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Rules for Success in Acquisition Integration
The Third in a Three-Part Series
by David Wolf
In our prior articles in this series, we discussed integration planning and process. We now take a look at the softer side: the cultural and communication missteps that often sink a successful acquisition.
[FULL STORY]
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Accelerating Revenue by Creating Need
by Kevin Temple
The most critical impact on revenue generation in the current market is in creating need and avoiding stalled decisions.
In the recent past, most companies made their revenue goals with less than 20% of their product or service offerings. Now with fewer opportunities, each one has to be maximized. This means developing the skills in creating need for additional products and services that you offer to increase the average transaction size. Further, most sales executives have been losing sleep over forecast misses, mainly affected by stalled decisions.
[FULL STORY]
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How To Get Technical Due Diligence Done?
The Third in a Three-Part Series
by Sergiu S. Simmel
In the previous two installments, we examined the Why and the What of Technical Due Diligence (TDD). In this third and final installment, we will briefly examine How a solid and systematic TDD process takes place, and what you can expect. Let me preface this with the statement that TDD is more of an art than a science. Therefore, the process highly depends on the style and experience of the TDD service provider. The following considerations reflect solely my own experience and practice.
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International Expansion
A Practical Approach for the Small and Medium Enterprise
by Paul Rose
How do I expand internationally? Where do I start? Which country should I start in? How much will it cost? These are questions asked by many companies wanting to expand beyond the boarders of the United States. The Internet boom brought many businesses into Europe, in an era when money was no object, and large local presences were built up in a number of countries. Both experienced and inexperienced people were lured by the promise of stock options, high salary and early IPO.
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ARCHIVE
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Issue 2
November 19, 2002
Vol. 1
Issue 2
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Issue 1
September 12, 2002
Vol. 1
Issue 1
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