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.

Tailoring Your Sales Pitch to Your Customer's Personality
Customer Experience

Tailoring Your Sales Pitch to Your Customer's Personality

Once you recognize and tailor your pitch to your customer's dominant type, among the four types, you'll see positive results.
Is Planning Your Bugaboo? 5 Steps to Keep Your Startup on Track
Radicals & Visionaries

Is Planning Your Bugaboo? 5 Steps to Keep Your Startup on Track

Fire up that Excel spreadsheet, and get started breaking down tasks so you can actually complete them.
5 Tips for Dealing with Unhappy Clients
Customer Experience

5 Tips for Dealing with Unhappy Clients

If you simply demand pay, you will have won the battle and lost the war.
Risky Business: Should You Diversify?
Diversification

Risky Business: Should You Diversify?

Do you suffer from 'magpie' syndrome, always chasing after the next shiny object? Think carefully before you do.
Have to Terminate an Employee? Here Are 5 Best Practices.
Termination

Have to Terminate an Employee? Here Are 5 Best Practices.

Important points include minimizing the departing staffer's embarrassment -- and keeping an eye on his or her actual departure.
5 Tips for Direct Mail Marketing
Marketing Bootcamp

5 Tips for Direct Mail Marketing

Direct mail should be a never-ending cycle of testing and learning. Are you ready to start?
How to Calculate 'Breakeven'
Make More Happen

How to Calculate 'Breakeven'

Follow these steps carefully. If you miscalculate, you're poised to make all kinds of bad business decisions.
Understanding the Difference between Gross Margin and Markup
Setting prices

Understanding the Difference between Gross Margin and Markup

Does your head explode trying to figure out your smartest price? Help is on the way.
What Does a 'Realistic Job Preview' Entail?
Job Interview

What Does a 'Realistic Job Preview' Entail?

In one example, candidates for a job that entailed stacking boxes did just that, to understand what they were in for.
Customer Service Lessons Learned on the Road
Customer Experience

Customer Service Lessons Learned on the Road

What's the difference between how you're treated by a) an airline and b) a car rental company. Sometimes, a lot.
4 Tips for Stopping Unprofitable Growth
Business Optimization

4 Tips for Stopping Unprofitable Growth

As a business grows, its costs should increase more slowly than its revenue. If yours aren't, time to retool.
When Hiring, Give Negative References More Weight
Job References

When Hiring, Give Negative References More Weight

Hiring isn't an exact science. However, calling former employers can be helpful, if you are willing to listen.
How to Use Net Present Value Analysis
Making Decisions

How to Use Net Present Value Analysis

Got a big business decision to make? You can 'do the math,' literally, to get some important insights.
How to Change Your Poor Personal Reputation at Work
Reputation Management

How to Change Your Poor Personal Reputation at Work

One particular executive found out that his direct reports labeled his office 'the Gates of Hell.'
Try 'Grid Analysis' for Your Next Complex Decision
Decision Making

Try 'Grid Analysis' for Your Next Complex Decision

Who knew that a couple of lines on paper, or an Excel spreadsheet, could help you decide that upcoming crucial move?