The higher the stakes, the more outrageous the tactics.

Frustrated with trying to run your company on a budget? Jim McManus has a better way: focus on gross margin.

So you've at last put the finishing touches on your annual budget. My condolences. If you're like most chief executives I know, you probably feel a [ … ]

A survey asked companies how they set sales goals for sales executives and sales reps

Sales executives are accustomed to measuring the success of their sales force in terms of volume -- such as total number of calls or total revenues. Old habits are hard to [ … ]

Two entrepreneurs give advice on cutting costs through open-book management.

How do you make a complex business strategy relevant to your small business? That was the challenge faced by Steve and Diane Warren, co-owners of Katzinger's Delicatessen, a $2 mill [ … ]

It helps to start with good, accurate data. Here are 6 pieces of information to gather.

Combine the values of all of your prospects in order to create a total sales forecast.

Here's how to strike a mutually beneficial partnership.

Insider Strategies for Outsourcing Information Systems
by Kathy M. Ripin and Leonard Sayles
Oxford University Press, 274 pages, $30

It's generally accepted today that firms should outsource components o [ … ]

In an excerpt from his new book, "Management Challenges for the 21st Century," Peter F. Drucker suggests that to thrive in the new millennium, managers must do more than adapt to change: they have to lead it.

The New Commandments of Change

Here's all that [ … ]