Winning in Today’s Sales Ethos

A recent article made the point that face to face selling is almost obsolete.  The basis was that corporate hiring of outside sales positions has leveled off whereas hiring for inside sales positions has increased.  While we agree that this is true, we feel it is equally important to recognize that this is often due […]


Is Text Messaging An Appropriate Recruiting Vehicle?

  Many college recruiting organizations have resisted using text messaging as a recruiting tool – with good reason.  Text messaging is a much more personal form of communication and when used improperly can be perceived as invasive, resulting in ill feelings and a resistance to further communication.  Yet when used properly, it is a powerful tool.  […]


Equipping Your Leaders for Success

  A recent HR Magazine article based on a CMI (Chartered Management Institute) survey of 700 leaders, revealed that a CEO’s #1 challenge is to develop and engage human capital.  However, when ranking strategies within this challenge, it was interesting to discover that mid-management leadership development was ranked at #10.  As CMI rightly pointed out, this […]


Does College Matter?

In tough economic times, recent studies have challenged the widely accepted belief that a college education boosts salaries and employment rates for young adults. With tuition costs reaching record highs, these studies have led potential students to question the value of a college education. Prospective students may choose to delay or defer college enrollment, yet […]

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Time Off Can Be Time Well Spent

  How much vacation do we really need to stay productive? Should employees be expected to stay connected to their work during the precious days they are away from the office? “A recent study of more than 5,600 workers conducted by CareerBuilder found that 12% of participants say they feel guilty that they’re not at work while […]


When It Pays to Spend Money You Don’t Have

As I meet with leaders at private colleges and universities around the country, I hear a common refrain: “We need to boost our enrollment numbers, but don’t have the money to invest in outside services.” When resources are tight, spending money you don’t have seems foolish, but former college financial executive Paul Greiving offers a different perspective. During his […]

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Are University Business Officers Throwing in the Towel?

A recent survey of college and university business officers conducted by Inside Higher Ed, revealed an alarming trend in Higher Education: “40 percent of respondents from all sectors said the business model of private four-year institutions that do not have significant endowments is unsustainable and must change, the highest for any sector. Further, college administrators say that small […]


How an “Eye in the Sky” Can Increase Commitment and Performance

What steps do you take to ensure you achieve your goals? A recent study by Dr. Gail Matthews at Dominican University of California found that people who define their goals, share this information publicly, and offer weekly performance updates were on average 33% more successful in reaching their goals than those who merely set goals. […]


The Unheralded Traits of Success

Common Traits of Success in Life & Business Recently, an intriguing article caught my mind—all the more intriguing because of its author, 19 year-old Alex Banayan, an associate at San Francisco-based firm Alsop Louie Partners, named “The World’s Youngest Venture Capitalist” by Business Insider. Banayan is in the process of writing a book that will profile the world’s […]

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Keys to Smaller Universities Defeating Their Competitors

University Recruitment Strategy for Smaller Schools One of the challenges I enjoy as I advise university enrollment and marketing organizations is helping them win against larger competitors.  That’s why I appreciated the insights that I gained while touring the Pea Ridge National Military Park, one of the war’s pivotal battles and the most intact Civil […]