Mergers, Mergers, Everywhere

Water, water, every where, Nor any drop to drink. ~ From Rime of the Ancient Mariner by Samuel Taylor Coleridge Corporate growth occurs along three basic paths: 1) mergers and acquisitions of related, rival, or complementary businesses, 2)

Clients Do Not Buy Your Costs

A lot of thought and content goes into analyzing what customers want. Technology companies and business management scholars have dedicated countless hours to customer management, client relationship management, customer expectations, and the

Scope of Value

You all know what a scope of work is. Every project manager does, even those people who don’t carry the title “project manager.” The scope of work encompasses labor, materials, manpower, and time. The scope of work factors in determining the

Stop Giving Away Your Profits

We call it “scope creep,” that inevitable change in project scope that adds more time, more effort, and just more to the service your business devotes to a client’s project. Scope creep arises from not knowing what you don’t know and later

Knowing Your Competitive Advantage

Just for a moment, let’s be brutally honest about business. No business likes rivals. Every business wants to operate in a vacuum of competitors–to be the only option. However, nature abhors a vacuum and the Federal Trade Commission hates

Know Your Value, Hold the Line

Vendors and customers work toward opposite purposes. Customers want to acquire the most at the best quality for the lowest price–or free if they can eliminate the obstacle of money. Vendors want to deliver the least at the highest price.

The Customer Is Not Always Right

It happens to every business: you take on a new customer and the anticipated happy experience turns into a nightmare that stresses your staff, demands many more hours of work than expected, results in a financial loss, and leaves bad taste in

Change to Remain Relevant

Change, like a certain scatological reference, happens. You can’t prevent it. You may not even be able to delay it. That means you have two choices: adapt or stagnate. The market will always find room to accommodate those who stick to their guns ...

May I Have This Dance?

No business survives without repeat clients, but every business starts and grows with new clients. In the not-so-good old days when the upper classes closely regulated the interaction of eligible gentlemen with marriageable young ladies through

Business Clarity: Case Study

In 2009, GSI Commerce rolled out and rebranded its marketing services division, GSI Interactive, as True Action. Led by advertising powerhouses Nick Pahade and Dorian Sweet, True Action handled such well known clients as Aeropostale, Bath &


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