Doug and Polly White

Doug and Polly White

Principals, Whitestone Partners Inc., a management-consulting firm

Doug and Polly White own Whitestone Partners Inc., a management-consulting firm that specializes in helping small businesses grow profitably. They are also co-authors of Let Go to GROW, a bestselling book on why some businesses thrive and others fail to reach their potential.

Understanding the Math Behind Discounts: Are They the Right Choice for You?
Discounting

Understanding the Math Behind Discounts: Are They the Right Choice for You?

Discounts sound good. But consider: Discounting strategy has its pros and cons.
How to Calculate the Success of a Direct Mail Campaign
Direct Marketing

How to Calculate the Success of a Direct Mail Campaign

The first thing you need to determine? The close rate needed to break even.
3 Keys to Outstanding Account Management
Client Relationship Management

3 Keys to Outstanding Account Management

Developing and managing client relationships is critical to the success of a professional services firm.
What Exactly Is Your Income Statement Telling You?
net income statement

What Exactly Is Your Income Statement Telling You?

These six tips can help you glean how healthy your business is.
Are Your Employees Capable of and Willing to Do the Job?
Problem Employees

Are Your Employees Capable of and Willing to Do the Job?

For most employers, deciding whether or not to fire an employee is the toughest call they make.
To Motivate Your Employees, Give Honest Feedback
Employee Feedback

To Motivate Your Employees, Give Honest Feedback

Feedback should be tailored to the individual, well thought out and delivered close to the event. Anything else will limit the motivational effect.
Will Training Help Improve Employee Performance?
Training

Will Training Help Improve Employee Performance?

First, do you really need training at your company? Second, should it be sourced internally or externally?
Removing Roadblocks Will Boost Employee Effectiveness
Overcoming Obstacles

Removing Roadblocks Will Boost Employee Effectiveness

Lack of critical resources, bad policies and vendor issues may all arise. What should you do about them?
3 Steps to Help Employees Understand Your Objectives and Expectations
Managing Employees

3 Steps to Help Employees Understand Your Objectives and Expectations

When you set objectives, your job is to clearly relay your expectations to the employee.
Why do Start-ups Fail? Revenue May Be the No. 1 Reason.
Business Failure

Why do Start-ups Fail? Revenue May Be the No. 1 Reason.

And a the failure to differentiate your product is a key reason for that lack of revenue.
3 Key Questions to Ask When Designing an Incentive-Compensation Plan
incentive

3 Key Questions to Ask When Designing an Incentive-Compensation Plan

Incentive-compensation systems are powerful motivators. However, make sure you design yours right so you have no regrets.
The 5 Phases of Cash Flow
Cash Flow

The 5 Phases of Cash Flow

Getting to "profitable" takes longer than you think. First, you have to suffer a little pain.
4 Ways to Make Your New Employee a Raving Fan
New Hires

4 Ways to Make Your New Employee a Raving Fan

First impressions: They're why it's so important to spend time planning your new employee's first day.
6 Questions Your Business Plan Must Answer
Starting a Business

6 Questions Your Business Plan Must Answer

If your product's unique aspects aren't defensible against a competitor's copy, it's time to fold your tent and go home.
Thinking about Buying a Business? Find a 'Favorable' Industry.
Buying a Business

Thinking about Buying a Business? Find a 'Favorable' Industry.

Avoid industries, for example, being overtaken by new technologies. Think: CDs.