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Category Archives for "Month: February 2013"

Why Do Your Customers Buy From Your Company?

by M. Dana Baldwin, Senior Consultant Many companies have a stable, often diversified, list of B2B customers who repeatedly do business with them.  Their strategies are focused on satisfying the needs and preferences of those core companies.  They often take particular care in their strategic planning to be sure they satisfy their repeat customers.  But […]

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Planning with estimates

By Robert W. Bradford Estimates are, simply put, numerical assumptions.  In strategic planning, we must deal with a variety of estimates.  Some of these estimates are partially under our control (such as our sales number for the coming year) and some of them are completely out of our control (such as the growth rate in […]

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