Leadership and Managing


Recent Leadership and Managing Articles

Equity Beats Commission

Jan 1, 1998

John Strelitz, president of paper broker Streco Fibres, in Virginia Beach, Va., looks for deals such as buying scrap magazine stock and selling it to the ...  Read more

Activity Is a Bonus

Jan 1, 1998

If you know what steps to take to make a sale in your industry, why not reward salespeople for following those steps? At ESP Systems Professionals, a $5-m...  Read more

Forecast: Sunny, Breezy, and Clear

Jan 1, 1998

At Springfield Remanufacturing, a company in Springfield, Mo., that overhauls truck parts, production problems do not sabotage the sales forecast. CEO Jac...  Read more

Hedge Your Bet

Jan 1, 1998

What is a company without sales? Out of business. That's why many business owners are afraid to turn over valued client relationships to a newly recruited...  Read more

Numbers Pool

Jan 1, 1998

People who work at home or alone in a branch office often find it hard to maintain discipline during the day. Brian Rice of Marblehead, Mass., kee...  Read more

" Same Day, Same Day Planner"

Jan 1, 1998

METAphorically and in practice, everyone's on the same page at The Phelps Group, a Santa Monica, Calif., integrated marketing-communications company where...  Read more

Reviewing Your Road Warriors

Jan 1, 1998

You have a library of employee-evaluation material for your in-house staff. But how do you review the performance of your telecommuting salespeople? Carol...  Read more

Growth Company Seeks CFO

By Jill Andresky Fraser |  Jan 1, 1998

So you've decided it's time to hire a CFO? Now comes the hard part: finding the person with the right training and experience plus a temperament that suit...  Read more

Virtual You

By Joshua D. Macht |  Jan 1, 1998

Virtual universities have become increasingly popular with business owners who want more education, but who need a flexible study schedule. A look at these "...  Read more

The Antihero's Guide to the New Economy

By Michael S. Hopkins |  Jan 1, 1998

Doug Mellinger, founder of PRT Group, is hailed as an entrepreneurial antihero. Read how he created a wildly successful software design company that isn't ce...  Read more

...and a PC in Every Home

Jan 1, 1998

Employees who use computers off the job are more likely to use their computers efficiently at work. At least that was the thinking at Multiplex, in Ballwi...  Read more

Graphic Demonstration

Jan 1, 1998

John Westrum's home-building company in Fort Washington, Pa., was growing like mad: From 1991 to 1994, its revenues skyrocketed 700% to $28 million. Parad...  Read more

Dear Diary

Jan 1, 1998

Once a company has a history of sales, it may need a database to track them. But as Jane Wesman discovered, a simple notebook may do the trick for trackin...  Read more

Can You Achieve High Impact with a Low-Cost Perk?

By Christopher Caggiano |  Jan 1, 1998

How about allowing employees to redistribute something that you're already giving them--such as vacation time? Kevin Harper, president of Autumn-Har...  Read more

It Takes a Cybervillage

By Joshua D. Macht |  Dec 15, 1997

An overview of three cities, Pittsburgh, Boulder, and Montreal, that experts believe could be hot spots for new-media industries.  Read more

Hiring Blind

By William R. Pape |  Dec 15, 1997

The cofounder of VeriFone Inc. tells how to manage a virtual hiring committee. Pape and four virtual employees interviewed a key executive without ever meeti...  Read more

Bookmarks

By Michelle Keyo |  Dec 15, 1997

You're setting up a home business and need E-mail. The obvious thing to do is call your local ISP, where you can get TCP/IP to send your data packets over...  Read more

Cancel the Christmas Party!

By Christopher Caggiano |  Dec 1, 1997

Tips on hosting a successful holiday bash, including keeping it fresh and exciting, allowing employees to plan it, saving money, and limiting your liability.  Read more

Necessary Losses

By Bo Burlingham |  Dec 1, 1997

Brodsky describes the difficulties he's encountered since delegating control of his company to a team of managers.  Read more

Failure of Real Estate Brokerage Is Elementary

By Rick Stouffer |  Dec 1, 1997

Two weeks after deciding not to renew his company's franchise agreement, the owner of Re/Max Sherlock Homes, a successful real estate office in western New Y...  Read more

The Foundation for Doing Good

By Jim Collins |  Dec 1, 1997

Marriott and Patagonia may have wildly different histories and CEOs with little in common, but both represent the corporation as a tool for social change.  Read more

How Can We Improve Communication at Our Company?

By Martha E. Mangelsdorf |  Dec 1, 1997

Hint: it takes a lot longer than a minute. That's what Ken Blanchard, author of the One Minute Manager series and other business books, and his w...  Read more

Benchmark: Does Anyone Still Wear a Power Tie?

By Christopher Caggiano |  Dec 1, 1997

Surely, you've noticed that you see fewer suits at work or at business get-togethers these days - and more chinos. Business dress is becoming increasingly...  Read more

Modeling Your Company's Future

By Nancy K. Austin |  Dec 1, 1997

John Ward, a management consultant and owner of Need To Know, teaches workshop participants to sculpt images from clay that represent their company's philoso...  Read more

How Can I Persuade Top-Notch People to Join My Advisory Board?

By Susan Greco |  Dec 1, 1997

Make your first pick a local business veteran who is willing to tap other executives. That approach allowed Computer Free America Inc., in $5 million comp...  Read more

The New Entrepreneurial Elite

By Jerry Useem |  Dec 1, 1997

Lured by enormous compensation packages and the excitement of fast growth, many big-company executives are leaving cushy positions to run start-ups.  Read more

Lose the Boss

By Patrick Kelly |  Dec 1, 1997

The CEO of PSS/World Medical explains that by allowing employees to fire a nonperforming boss, you can eliminate problems before they reach the customer or t...  Read more

The Manager's Burden

By George Gendron |  Dec 1, 1997

An overview of the articles in this month's issue. Topics include the challenges of managing knowledge workers and executives who left large companies to run...  Read more

What They Do (and Don't) Teach You in Business School

By Hal Plotkin |  Dec 1, 1997

An M.B.A. will help you run an established business, but it can't provide the real-world experience needed to run a start-up. A look at when an M.B.A. comes ...  Read more

State-of-the-Art Training

By Karen Carney |  Dec 1, 1997

Maritz: the Multimedia, High-Involvement Classroom The Midwest region of Maritz Travel Co. runs business literacy training classes...  Read more

New Technology Shelves Software Distributor

By Jim Kling |  Nov 1, 1997

K. C. Aly, former CEO of MicroDisk Services, explains how his software duplication and distribution company went under because it failed to keep up with the ...  Read more

Chaplain to the New Economy

By Edward O. Welles |  Nov 1, 1997

Mark Cress quit his job as a CEO to become a minister. Now, through his new nonprofit Inner Active Ministries, companies hire him to help employees with thei...  Read more

Sleeping With the Enemy

By Donna Fenn |  Nov 1, 1997

A look at companies that have formed alliances with their direct competition. Is this a trend limited to specific industries, or the only way to exploit toda...  Read more

Help! My Business's Schedule Is Ruining My Personal Life!

By Stephanie L. Gruner |  Nov 1, 1997

Let's face it: a small business owner's work schedule can be taxing--and, worse yet, unpredictable. Have you tried giving yourself "comp time"? Admittedly...  Read more

No More Business As Usual

By Donna Fenn |  Nov 1, 1997

Tony Rigato, CEO of MRM, created a strategic plan that forced him to change his company and himself. Here are five tough questions Rigato had to ask himself ...  Read more