Local Resale Shows Signs of Life

Posted: 07/1999 Local Resale Shows Signs of Life By Ken Branson Like Mark Twain reading his own obituary, there are those who believe that reports of local resale’s death are greatly exaggerated. When PHONE+ reported in May that local resale was dying–and not much missed by some of its practitioners–we heard from some that we […]

UniDial, Bell Atlantic in $300 Million LocalResale Deal

Posted: 06/1999 UniDial, Bell Atlantic in $300 Million Local Resale Deal By Ken Branson Seated: Jack Goldberg, president, Bell Atlantic Corp. Telecom Industry Services division (left) and J. Sherman Henderson III, president and CEO, UniDial Communications Inc. Standing: Peter Karoczkai, vice president of marketing and product management, Bell Atlantic Telecom Industry Services division (left) and […]

Qwest Throws Down Services Gauntlet with Microsoft Deal

Posted: 02/1999 Qwest Throws Down Services Gauntlet with Microsoft Deal By Peter Lambert New-generation backbone carrier Qwest Communications International Inc., Denver, won’t remain content as a long distance pipe seller for long, now that it’s powered by Redmond, Wash.-based Microsoft Corp.’s technology and services. Qwest’s new business services unit will attempt to couple far-reaching packet […]

Excel ‘Switches’ Strategy

Posted: 03/1998 Excel ‘Switches’ Strategy Deal with DSC Facilitates New Moves to Switch-Based Services, Attracting Business Customers By Peter Meade Excel Communications Inc.’s $30 million deal with DSC Communications Corp. is declarative of the meteoric long distance carrier’s big push into new markets. While the Dallas-based service provider’s rapid ascent to becoming the nation’s fifth-largest […]

The Final Chapter

Posted: 03/1998 By Dan Baldwin The Final Chapter In the November issue of PHONE+ we began a three-part series on what you can do when one of the Big Three beats your price in a deal you thought you had closed. This month’s column is the final chapter, and the information comes from an actual […]


Posted: 03/1998 GUEST EDITORIAL By Bill Stevens,Principal, Mayfair-Group. Inc. Mayfair Group Inc. has been fortunate to grow into a decent-sized national master agency with just one or two reseller sources. We have been paid promptly; our contracts are really fair to both parties; and there have been some rewards for our narrow focus. Though we’ve […]

Digging Around in the Corporate Finance Toolbox

Posted: 01/1998 By Michael H. Wirpel Your ability to find a way to obtain an investment in your company is greater if you know how to design a deal flexibly. You can be more flexible by recognizing the different stages a company goes through and using each stage’s risk factors to tailor a deal. "Digging […]

Can’t Go IPO?

Posted: 11/1997   Can’t Go IPO? You’re Not Helpless Take Control By Restructuring By Michael H. Wirpel Here’s the scene: Your margins, profits and self-esteem are shrinking. Your cash flow is negative; you are not positioned for either an IPO or new debt. There appears to be no way to salvage the business. Pictures of […]

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