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The National Center for the Middle Market ensures the vital middle market receives the attention it deserves. The Center provides a voice and point-of-view for this critical yet understudied segment of the economy, driving national dialogue about its importance and impact.
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April 21 - 24, 2014
Designed for teams of three to five cross-functional executives, senior managers, or business leaders, our executive education program helps your company’s leaders tackle a real business challenge or opportunity currently faced by your company. The program’s project-based learning combines world-class academic instructors, GE experts, and real world expert practitioners who will share frameworks, best practices, and inisights that your leadership team can adapt and apply within your business.
April 27 - 30, 2014
Los Angeles, CA
Each spring, the Milken Institute brings many of the world’s most powerful people to Los Angeles on a mission to address the biggest challenges of our time. Armed with provocative opinions and fresh insights, they do much more than just debate the issues. They help move policy toward realistic solutions.
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Expert PerspectivesREAD WHAT'S NEW >
You're driving your company's sales strategy toward growing a business, both in terms of revenue and profits. How do you use your customer mix to make that happen? Sales isn't random; you can control the ratio of new to old. It depends on where you commit resources. You need to control cost of sales. As a middle market company, you are generally fighting it out with competitors. Growth is a concern, profits are needed to fuel expansion, and as the leader, you are consistently navigating your company through turbulent waters.Read More >
Ultimately, a business is the people who work there. Whether you look at the employees on a manufacturing line, people sitting in accounting, or upper management, a company is limited by the business skills of those working day in and day out. In many areas, companies are facing a growing skills gap, and middle market businesses can be hit particularly hard by what they don't have. The good news is that they can develop talent and skills, hire for additional skills, and reap great rewards, both in competitive positioning and in opportunities.Read More >
The best way to increase revenue in middle market companies is with an upsell or cross-sell strategy with your existing customers. Upsell means to sell more (like a higher level program that you offer) to an existing customer, and cross-sell means to sell other products or services to an existing customer.Read More >