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Expense projections can be tricky, especially when you don't know where your small business is going to be in five years. Read More

Experienced angel investors and venture capitalists evaluate dozens or hundreds of potential investments each year. Most of them have the same information you provide. They need to see something more to be convinced; they need to see you. Read More

I was recently introduced to the concept of Minimum Viable Product or MVP. If you work in the software development industry, you most likely have heard of MVP. But for everyone else this will be an eye-opening experience. Read More

In the fiscal year 2010, the United States Postal Service (USPS) lost over $8 billion. This year it expects to lose $7 billion. While the scale of the losses for 2010 and 2011 are larger than usual, they are part of a pattern of losses that the USPS simply can’t seem to shake. Read More

There’s no way to insulate your company completely from the unpredictability wrought by the changes taking place everywhere from healthcare to regulation. You can, however, position your company to better weather these conditions by paying more attention to cash flow. Read More

After a long period of economic decline, things are looking up. Consumer spending is on the rise, unemployment rates seem to be going down, and businesses are opening again. While you may feel like jumping for joy, hiring back your laid-off employees, and sinking significant investment into a shiny Read More

Numerous laws have been established to protect whistleblowers in both the government and the private sector in areas as diverse as environmental regulations to taxes. In recent years, payments by the IRS to whistleblowers have been diminishing. In order to re-incentivize whistleblowers, the IRS has Read More

The primary reason for slow payment from existing customers is not some mystical force. It is failure to define the 'deal' clearly with customers, and failure to accurately document what deal you think was made. This article gives a sample sales call to show how easily a misunderstanding can occur Read More

Although there are some key differences between direct mail and e-mail, sometimes old direct mail tricks can work wonders in the relatively new e-mail channel. Case in point: in a recent test I did with a client, we added a Johnson Box to its e-mail control. It generated a 220 percent lift in response rate! Here's a brief overview of the results, Read More

For some companies a recession is a time to weather the storm; cut expenses, trim the staff, wait for better times ... and slash the marketing budget. But other companies see a recession as strategic time to take the offensive. When competition focuses more on internal cost cutting they focus less on customers. Read More