Key Person Risk is a very real threat that could derail even the best company. Founders and Owner/Executives tend to share two great traits: they’re relentlessly optimistic and they’re pretty sure they’re invincible. As a 20 year consultant and advisor to these wonderful people, I admire them and share their traits. But—and this is a … Continue reading How to Reduce Key Person Risk to Avoid Derailing Your Company
Whether I’ve been investing in real estate, creating restaurant quality meals for carryout, or working with hundreds of small/mid-sized company owners, one facet of my success stands out: CHOICE. I have had to choose how I spend my energy and intellect and you have to do the same. Choices abound. It’s the owner that chooses … Continue reading The One Powerful Trait That Will Help Owners Create Growth
Shake Things Up to Achieve True Growth What do a jeweler, a niche consultant and a CPA firm have in common? They all have told me recently that they need to shake things up. That exact phrase was used by owners of quite different businesses. What did they mean and how can their lessons help … Continue reading How to Shake Things Up for True Growth
Cultivating is Exciting I hope you feel, as I do, that cultivating growth is exciting, optimistic, and positive. When I work with owners to cultivate relationships for growth we get enthusiastic about creating ideal conditions that foster growth with their buyers. The point is that cultivating buyers should be joyful and exciting, even as it … Continue reading Cultivate Your Buyers for Evergreen Revenue Growth
“Yes, but” “Yes, that’s a great idea, but I don’t have time.” “Yes, I see that has value, but it won’t work here.” “Yes, we need to do that, but it will have to wait until we finish what we’re doing now.” “Yes, I’d love that, but I don’t see it happening any time soon.” … Continue reading Eliminate the Two Most Anti-growth Words to Ever Cross an Owner’s Lips
Do You Define Value or Does Your Buyer? My client companies work hard to deliver value to their clients and customers. Whatever their offerings, (professional, IP-based services and products to businesses and individuals or a wide range of consumer products) they know that increasing value helps keep those buyers in their fold. This is how … Continue reading Is Real Value What the Creator Says or What the Recipient Thinks?
Everyone knows that open season in the health insurance industry provides a huge moment to recruit new policyholders. But an insurance office manager is too busy to invest 2.5 hours to improve his agents’ sales skills in September. “We will focus only on sales (no matter the quality of the skills) and consider some training … Continue reading Do You Put on Your Lifejacket After You Fall Off the Boat?
A very successful professional coaches and advises that adults should let go of what they can’t control, especially from the past. I think that’s great advice. The power of it is significantly diminished when he publishes a monthly rant about a situation that happened going on 2 years ago. Do you take your own advice? … Continue reading Stop Doing What You Complain that Others Do
I was fortunate to hear Darrell Green speak this week. He eloquently described what he calls “the paradox.” It’s how he always thought (and stll does) of himself as a man doing his job to the best of his abilities, while the public thought of him as THE DARRELL GREEN, football Hall of Famer. I … Continue reading Do You Understand Your Own Paradox?
Beware! Tangents May Be Disguised as Opportunities Business owners and chief executives are a hardy lot. They get up each day excited to create value that serves their buyers. I’ve been working with them for years and the most successful ones never say ‘never.’ They don’t dismiss new options because that’s not the way they … Continue reading How to Avoid the Three Tangents that are Disguised as Opportunities