Latest Articles in Strategies & Practices

  • Do you know how to manage it?
    If you are like most business leaders, you’ve no doubt noticed some trends in the way employees behave in recent years—too much entitlement, not enough loyalty, no work ethic and so forth. I challenge you to consider that perhaps these are not negative trends, just different ones. To better understand your employees and what drives them to succeed, you have to understand that... more »
  • Trying to beat the competition on price is a risky strategy
    The old joke goes: A store owner procures a popular item for $1 apiece, then turns around and advertises them for $10 a dozen. Trying to understand this bizarre offer, his curious store clerk asks, "How do you expect us to stay in business that way?" The owner replies, "Why, I’ll make it up in volume, of course!" Surprisingly, some businesses practice a similar strategy... more »
  • Five steps that lead to the sale
    The number one false assumption that I’ve seen their peers make about top sales performers is that they have an it thing—some natural-born personality trait or gift that makes them automatic stars who close high-dollar sales easily and with practically no effort. While their performance in front of the client may seem effortless and entirely natural, the truth is that nothing is left... more »
  • Five challenges for business owners in the coming year
    Successful business owners are already thinking about next year. That’s what smart managers and executives do. They look ahead. They plan. They strategize. And they're thinking about what is happening now that will affect their businesses in the future. There are five big challenges business owners should be thinking about in order to successfully navigate their companies through the next... more »
  • Link building is one of the most important facets of search engine optimization for any website, including for window and door manufacturers and dealers. Even wonderfully designed websites—those that are jam-packed with informative content and relevant keywords, lots of images and videos, and wisely chosen headlines, meta descriptions and meta tags—are missing a foundational aspect of... more »
  • Everyone receives marketing emails from companies promoting their products. Sometimes even a competitors’ marketing email can spark a new idea. When executed properly, email marketing is a powerful, yet relatively inexpensive, tool. However, if a company is lackluster about its e-marketing efforts, there are pitfalls that can have severe consequences on business communications. E-marketing... more »
  • With the lack of qualified labor holding a steady place as a top industry concern, time-saving products are increasingly prominent and important. Dealers and installers can especially benefit from products that work with the limited labor they have, while doing the work of the labor they don’t. Each specialized area of construction has its own list of time-wasters, and exterior doors are no... more »
  • With do-not-call and anti-spam laws in effect, it has become difficult for companies to run direct marketing campaigns to reach potential customers. Many industries, including replacement windows and home improvements, are reverting to door-to-door sales using modern technologies and putting salespeople back on the street to showcase their products or services. Following are 10 best... more »
  • An owner’s exit from a business will probably be the largest financial event of their life. Further, harvesting the illiquid wealth trapped in a business can also be one of the most complex transactions an owner will face. Key to navigating this process is gathering the best information to minimize risk, to make correct decisions, and to understand the financial and strategic control issues... more »
  • Responding to testing notice and requests
    Most window and door companies have received the call that the products they made or sold are being tested at a jobsite… in less than two days. The dealer, installer or builder on the other end of the line wants a representative on site when the test goes forward. Real dollars are at stake in terms of product waiting to ship to the job or potential legal responsibility. How do you respond... more »