read story

Quote Of The Month;

By Reported by Donna Fenn |  Oct 1, 1987

"If you want to know what's really going on in most companies, you talk to the guy who sweeps the floors. Nine times out of 10, he knows more than the pr...  Read story

Hiring;

By Reported by Donna Fenn |  Oct 1, 1987

Rare is the chief executive who doesn't agonize over the skills and personality traits of the top-level people he hires. But seldom does he give enough t...  Read story

Managing People;

By Reported by Donna Fenn |  Oct 1, 1987

If you want your people to focus on performance, you've got to figure out an effective way to tell them how the company is doing. Jay Johnson lets his pe...  Read story

Selling;

By Reported by Donna Fenn |  Oct 1, 1987

We all know the long-term value of an educated customer, but Ron Cardoos has found that customer education can generate immediate sales. One night a week...  Read story

Business Travel;

By Reported by Donna Fenn |  Oct 1, 1987

With travel-incentive programs proliferating among airlines, hotels, and carrental companies, it's difficult to keep up with all the special deals. If yo...  Read story

Customer Relations;

By Reported by Donna Fenn |  Oct 1, 1987

You may be courting trouble if you rely on one person as your sole contact with a major customer. Warren Rodgers learned that lesson the hard way two yea...  Read story

Finance;

By Reported by Donna Fenn |  Oct 1, 1987

Think twice before you sell off your excess inventory at fire-sale prices. Under the new tax law, you might do better giving it to charity. That's because...  Read story

Planning;

By Reported by Donna Fenn |  Oct 1, 1987

Even the best of companies have trouble with managers who make decisions in a vacuum. "When I was at IBM," says John Spielberger, president of Informatio...  Read story

Benefits;

By Reported by Donna Fenn |  Oct 1, 1987

Given the diversity of the work force, and the proliferation of new benefits, it's almost impossible to keep everyone happy, no matter how hard you try. N...  Read story

Cost Control;

By Reported by Donna Fenn |  Sep 1, 1987

With as many as 300,000 airfares changing daily, you're probably finding it difficult to enforce company policies on business travel. Well, there's hope ...  Read story

Office Perks;

By Reported by Donna Fenn |  Sep 1, 1987

Perhaps no perk is as underappreciated as the free coffee that companies provide employees. That may have something to do with the quality of the typical...  Read story

Collections;

By Reported by Donna Fenn |  Sep 1, 1987

Collection agencies around the country report a significant increase in the number of countersuits filed by debtors who can't, or won't, pay their bills. ...  Read story

Managing People;

By Reported by Donna Fenn |  Sep 1, 1987

There's no more common management pitfall than to spend most of your time with the weaker people in your organization, leaving the strong to fend for them...  Read story

Sales;

By Reported by Donna Fenn |  Sep 1, 1987

If you think of selling as the exclusive responsibility of your sales force, you're probably letting business opportunities slip by. After all, employees...  Read story

Banking;

By Reported by Donna Fenn |  Sep 1, 1987

The rule with most bankers is that they are glad to lend you money when you don't need it, and reluctant when you do. That psychology can spell problems ...  Read story

Customer Service;

By Reported by Donna Fenn |  Sep 1, 1987

Most managers view customer complaints as annoying headaches. John Wirth sees them as opportunities. Not that he likes having dissatisfied customers. Bu...  Read story

Recruiting;

By Reported by Donna Fenn |  Sep 1, 1987

Looking for a few good managers? Take a tip from Fred Coyle, president of Management Data Communications Corp., a Chicago-based data-processing company w...  Read story

Quote Of The Month;

By Reported by Donna Fenn |  Sep 1, 1987

"I've heard it said that the main job of the CEO is to manage the values of the organization. Boy, that becomes more and more apparent the larger you get....  Read story

Contracts;

By Reported by Donna Fenn |  Sep 1, 1987

It may be inconvenient, or expensive, to put agreements into precise contracts, but do it anyway. Vague contracts can come back to haunt you, plunging yo...  Read story

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