I recently conducted a benchmarking webinar with Greg Herring sponsored by my company, The Aspire Software Co. The results were interesting and distressingly familiar. Less than 20 percent of the respondents (52 companies) had net profit greater than 10 percent. The benchmark for excellence is 12 percent. Therefore, this first of several columns is about how to get started on... read more
In advance of GIE+EXPO, I’m going to depart from my normal column crammed with tables, charts and formulas to share a few thoughts on leadership and responsibility to our people and industry. If you live long enough, you get to see everything all over again. What I mean is that in business, there are predictable patterns that shape the future.... read more
Kevin Kehoe explains why you might be hitting your job-hour budgets but margins are down. He shares some tips to avoid overlooking this issue. read more
Account managers (AMs) have a tough job. It’s hard enough to handle customers, but the job becomes impossible if you’re poorly organized despite all your hustle. Hustle is important, but a system is essential to become an A-plus account manager. There are three metrics that define an A-plus AM: contracts under management, upsell rate and retention rate (see chart). Why... read more
