Volume 21 I Fall 2011
Message from the President
Chris W. Brussalis, President & CEO
Revenue is the lifeblood of any organization. Whether to generate a profit for owners or shareholders or the betterment of the community, for-profit and nonprofit organizations must bring in money to support their mission. In this edition of Insight and Innovation, The Hill Group takes a closer look at methods to grow revenue for your organization.
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Strategy
Chris W. Brussalis, President & CEO
The Secret to Success in Sales
Are all of our sales and business development professionals performing equally well? It’s a rhetorical question. Typically, we have top, average, and marginal performers and then some that just don’t get it. How can this be true if we have a system to recruit, select, and train sales professionals in our company? One main culprit is sales call reluctance, the inhibition that many of us have to initiate contacts with prospective buyers on a consistent basis. And remedying that call reluctance is the key to top-line performance.
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Christina Stacey Brussalis, Vice President
Board Leadership in Fundraising
Revenue growth plays prominently in the strategic plans of many organizations. This holds especially true for nonprofits which are often established to fill a need in the community that requires funding beyond what the marketplace will bear. Since nonprofit board members are ultimately responsible for the financial sustainability of the organizations they lead, it is essential for board members to drive efforts to bridge this funding gap.
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Operations
Angela Lucente-Prokop, Consultant
Managing Your Project Mix in Alignment with Organizational Priorities
Typically, organizations count on the effective execution of projects to accomplish strategic priorities. One of the challenges organizations face is deciding which projects to choose and managing them to increase the likelihood of achieving targets within scope, on time, and within budget.
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Latest News from The Hill Group
 Lucente-Prokop Joins The Hill Group
The Hill Group, Inc. is pleased to announce the addition of Angela Lucente-Prokop as a Consultant. Lucente-Prokop specializes in project management, program development, strategic planning, operations, and quality improvement. She is a member of the Project Management Institute.
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 Hill Group Presents at Healthcare Financial Management Association Meeting
Hill Group Consultant Scott Rogerson, a Certified Information Systems Analyst, addressed decision making in an uncertain regulatory environment at the August 2011 meeting of the Western Pennsylvania Chapter of the Healthcare Financial Management Association (HFMA). Read more
DeMarco Elected First Vice Chair of CONNECT
Daniel L. DeMarco, Vice President and General Counsel of the firm, was elected First Vice Chair of the Congress of Neighboring Communities (CONNECT). CONNECT is an organization that promotes cooperation and collaboration between the City of Pittsburgh and the 35 municipalities that share a common border with the City. Read more
Rogerson Article, “Smart Money’s on Compliance,” Featured on ISACA Blog
Hill Group Consultant Scott Rogerson was featured on ISACA Now, the official blog for ISACA, a leading global provider of knowledge, certifications, community, advocacy and education on information systems (IS) assurance and security, enterprise governance and management of IT, and IT-related risk and compliance. Read more
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