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Publications

Sharing our Insight

Next Step's consultants are experts at taking companies to the next step of growth. We frequently publish white papers, articles and other documents, which we would like to share here with our clients, partners and business community:

White Papers and WorkSheets

• The Executive Guide to Succeeding with Social Media
  Social media is not just a fad. Blogs, Facebook, Twitter, LinkedIn and other social media sites have proven to be valuable business tools for learning about companies, products, and services. Download The Executive Guide to Succeeding with Social Media to learn the key steps to implementing a social media program that will deliver real return on investment. <view white paper>
• Lifetime Value of a Customer Worksheet
  Winning a new customer takes sales time and dollars. However, if that customer relationship is fully developed the 'lifetime value' of the account can be significant. If you are unsure if your company is receiving the full lifetime value of existing customers', this worksheet will give you insight into new ways you can expand your revenue. <view white paper>
• Business Models for a Lucrative Business
  Successful companies are built on a business model that provides focus and direction for everyone in the company. This white paper, co-written by Jennifer Vessels and Richard Bullen, provides company founders and executives with new ideas to consider when defining their business model. <view white paper>
• Company Valuation and Founders Stock
  While the days of quick riches through an IPO within two years of founding a company have passed, all founders want to maximize the ultimate value of their company and retain as much founders' stock as possible. This white paper was co-authored by Jennifer Vessels and Richard Bullen, with technical editing by Tom Bondi of Berger Lewis, to provide a primer for entrepreneurs in company valuation, dilution and stock allocation. <view white paper>

Recent Articles

• Mid Year Survey on Economic Outlook 2009
  In July 2009, Next Step surveyed its client and contact base to measure their 2009 economic outlook. <view complete article>
• Everybody Sells to Increase Sales Results!
  By Cox Ferrall, Senior Consultant
  During this unusual economic situation, businesses are experiencing increased pressure to generate more productivity from all parts of their business—including the sales area. One piece of advice I give my clients is to think of their entire team as their sales organization. As simple as this seems, making this change can have a significant impact on the company’s productivity. <view complete article>
• Making the Most of Your Time
  by Kristi Royse, Senior Consultant
  

  If you are like most people, you struggle to find enough time to complete everything on your daily or weekly to-do list. In recent years, the entire working environment seems to have sped up. But someone forgot to add more hours to the day as they added all of the additional responsibilities you have taken on. In today's streamlined, fast-moving workplace, it's more important than ever to make the most of every day. And getting control of your time is possible. <view complete article>

• Caution! Email Faux Pas Can Be Costly
  by Jeannine Nordan, Senior Consultant
  

  Email can be a fast, effective way to do business but it can also be detrimental to a client relationship when used inappropriately or without caution. A recent study also found that poorly written emails significantly slow down employee productivity. This article will feature the do's and don'ts of email communication, demonstrate how you can avoid and overcome email faux pas and ensure you always use this medium to your greatest advantage. <view complete article>

• Winning through Value in Today's Market
  by Jennifer Vessels, CEO
  

  For most resellers, their hard work and the strength of their product portfolio, support and customer relationships have made their business what it is today. But what can set resellers apart in a crowded marketplace is a carefully defined value proposition and a deep understanding of why these unique differentiators matter most to your target customers. Read a step-by-step introduction to crafting a winning value proposition for resellers. <view complete article>