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Virtualization: An essential business resource for the small to medium-sized business PDF Print E-mail
Written by Jeff Kaplan   
Friday, 16 March 2012 09:10

 

Large businesses have been using desktop virtualization for some time, but the technology isn’t just the purview of the biggest firms. Smaller companies can also benefit from VDI, although many are unfamiliar with the technology. The Q&A below provides an overview and discusses some of the key advantages of VDI for small and medium-sized businesses.

 

Q. As a CEO of a small to medium-sized business, why should I be interested in desktop virtualization?

Last Updated on Friday, 16 March 2012 09:21
 
Three keys to solid, sustainable revenue growth PDF Print E-mail
Written by Dan Lubeck   
Wednesday, 14 March 2012 10:55

When we look at potential investments, particularly in service, business service and niche manufacturing companies, the most important valuation attribute is the likelihood of sustainable revenue and profit growth that can be enhanced. As such, consistent, strong, multiyear historical growth at the rate of 15 to 25 percent annually generally will create more value than a very significant single year jump — even if that jump is as much as 50 or 100 percent. Technically, that valuation difference is because a buyer will want to average the earnings over a several year period, because the “big jump” year is so unusual.

Last Updated on Wednesday, 14 March 2012 11:16
 
Saying what you mean: The impact of being direct PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 13 March 2012 08:20

 

Deborah, an executive in the consumer goods industry, was asked by her boss to conduct an internal assessment of one of the company’s programs. She uncovered some potentially serious issues and was careful to address each one in the report she prepared. A few days after she submitted it, he called her into his office. He had redlined page after page.

 

To Deborah’s surprise, he wasn’t interested in discussing her findings. “Look at the language you use,” he said. “You’re qualifying all of your observations. You don’t sound sure of yourself. You need to re-write it.”

Last Updated on Tuesday, 13 March 2012 08:33
 
Surface and eliminate customer resistance PDF Print E-mail
Written by Marvin Montgomery   
Monday, 12 March 2012 09:07

One of my favorite sayings is “Hope should not be your strategy.”

 

Hopefully, you are not waiting until the end of the sale to address customer resistance. What we already know is that customers will resist in the following basic areas:

  1. Price
  2. Postponement
  3. Product
  4. Personal
  5. Competition
  6. Change
 
Successful change – increasing the odds PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 06 March 2012 09:43

When Jon called, things were not going well. He was leading a project team charged with developing a new platform that would combine both hardware and software into a singular solution for customers. The team was running behind schedule and stood to lose tens of millions of dollars. He was looking for solutions, and hoping that Bright Side could help.

 

We learned the team had solid strategies and plans in place for getting the work accomplished. Yet, the team members lacked the desire to constructively challenge one another, which interfered with their ability to commit to the comprehensive targets that would enable them to develop their new customer solution. The team recognized they weren’t making progress, resulting in low morale. Most everyone believed this was an insurmountable battle and gave up.

Last Updated on Tuesday, 06 March 2012 09:58
 

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