Dynamic Manager Handbooks

Communication with customers and prospects keeps your business on the growth track. There are numerous ways to convey your company's message beyond traditional advertising."Tune Up Your Publicity Machine" covers the basics of public relations like how to prepare an effective press release and make it appeal to editors as well as where to look in your business for newsworthy topics."Case Study: Automotive Aftermarket" tells how custom car shops use shows and events to publicize their operations."Case Study: Sports Team Sponsorships" explores the ins and outs of backing athletic teams, sponsoring events, and other ways to draw attention to your company."Speaking Up For Your Business" shows you how to reach customers the old-fashioned way, by talking to them. Learn how to overcome your stage fright and reach out to audiences with your company's message. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

Approach closing opportunities with the idea that every sales call should give the customer yet another reason to do business with you-again. It's a pro-active, pro-customer way to look at your job. When it comes time to ask for the order, it's easy!"Fear Of Closing" takes the mystery out of the process and puts closing the sale into the context of improving your customer relationships."Buying Signals" explains how to recognize buyer behavior that says they're ready to make a commitment. That's the time to ask for the order."Closing Techniques" explores some of the standard approaches to making the sale happen-as well as some you might not expect. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

"First Things First For New Hires" explains how to orient, train, and evaluate the new employee during a standard 90-day trial period."Making The Good Great By Training Them" shows how to training can both motivate your staff and maximize their performance.In "Should You Bribe Or Bully Your Team?" several managers tell how they motivate to achieve both long- and short-term objectives."Fire 'Em Up or Fire 'Em?" explores different ways to creating an efficient, productive, and motivated staff."Case Study: Retail Employee Motivation De-Mystified" outlines specific methods from compensation to rules of conduct that help retailers get the most from their staff."Case Study: Tune Up Your Auto Service Technicians" looks at the different things that motivate non-sales employees to do their jobs better."Solving the Problem Of Problem Employees" explains what to do when employee performance breaks down."Do You Need A Second-in-Command?" shows how to choose, train, and motivate line managers. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

"Trade Show Exhibition For Fun And Profit" explains how to choose the best shows for your company, how to prepare and operate an effective exhibit or booth, and follow-up on the opportunities you'll create by marketing at a trade show."Getting The Most Out Of Attending Trade Shows" details the best way to manage your time and maximize the return on your costs of attending a show."Trade Show Seller Secrets" gives you a look into the exhibitor's sales practices. Learn how to resist their pressure tactics and apply a few of your own to negotiate profitable deals on the show floor. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

Advertising can help build your sales, but only if you follow the five rules outlined in this do-it-yourself manual for small business owners and managers."Your Customers, Bert and Bertha" explains how to identify your best customer and build an advertising strategy that appeals to them."Pay Attention To Attention" shows you how to build attention-getting devices into your ads (regardless of the medium you use) so your messages rise above the babble."Advertising's Four-Letter Word" points out the biggest mistake most small business advertisers make-and how to avoid it."Just A Little Reminder" demonstrates how to build a memory trigger into your ads so customers think of you first."Media Buying Simplified" takes the mystery out of spending advertising dollars so you get the most bang for your buck. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

Family businesses confront the same problems faced by any small company-and then some. Squabbles over titles and responsibilities get confused with sibling rivalries while adapting to changing market conditions often conflicts with cherished tradition. The very real family-owned companies in this handbook represent a cross-section of enterprises passed down from generation to generation. In every one, they've faced down the demons of family involvement and built growing, successful companies."The Family Business Soap Opera" explores the major dramas family business owners live through every day."Changing Direction From Generation To Generation" tells how a jewelry retailer overcame the foibles of a patriarch who dominated the company for 40 years."Growth Through Family Ownership" explains how family ownership helped an LP Gas distributor increase sales 50 times."Family Ownership But Not Family Management" shows how one family in the publishing business turned management over to a non-family team while maintaining control over their company's future."Adapting To A Changing Market" is the story of a daughter who re-created her father's small manufacturing company in response to customer demands."Mixing Family And Non-Family Owners" explores how a real estate investment and management firm communicates with dozens of outside investors while keeping management in the family."Family Dynamics Move The Business" is the story of how an auto dealer group deals with sibling rivalries and an 80-year-old founder who won't let go."The Family Tyrant" looks behind the scenes at one of the golf industries most successful equipment companies to see how the strong-minded patriarch nearly destroyed it."Learning At The Founder's Knee" looks at mentorship from the second-generation's perspective in a janitorial supply business."Mixing Technology With Tradition" follows the development of a paint and home decorating retailer as it passes to the fourth generation of family ownership."Family Tragedy Shapes Company Future" is the story of how three very young brothers and their sister saved their family's ski resort and real estate company after their parents died in a plane crash."It's Never Too Late To Plan For Succession" explains how to prepare yourself and your company for ownership transition. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.