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Adele Sommers's Articles

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  • How Can a White Paper Become a More Effective Persuasion Tool?
    The science of persuasion has moved to a new level of intrigue as researchers attempt to discover which kinds of arguments or information help buyers make purchasing decisions. This article focuses on recent findings in this area and suggests how the research could apply to the domain of white papers.
  • How Strategic Is Your Business Plan?
    If you currently have a business plan, how much of it taps your most creative strategic thinking processes? Many plans are static, formal documents designed to impress potential backers, but do not necessarily serve as dynamic, living visions. This article describes seven essential exercises to incorporate into a traditional business plan, or into a flexible slide presentation that powerfully communicates your vision to others.
  • How Perceptions Shape Customer Satisfaction
    Both suggestions and complaints represent the "voice of your customer," and thus deserve a deeper look to understand their impact on your audience's behavior. For that reason, this article focuses on the role of perception in the minds of consumers. Is the glass half empty or half full? The definition resides in your customers' eyes.
  • 5 Ways to Finesse New Project Budget Discussions
    If you have difficulty engaging in budget discussions for new projects -- particularly during initial client meetings when it can be tempting to make promises that might be difficult to keep -- this article explores five ways to help you gracefully avoid backing yourself into a corner.
  • How Is Your Suggestion Box Working?
    Do you have a suggestion box for your business? If so, how sincerely do you consider the recommendations and complaints you receive? If you haven't yet tapped this invaluable resource, this article offers several tips for using the input you collect to actually strengthen your business and bring in more revenue.
  • Tips for Prescribing a Future of Your Choice
    Throughout history, we humans have tried many ways to predict the future, from reading palms to stargazing. Once we understand what we would like the future to represent, we're better able to take the actions required to prescribe it, rather than simply predict it. Preferably, that future will resonate with our passions, gifts, and what we (or our companies) can truly excel at doing. This article offers a two-stage process for this purpose.
  • Techniques for Boosting Your Expert Status
    Why is developing "expert status" so important in business positioning these days? Because as consumers, our ability to focus our attention has reached an all-time low due to the deluge of information and advertising we contend with today. We thus lean on know-it-all experts, or "mavens," to give us authoritative advice on what to think, do, or buy. This article offers a three-stage process for building a maven reputation in your field.
  • How Accurate Are Your Project Estimates?
    Projects typically involve many dynamic aspects, yet they're often constrained by finite conditions. These contradictory forces make it very difficult to determine with pinpoint accuracy the time and effort required. By using a set of proactive estimating techniques to scope, plan, and constrain your project conditions, you can dramatically improve your estimating practices, reduce and mitigate risks, and increase your project success rate.
  • Do You Have Your Own "Business Success Criteria"?
    Aligning our life passions with our business purpose can help us define a set of "business success criteria." Until that occurs, we might be unable to recognize the options that truly fuel and inspire us -- those that are best suited to our values and strengths. Once we develop these important criteria, we can select worthy endeavors with much deeper insight, as well as choose the best possible collaborators, clients, and employees.
  • Can You Pass the "Midnight Test"?
    Gaining an understanding of how your customers might want (or need) to use your products and services can guide you in creating offerings that help people succeed in many situations and circumstances. Whether you are developing a product or service for mass consumption, or creating a customized solution for a client, imagining how your audiences will consume your material can make all the difference between their success and failure.
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