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As IT Spending Drives Bigger Returns, CFOs Seek New Metrics

It wasn’t too long ago that IT spend as a percent of revenue was the time-honored metric of choice among finance executives determined to keep their firm’s IT spending within the light of day. In fact, many finance chiefs arguably still rely on the metric to provide a quick snapshot of their firm’s appetite for […]

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7 Tips for Creating a Productive Brainstorm Inside Your Middle-Market Firm

I’m sure everyone reading this has fallen victim to a spontaneous brainstorming session. Out of nowhere, you suddenly feel the urge to sit down with co-workers in a conference room and bat around some ideas. Your intentions are good, but what typically follows is a painfully slow-moving discussion that doesn’t get very far. Whether your […]

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Calculating the Human Factor: Why Midsized Firms Must Keep “Workforce TCO” Top of Mind

Do you know the real cost of your workforce? This is an increasingly important question – and one that’s getting harder to answer.  Many organizations experienced some degree of restructuring or downsizing as a result of the recent economic downturn.  Unfortunately, leaders at midsized companies may have made those hard decisions without accurate, comprehensive data […]

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How B2B Customers Really Buy from Mid-Sized Companies

If you attend the average weekly sales pipeline review of a mid-sized company, you might believe there is a straight, process that business-to-business (B2B) buyers follow when making a commercial purchase in the sales process. Maybe this was true a decade or two ago, but the 2015 McKinsey Quarterly report indicates that the process B2B […]

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What Hidden Costs Lie in Your Business Contracts?

Your suppliers want to help you deliver to customers, but they also need to turn a profit. How do you maintain a strong relationship with suppliers while ensuring both of you benefit? Your first step should be to take a shrewd look at your contracts: Shipshape contracts could be the difference between supplier costs eating your […]

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Why Employee Advocacy Is Every Middle-Market Company’s Lifeline

Social media has become the hub for brand-to-consumer interactions. But can it actually produce measurable results? With the help of internal advocates, social can become your most powerful sales force. In fact, a lead developed through employee social marketing is seven times more likely to close compared to other leads. So it comes as no […]

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Why Middle-Market Firms Should Keep Africa on Their Radar

Africa may not be at the top of your list as you consider global expansion, but I’d urge you to reconsider. By 2050, Africa’s economy is set to grow from $2 trillion to $29 trillion. The continent is home to 11 of the 20 fastest-growing economies in the world, and consumption rates are rising. Contrary […]

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Why CEOs Need to Stay Informed About the Customer Experience

User experience (UX) design has taken the digital world by storm as great industrial designers continue to build innovative products in the physical world. New design software is frequently being released, and new rapid prototyping tools like 3-D printers are changing how we iteratively test and improve our inventions. By all measures, the world of […]

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How to Streamline the Hiring Process to Save Your Company Buckets of Money

Without the proper procedure in place, the recruitment process can be a costly nightmare. Not only can the cost of hiring approach tens of thousands of dollars for certain positions, but you’re also losing productivity every day the position remains unfilled. And if the new hire doesn’t work out, you have to go through the […]

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The Sales Metrics That Improve Middle Market Performance

By Jason Jordan and Michelle Vazzana How prepared is your sales force to handle an uptick in growth? The Center for the Middle Market reported that middle market growth was strong across all revenue segments in 2014. The outlook for 2015 is just as positive with nearly three-quarters (74%) of middle market firms anticipating revenue […]

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