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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

• 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

• Caution! Email Faux Pas Can Be Costly <view complete article>
• 5 Time Management Tips That Put You in Control <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>

• The Secrets of Facilitation: How to Make Meetings Masterful
  by Kristi Royse, Consultant
  

  Most of us dread the corporate meeting mentality with their 'weekly reviews', the 'brainstorming', 'housekeeping'-you name it. Hours are slipping away in stuffy, overcrowded conference rooms with pitifully few constructive ideas coming out of them. While meetings should be a precious resource they are often treated like a necessary evil. In this article we will share the secrets to productive meetings that serve a company's bottom line: effective facilitation. <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>

• How to Play to Your Strengths
  by Kristi Royse, Consultant
  

  Our strengths are expressed through the activities that we look forward to-the activities that leave us feeling fulfilled and empowered. Wouldn't it be great if we got to play to our strengths all of the time? Or even some of the time? This article will demonstrate how to effectively drive sustainable personal growth by focusing on our natural skills instead of trying to overcome our perceived weaknesses. <view complete article>

• Want to Be More Effective? Learn to Listen
  by Kristi Royse, Consultant
  

  Listening may seem like a simple activity, but it is not always an easy one. The person who can stop for a moment and listen will be the one with the greatest business advantage. Good listening habits lead to better relationships with employees, vendors, strategic partners, and clients. This article details what it takes to be a good listener – and ultimately a more effective communicator. <view complete article>