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There is perhaps no more-important element of a midsized organization than the quality of its operations. Think about it: Even if a firm has competitive offerings and strong sales, operational inefficiency diminishes delivery of the best possible product or service. It also squanders precious capital, grinding down the firm's ability to succeed and innovate. In other words EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENT
Salespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a SEIZE THE WHITE SPACE: Q&A WITH MARK W. JOHNSON Mark W. Johnson is one of the world’s leading thinkers on business models and disruption theory. His new book, Reinvent Your Business Model: How to Seize the White Space for Transformative Growth, explores how companies can identify and leverage opportunities to serve new customers or serve their existing customers in new ways. Johnson co-founded the world-renowned strategy and innovation ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY
Both middle market managers and their employees dislike annual reviews. Managers, already overburdened by the year's end, must prepare reports and sit down with each of their team members to evaluate performance and salary issues. Employees, on the other hand, are anxious about their bonuses and are only listening for how their performance ratings impact their income. Could STRATEGIC PLANNING PROCESS: 3 WAYS TO MAINTAIN FLEXIBILITY
Having an annual strategic planning process is essential, because it forces you to understand your company's core capacities, its strengths and weaknesses and its competitive markets (that is, the behavior of your customers and movements of your rivals). It also demands that you make assumptions about the future and some short-term financial projections. In terms of defining and PER DIEM VS. ACTUAL EXPENSES: HOW SHOULD YOU PAY BUSINESS
Needless to say, controlling costs and expenses is critical to the success of any middle market business. Because you only want to incur costs that generate profits, reducing business travel is a growing trend. Many companies try virtual means (telephone or video conferences) to interact with clients, but when a business situation is more complex or you're establishing a new A SYSTEMATIC APPROACH FOR ACHIEVING AND MAINTAINING A RepoR t fR om the NA tioNAl CeNteR foR the middle mARket ANd dR. peteR WARd of the fiSheR ColleGe of BUSiNeSS CeNteR foR opeRAtioNAl
eXCelleNCe
MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another CONDUCTING A BEHAVIORAL INTERVIEW IN 3 SIMPLE STEPS The behavioral interview may be the most effective way to bring talented, can-do people into your middle market company. This kind of interview is based on the concept that the way a candidate acted in the past is the single best indicator of future behavior. THE OPERATIONS TEAM: HOW TO BE SMALL YET EFFECTIVEThere is perhaps no more-important element of a midsized organization than the quality of its operations. Think about it: Even if a firm has competitive offerings and strong sales, operational inefficiency diminishes delivery of the best possible product or service. It also squanders precious capital, grinding down the firm's ability to succeed and innovate. In other words EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENT
Salespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a SEIZE THE WHITE SPACE: Q&A WITH MARK W. JOHNSON Mark W. Johnson is one of the world’s leading thinkers on business models and disruption theory. His new book, Reinvent Your Business Model: How to Seize the White Space for Transformative Growth, explores how companies can identify and leverage opportunities to serve new customers or serve their existing customers in new ways. Johnson co-founded the world-renowned strategy and innovation ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY
Both middle market managers and their employees dislike annual reviews. Managers, already overburdened by the year's end, must prepare reports and sit down with each of their team members to evaluate performance and salary issues. Employees, on the other hand, are anxious about their bonuses and are only listening for how their performance ratings impact their income. Could STRATEGIC PLANNING PROCESS: 3 WAYS TO MAINTAIN FLEXIBILITY
Having an annual strategic planning process is essential, because it forces you to understand your company's core capacities, its strengths and weaknesses and its competitive markets (that is, the behavior of your customers and movements of your rivals). It also demands that you make assumptions about the future and some short-term financial projections. In terms of defining and PER DIEM VS. ACTUAL EXPENSES: HOW SHOULD YOU PAY BUSINESS
Needless to say, controlling costs and expenses is critical to the success of any middle market business. Because you only want to incur costs that generate profits, reducing business travel is a growing trend. Many companies try virtual means (telephone or video conferences) to interact with clients, but when a business situation is more complex or you're establishing a new A SYSTEMATIC APPROACH FOR ACHIEVING AND MAINTAINING A RepoR t fR om the NA tioNAl CeNteR foR the middle mARket ANd dR. peteR WARd of the fiSheR ColleGe of BUSiNeSS CeNteR foR opeRAtioNAl
eXCelleNCe
THE OPERATIONS TEAM: HOW TO BE SMALL YET EFFECTIVEThere is perhaps no more-important element of a midsized organization than the quality of its operations. Think about it: Even if a firm has competitive offerings and strong sales, operational inefficiency diminishes delivery of the best possible product or service. It also squanders precious capital, grinding down the firm's ability to succeed and innovate. In other words HOW LEADERS CAN PROMOTE A HIGH-PERFORMANCE BUSINESS CULTURE The final post in a series based on the National Center for the Middle Market’s in-depth research report, High-Performance Culture: How Middle Market Executives View & Harness the Power of Culture, this post outlines actions executives can take to promote high-performance cultures that support an organization’s growth goals. According to our recent research, culture is a top priority for OPTIMIZE YOUR BUSINESS OPERATIONS WITH THESE FIVE STRATEGIES
Business operations, for any company, can always be improved. For a middle market corporation, honing effectiveness and efficiency is critical. You need all available resources to hit the next stage of growth and be able to manage competition from much bigger
companies.
STRATEGIC PLANNING PROCESS: 3 WAYS TO MAINTAIN FLEXIBILITYHaving an annual strategic planning process is essential, because it forces you to understand your company's core capacities, its strengths and weaknesses and its competitive markets (that is, the behavior of your customers and movements of your rivals). It also demands that you make assumptions about the future and some short-term financial projections. In terms of defining and RAISING EQUITY: MINORITY VS. MAJORITY PARTNERSHIPS Raising equity for the first time can be an extremely difficult process for any business owner. One of the first and biggest decisions that must be made in this process is whether to sell a minority or a majority stake in the company. Understanding the implications, and pros and cons, of each route can help you make the right decision for a long-term business partner and for the future of the A SYSTEMATIC APPROACH FOR ACHIEVING AND MAINTAINING Participants were asked how they solve operations problems, how leaders manage on a daily basis, the extent to which operations activities are aligned with higher-level strategy and PE-BACKED MIDMARKET COMPANIES HAVE FASTER REVENUE GROWTH For at least six quarters in a row, private equity-backed midmarket companies have posted faster revenue expansion than those not backed by private equity, according to a survey and data from the National Center for the Middle Market. THE IMPORTANCE OF EMPLOYEE ENGAGEMENT Jon Umstead discusses the correlation between employee engagement and successful strategy execution. WHY THERE IS NO “CULTURE NEUTRAL” Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, a relationship-oriented person may feel out of place when algorithms are valued over human judgment. WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, HOW LEADERS CAN PROMOTE A HIGH-PERFORMANCE BUSINESS CULTURE The final post in a series based on the National Center for the Middle Market’s in-depth research report, High-Performance Culture: How Middle Market Executives View & Harness the Power of Culture, this post outlines actions executives can take to promote high-performance cultures that support an organization’s growth goals. According to our recent research, culture is a top priority for TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENT
Salespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a WHY PCI COMPLIANCE IS A MUST FOR MIDDLE MARKET FIRMS
In 2004, the five major credit card brands — Visa, MasterCard, American Express, Discover, and JCB — instituted a set of requirements designed to ensure that all companies that process, store, or transmit credit card information maintain a secure environment for cardholder data. Such data is defined as any personally identifiable information associated with a EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. WHY THERE IS NO “CULTURE NEUTRAL” 5/9/2018 Charles V. Firlotte Talent & Leadership. Why There is No “Culture Neutral”. Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, a
relationship
LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) andApple.
HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, HOW LEADERS CAN PROMOTE A HIGH-PERFORMANCE BUSINESS CULTURE The final post in a series based on the National Center for the Middle Market’s in-depth research report, High-Performance Culture: How Middle Market Executives View & Harness the Power of Culture, this post outlines actions executives can take to promote high-performance cultures that support an organization’s growth goals. According to our recent research, culture is a top priority for TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENTSalespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a WHY PCI COMPLIANCE IS A MUST FOR MIDDLE MARKET FIRMS
In 2004, the five major credit card brands — Visa, MasterCard, American Express, Discover, and JCB — instituted a set of requirements designed to ensure that all companies that process, store, or transmit credit card information maintain a secure environment for cardholder data. Such data is defined as any personally identifiable information associated with a EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. WHY THERE IS NO “CULTURE NEUTRAL” 5/9/2018 Charles V. Firlotte Talent & Leadership. Why There is No “Culture Neutral”. Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, a
relationship
LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) andApple.
WIEGEL TOOL WORKS
Wiegel Tool Works. Wiegel Tool Works: An Heirloom Wiegel Tool Works, labeled as an elite metal fabrication manufacturer with an emphasis in precision stamping, is the result of a history of the hard-working and innovative Wiegel family. HOW LEADERS CAN PROMOTE A HIGH-PERFORMANCE BUSINESS CULTURE The final post in a series based on the National Center for the Middle Market’s in-depth research report, High-Performance Culture: How Middle Market Executives View & Harness the Power of Culture, this post outlines actions executives can take to promote high-performance cultures that support an organization’s growth goals. According to our recent research, culture is a top priority forTHE INDUSTRY EFFECT
The sixth in a series of posts focused on insights from the National Center for the Middle Market’s research initiatives, this article focuses on the impact of the industry effect as well as the importance of strategic management choices for addressing business challenges and TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENTSalespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a SIMPLIFIED KEY PERFORMANCE INDICATORS ENGAGE EMPLOYEES AND Simplified Key Performance Indicators Engage Employees and Drive Results. As part of the progression toward taking on leadership roles within a company, most executives become well-versed in the importance of developing and analyzing key performance indicators (KPIs) to ensure long-term organizational performance. ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. SEIZE THE WHITE SPACE: Q&A WITH MARK W. JOHNSON Mark W. Johnson is one of the world’s leading thinkers on business models and disruption theory. His new book, Reinvent Your Business Model: How to Seize the White Space for Transformative Growth, explores how companies can identify and leverage opportunities to serve new customers or serve their existing customers in new ways. Johnson co-founded the world-renowned strategy and innovation EMERGING TECHNOLOGIES CAN HELP YOU ENTER NEW MARKETS Emerging Technologies Can Help You Enter New Markets. 11/6/2013 Matt Gross Customer Focus. Emerging Technologies Can Help You Enter New Markets. If you want to grow the customer base of your middle market company, consider tapping into the emerging technologies that are revolutionizing how customers adopt new products and services. A SYSTEMATIC APPROACH FOR ACHIEVING AND MAINTAINING A RepoR t fR om the NA tioNAl CeNteR foR the middle mARket ANd dR. peteR WARd of the fiSheR ColleGe of BUSiNeSS CeNteR foR opeRAtioNAl
eXCelleNCe
JOHN B. GERLACH
John B. “Jay” Gerlach, Jr. was elected chairman of the board of directors and chief executive officer of Lancaster Colony in February 1997. He had been president and chief operating officer since May 1994. Gerlach, joined the Lancaster Colony companies in April of 1976 and has served in various capacities, including executive vicepresident
HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, WHY PCI COMPLIANCE IS A MUST FOR MIDDLE MARKET FIRMSIn 2004, the five major credit card brands — Visa, MasterCard, American Express, Discover, and JCB — instituted a set of requirements designed to ensure that all companies that process, store, or transmit credit card information maintain a secure environment for cardholder data. Such data is defined as any personally identifiable information associated with a SPONSORING WORK VISAS FOR INTERNATIONAL EMPLOYEES: 5 STEPS
Sponsoring work visas for international employees can be an arduous and expensive process involving lots of paper work and thousands of dollars in fees to Uncle Sam (and your legal advisor). But when it comes to filling open positions that require high levels of technical skill, especially in the STEM fields (science, technology, engineering, and mathematics), it EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to
JOHN B. GERLACH
John B. “Jay” Gerlach, Jr. was elected chairman of the board of directors and chief executive officer of Lancaster Colony in February 1997. He had been president and chief operating officer since May 1994. Gerlach, joined the Lancaster Colony companies in April of 1976 and has served in various capacities, including executive vicepresident
ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) andApple.
WHY THERE IS NO “CULTURE NEUTRAL” 5/9/2018 Charles V. Firlotte Talent & Leadership. Why There is No “Culture Neutral”. Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, arelationship
HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, WHY PCI COMPLIANCE IS A MUST FOR MIDDLE MARKET FIRMSIn 2004, the five major credit card brands — Visa, MasterCard, American Express, Discover, and JCB — instituted a set of requirements designed to ensure that all companies that process, store, or transmit credit card information maintain a secure environment for cardholder data. Such data is defined as any personally identifiable information associated with a SPONSORING WORK VISAS FOR INTERNATIONAL EMPLOYEES: 5 STEPS
Sponsoring work visas for international employees can be an arduous and expensive process involving lots of paper work and thousands of dollars in fees to Uncle Sam (and your legal advisor). But when it comes to filling open positions that require high levels of technical skill, especially in the STEM fields (science, technology, engineering, and mathematics), it EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to
JOHN B. GERLACH
John B. “Jay” Gerlach, Jr. was elected chairman of the board of directors and chief executive officer of Lancaster Colony in February 1997. He had been president and chief operating officer since May 1994. Gerlach, joined the Lancaster Colony companies in April of 1976 and has served in various capacities, including executive vicepresident
ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) andApple.
WHY THERE IS NO “CULTURE NEUTRAL” 5/9/2018 Charles V. Firlotte Talent & Leadership. Why There is No “Culture Neutral”. Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, arelationship
NATIONAL CENTER FOR THE MIDDLE MARKET: LEADING MIDDLE The Cybersecurity Resource Center features content and tools developed by the National Center for the Middle Market and its sponsors and is a go-to source of support for middle market companies as they analyze their cybersecurity risk level, develop training and processes, and select and deploy technologies to prevent, respond to, and recoverWIEGEL TOOL WORKS
Wiegel Tool Works. Wiegel Tool Works: An Heirloom Wiegel Tool Works, labeled as an elite metal fabrication manufacturer with an emphasis in precision stamping, is the result of a history of the hard-working and innovative Wiegel family. SIMPLIFIED KEY PERFORMANCE INDICATORS ENGAGE EMPLOYEES AND Simplified Key Performance Indicators Engage Employees and Drive Results. As part of the progression toward taking on leadership roles within a company, most executives become well-versed in the importance of developing and analyzing key performance indicators (KPIs) to ensure long-term organizational performance. TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENTSalespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a INTERNAL PROMOTION VS. HIRING AN OUTSIDER: 5 THINGS TO
It's always tough for business leaders to make promotion decisions, especially when it comes to choosing whether to hire somebody from outside the company versus promoting a good internal employee. There are pros and cons to both strategies. The decision ultimately boils down to whether you want to favor continuity or bring in a fresh perspective, and either direction could be YOUR LEADERSHIP LEGACY STATEMENT Our Leadership Legacy Statement. As a leader, it is my responsibility to own and communicate a vision for those who would follow. It is then my responsibility to make sure a plan to get there is created and managed. These are my responsibilities, but my leadership legacy is something more. As a leader, my actions speak louder than my words. A SYSTEMATIC APPROACH FOR ACHIEVING AND MAINTAINING A RepoR t fR om the NA tioNAl CeNteR foR the middle mARket ANd dR. peteR WARd of the fiSheR ColleGe of BUSiNeSS CeNteR foR opeRAtioNAl
eXCelleNCe
ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. WHY THERE IS NO “CULTURE NEUTRAL” 5/9/2018 Charles V. Firlotte Talent & Leadership. Why There is No “Culture Neutral”. Recruiters and trusted advisors always recommend that you make sure you’re a “cultural fit” with an employer—and with good reason. An entrepreneurial soul may feel restricted at a company that favors the tried and true; likewise, arelationship
JOHN B. GERLACH
John B. “Jay” Gerlach, Jr. was elected chairman of the board of directors and chief executive officer of Lancaster Colony in February 1997. He had been president and chief operating officer since May 1994. Gerlach, joined the Lancaster Colony companies in April of 1976 and has served in various capacities, including executive vicepresident
NATIONAL CENTER FOR THE MIDDLE MARKET: LEADING MIDDLEMIDDLE MARKET INDICATORKNOWLEDGE CENTERACADEMIC GRANTSSTUDENT PROGRAMSEVENTSABOUT Managing Cybersecurity in the Middle Market. The Cybersecurity Resource Center features content and tools developed by the National Center for the Middle Market and its sponsors and is a go-to source of support for middle market companies as they analyze their cybersecurity risk level, develop training and processes, and select and deploy technologies to prevent, respond to, and recover from HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another DEVELOPING YOUR BUSINESS SUCCESSION PLAN: 8 FACTORS TO Here are eight factors to consider when developing your succession plan: Internal candidates. People brought in from outside tend to cost more because they often give up existing career options, which may include equity positions, bonuses and more. They also have a long learning curve, even if they come from the same industry, because theydon
7 EMPLOYEE RETENTION STRATEGIES FOR KEEPING YOUR TALENTA recent survey from consulting firm Watson Wyatt showed that more than half of all companies have no employee retention strategy. With the economy improving and the job market heating up, especially for middle market companies, you may find that employee retention, especially of your top performers, has become increasingly difficult. Losing your best people not YOUR LEADERSHIP LEGACY STATEMENT Our Leadership Legacy Statement. As a leader, it is my responsibility to own and communicate a vision for those who would follow. It is then my responsibility to make sure a plan to get there is created and managed. These are my responsibilities, but my leadership legacy is something more. As a leader, my actions speak louder than my words. EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) and
Apple.
NATIONAL CENTER FOR THE MIDDLE MARKET: LEADING MIDDLEMIDDLE MARKET INDICATORKNOWLEDGE CENTERACADEMIC GRANTSSTUDENT PROGRAMSEVENTSABOUT Managing Cybersecurity in the Middle Market. The Cybersecurity Resource Center features content and tools developed by the National Center for the Middle Market and its sponsors and is a go-to source of support for middle market companies as they analyze their cybersecurity risk level, develop training and processes, and select and deploy technologies to prevent, respond to, and recover from HOW MIDDLE MARKET COMPANIES PERFORM WITH WORKING CAPITAL The second in a series of posts based on the research report Working Capital Management by the National Center for the Middle Market, this post explores why many middle market companies settle for less than optimal working capital management metrics.Download the full report here.. If your middle market business is like most of the companies the National Center for the Middle Market recently MULTI-DISTRIBUTION STRATEGIES: A CASE STUDY ON JENI'S Jeni's Splendid Ice Creams has a distribution strategy that succeeds on multiple levels. Through a case study conducted by the Center, Jeni's strategy for retail, web and wholesale distribution were unpacked. This post shares the findings of that case study and provides insights into how Jeni's has built their multi-distribution strategies to not compete with one another DEVELOPING YOUR BUSINESS SUCCESSION PLAN: 8 FACTORS TO Here are eight factors to consider when developing your succession plan: Internal candidates. People brought in from outside tend to cost more because they often give up existing career options, which may include equity positions, bonuses and more. They also have a long learning curve, even if they come from the same industry, because theydon
7 EMPLOYEE RETENTION STRATEGIES FOR KEEPING YOUR TALENTA recent survey from consulting firm Watson Wyatt showed that more than half of all companies have no employee retention strategy. With the economy improving and the job market heating up, especially for middle market companies, you may find that employee retention, especially of your top performers, has become increasingly difficult. Losing your best people not YOUR LEADERSHIP LEGACY STATEMENT Our Leadership Legacy Statement. As a leader, it is my responsibility to own and communicate a vision for those who would follow. It is then my responsibility to make sure a plan to get there is created and managed. These are my responsibilities, but my leadership legacy is something more. As a leader, my actions speak louder than my words. EMPLOYER-SPONSORED DAY CARE: DOES IT MAKE SENSE FOR YOUR The issue of employer-sponsored day care is one that companies of all sizes struggle with. According to the 2014 National Study of Employers, only about seven percent of companies nationwide offer day care "at or near the worksite" (a number that hasn't moved measurably since 2005).On the other hand, about 33 percent of companies that are ranked in Fortune's enviable list of Best Companies to WORKING CAPITAL MANAGEMENT Companies need cash to operate and compete. In general, the more cash a company has on hand, or the healthier the ratio between current assets and current liabilities, ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture. LEAD BY CARING AND CHALLENGING: AN INTERVIEW WITH “RADICAL Lead by Caring and Challenging: An Interview with “Radical Candor” Author Kim Scott. Kim Scott is the bestselling author of Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, and she doesn’t just write about leadership. Scott has held prominent leadership roles at Google (where she worked with Sheryl Sandberg) and
Apple.
TYPES OF BUSINESS CONSULTANTS: WHAT THEY DO AND WHY YOU There is a huge range of business issues that consultants can provide solutions for, and different types of consultants bring different ideas to the table. Consultants come in many forms. Most businesses are familiar with the "big four" audit firms: PricewaterhouseCoopers, Deloitte, Ernst & Young, and KPMG. These big-name firms are mostlikely
WIEGEL TOOL WORKS
Wiegel Tool Works. Wiegel Tool Works: An Heirloom Wiegel Tool Works, labeled as an elite metal fabrication manufacturer with an emphasis in precision stamping, is the result of a history of the hard-working and innovative Wiegel family. YOUR LEADERSHIP LEGACY STATEMENT Our Leadership Legacy Statement. As a leader, it is my responsibility to own and communicate a vision for those who would follow. It is then my responsibility to make sure a plan to get there is created and managed. These are my responsibilities, but my leadership legacy is something more. As a leader, my actions speak louder than my words. 7 EMPLOYEE RETENTION STRATEGIES FOR KEEPING YOUR TALENTA recent survey from consulting firm Watson Wyatt showed that more than half of all companies have no employee retention strategy. With the economy improving and the job market heating up, especially for middle market companies, you may find that employee retention, especially of your top performers, has become increasingly difficult. Losing your best people not TRANSITIONING SALESPEOPLE: HOW TO AVOID DISRUPTING CLIENT
Salespeople leave. It happens. But for a midmarket company, the transition isn't always easy. An important component to sales is building relationships, so when one of those relationships ends, clients may feel like they've been abandoned or left in the lurch. Building trust and confidence with someone new can take time, and retaining customers and sales numbers during a 4 STEPS TO SUCCESSFUL CONFLICT MANAGEMENT
Conflict management is one of any manager's most challenging functions. If teams are unable to resolve conflicts that arise during everyday work life, collaboration may be jeopardized. Strife can come from mundane things such as who gets the best work space or newest laptop, or from more important decisions like organizing and scheduling a major project. Managers need to collect 10 GREAT SITUATIONAL INTERVIEW QUESTIONS TO IDENTIFY THE
Shakespeare once wrote, "What's past is prologue," and situational interview questions are based on the same idea: the way job candidates behaved in the past is the single best predictor of the way they'll behave in the future. A situational question allows interviewers to get their subjects away from canned generalities and prepackaged answers, forcing job BUILD AN EMPLOYEE BENEFITS PACKAGE THAT ATTRACTS AND 2/23/2015 Rob Carey Talent & Leadership. Build an Employee Benefits Package That Attracts and Retains the Best People. It's clear that employee benefits play a big part in recruitment and retention. In MetLife's 2014 survey on employee benefit trends, 43 percent of employees strongly agreed that benefits were an important reason they
came to a
INTERNAL PROMOTION VS. HIRING AN OUTSIDER: 5 THINGS TOIt's always tough for business leaders to make promotion decisions, especially when it comes to choosing whether to hire somebody from outside the company versus promoting a good internal employee. There are pros and cons to both strategies. The decision ultimately boils down to whether you want to favor continuity or bring in a fresh perspective, and either direction could be ANNUAL REVIEWS: WHY YOU SHOULD SEPARATE PERFORMANCE AND PAY Change the Annual Review. Tom DiDonato, chief human resources officer at Lear, believes that annual reviews aren't being done correctly, and that salary reviews and performance reviews should be separated. As he wrote in a Harvard Business Review article, "Performance reviews that are tied to compensation create a blame-oriented culture.
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2Q 2019 MIDDLE MARKET INDICATOR NOW AVAILABLE Growth in the middle market remains strong with a year-over-year revenue growth rate of 8.5% and an employment growth rate that picked up to 6.4%, following a slight slowdown over the past two quarters. Learn more about the performance of the middle market in the latestMMI.
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RESEARCH, ANALYSIS, & INSIGHTS Middle Market Indicator2Q 2019
MIDDLE MARKET INDICATOR Research Report | 4/3/2019 CHICAGOLAND'S MIDDLE MARKET: 2018 PERFORMANCE; 2019 OUTLOOK Research Report | 6/14/2019 2018 ANNUAL REPORT: STRENGTH IN THE MIDDLE Expert Perspective | 7/30/2019 4 TRENDS TRANSFORMING MIDDLE MARKET MANUFACTURINGBy Chuck Leddy
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COFCO is a comprehensive office furniture and workplace solutions provider based in the Philadelphia region. The National Center for the Middle Market had the opportunity to speak with Chief Executive Officer, Joan Waters, to learn about the company’s principles, culture, and growth.Learn More
CYBERSECURITY RESOURCE CENTER MANAGING CYBERSECURITY IN THE MIDDLE MARKET The Cybersecurity Resource Center features content and tools developed by the National Center for the Middle Market and its sponsors and is a go-to source of support for middle market companies as they analyze their cybersecurity risk level, develop training and processes, and select and deploy technologies to prevent, respond to, and recoverfrom cyber attacks.
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