RGBA
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Executive Perspectives
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Spring
2002 |
The Quarterly e-Newsletter of R. Gaines Baty
Associates, Inc. |
In
This Issue
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Ø
Accelerating
Growth in a Down Economy – To consistently make money and increase
valuation companies must focus on accelerating the growth of the "top
line." In a down economy we often hear of executives cutting costs,
mostly in the form of downsizing to protect margins and the value of their
company's stock. This approach is far less effective than being able to
consistently grow revenue. For
more information, click
here. |
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Ø CONSULTING FIRMS, is it time to “put your hooks into the water?” – In recent months, most IT-related consulting firms have found new projects and/or profits very elusive. Now a lesser number of consulting organizations are poised to prosper in the next economic upturn. Prospective clients have finally started talking about new initiatives, and rainmakers describe swelling pipelines. The question becomes, “How should we proceed, and when?” Ø
What
sales models work?
What are the more prevalent sales models and which seem to work
best? For more information, click
here. Ø SAMPLE Sales Model developed and used by at least one Professional Services firm: click here. |
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How
to Evaluate a Search Firm
– Featured in the Dallas
Business Journal, February 8, 2002…Whether your company is currently
considering an executive search firm for an important requirement, or will
do so as the economic market rebounds, it is critical to choose the right
one (of thousands) for your unique needs.
This article identifies a few common mistakes, as well as a number
of key criteria and questions to ask of your potential recruiters:
click
here. Ø
Wall
Street Journal Profile
– RGBA is profiled among the top recruiting firms in the industry and
offers suggestions on the “Negotiation Process”:
click
here. |