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In Business Change IS Opportunity

Change. What a curious thing. At times we embrace it for the promise it holds of a better tomorrow. At times we resist it for fear of being forced out of our comfort zone, left to stand on the threshold of the unknown. Regardless of where we fall on…


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El Desafío De Los Pequeños Negocios

En los últimos años, los pequeños negocios por lo general han tenido que tomar medidas drásticas para sobrevivir la Gran Recesión. Además de la dura realidad de la escasez de crédito que afectó la capacidad de millones de propietarios de negocios para administrar las operaciones diarias más básicas, muchos…


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Changing Strategies To Increase Sales

Understanding the triggers that influence how our economy acts, and reacts, is important for a business owner’s strategic decision-making process, but the bottom line is this: The economy fluctuates up and down over time and, since business is inextricably bound to the economy, it too will fluctuate over time.

We…


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The Fourth R of Sales – Reinvention

I have some unfinished business I need to take care of. It has to do with a column I wrote several weeks ago, The Three Rs of Sales, based on the fatherly advice my great grandfather offered…


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A Little Fatherly Advice – And The Three Rs Of Sales

I love sales. It’s in my blood. My great-grandfather, William Brown, an Irish-born British citizen, left his home in England circa 1906 and opened a Crown Life Insurance agency in Havana. He instantly fell in love with Cuba and the Cuban people – in particular, my…


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The Power of New Year’s Resolutions

This last Thanksgiving, my 7 year old godson kindly asked for the wishbone while the turkey was being carved and proceeded to engage me in a battle of wishes. Like most godfathers would have done, I closed my eyes and took advantage…


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Management Ideas for the New Year

Over the last couple of weeks, my wife and I attended our fair share of holiday parties – some organized by family, others were business related, yet in either case we felt as though we were amongst friends. Once again, these holiday parties proved to be excellent opportunities…


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The Gratitude Theory At Work

Last week I found myself getting caught up in the annual frantic rush associated with the Monday, Tuesday and Wednesday before Thanksgiving.  It’s a proven fact of life, as far as I’m concerned, that these are the three busiest days of the year.  It seems as though every client,…


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It’s Your Job To Know The Details

A good friend of mine, who started his administrative career in local politics, went on to become a lobbyist with an international public advocacy group before settling in to his current job as an executive for a large national corporation with strong ties to the local community. While…


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Keys To Increasing Sales in a Difficult Economy

We’re all looking for ways to increase sales these days – quite the challenge in this ever-changing business landscape. As the slumping economy forces small businesses to develop new revenue sources in order to survive, consumers are being forced to make more discriminating choices. As a result,…


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