My Customer Hates Me
November 16, 2008
In these economically distressed times, there are very few companies that are not facing uncertainty in how they will move their business forward. One thing is clear, we are all emotionally tattered trying to increase the top line and optimize the bottom line. A quality axiom states that if you increase the level of quality you “Hold the Gain”. This is also true for the sales professionals that are on the front line dealing with your customers. They need to get the sale and “Hold the Gain”. In order to do so, they need to understand what the customers hate about them. Read more… »
Don’t Be The Deal Killer
November 15, 2008
As you look to develop your business in China, the last thing you want is to have your deal killed over a business or cultural Faux Pas. Whether, you are expanding your own business, going to work in China for your employer, or developing suppliers, you will at some point make a trip to the Middle Kingdom and come face to face with the people and the culture. Rather than having an 11th hour cram session before the trip, we offer three basic tips that will ensure that you aren’t a deal killer. Read more… »
The Evolution Of The Expat - Part III
October 22, 2008
Two roads diverged in a wood and I-
I took the one less traveled by,
And that has made all the difference
Robert Frost
In the final installment of The Evolution of the Expat we would like to discuss repatriation, bring the Expat home or not. A critical, but frequently overlooked step of the Expat process is proper repatriation provided by the company. In many cases, Expats have grown apart from their home country and the culture at headquarters, so the challenge of repatriating is difficult, especially when one has to go it alone. It is not uncommon for companies to bring Expats back without any real position for them. The responsibility is placed on the employee to find his/her place in the organization. What is the repatriation survival process for the Expat, or Global Executive? Let’s take a closer look. Read more… »
Market Research: Expense or Investment?
November 17, 2007
Custom market research costs money. How much depends on the scope and complexity of the work to be done and the format in which the findings and recommendations will be delivered.
Some companies, especially smaller ones, tend to view market research as an expense. By that I mean that when they’re considering whether or not to conduct a research study, much of their attention is focused on the cost. "Can we afford to do this?", or, "Can we get the price down?" That sort of thing.
In my experience, companies that focus on the expense of market research don’t pay enough attention to the impact that the research can have on their business. They "control" the cost, but fail to get as much benefit as they could. Read more… »