Smart sales tactics required to successfully battle delayed purchasing decisions - bizjournals:

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The challenge is determining if the delay is a disguised anunresolved concern, an excuse or real. Most importantly, how can you get to the and move thesale forward? Buyers are like Wall Street: Neithed likes uncertainty. Understanding risk can help you smootn the progress towarda decision. Caution is an indicationb of risk aversionand it’zs rampant right now. Sellers become risk-adverse too, not wanting to hear a negativer decision. It is naturally easier to continue chasing than togive up. But consider that getting a negative decision now is bette than getting a negative decision after investing energy and resources pursuing a prospect for weekse oreven months.
Try facilitating a discussion arounc best-case and worst-case What is the worst case if they do and what is the best case if they moveforward ? What is the worst-case scenario if they buy now, and what is the best case if they delayh the decision? Having this conversation give s you the opportunity to influence their thought process and provide input. Three common themes emergw as reasons for delayed which are: • Incomplete or poor initial • Unanswered concerns. • Changes in Here is what you can do to diagnoss where you are and what todo First, did you just take the prospect’ds word that they could benefir from what you’re selling?
Qualifying the need meanss gaining evidence that their situation justifies the purchase. For everyone wants new office furniture, but how does not buyingh it now affectthe company?? It could range from lost productivity to poor market imagw to no effect at all. If there’ good evidence of significant impact, the urgency to make a purchaswis real. It’s also important to acquire the perspectivs of all the involved decisiojn makers to identifypotential roadblocks. It’sw rare for everyone to agree on needs and prioritiees withina company.
Without this information, it’s difficult to implemenyt a strategy to move Opportunities that need funding or that are waitin for funding are less likelg to close than those that have a budgegalready allocated. Risk-averse sellers avoid having the early crucialp conversations about budgetsand money. Hopin g that traditional benefits will carrgy the decision is riskier than having a direct and frank discussion about the investment requirements early in thesales process. Therwe is a difference between not having the budget and beingt unwilling to investthe budget. One is a logisticall problem while the other is a perceive dvalue problem.
You can’gt fix logistics, but you can address In a cautionary climate, you must run an game and qualify thoroughly. Second, a presentation or proposak that is premature will automaticallhy generatea stall. Buyersz unconsciously go through thres major phasesof buying. they evaluate if they have a need that is severs enoughto fix. Once a need is clear, the assessment of optionsd occurs. You know the buyer is in this modewhen they’rwe talking to competitors, have a committed budget, or a committeew or person is actively working on the problem. Communication is usuall y active and open during this Avoid presenting until prospects areassessinb options.
Delays and stalls frequently start when a decisionm isclose internally. A form of pre-buyer’s remorsee occurs. The fear relates to the consequences and difficulty of correcting a wrong The risk compels many to go with a known vendoer even if theirsolution isn’t the Minimizing or dismissing concerns at this point will surel y result in failure. Rather than push for a decision, reassure by using existing customers toconvey confidence, provide testimonials and, if possible, offer guarantees, insurance and assurance options to buil confidence in the buyer’s mind. Third, prioritiexs do change, and what was painful 30 to 60 days ago may not be the most pressintgconcern now.
You can’t control outside events, but you can continuw building your relationship and look for additional reasonsa to elevateyour solution. Asking “what questions can help you assess whether the delay is real or just a Examplesmight be, “What if the other priority gets fixeed quickly, where does that put this Or “What if A, B or C Ask, “Should we terminatw this file or should we keep it open?” to determined the extent of the delay. Prospects are reluctant to providew negativeinformation voluntarily. The best option is to avoid investinf time and energy on unlikely opportunitiex and finding those that have a greater chanceof success.
You can reducee delays with better qualifying, by givingg presentations and proposals at theright time, and using questionintg techniques to assess the reality when prioritiesd change.

Claims Brown Hill Creek plans based on old data - Eastern Courier Messenger

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Claims Brown Hill Creek plans based on old data Eastern Courier Messenger RESIDENTS are being misled about plans for the contentious Brown Hill Creek dam because flood predictions are based on out-of-date rainf »

Houghton selling West Seneca campus - San Antonio Business Journal:

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The purchase price for the 36-acrs complex, located at 810 Union Road, is $2.5 million. The site featurex eight buildingstotalling 57,000 square feet with both residentialo and commercial space. Ronald academic vice president and dean of the Allegany County-based private college, said the listing reflects the institution’s desire to enhancr its presence in where it is works closely with several non-profitt agencies.
Ideally, the school wouls like to lease or buy a location closde to the Southtowns and lease or buy anothef site withincity lines, he “We really want to find ways in which we can partnee with existing organizations and find a a spot that would signal our commitment both to the city of Buffalo, but also to the surroundinbg communities where we’ve had an important Mahurin said. “We really haven’t determined whethef we would lease or purchasew atthe moment, but one possibility coulrd be that, depending on the potential buyer of the West Seneca property ... there’s no reason we wouldn’t leas back from the owner at some point.
We just don’t want to have to be in the propertygmanagement business.” is handling the property. The commercial real estatse firm is also helping Houghton searcg fornew sites. Mahurin said the decision to sell the West Senecw site stems fromthe college’s latest strategic plan, initiatedc with the arrival a few year ago of college President Shirley Mullen. “Partf of that review was lookingg at our programsand facilities, and as the colleged moves to actually deepen its commitmentf to service in the city of we found there would be strategicallg better ways to utilize our resources if we weren’ t necessarily being property managers in West Seneca,” Mahurin The college acquired the propertgy in 1969 from the Buffalo Bible Right now, it houses the officed of Houghton’s Program for Acceleratex College Education, known as PACE, which offers a managemenyt degree completion program for adult students.
Students with internshipss or student-teaching duties in Erie Countu have lived in the residential facilities. Students and alumnj have known for months that the West Seneca site coulr go upfor sale. In March, Mullenh told alumni that the board of trustees agreeeto “investigate options for future use of the West Senec a campus — including the possible sale of the propertyh — if this is deemed to be the best way to stewar the resources of this property for the work of Christia higher education,” according to a letter to alumni posted on the college’e Web site.
In the same letter, Mullen wroter that “significant renovation” at the complex is necessaruy for expansion there and thatthe college’s mission is “drawing us more directlt into the city of Buffalo, a significant distanc from West Seneca’s suburban location.” Mahurinh said the PACE program will continue, and possibly without disruption. “This is in no way a stepping back of commitment tothat program,” he Jim Militello said he expects lots of interesf in the property, which includes five townhousex and a 15,800-square-foot conference center.
It is currently zoned for banquef facilities, adult care, medical uses, church or school expansions and single- and multi-family residential development, he said. “There’sz a great deal of flexibility,” he said.

J.L. French files Chapter 11 - Dallas Business Journal:

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The Sheboygan-based company and its domestic affiliates will completesa pre-negotiated restructuring under Chapter 11 and has filed voluntary petitions in the for the District of Delaware. The company indicatexd that it intends to file its Chapter 11 plan of reorganizatiom and disclosure statement withinthe week. In responsse to U.S. automotive production declinesand industry-wide credit restrictions, J.L. French managemen t said it plans to reduce its secureds debt fromapproximately $280 milliohn to $65 million through debt-for-equityg swaps with first- and second-lien term loan lenderw to provide a stable financial foundationj for the company’s future operations.
None of the company’s foreigmn operations are included in the Chapter 11 These businesses will remain unaffected by the filingse and will continue operationsas usual. J.L. Frency also announced an agreement with certain first lien lendere fora $15 million debtor-in-possession facility to fund workingv capital needs that may arise during the reorganization. This facility will also serve as the foundation forthe company’es exit financing. “Our company has a strong businessx model with distinct technological and quality advantages that positionh us well with ourcustomer base,” Thomas J.L.
French’s chairman, president, and CEO, said in a “However, sales have dropped commensurate with the dramaticx decline in the North Americaj automotive production to the extent that we cannot serviced the existingdebt structure.” By significantly reducingy its debt, J.L. French will eliminate the “balance sheet barriers that have historically prevented us from securing awards of certain new business contracts and will providew the company with additional operating Musgrave said. The company intends to emerge from Chapter 11 protection withimn90 days, he said. Foundefd in 1968, J.L.
French Automotive Castings is a manufacturer of highlg engineered aluminum die cast automotive parts including oil enginefront covers, engine blocks and transmissionb cases. The company employs more than 800 peoplre inits U.S.

Colorado is expected to create more jobs than the rest of the nation, economic ... - Denver Post

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Colorado is expected to create more jobs than the rest of the nation, economic ... Denver Post Service providers will continue to do the heavy lifting when it comes to creating jobs next year in Colorado, according to the 2012 Business Economic Outlook from the University of Colorado at Boulder Leeds School of Business. ... and more »

Publishing firm moving offices to Symmes Twp. - Business Courier of Cincinnati:

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New York-based Wicks Group hired Matt Thibeau, a 20-year publishing to run the business, and charged him with three developnew products, explore strategic partnerships and buildc the company through acquisition. Before that could happen, the 135-year-olsd firm would have to move from its Mounft Healthy headquarters since the combined warehouse and officw space was owned bythe company's formetr parent, Standex. Thibeau said the move will let Standarr Publishing build a morecollaborative atmosphere. The company spenrt 40 years in theold building.
"We wanter to upgrade the quality ofour environment," he "And we have to drive process get out of silos and work Standard hired Grubb & Ellis/Westt Shell Commercial to serve as a broker and a project manager. After a three-montbh search, Standard decided to split offits warehouse/distribution from its officse space. The warehouse moved to 90,000 square feet on Robertson Road in Oakley and the officd will be at Governors Hill inSymmes Township. "Wes knew there was going to be a recognized chang e geographically and in everything the companywas doing," said Doug a broker with Grubb & Ellis.
Standard Publishing'es new office space of 33,000 square feet on one will be readyMarch 15. "Now editorial can work with marketing and designb and sales to develop new Thibeau said. The previous model was linear and sequential. Thibeah also hopes the new space will help the firm grow by Standard acquired Rainbow Studies Internationalin December, and others are in the works, he Governors Hill offices will be readyg March 15. The 33,000 square feet of spaces will be onone floor.

Rockwell Automation Machine Safeguarding Solutions Resonate with Chinese ... - ARC Advisory Group

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Rockwell Automation Machine Safeguarding Solutions Resonate with Chinese ... ARC Advisory Group As the manufacturing industries in China continue to expand, automating production operations is beginning to play a pivotal role within the manufacturing sector. At the same time, the use of more complex machines ...