Related Topics

Other stories by Richard Steven

• Don't Delegate Sales Early On

  In a small remodeling company, invest in yourself rather than seeking to hand off this critical role to someone else.

• How a Structured Sales Process Benefits Your Clients and Your Company

  Richard Steven describes how using your production schedule as inspiration to create a sales schedule keeps clients and your company on track.

• Hiring How-To: A Process for Bringing on a New Employee

  RICHARD STEVEN on hiring: If you're growing your company, you'll need a formal process to help you make good hiring decisions.

• Building Capacity: Knowing When Is the Right Time to Hire

  RICHARD STEVEN on steps to take if you're considering hiring more staff so that you can ensure you do it most effectively and don't compromise the stability of your company.

• RICHARD STEVEN: Prime Numbers

  Tips for better cash management.

• Wooing Clients: Courtship vs. Seduction

  RICHARD STEVEN: Seduction seeks quick commitment without taking the time to qualify, educate, or create realistic expectations. Courting clients leads to a long-term relationship.

• Mastering the Basics: Three Key Management Steps to Build On

  RICHARD STEVEN: Mastering these management basics will set your company on a path to high performance.

• The Meet of the Matter: Tips for Effective Management Meetings

  RICHARD STEVEN: Don’t cancel management meetings due to other pressing tasks or concerns. Instead, make your meetings more focused and effective. Some tips ...

• Your Most Effective Selling Tool

  RICHARD STEVEN: Confidence in the value of what your company has to offer clients is the key to sales success.

• Flexible Pricing: Pricing Strategies in Today's Economy

  Lump-sum pricing focuses on costs and can make it difficult to explain pricing to clients. In today's competitive market, consider the alternative: flexible pricing.