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New Director at Nicom Maritime

I am delighted to announce that we have hired Ralph Desveaux as Director of Business Development for Nicom Maritime. Ralph is a veteran of the IT industry, with past experience in exporting software solutions throughout the world.

Nicom Maritime is a division of Nicom IT Solutions that provides professional advisory services and software products to the seaport industry. We help our clients identify their business needs and recommend technology solutions that streamline communication processes, improve efficiencies and reduce operational costs.

Ralph’s extensive experience and business acumen is a welcome addition to Nicom’s team.

 

 

 

Execution of Sales Plans Involves “Targets”, not “Projections”

Mike Hatfield and I were at it again this past weekend – the final day of our “thenextphase” workshop on raising capital. This time we covered “Execution” – defining your targets and how to achieve them.

A proper plan, we were told, does not contain projections; it contains targets that we feel are achievable, plus a set of assumptions that must be met in order for these targets to be met. You must also have a set of activities to go along with the numbers.

It is important that we have a way to test the assumptions, because the execution consists of not only trying to hit the target, but also to test out the assumptions. As we gain experience in the real world, these assumptions are validated or disproved, and the plan amended.

The ultimate goal is to have a well-defined sales process that has steps saying “if you do ‘this’, then ‘this’ will happen.” It is predictable.

Email Marketing, Done Properly, is a Legitimate and Powerful Business Tool

At one time, there was a lot of talk about spam. The term “spam” comes from the canned meats of the same name, and in 1970 the British comedy group Monty Python did a sketch in which diners were served Spam with practically every meal. The term was thus adopted to describe electronic messages that are sent randomly to a large number of people.

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IT Companies Need to Learn to Work Together, Say Digital Leaders

The Information Technology industry is underperforming in Nova Scotia. That was one of the bold statements made at the recent Digital Leaders Summit in Halifax.

Put on by Digital Nova Scotia, the voice of the IT industry in this province, the summit brought leaders from business, academia, and government into one room to discuss export-driven growth.

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Email Campaigns Essential Part Of Marketing Strategy

Last month Halifax hosted the annual conference of the American Association of Port Authorities and wasn’t it a first class event! The Cunard Centre was packed with delegates from throughout North America, and from as far away as Brazil and Africa, for a week of business sessions and Maritime hospitality.

Since my company sells IT services to seaports and given that a large part of our export marketplace was coming to our home town, it was natural that we would be a sponsor. We needed to prepare for this conference in advance because we wanted to make sure we had plenty of visitors to our booth and events.

My colleague Alexandra Fricker, an expert in Internet marketing, took the lead in that regard and came up with a very effective blend of online and traditional marketing, and I was blown away by how effective it was.

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