Rochester Business Journal Leading source of business news and information in Rochester, N.Y.

It takes five to 10 exposures (follow-ups) to a prospect to make the first sale. The prospect may not actually say no seven times, but each time you follow up and the prospect doesn’t buy, he or she is saying: ...

Each individual investor has different investment objectives and different financial resources. Therefore, not all investments are right for everybody. However, the time is right to re-evaluate the holdings in your investment portfolio and consider taking advantage of higher yields now ...

Geek-speak with the Speaker Newt Gingrich would fit right in with Rochester Chamber-of-Commerce types. In an interview aired this week on WXXI-TV 21’s “Talking with David Frost,” the name-dropping House Speaker mentioned a conversation with former Monroe County Executive Bob ...

As this writer has mentioned in previous articles, SUNY College at Brockport has a summer intern program supported in part by the state Department of Economic Development’s Global Export Marketing Service initiative. The program sends students to Russia to do ...

In the driver’s seat Kitty Van Bortel, featured in a recent issue of Automotive News magazine, says she’s unconcerned that her approach to hawking cars at Van Bortel Subaru might put off some men. “I don’t think so,” she says. ...

New York’s Medicaid program, and Gov. George Pataki’s proposed cuts to it, are much in the news these days. While a lot has been said about particular budget cuts, there has been virtually no discussion about the guiding principles which ...

By now you have read about some of the horror stories related to derivatives. Orange County, Calif., is bankrupt; Barings PLC, Britain’s oldest merchant bank, was sold to a Dutch bank just before it was about to go bankrupt; and ...

Tax returns are due in just a few scant weeks. Who’re you gonna call? If you planned to use tax software on your personal computer, you should read this column first–you may need to get an update to your software ...

Ill humor at the Times Edith Lank, a local real-estate columnist, wonders why the New York Times Book Review found her recent letter amusing. In her letter, published in the March 19 issue, Lank writes: “Maybe it’s just that I ...

Eleven thousand days of our lives– roughly speaking, that’s the number of days we spend on the job between the ages of 21 and 65. It used to be that we could count on our employers to take care of ...

Ours is a world filled with compromise. Case in point: In early January, the U.S. Department of Labor’s Wage and Hour Division issued the final version of the Family and Medical Leave Act regulations with an effective date of Feb. ...

In the running Some folks relax on their Hawaiian vacations. Then there’s Bill Pollock. Last month, the president of Optimation Technology Inc. took a break from the beaches to sweat through The Great Aloha Run, a 13-kilometer race with its ...

While working with a client recently, I mentioned to the senior manager that it didn’t seem that his people were working from any collective vision about the future. He was obviously upset when he replied, “Well, you’re definitely wrong there! ...

Upstate’s fast lane Here’s the good news: When Forbes ASAP rated the 100 most populous metro areas to see which ones were most friendly to info-age start-ups, Rochester beat out Syracuse and Albany. But our fair city ranked only 84th ...

It’s tax time again. If you’re like me, you still haven’t prepared your 1994 tax returns. As the April 17th deadline (we get two extra days this year since the 15th falls on a Saturday) quickly approaches, here are a ...