Section 1 - Notes from the Firing Line . . . when a hot economy cools

This section provides solution provider management with concrete actions to take to optimize business performance in a tough economic environment. In this issue there are six articles in the section.

1.1 Cash Is King - target quality clients and get paid promptly - provides clear direction on where to target sales and marketing activities and how to get paid promptly.

1.2 Accounts Receivable Project - quantifies the accounts receivable problem and identifies clear symptoms of an accounts receivable problem.

1.3 Shipping Solutions - focuses on three shipping-related aspects of reducing receivables problems.

1.4 Invoicing Solutions - focuses on seven rules-of-thumb to create an invoicing solution to receivables problems.

1.5 Billing Solutions - provides important proven tips to use billing to resolve receivables problems.

1.6 Compensation Solutions - examines the crucial relationship between solution provider compensation systems and receivables problems.

About the Author
The President of ChannelCorp, Bruce Stuart is a Certified Management Consultant with experience in the computer hardware, software and telecommunications markets of more than 40 countries. He has authored in excess of 300 articles and eight books on the subjects of building channel partner business value and improving vendor channel strategy. He is a world renowned executive educator and strategic management consultant.

ChannelCorp Workshops
ChannelCorp provides Executive Education to vendor and channel partner management. Public workshops take place in Asia, North America and Europe. In-house workshops take place throughout the world. For more information, go to the Workshops section of www.ChannelCorp.com.

ChannelCorp Consulting services
ChannelCorp provides strategic consulting in the areas of channel economics, channel strategy, channel marketing, channel development and channel management to hardware, software and peripherals vendors around the world. ChannelCorp is also widely recognized as one of the industry’s leading authorities in the areas of reseller and solution provider profitability improvement.

ChannelCorps’s management consulting expertise is built on a solid foundation of fifteen years of researching and analyzing the evolving business models and marketing strategies of the vendor and solution providers worldwide.

Suggested Reading
For more information on the topics covered in this article, you should consider purchasing The Channels Handbook and/or The Reseller Management Handbook. For more information, go to the Products section of www.ChannelCorp.com.

Availability
ChannelCorp can make our copyrighted materials available to your organization for inclusion in your corporate newsletters and websites.

For information on republication, contact Bruce Stuart - channelcorp@telus.net

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