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8 05, 2014

Waiting for Winds to Fill the Sales

By |May 8th, 2014|Leadership|

     The economy essentially flat-lined in the first quarter with a growth rate of 0.1%, notwithstanding the addition of 288,000 jobs in April and the fact that the overall outlook for 2014 remains positive.  In this slow recovery, the sense of frustration experienced by many businesses calls to mind a scene from one of those adventure movies with tall ships from the 18th or 19th century, such as Master and Commander, one of my […]

28 03, 2014

Will Your Successors Be There when You Need Them? Lessons from the Trump Empire on Orderly Transitions

By |March 28th, 2014|Leadership|

Donald Trump made headlines again last Fall when he announced that instead of naming one of his three eldest children as heir to his fortune, as would have been customary, they will all share equally in ownership and responsibility in leading his multi-billion financial and real estate empire.  Also notable is how carefully he and they prepared for this decision, since each of the heirs has contributed significantly to the family brand and has […]

20 06, 2013

Sales: What is Myth, What is Reality?

By |June 20th, 2013|Business, Sales|

No one buys the product or service your organization provides, unless someone sells it, whether this be the necessities that sustain life or the most refined intellectual creations. If someone is exchanging their money for what you sell, someone else persuaded them to do so.

Because successful selling is so fundamental to business and the economy, Mulkern Associates recently developed a sales training seminar based upon many years of successful sales experience, a synthesis of […]

7 04, 2013

Hedging High Dollar Investments in Executives

By |April 7th, 2013|Leadership|

Would you be willing to make a six-figure investment on behalf of your company that had about a 50% chance of failing, especially if failure would cost you many times your initial investment?

Very likely you would say, “No way,” but may be surprised to find that corporations actually do it quite frequently. It happens when they hire new executives. According to studies cited by Michael Watkins in his book The First 90 Days, 40% […]

7 10, 2012

Recruiting Recruiters for Top Talent

By |October 7th, 2012|Business, Leadership|

Three million jobs currently go unfilled in the U.S. due to a lack of candidates with the requisite skills. Meanwhile, the national unemployment rate hovers just below 8% officially, or much higher unofficially, counting those who have given up or are “under-employed,” and workplace participation is at a 31-year low. These statistics illustrate that even during economic slowdowns finding the talent to fill certain highly skilled jobs is difficult. This is especially true in […]

7 02, 2012

Serious Business: Why it Matters

By |February 7th, 2012|Business|

A painfully slow recovery, such as the one we are in, wears on the nerves of all business owners. It also provides the opportunity for the kind of self-reflection that we have little time for in boom times. Facing our deepest doubts can not only strengthen endurance but eventually help take the enterprise into new areas and heights previously unimagined.

It is natural in stressful times to ask oneself, “Why be in business?” “Are the […]

1 11, 2010

Profile of an Entrepreneur: John Frederich

By |November 1st, 2010|Business, Leadership|

An Interview by Tony Mulkern

Editors Note: From time to time, we publish profiles of selected, long-standing clients of Mulkern Associates. The featured entrepreneur this month is John Frederich, ChFC®, CLU®, CIMA®, and a Private Wealth Advisor in Pasadena, California with Ameriprise Financial. John has been a member of the Ameriprise President’s Advisory Committee since 1998, which is reserved for the top 1% among 12,000 advisors. In this very personal interview, he shares the values […]

26 04, 2010

Positive News versus a Wall in the Head

By |April 26th, 2010|Leadership|

The other day while reading the Wall Street Journal in Starbucks after a quick lunch, my neighbor at the next table turned to me and said, “All bad news in there, I guess.” To his surprise, I responded that to the contrary there was a great deal of very positive news. After mutual introductions, I learned that he was a struggling entrepreneur, who had gone into business just as the recession was worsening.

His pessimistic […]

1 12, 2009

What is the Way Forward?

By |December 1st, 2009|Leadership|

It has been a long, nasty recession. Now that most economists agree that it is over, it will be some time before we feel that it truly is. Consumer spending is slightly improved but still down, unemployment may increase more before decreasing, credit remains tight, and uncertainty regarding taxes and regulations is suppressing investment.

While some businesses have failed, others which have felt the pain of decreased revenues and staff cuts have managed to make […]

1 03, 2009

Who’s Making Money Now?

By |March 1st, 2009|Business, Leadership, Sales|

Guess what Amazon, Hershey’s, Wal-Mart, Ryanair, and MacDonald’s have in common? Sales are growing, and they are making money—in the midst of a worldwide recession! How can this be? The answer is simple: they offer good value, high quality customer service, at moderate and reasonable prices.

Amazon’s website is practically flawless and a pleasure to use. Books arrive in a few days. Order the same book at your local Barnes & Nobles, and you can […]