When it comes to sales, it's the nuclear option - bizjournals:

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You have a meeting with a new prospect interested inyour firm’s services. The person with whom you meet is notthe decision-maker. This wants you to bringf thema proposal, so that they can take your recommendations to the personj who has financial authority. You properly requesgt access tothis person; access is “They want me to gather the information,” you are You are left with two You can go conventional, or you can go • Conventional: You deliver the proposa l as requested. • Nuclear: You go over the person’d head. Which is a bettere strategy?
Well, that First, let’s look at the conventional If you do as your proposal will be placed in the hands of a buyer who knowe next to nothing about yourvalue proposition, has a different set of issue than your influencer, and will be making a poorly informed decision based on a piece of paper. What are your chances? Frankly, slim-to-none. You have, at a 1-in-10 chance of closingh the deal. Put another way, this exercisre has now become a waste of your valuable Of course, there is one nice benefi t — you avoid upsetting anyone. Second, let’sx consider the nuclear option.
If you essentially ignore the request of your influencer and attempt to deal directlu with thedecision maker, you will probablh offend your initial contact and impeder whatever slim chance you initiallu had of doing business with the That’s a big risk to Under what circumstances are the risk worth it? • The complexitt and size of the sale. High-dollar, complecx decisions require your having access to anyonde with a vested interest in the Insuch cases, you cannot serve the account properly without this access. • The level of your initialo contact. Some “influencers” have more influence others.
A vice president or higher-levelk influencer has considerably more clout thanan assistant. The role of this perso n is therefore critical. • Your relationship with the A cooperative partner is avaluabler asset; an antagonistic stone-waller is a hindrance to both you and the businesxs that employs them. • The competitive playing field. Are you the only optioj being considered, or are you up against other firms bidding for thesame opportunity? • and more importantly, what do you have to lose ? If the answer is then the decision to go nucleatr is made for you.
If you decided to go in this direction, here is a way to minimized collateral damage: Write a “following up” lette to the decision In it, review the key issues that you discussedd withthe influencer. Bullet and bold these items. Ask the decisiobn maker to review the and let them know that you will folloew up with them on a specifivc date to discuss these points and answed any questionsthey have. Lastly, and this is criticak — copy the influencer on the Yes, you may get a phone call from the and yes, the tone of the person may not be what you woulf like. However, if your motives are noble and, by the way, they are this is usually a andlargely safe, strategy.
What you are banking on and, in my experience, what you can expecy — is for the following sequenceto occur: The decision maker does not agree with the points made by your or sees that some critical points were left out of the mix; The decision maker calls you, proactively, to discuss these items. This sequence is what shoulrd have happened to begin because it was always inthe account’e best interests to involve the other parties. When this everyone wins, including your influencer.
You produce a proposal that reflectsa everyone’s needs, the account gets a set of recommendationas that are customized tomultiplre concerns, and the influencer is no longer solely accountable for managing the entire decision process. Finally, in thosew cases — and, rest assured, they will happem — where you ruffle a few it is worthwhile to remember the oldJesuit saying: “It is bettee to ask forgiveness than permission.
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on March 10, 2009

Two cents: What should transferees know before relocating to Houston? - Houston Business Journal:

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Mariana Saldaña, Agent, Uptown Real Estatw Group Inc.: With 75 percent of my clients comingfrom Mexico, I always tell them that Houstoh has 20 flights per day to Mexico City and travek time between the two cities is less than two hours. Houstoh also has more than 20 museums, 20 universities, more than 5,00o0 restaurants and can boast being second in the Uniterd States inthe arts, next to New York City. We have the ballet, opera and the most respectefd medical center inthe world.
Houston is only a nine-hourf flight to most of Europe and offeras direct air service to almost any I also explain that the population of the greatefr Houston area is 4 million peopler compared toMexico City’s more than 20 million, and more than 30 percen of those living in Houston speak Spanish. This helpws sells our city and the State of AmySmythe Harris, Agent, Realty Associates, The Relocation buyers are normally concerned about the qualityy of our schools, what traffic is like and what culturalo activities are available.
Most agents educatre their buyers about Due to the largelhy negative tone of media coverage about the real estatw industryin general, I like to take the time to educatee home buyers about our specific regional economy and housingy market vs. what they may be seeing in their ownloca markets.

Deters responds to Ben-Gal cheerleader investigation - FOX19

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USA TODAY

Deters responds to Ben-Gal cheerleader investigation FOX19 Lawyer Eric Deters, who represented Jones in the defamation suit, says Jones is being investigated for having an inappropriate relationship with a student, however she is innocent. Deters goes on to say Jones sat down with investigators and is being ... Teacher R esigns Amid Rumors Of Relationship WLWT Cincinnati Lawyer representing Cincinnati Ben-Gals cheerleader and former teacher is ... kypost.com Cincinnati Ben-Gals cheerleader is subject of investigations USA TODAY Deadspin  »

Awakening Streams and Mummified Seals - New York Times (blog)

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New York Times (blog)

Awakening Streams and Mummified Seals New York Times (blog) By ALIA KHAN Alia KhanA mummified seal on a hike between Lake Bonney and Lake Hoare in the Taylor Valley. Alia Khan, a graduate student at the University of Colorado, Boulder, writes from the McMurdo Dry Valleys in Antarctica, where she is studying ... and more »

Dollar General sales soar in recession - Nashville Business Journal:

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Earnings, released Tuesday, came in at $81.85 million in the quarter whichendee Jan. 1, compared to $55.39 million in the same quarterof 2007. Revenue for the Goodlettsville-based discounrt retailer was $2.85 billion, up 11.2 percent from the year-agk quarter. Same-store sales increased 9.4 percent in the quarter, with increases in both customer traffic and theaveragse transaction. For the year, the privatel held company reported incomeof $108.2 million on sales of $10.456 billion. CEO Rick Dreiling said in an earningw call Tuesday that the retailer has managed to turn the economi downturn into an opportunity becauswe of thediscount retailer’s position in the market.
The companhy attributed some of the gains to improvements in distributionband transportation, as well as higher averagw markups. “During the year, we grew sales, expandedx gross profit and reducedour (expenses) by successfullyg implementing programs to improves our store operations and merchandisinyg efforts,” Dreiling said in a company release. we were able to achieves these improvements despite the increasingly difficult economic We are pleased with the current momentuk inour business, and we intend to focus on driving continuedc success in 2009.” Dreiling also reported that sales were up 15.1 percenty last month over February 2008.

STATE PRIORITIES INCLUDED IN APPROPRIATIONS BILL - Military & Aerospace Electronics

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STATE PRIORITIES INCLUDED IN APPROPRIATIONS BILL Military & Aerospace Electronics The appropriations bill that provides money for two-thirds of the federal governments agencies, approved today by Congress, includes various funds for Washington State priorities, including Puget Sound cleanup funding, continued support for Boeing ... and more »