Author Archives: Dave Berkus

Are you uncomfortable with home-based workers?

Do home-based employees work with the same dedication and productivity as those in office cubicles next to each other? That depends upon the management as much as the employee.  I have a friend who is a CEO of a recruiting … Continue reading

Posted in Depending upon others, Hedging against downturns | Leave a comment

Niche marketing works. Here’s how.

How many of us throw away marketing dollars because our paid efforts reach an audience that is much larger than the target or niche audience we need to reach?  Whether it be for publications, social marketing, or even those once-necessary … Continue reading

Posted in Growth!, Positioning | Leave a comment

Are you ready to take on an office lease?

Rent your first office with caution.  Several years ago, I became involved with a Southeast Asian company looking to expand into the United States.  During the discussions with the CEO about hiring North American managers, he made it clear that … Continue reading

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How to make a small problem into a big one.

Allowing small problems to escalate into big ones is simple.  Just ignore the signs for long enough and the job is done.  It takes far more energy to review regularly the key performance indicators you’ve established for each individual and … Continue reading

Posted in Growth!, Protecting the business | Leave a comment

Even a taste of ownership motivates employees.

How about employees all the way down the line and through the corporation? How do we align them to the goals and strategies of the enterprise?  Obviously for the appropriate individuals, a bonus program aligned to the department’s goals is … Continue reading

Posted in Depending upon others, Surrounding yourself with talent | 4 Comments

Why cash is only one measure of employee happiness

In 1981, Herb Cohen wrote and published “You Can Negotiate Anything”, an excellent guide to great negotiating.  I’ve read and reread the book a number of times and find myself using the techniques often in many areas of my life.  … Continue reading

Posted in Depending upon others, Surrounding yourself with talent | 1 Comment

Would you pay a high achiever more than yourself?

Recently I was asked to review an offer letter for a senior director of business development. The CEO was concerned that he was offering far too much in the form of incentive compensation, with bonuses that could greatly exceed the … Continue reading

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Careful about equity and options in early stage businesses

This post is longer than usual.  For those negotiating equity allocations it covers some of the most complex issues to address in the process.  I just couldn’t reduce it to far fewer words…  Dave Here is the warning: The execution … Continue reading

Posted in Depending upon others, Protecting the business | 1 Comment

Fire fast, not last.

Here is one that takes a real leap for a younger manager or CEO to believe.  After hiring someone with all the attendant enthusiasm followed by the training and learning curve, if an employee shows signs of weakness in the … Continue reading

Posted in Depending upon others, Protecting the business | 3 Comments

Hire as if your survival depends upon it.

Aside from visionary management, this is your most important job. Many of us go through the motions of hiring to fill a position, trying to use our intuition and skills to find the best candidate for the job.  Sometimes we … Continue reading

Posted in Depending upon others, Growth! | 2 Comments