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Should Integrators Reward Value or Effort?

Posted on February 22, 2021 in Around the Web ,Blog by
Should Integrators Reward Value or Effort?

I find that people are often rewarded by how busy they are, rather than how productive they are. I was recently working with a company and the president said, “I want people who put in lots of effort.” I asked him to define that. “I want them working from seven in the morning until ten at night,” he said. I asked him whether he would know if they accomplished anything valuable. “Well,” he replied, “At least I’d know they were busy giving the effort.” Given […]

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3 Security Trends to Watch in 2021

Posted on February 8, 2021 in Around the Web ,Blog by
3 Security Trends to Watch in 2021

Security is an everlasting concern for enterprise IT. Here’s what experts say are some of the top security trends to watch in 2021 – as “normal” gets redefined. Here’s one prediction that you can bet on: Forecasting enterprise security trends will never go out of style. That’s not a bold call but it’s a bankable one. Technology trends come and go, but security is an everlasting issue. There’s no finish line where everyone gets to clink glasses and declare: “All secure!” In the same vein, […]

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Understand the Power of Variable Costs

Posted on January 11, 2021 in Around the Web ,Blog by
Understand the Power of Variable Costs

  Integrators that understand the power of variable costs know that every dollar saved goes directly to profits. This is Part 1 in our new blog series from Joel Harris, which explains the power of variable costs for your integration business. More than 20 years ago, I discovered the hidden profit enhancement found in focusing on reducing overhead costs, and on making certain that direct costs were truly variable costs. My company had acquired a failed roll-up with a national footprint, with great customers and […]

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How Good Are You at Predicting the Past?

Posted on December 7, 2020 in Around the Web ,Blog by
How Good Are You at Predicting the Past?

The better you are at predicting the future, the better decisions you will make. One of the things I like about The Economist magazine is that, unlike most publications at this time of year, it doesn’t simply forecast what lies ahead, but evaluates the forecasts made last year. Were their forecasts accurate or not? Were they based on sound reasoning? Were they grounded in valid assumptions? The application to your integration business is that while It’s all well-and-good to look to the future and forecast opportunities and […]

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Make Your Integration Business Stronger During Ups and Downs

Posted on November 23, 2020 in Around the Web ,Blog by
Make Your Integration Business Stronger During Ups and Downs

There is no such thing as perfect, but that doesn’t mean you shouldn’t strive for incremental improvements. That’s what continuous improvement is all about.  It’s understanding that there is always room to better a process or structure and taking defined steps to recognize where improvements can be made and implementing and measuring these changes. The good news? Though these changes might be incremental, the financial gains can be massive. As the name ‘continuous improvement’ indicates, this is done on a recurring basis. Continuous improvement is […]

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Organizational Change Management Drives Adoption of the New Revenue Recognition Standard

Posted on November 9, 2020 in Around the Web ,Change Management ,Q360 by
Organizational Change Management Drives Adoption of the New Revenue Recognition Standard

How Can Integrators Engage, Enable and Execute Change? Integrators are learning that the new Revenue Recognition standard can have company-wide impacts that affect core business functions and their associated systems and data. Because so many parts of a business are tied to revenue, the new standard is pervasive – touching everything from executive and sales compensation to how products are sold, and how work is done. Systems and processes need to change to accommodate the compliance process, and people need to be trained on the […]

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Two Mistakes Leaders Make When Communicating Change

Posted on October 19, 2020 in Around the Web ,Blog by
Two Mistakes Leaders Make When Communicating Change

Communicating change? Then change how you communicate! You’d think we’d have figured it out by now. Given all of the change initiatives in all of the companies throughout all of the years, you’d think we’d have figured out how to effectively communicate organizational change. But no. Leaders repeatedly make the same mistakes when communicating change. As a result, they not only fail to engage their people but often disengage them. Here are two of the most common mistakes and how to avoid them.     […]

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