CFO

[Michael Barbarita]

Who are your early-bird customers? Do they do breakfast?

The most efficient and effective business entertainment you can do is breakfast. It is before business hours, yet it is non-intrusive. It is the business meal of choice for many morning people. Who are they? You have to ask. Once you find out who your key a.m. contacts are, all you have to do is be sure they are first on your call list, both home and away. Your itinerary must be set by someone else’s clock.

While calling on the Albany Medical Center, a hospital equipment sales rep casually mentioned where he had stayed on his overnight trip. The manager he was seeing said, “Next time you are in town, come on over for breakfast.” He did. It seems the manager used the hospital’s cafeteria as a field office. Department heads would stop by for three-minute business reviews; top management would say hello while picking up their morning coffee. Eventually, after several breakfast sales calls, our rep was viewed as an advisor to the manager. His business with the various departments grew. This major account became one of his best. No doubt the competitor told their boss they were losing business in Albany because of price. The reality was they were losing it over the price of a cup of coffee. And the Medical Center manager had charge privileges, so he picked up the tab. Breakfast business can be great business. Are you doing any?
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Robin Hood Economics: To take from the rich and give to the poor works on film, but not in reality. I did my best to spread the good word. Please feel free to do the same. http://www.falvey.org/dld/2010-05-21-0720-53_edited.jpg

Jobs Programs Don’t Create Jobs: Only the creation of wealth can create jobs that in turn create additional wealth. That is the economic cycle that we must work to sustain. I did my best to spread this good word as well. Please feel free to do the same. http://www.falvey.org/dld/Jobs_UnionLeader.pdf

Is There Life After College 2010?Jack Falvey's new book is now available on Kindle and on any PC from Amazon at $9.99. If you know of anyone in the class of 2010, this will be a gift that will keep on giving. Read the reviews at http://www.amazon.com/dp/B00394FJFK
Freelance to: THE WALL STREET JOURNAL and BARRON'S on Management (2010 Edition): Jack Falvey's new book is now available on Kindle and on any PC from Amazon at $9.99. This is a complete collection of Jack's Dow Jones editorial features from 1981 through 2009.
http://www.amazon.com/Freelance-JOURNAL-BARRONS-Management-ebook/dp/B003AYENM4/ref=sr_1_10?ie=UTF8&s=books&qid=1268063405&sr=1-10

Attention Sales Managers: For each “Sales Tip of the Day” there is a matching professional development segment for sales managers. To see what you are missing, go to www.MakingTheNumbers.com and see the sample pairs under that tab. One good idea could pay off big time! Site licenses available for multiple managers.