Table Of Content

Small Business Reports— Index 1991 ee Planning for the Future (developing strategic business plans) —NMigliore, Pogue & Horvath; Calling In the Experts (working July 1991 with consultants)—Cannon; November 1991 The Power of Partnering (strategic Cash is King (cash flow alliances)—Henricks; management)—Lant; June 1991 May 1991 Quality Wins (quality management)— Chapter 11 Bankruptcy—Owens; Nichols; May 1991 April 1991 The Self-Managing Work Team— Conflicts of Interest (working with Owens; February 1991 relatives and friends)—Isaacs; Selling to the Government— December 1991 Henricks; September 1991 A Contractual Approach to Partnering—Owens; Spreading the Word (media July 1991 relations)—Giorgi; June 1991 .. . Creative Financing Techniques Strategic Focus (value-added —Davis; December 1991 specialization)—Dent; Doing Well While Doing Good (cause- January 1991 related marketing)—Henricks; Strength in Numbers (healthcare November 1991 coalitions)—Davis; Early Warning Signals (common October 1991 business problems)—Cronan; September 1991 Twenty Ways to Stay Healthy (management basics)— Environmental Risks of Real Estate Thomsett; March 1991 Deals—Singh; October 1991... . Executive Education—Dent; February 1991 CURES Flexible Work Solutions—Sommer & Malins; August 1991 “Bare-Bones” Health Insurance— Gaining from Gainsharing (employee Feldman; May 1991 compensation)—Owens; August 1991 Controlling Insurance Costs— Revzan; April 1991 Growth Markets of the ‘90s—Dent; March 1991 Cutting Your Losses (reducing Individualized Marketing (customer work-related injury costs)— Jacobson; November 1991 databases)—Dent; April 1991 ... Maintaining Your Marketing Consis- Key-Person Insurance— tency—Bixler; January 1991... . Hart; February 1991 JANUARY 1992 77 Small Business Reports—Index 1991 CORPORATE FINANCE LEGAL BRIEF The ABCs of IDBs (industrial development Americans with Disabilities Act revenue bonds)—Blattner & Richard; (ADA)—Levy; March 1991 .... p.65 August 1991 The Costs of Cleaner Air (air pollution Buy-Sell Agreements (transferring law)—MecMahon & Davis; ownership)—Owens; June 1991 January 1991 Making Noncompete Agreements Stick Easing Pension Tension (avoiding —Bequai; February 1991 ERISA violations)—Clark; September 1991 Ten Ways to Stay Out of Court— Shelly; November 1991 Find Hidden Profits in Your Receivables—Milling; Watch Your Language (employee February 1991 handbooks)—Hesser; July 1991 . . How to Woo Your Banker— Nichols; June 1991 ON MANAGEMENT Let the Borrower Beware (lender liability) —-Cappello; December 1991 AIDS: Your Business Is Not Inmune— Feldman; August 1991 LLCs: A New Form of Ownership (limited liability companies)— Controlling T&E Expenses— Schorr; October 1991 Firestone; October 1991 Looking Beyend Salary to Attract Empowering Employees—Smith; Top Talent—Stevens; January 1991 July 1991 Everyone Needs Attention (employee Real Gains from Phantom Stock recognition programs)—Meek; (executive compensation)—Laier December 1991 & Riley; November 1991 Turnover Analysis Cuts Inventory Let the Buyer Beware (due diligence) Costs—Milling; March 1991... . p. 49 —Fox; September 1991 Make Me a Match (employee search firms)—Baumstein; EXECUTIVE ISSUES November 1991 Managing for Survival—Garter; Crime and Punishment (sentencing __ May 1991 guidelines for white-collar crime)— Stevens; October 1991 Mining Technical and Professional Tiny Trickles That Become Trends Gold (managing technical —Graham; January 1991 employees)—Axline; June 1991 . . Recharge Your Entrepreneurial Batteries—Stevens; RESO PURUL eae eat 2 February 1991 Reducing Employee Fear Choosing an Overseas Distributor— (communications)}—Welter; Lucash, Geisman & April 1991 Contente; August 1991 Strategies for Europe’s New Market— The Risks of Foreign Ownership— Brown; January 1991 Johnson; July 1991 The U.S.-Canada Free Trade Agreement— Supervisors of the Future— Manzella; April 1991 Zenger; March 1991 78 SMALL BUSINESS REPORTS Lee Empowering Salespeople to Boost Sales—Cusato; March 1991... . Evaluating Your Sales Personnel Ad Agencies: 10 Steps to Making a —Stiles; April 1991 Match—Taraba; August 1991. . . p. 46 Overcoming the “Just Say No” Courting Customers One-By-One Philosophy—Graham; (one-on-one marketing)—Zoble; May 1991 October 1991 Sell Your Way Out of a Recession Improving Service Doesn’t Require —Gshwandtner; February 1991. . a Big Investment—2Zielinski; Staking Out Your Territory (sales February 1991 territory design)—Hirschy; It’s Show Time (marketing with video- November 1991 tapes)—Denalli; December 1991. . p. Teaching the Troops (sales training)— Making a Name for Yourself Taylor; July 1991 (trademarks )}—Warren; Turning Leads Into Sales (trade June 1991 show selling)—Dallmeyer; Marketing Strategies: When Less December 1991 Is More—Hill; May 1991 Measuring Service Productivity ON TECHNOLOGY —Coates; March 1991 Tricks of the Trade Show Bellying Up to the High-Tech Bar —Goldberg; September 1991 ... (bar coding)—Denalli; May 1991 NULLA aU LL The Electronic Alternative (teleconferencing)—Friedman; July 1991 If the IRS Audits You—Arkin; How to Buy a Used Computer— April 1991 Abbott; December 1991 If You Can’t Sell Your House, Rent Pitfalls in Computer System It—Moe; October 1991 Implementation—Schleich, Maximum Security (investing in Corney & Boe; January 1991. . . . p. 74 government securities )—Goldinger; Training Computer Users on a September 1991 Limited Budget—Rakow; Power of Attorney—Elmlinger; September 1991 March 1991 THE SALES EDGE Building a Sales Network (multi-level marketing)—Sherman; October 1991 Closing in On the Sale—Rice; June 1991 Dialing for Dollars (telemarketing) —Lant; August 1991 Don’t Turn Your Sales Star into a Desk Jockey—Stevens; January 1991 JANUARY 1992 79