The difference between winning and losing business is often boiled down to basis points. A basis point is one-hundredth of 1%. To quantify it further, for every $10,000 we lend, we generate $1.00 in revenue for each basis point in interest we charge for a loan. Why does this matter, you ask? Because that is exactly how close Towson University’s “The Associate” competition is between teams Eminence and Synergy. In terms of basis points, the difference between the two teams is in... [More]
Do you want to win in business? Then listen to what the client wants and deliver a clear and concise proposal to meet their needs. It’s a simple concept, but it’s often forgotten. Too frequently we want to tell the client what their needs are and how we are going to resolve them our way. This week, the Towson University Associate program reminded me to look at how 1st Mariner is responding to our customer and prospect needs.
In week two of the competition, team Synergy and team Emine... [More]
I fired a woman yesterday. The decision to do so was one of the hardest of my career. She was smart, highly motivated and worked more hours than most of her peers. Why did I do it, you ask? I had to. Someone had to go - it is part of the rules.
A few months ago I was approached by Towson University to serve as the “Donald” for an annual competition called "The Associate" that simulates the hit TV show The Apprentice. In the Towson version, the presenting company offers the winning st... [More]