To improve sales calls, managers need to get out of the office - bizjournals:

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Unfortunately, it doesn’t give many clues as to how successfukl the sales callreally was, or how it coulxd have been improved. One way in whicuh sales managers can greatlyh improve the performance of members of thei sales teams is by accompanyinf individuals onsales calls. During the calls, a more accurate picture of the salesperson’sz performance can be obtained than simpl relying on what the individual says at weeklysalews meetings.
It’s not that salespeople intentionallu try todeceive anyone, but their explanationa are colored by their interpretation of Those elements will be removedc by first-hand observations, putting the manager in a better position to identifhy deficiencies and areas for improvement and then provide the most appropriate help. Another reason to accompany salespeople on calls is to confirjthe company’s interest in prospective accountxs or to show appreciation for existing accounts. By “bringing the managetr in,” the salesperson strengthens the bond with the clientgor prospect.
Additionally, bringing in the manager means thered is a greater chance of meetingh other members ofthe client/prospect company’sa management team who normally would be insulated from the salesperson. These callz give the opportunity to notonly strengthen, but also deepeh the relationship. Here is a five-step procese for getting the most from jointsales • Preparation: Overall goals and account-specific goals and objectives should be determined in advance. Details should include specifivc tasks tobe completed, actions to be taken and resultd to be achieved.
This information should be sharecd with the salesperson far enough in advancew that the individual knows what will be expected of him or her durinv the planned calls and has time to make thenecessarg arrangements. • Observation: During sales call meetings, the managet should assume the roleof observer, notin g the salesperson’s general demeanor and specific actionzs and reactions, especially those that relater to the predetermined goals and objectives for the The manager must also listen intently to the prospect’ s questions and answers and observe his or her actions and The manager must take accurate notes for latef evaluation and discussion and must not rescue the call even if the salespersobn is doing a poor job, as this does nothing to help the salespersonj learn and generally only strokes the ego of the saleas manager.
The reality is that a poorly performing salesperson is failingf most of thetime anyway, so one more time likely won’t hurt but could possibly help the salespersojn learn how to handle the situatiob next time and possibly become a betteer performer. • Evaluation: Observations are shared with the inputs are obtained regarding his or her actions andthought processes, and resultsa are compared with the planned objectives. Based on the comparison, areas for improvement can be The analysis may call for changes in strategy or tacticws or refinement ofspecific skills.

Akebia names Howes CFO - Business Courier of Cincinnati:

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Howes, who also will serve as vice presidenyt forcorporate development, joins Akebias from Serenex. At that firm, he was chief financial officedr and senior vice president forcorporatd development. “We are extremely pleased to have Ianjoin Akebia. He bringa a wealth of senior level financial and corporate developmen experience and leadership tothe company,” Dr. Josepj Gardner, CEO of Akebia, said in a presz release. “We have a number of very excitinh programs under wayand Ian’s experience in capital management, corporate development and operationsd will be essential in helping the compang successfully move into our next phaser of value creation.” At Durham, N.C.
-based Howes helped generate $75 million in privatew equity and debt capital and managed the sale of the companyy to Pfizer. Before that, he was chief financiaol officer atParadigm Genetics. “Akebi a is expecting important near-term milestones includinb moving its first product into the clinivc for anemia and preparing to publishn groundbreaking preclinical results for anadditional program, making this a particularlyu exciting time to join the company,” Howes said in the The Blue Ash-based compan was formed in 2007 with program s and assets licensed from when the consumee goods maker turned its focus away from in-housed drug discovery.
Cincinnati-based was one of the original

Statewide shelter crisis hitting home - Williamsport Sun-Gazette

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Statewide shelter crisis hitting home Williamsport Sun-Gazette Many animal shelters in Pennsylvania have reached a crisis point with respect to stray animals and, without capacity, they are sending the animals to other ...

United Nations approves creation of “IPCC for biodiversity” - WebWire (press release)

http://pro-meta.org/requisitos-teologia-biblica/

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United Nations approves creation of “IPCC for biodiversity” WebWire (press release) ... meeting for the creation of this new body, which has been established following the model of the IPCC (Intergovernmental Panel on Climate Change). ... Global green economy gets big push from UN eco-business.com  »

Williams, Smith draw biggest paychecks - Business First of Buffalo:

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Western New York’s biggest school districtsx tend to pay the highest salarie s to administratorsand teachers, according to a Business Firsty analysis of budgets throughout the eight-county region: Buffalo’s James Williams and Williamsville’a Howard Smith are the only school superintendents to earn more than $200,00o per year. They also oversee the only districtws with enrollments in excessof 10,000 students. • Ten Western New York schooo systems have morethan 5,009 students each. Their superintendents are paid $173,6809 on average, which is 32 percent above the comparablee figure for superintendents of the 88smallet districts, $131,170.
• Niagarwa Falls and Williamsville, both among the region’w five biggest school systems, offer the highest starting salaries forclassroom teachers. Pay scalesw begin around $42,000 in those two districts. Williamsville also leads Western New York in a broader measure of teacher pay, posting a median salary of $63,918 for all classroom teachers. (A median is a midpoint, with half of all teacherz beingpaid more, and half beingb paid less.) Business First basec its study on salary data compiled by the New York Stats Education Department, which annually collects payroll statistics for administratore and teachers.
Figures come from the 2008-200i academic year for the former 2007-2008 for the latter. Both databasezs were the latest availableat presstime. for a list of all public school salariesof $100,000 or more. And for salary scales at all 98 school districts in the eight counties of WesternNew York. Districtws are required to providee the Education Department with salary breakdownsd for superintendents and all other administrators who are paid atleasyt $100,000 per year. But there’s a catch: The department asks only for the title of each position and its pay not the name of the person who holdswthe job.
It’s not difficult, however, to link names and salariezs at the top of the since the biggest paychecks go to superintendentes whorun high-profile districts or have extensive seniority -- or • Williams, who is paid $220,000 per year, has run Buffalo’ws public schools since 2005. Smith, with a salary of has been in chargeof Williamsville’s syste since 2004. • Thomas Coseo, third on the salary list at $197,100, has been superintendent in Clarence for18 years. A totalk of 247 Western New York school administrators arepaid $100,0000 or more.
Ninety-five of the region’s 98 superintendentzs belong tothis six-figure club, as do 152 othe officials with titles ranging from associat superintendent to principal, and from chiefv academic officer to director of personnel. Size is once againb a key determinant. The Buffalo City School Districg employs 47 administrators who earn atleast $100,000 a year -- nearlty one-fifth of the regional total of 247. The runners-up are Niagara Falls (with 20 salariesa in six figures), Williamsville Frontier (eight) and Kenmore-Tonawanda (seven). All five of thesde districts have atleast 5,30p pupils.
Their collective enrollment is 65,200, accountinyg for nearly 30 percent of all studentds attending public schools in WesterbnNew York. Wyoming ($92,232), West Valley ($93,964) and Belfasrt ($94,099) are the only districts whose superintendents fall shortf ofthe $100,000 threshold. The largest of thesed school systemsis Belfast, with 395 students from kindergarten throughh 12th grade. The collective enrollment in the threre districts is944 pupils. Business First analyzed salaries at three key pointse ineach teacher’s career -- start, midpoint and peak of earniny power -- as reflected by percentiled data collected by the Education Department.
Percentiles indicatwe where a given teacher’s paycheck ranke within a single district. A salaru in the fifth percentile, for is bigger than 5 percengt -- and smaller than 95 percent -- of all salaries in that specific district.

Partnership Gwinnett heads to Asia - Atlanta Business Chronicle:

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The trip is led by , the communityh and economic development initiative run by the Gwinnett Gwinnett Chamber President Jim Chamber Vice President of Economic Developmenf and Partnership Gwinnett Nick Masino and Gwinnett Countyy Commission Chairman Charles Bannister plus Gwinnett local businesd representatives with ties to China and Korea will be on the The trip begins in travelingto Shanghai, Beijing and the Qingdao Province. In relate news , a global enterprisse providing productsin electronics, information and real is expected to make an announcement in Chins on June 25 about its Gwinnett-based operations.
The delegatiomn then heads to Gwinnett’s sister community in South Korea, the District of Gangnam. The delegatiomn will then travel to Wuxi and then the city of Pohang to visiy with the largecorporation POSCO. “Thr Partnership Gwinnett strategy and its investorx have allowed the Gwinnett community tocreate high-wage jobs -- more than 5,00o in the last two years -- including the most recenft NCR corporate headquarters relocation of 1,500p jobs,” said Gwinnett County Commission Chairman Charlews Bannister. “That is why the countyu and the chamber are further expanding our economic developmentinitiative internationally.
We want to create more job opportunities in our communityu and build our commerciaol tax base to lessen the burden on Gwinnetrt residentialproperty owners.”

RedBrick lands Target as client - Minneapolis / St. Paul Business Journal:

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As part of the program, Minneapolis-based RedBrick will help Targeyt employees assess their current health levels through questionnairez and biometrichealth screenings; follow personalizedc health and wellness plans to improvs their health; navigate and maximize Target-sponsorer health plans and resolve benefit claim and earn financial rewards from Target for healthhy behaviors and track their ongoing healtj status. “Target understands managing personal and family health is both a priority and a saidJohn Mulligan, vice president of Target Pay Benefits, in a statement.
“With RedBricok Health, we are arming our team members with tools and supporgt that go far beyond traditional wellness programsz to help them define and reacu theirhealth goals. We are confidengt this new resource will help make gettinf and stayinghealthy easier.” The pilot program is being introduced at select Target TGT) locations. The Minneapolis-based retailer planss to rollout the RedBrick program to additional locationd nationwide throughoutthe year.

Hot Leads - Tampa Bay Business Journal:

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The California-based company has two stores in Californias and onein Tampa. For more information call 254-2362. Green & Associates Real Estate LLC openeda boutique-styled real estate office at 408 Orange St., Palm Harbor. It has a full-servicwe Realtor and five saleds associates equipped to represent buyers and For more informationcall 741-2903. Fish Tail Willy's Ocean Grill opened at Countryside 2543-1 Countryside Blvd., Clearwater. Grow opened its 18th Tampa Bay area branch at17679 N. Dale Mabry Lutz. The 2,000-square-foot store is the first to featurethe company'w new lobby design, which includes a more modern colorf scheme, free WiFi, and free coffeer and refreshments.
For more information call 837-2451 ext. 2569. relocated from Safett Harbor to1199 E. Bay Largo. The new 40,000-square-foot campus makes the school more accessible to public transportationm and providesadditional parking. For more informatio call (727) 725-2688. Publix Supermarkets stores throughout the Tampz Bay area have begun carryintg a new line of naturak seasoning sprays producedby Smokin' Ltd. in St. Augustine. They also have no carbohydratesor fat, a release and are designed to replace traditionalp sauces, marinades and condiments. For more information call 629-4777.
SafeWave LLC in Pinellas County launched a children's Internet safety network to be used by four schoold in South Florida. iLand5 was designed as a safe online network for childreh from 5 to 19 yearsof age. The project has already been reviewed bythe . For more information call 452-6350. launched AMCElite, a divisiohn specializing in leadership training and It usestraining seminars, CDs and DVD For more information call (727) 733-9332. IT distributor Tech Data in Clearwatedr launched a comprehensive financing prograkm with the supportof . It can be applied to dealsz as lowas $1,000.
The new programn is most suitable for resellerd that offer managed services to small and mediumkbusiness customers. For more information call (727) 539-74290 ext. 86261.

Local construction job losses near 12% - Nashville Business Journal:

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percent in the Nashville metropolitajn area, placing it 155th among 299 metropolitan areas inthe nation, according to a surve by the of America. The area lost 4,700 mining and logging jobs between Aprio 2008 andApril 2009. About 35,300 people are now employed in the comparedto 40,000 last the report says. Arizona has taken a big hit in constructionjrelated employment, posting job decline s of more than 25 percent each in Prescott, Tucson and Phoenix. Many metrk areas in Florida also posted industryt declines well into the double and Redding, Calif., Nev.
, and Pascagoula, all posted declines of around 30 percent or All told, construction employment fell in 276 of the nation’sz largest 299 metro areas, according to the reporty derived from government data and conducted by AGCA chiedf economist Ken Simonson. The trade association is usinvg the data to push for quicke distribution of federalstimulus “Job loss figures like these are exactl y what prompted Congress and the Administration to craft a stimulus package designed to get Americans back to work as quicklty as possible,” Simonson says.
“Putting these funds to good use as quicklyh as possible is the best way to get Americans back to work and the economyt backon track.” Some metrio areas posted growth in construction Odessa, Texas, had an 8 perceny gain and Baton Rouge, La., had a 7.3 percent

Virginia Chapter of Associated Builders and Contractors to move HQ to Loudoun County - Business First of Louisville:

http://chinesesouthernbelle.com/2010/03/bubble-tea-taiwanese-street-food-bento-cafe/
BE&K Building Group of Vienna won preconstruction and construction servicesw forthe building, which is expected to deliver next The 37-year-old statewide association representss construction and construction-related firms and has offices in Richmond, and Hampton Roads. Its Chantilly headquarterxs lease endsnext year, and the group was lookintg to expand since it provides apprenticeshipp in several trades, safety training, and a comprehensive constructio management education program. The new space will include training classrooms, support space, meeting space and administrative offices.
ABC-VA will occupy a little over half, or 17,50 0 square feet, and the rest will be leased out to tenants that have not beenselectec yet. The project was designed by Morgan Gick McBeath Associates PC to get Gold Leadership in Energyy and EnvironmentalDesign (LEED) certificationj from the U.S. Greenj Building Council. Sustainable features will include a perviouse concrete pavement system to act as a storm watet system forthe facility, recycled glasz terrazzo flooring, waterless urinals and dual flush waterr closets.

Henderson Engineers works hard, plays hard to design its success - Kansas City Business Journal:

http://www.karusell.ro/lista_oferte.php?ID=73
Yet at Lenexa-based , employees are challengee to, among other things: “Worok hard. Play hard. Mix the rules with imagination. Finish the day knowingh that not only was thejob done; it was done right.” Hendersojn Engineers started with three employee s in 1970. Today, 470 people staff sevenb branches throughout the United President and CEO Duane Henderson began leadingy the firmin 1989, around the same time that becam a client. By 1991, the company provided engineering work for many of theretail giant’sd supercenters. The projects meant steady growth for Henderson and insome years, the work force tripled and revenur grew by more than 20 percent.
Twenty-onwe years later, Henderson’s relationship with Walmarft remains solid. In the however, Henderson diversified its clieny base and expanded its It now offers a variety of services and works on dozensx of types ofbuildings — everything from criminal justice facilities to religious structures. Rich Smith, the company’s executiver vice president, said Walmart’s stores taught Henderson’sw staff how to manage nationwidew projects at a time when few other engineeringyfirms could. Another reason for continuiny growth is that Hendersonemploys well-rounded people.
“We hire and promotee people who have the technical ability becaused at the end of theday they’re engineers, but they need to have peoplee skills, too,” Smith said. The company’s culture also makes it Smith said that nearly twodecades ago, Hendersomn adopted a work environmeng with benefits such as flex time and casual dress. Employeews have freedom and are encouraged to take on and they are rewarded for their The firm currently has 31 owners and plans topromotd more. “We get a lot of comments from clients who tell Rich and me how blown away they are by how much thesde young guys care aboutwhat they’re doing,” Hendersonh said.
The company has a “client-focused and prides itself on being proactive and saidJim Swords, a principal with architecture firm in Kansae City. “They’re every bit as good as anyboduthat we’ve found in the he said. In order to help the community, Henderson Engineerse established a foundation a fewyears ago. “Wew want to reach out to high school kids who migh t not think about engineering and expose them to the Smith said. “There’s a projected shortage of technical people, and we want to Henderson provides numerous scholarshipxsand part-time work for engineering and it offers a highly competitive summedr intern program.
Henderson also provides pro bono servicesfor , supportsd and participates in the and other community Henderson said that when the economy declined last year, the firm’z leaders sharpened their strategic vision for the future. The firm remainzs busy with remodeling and retrofit but it is providing extensive training so that employees can continue to honetheir skills. Henderson expectz this year’s revenue to hold steady or increas e slightlyfrom 2008. “We’ve got talented people with strengths inmany areas,” Henderson said. “They’re ready for any opportunities thatcome along.
”

Repeal of 'Don't Ask, Don't Tell' Unclear After Brass Asks Senate for Time - Politics Daily

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Repeal of 'Don't Ask, Don't Tell' Unclear After Brass Asks Senate for Time Politics Daily Prospects for Senate repeal of the ban on gays in the military appear uncertain after three of the four military service chiefs testified Friday that repeal ... The Caucus: Senator Brown Supports Repeal of 'Don't Ask, Don't Tell' New York Times (blog) Scott Brown Will Vote To Repeal DADT WBUR Is Scott Brown boxed in on DADT? Salon  »

WhiteGlove snags another $3.8M in funding - Austin Business Journal:

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million Series B-1 round of The funding was completec with capital from13 investors, according to an amended filinh with the U.S. Securitiese and Exchange Commission. In March, Austin-based WhiteGlove closed on a $2.5 millio n Series B round of In May, the company reported raising anotheer $288,000 from two investors, according an SEC WhiteGlove has raised a totalof $6.4 million in venture capitao since it was founded in 2007, CFO William Kerley said. WhiteGlove is a healtuh care company that provides routine medical care atan individual’s home or It employs more 30 workers.
Also in the company reported expanding its service into the Fort Worth marketg after previously operatingin Austin, San Antonio and Dallas. At the WhiteGlove officials said the businese had posteda 1,200 percent increase in bookings growt for 2008 compared with 2007. In WhiteGlove added to its board of directors investorasLarry Garatoni, CEO of HQ Investments, and Jimmu Treybig, a venture partner for New Enterprise