Each year, employers in the U.S. lose large amounts of money due to accidents in the workplace. This is especially true for those who operate in high-risk industries: sectors with the most vulnerabilities include construction, manufacturing, and health care. As a result, injuries can increase the price of workers’ compensation, which can cause businesses to [...]

A client recently asked me what seemed like a simple question: “How can I keep from getting sued? Aside from the obvious answer (which necessarily involves either a fortune or a gravestone), my answer, with some explanation, was: “Make yourself the least appealing target of what will likely be several potential defendants.” It’s helpful to know [...]

Every business at some point is forced to deal with difficult customers. Perhaps they are unhappy with the level of service, the product or a member of your team. Or maybe their expectations are just unrealistic. Understanding how to navigate challenging interactions, however, can turn a negative situation into a positive experience that builds stronger [...]

A certain level of stress can be motivational and stimulating. It can help us focus our energy. It can emphasize our passion and commitment. But as Albert Einstein reportedly said, “Life is like riding a bicycle. To keep your balance, you must keep moving.” Tim Fleming, CEO of Marsh McLennan Agency LLC’s (MMA) Upper Midwest region, [...]

At some point, as sales organizations, we need talk about how all this selling is going. In a recent group discussion with some sales managers, we had a healthy discussion about engagement and how to make these gatherings more productive. Salespeople, by their very nature, tend to be independent free spirits. Forcing them to stay [...]

Most businesses use a few different software packages. Email and calendars are typically bundled together in services like Gmail and Outlook. Documents are typically handled with Microsoft Word and arrays of data with Excel. A customer relationship management (CRM) system is like having all these tools under one hood working seamlessly together. In essence, a [...]

I regularly get asked what the most important factor is that contributes to building and managing successful sales teams. While there are many contributing factors, the most critical is engaged sales leaders who proactively identify the four bad habits that impede a salesperson’s ability to efficiently manage his or her time and exceed organizational goals. Failure [...]

Question: I’m buying some equipment, and the shipping terms in the purchase agreement refer to “EXW Incoterms 2020.” I’m generally familiar with “Incoterms,” but I don’t really have a lot of time to study what each one means. Can you give me a summary of what I’m dealing with when a contract I sign references [...]

A Manufacturing Solutions Center senior physical testing specialist prepares equipment and materials for the vertical wicking test. Photo courtesy of Gaston College Manufacturing Solutions Center. The Textile Technology Center (TTC) at Gaston College in Belmont, N.C., formally known as the North Carolina Center for Applied Textile Technology, was founded in 1943 to offer certificates, diplomas [...]

No business owner wants to waste time and money, have frustrated employees, and risk customer relationships with mistakes and delays. But these things happen when businesses operate less efficiently than they could. Sometimes this happens by default—for example, when managers and employees fail to actively look for better ways of doing things. Inefficiencies also result [...]