Improving the Bottom Line with Agora Financial

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Different Paths, Part 1


The quest to improve the bottom line is an ongoing challenge for businesses of all sizes. Many business owners are undoubtedly thinking about the bottom line in some fashion on a 24/7 schedule.


The first documented reference to the bottom line can be traced to around 1830 in profit-and-loss accounting explanations. Fast forwarding to today, the concept is still primarily based on financial statements — the bottom line documents net income after expenses are deducted from the top line (gross revenues before expenses).


Reduce Expenses and Increase Income — Consider Different Paths


A concise strategy for improving the bottom line involves only two elements: increase income and reduce expenses. How you choose to do that involves evaluation of different alternatives — and selecting more than one path can be a smart strategy.


This article is the first in a multiple-part series exploring several different paths that business owners and managers should consider to improve their company’s bottom line. The emphasis will be on practical and cost-effective strategies — some of them possibly unfamiliar solutions that you haven’t heard or read about (until now).


This series will also take a somewhat unconventional approach. One conventional method is a variation of a Top 10 list for improving the bottom line. This approach simply lists 10 ideas and leaves you in the lurch about what the abbreviated suggestions require in practical terms. In this series, each article will focus on one or two paths that can lead to an improved bottom line — including a concise and practical explanation about implementing the suggestion.



One Path to a Bottom-Line Improvement: Practical Inbound Marketing Sales Processes


While the term “inbound marketing” was coined just a few years ago, the underlying principles have been around for almost two centuries. Inbound marketing is an educational and customer-centric sales process — customers are at the center of the process and prospective buyers are truly in charge from start to finish. Two examples of educational inbound marketing content strategies are case studies and white papers.


At the opposite end of the spectrum from customer-centric processes are brand-centric or marketer-centric sales processes that are rapidly becoming obsolete — marketers and sales people are in charge and decide how and when potential buyers receive information. Examples of marketer-centric strategies include cold calling, print ads, spam email blasts and radio/television advertising.

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Agora Financial’s world-class analysts and publications help you secure your financial independence so you can live the life you deserve. The company was founded in 1984 and is a subsidiary of The Agora, a foundation of entrepreneurs and contrarians established in 1979 by Bill Bonner.


The firm’s editors are well-known for independent market and economic views — their insights appear in print, online and broadcast news media. The executive publisher of Agora Financial is Addison Wiggin. The company is based in Baltimore.


Many businesses are still using brand-centric strategies — perhaps because the transition from marketer-centric to customer-centric sales processes is a dramatic one and represents massive change. Failure to adopt practical inbound marketing sales processes can be harmful to the bottom line — especially because today’s consumers want to be in charge of the entire sales process and are increasingly resistant to “old” sales techniques.

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Here’s an illustration of the “old” and the “new” approaches to selling either products or services. With the old marketer-centric sales process, businesses might use an email blast campaign to take readers to a landing page that is full of promotional language and geared toward closing the sale immediately. With customer-centric content, the focus is on educating the prospective buyers at whatever pace they are comfortable — this educational content can include extended articles, case studies, short videos/presentations and white papers.


Popular search engines are on the same customer-centric wave length — for example, Google is routinely penalizing content that is too promotional. By making the transition to an inbound marketing sales process, opportunities for improving the bottom line include the following:


  • Reducing or eliminating time and expenses for traditional advertising and cold calling
  • Reallocating part of the cost-reduction savings to quality improvements that can increase sales
  • Increasing sales due to customer-centric content that fully educates prospective buyers



One More Thing — A Steve Jobs Observation About the Bottom Line


In his popular presentations about the latest new consumer product, Steve Jobs was fond of adding “One more thing” at the end and then unveiling an unexpected announcement. In that spirit, here is a pertinent insight from Steve Jobs about managing the bottom line: “Manage the top line: your strategy, your people and your products — and the bottom line will follow.”




About Agora Financial — Helping You Improve the Bottom Line Since 1984


Whether you’re new to investing or a pro, Agora Financial’s independent and unbiased analysts

offer a wide spectrum of publications to meet all of your needs. The founder of Agora Financial is Addison Wiggin, a financial visionary and three time best-selling author.


Agora Financial was founded in 1984 and is a subsidiary of The Agora, a group that celebrates the virtues of thinking independently. Agora Financial is based in the historic Mount Vernon district of Baltimore, Maryland.


Different Paths, Part 2


This is the second in a series discussing cost-effective and practical ways that business owners and managers can improve the bottom line. In part one, the focus was on how customer-centric and educational inbound marketing sales processes can contribute to reduced expenses and increased sales.



A Second Path to a Bottom-Line Improvement: Better Use of Yes and No


The challenge of using “yes” and “no” effectively is not a new one. For example, here is an observation attributed to Pythagoras: “The oldest, shortest words — ‘yes’ and ‘no’ — are those which require the most thought.” In today’s fast-faced business environment, those words represent timeless wisdom that can help in the never-ending quest to improve the bottom line by making business communication more precise and effective.

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The focus here is shining a light on different paths that businesses can follow to enhance financial results. But it is worth taking a moment to note that learning how to do a better job of using yes and no can also improve parenting skills. There is a parent education program (Say Yes to No) that builds on the relationship between yes, no and willpower.


This parent-teacher coalition recognizes that the effective use of yes and no is a steep challenge at any age. The inspiration for Say Yes to No has its origins in a study referred to as the Marshmallow Test. While the original study took place at Stanford University several decades ago, the universal communication concepts focusing on yes and no have been updated in a practical and relevant book by Dr. David Walsh — “No: Why Kids of All Ages Need to Hear It and Ways Parents Can Say It.”



Yes, No, Negotiating and the Bottom Line


Perhaps the most visible example of how using yes and no more effectively can help a company’s bottom line is represented by negotiating in all forms. Business negotiations can provide multiple opportunities to reduce expenses within a short-term period, immediately in some cases — and improve the bottom line.


Without paying more attention to negotiating and using both yes and no more effectively, many businesses are probably paying “full sticker price” for a long list of services and products. While the principle of buying a car below sticker price is now a well-established habit for most buyers, the same is not true of many business purchases and contracts. For example, what is the full sticker price for banking services, commercial loans, credit card processing and working capital financing? Without some research and due diligence, business managers can easily be paying full sticker price (and possibly higher) for each of those examples and more.


Common negotiating opportunities for improving a company’s bottom line include the following:


  • Utility costs
  • Supplier agreements
  • Legal, financial and accounting fees
  • Sales and marketing expenses
  • Initial financing and refinancing terms for business loans and commercial mortgages
  • Working capital agreements
  • Credit card processing fees




One More Thing — Learning About the Power of No


Some individuals are already skilled negotiators. However, many business owners and managers could probably add valuable elements to their skill sets by learning more about business communication — especially any training about using yes and no.


William Ury is a prominent expert in the practical use of yes, no and negotiating. Along with President Jimmy Carter, he helped found the International Negotiation Network. He has written a series of books sometimes referred to as the “No Trilogy” — the most recent one is “The Power of a Positive No: Save the Deal, Save the Relationship and Still Say No.” Here is a closing thought from one of his many works about yes and no — “No is perhaps the most important and powerful word. Saying No the right way is crucial.”






Different Paths, Part 3


This is the third in a series reviewing common-sense ways that business managers can improve the bottom line. Part one covered educational and customer-centric inbound marketing processes. In part two, the focus was on how to use yes and no more effectively as a means of improving the bottom line.



A Third Path to a Bottom-Line Improvement: Make Better Use of Business Proposals


Effective business development is a critical step in one of the basic underlying elements needed to improve the bottom line — increase sales. While using business proposals is a popular business development strategy, many business owners and managers either overlook the regular ongoing use of business proposals or are not using proposals effectively.


One common use of business proposals is in response to a request for proposal (RFP) process initiated by companies and government agencies. One of the most appealing advantages of responding to an RFP is that a potential client has publicly announced in writing that they are interested in buying a specific product or service. If this involves a service or product that your company sells, the organization issuing the RFP immediately becomes a prime pre-qualified prospect.


One potential disadvantage to this process is that because RFPs are usually required to be announced and published, the competition can be intense. Another disadvantage is that a typical RFP (especially if the RFP is issued by a government agency) requires a specific format that can often require a final proposal involving several hundred pages.


To increase the success rate in responding to RFPs, here are several alternative strategies:


  • Initially focus on smaller contracts involving less competition
  • Collaborate with other companies that have a track record with the RFP issuer
  • Engage in research and due diligence to evaluate various RFP contract opportunities



Another Solution: Informally Solicited, Unsolicited and One-Page Proposals


A less conventional path involving the use of proposals is to avoid the ultra-competitive RFP process in favor of unsolicited or informally solicited proposals. Unlike formally requested proposals via the RFP process, unsolicited and informally solicited proposals are outside of a formal RFP solicitation process. This allows companies to be more proactive instead of reactive — business owners and managers can focus on a target list of prospective buyers rather than limiting their attention to companies or public agencies that recently issued an RFP.


Unlike proposals submitted in response to formal RFPs, informally solicited and unsolicited business proposals rarely involve the extended time period and lengthy format that is common with RFPs. Especially with the unsolicited version of business proposals, a company should focus on developing an abbreviated and attention-getting format — a one-page business proposal is often the ideal solution.



While a one-page proposal might seem to be unusual, the results are often surprisingly good — with the primary caveat being that excellence and high-quality must be reflected throughout every aspect contained in the one-page format. Whether you choose to use one page or more, here are four advantages of unsolicited and informally solicited proposals:


  1. Less direct competition
  2. Usually a faster process because strict deadlines are avoided
  3. A proactive marketing process
  4. More cost-effective due to shorter proposals and fewer rigid guidelines



One More Thing — Effective Proposals Can Lead to Immediate Business


Most proposals involve an adept combination of specialized business writing and technical writing. Business managers should make a candid assessment to determine if they have the time, expertise and personnel resources to produce effective proposals internally or require help. Whatever the decision, proposal writing is a highly collaborative activity that requires high-level project management and teamwork from start to finish. As observed by Tom Sant, “Although a great proposal by itself seldom wins a deal, a bad proposal can definitely lose one. Poor project management is the leading cause of failure in technical projects.”



Business managers should never lose sight of a paramount reason to consider proposals as a key business development tool — effective proposals can lead to immediate business.



About Agora Financial — Investment Strategies for All Your Interests and Goals


Financial literacy publisher Agora Financial provides investors with an impressive range of critical information. It is the type of company that people trust when they want to know where to put their money. When investors want professional help, they want to be able to talk to experts who truly know what they are talking about. Agora Financial’s team of experts excel at providing investors with the advice they need to grow their portfolios.

Agora Financial provides frequent tips. Growing a portfolio is much easier with this sort of information so readily available. The consultants at Agora Financial have a wide spectrum of publications which are ideal for individuals with different types of investments. There are no two investment portfolios that are the same and this provides a large number of opportunities to grab hold of the moment.

If an investor is trying to maximize their returns then they need to seek the type of advice found in the publications that Agora Financial offers. It is not advisable to pigeonhole yourself into one type of investment. A large range of investments of various types is necessary for the type of plans that will provide for long-term retirement. It is good to be aware of the latest hot stocks but Agora Financial counsels to also look into early-stage stocks. Agora Financial provides perfect advice for those looking to get into the early investment period with companies before the stocks get really expensive. This reason alone is a huge benefit to use the literature from Agora Financial. With Agora Financial, investors get the information they need early on before the rest of the world becomes aware of it.

About Agora Financial:
Agora Financial was founded in 1979. The company is a subsidiary of the Agora Network and has a history of being the first to recommend trends in investing. The company publishes both paid and free publications on the topic of financial investing advice. The editors at Agora Financial have a track record of making bold predictions and being correct. The company is proud to offer its subscribers the knowledge and insight they need to grow their wealth. The elite analysts at Agora Financial specialize in giving the advice that will help investors attain the life they dream of.

Well-known Agora Financial publications include – Breakthrough Technology Alert, Capital & Crisis, Daily Reckoning, Options Hotline, STORM Signals Strategic Short Report, Technology Profits Confidential and Total Income Alert.



Agora Financial has gathered some of the world’s top financial analysts and commentators to share their proven wealth-building strategies with you. The executive publisher is Addison Wiggin, a best-selling author.

Agora Financial was established in 1984 and is a privately held publishing company based in Baltimore, Maryland. The editors of Agora Financial provide unbiased economic and market insights that are regularly featured in national and international news forums.


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