I learned about cash flow imbalance the hard way. In the early days of Trivers Consulting Group, I would work from time-to-time for the clients of another service provider. I would let him know the total owed to me, then he would bill the client and wait for the client to pay. Many times, these … Continue reading To Improve Cash Flow, Improve Your Sales Process
I love small and mid-size business owners and it makes me crazy when they say “we’ve always done it this way” or “we’re too busy” or “we’ll do it when we have time” when we’re talking about catalysts for growth.“Status quo” is “status no.” No new sales, no additional profit, no lifetime customer value. Eventually, … Continue reading Use These Simple Catalysts to Spark Revenue Growth
One topic of endless interest to business owners is the need for business development. What they’re always asking themselves is “How do we increase sales?”Every Owner and Executive I speak to tells me that increasing sales consumes a lot of their energy and attention. They would like to unlock the secrets to generating a steady … Continue reading Do You Target What Sticks or What’s Sticky?
When your company has a lot of money its voice is loud, commanding attention and earning respect. And with that respect you enjoy so many powerful benefits. This week’s focus is on increasing cash and building your voice. Cash Speaks Volumes The underlying message communicated by cash, that doesn’t show up in the numbers on … Continue reading Money Talks. What Is Your Money Saying?
Nod your head if you’ve heard this proclamation “Facts tell, stories sell.” Or maybe you’re familiar with the adaptation “storyselling”? Or you’ve been encouraged to practice “narrative-driven marketing.”I love the message in these variations: buyers are real people, who tend to lead with their emotions when embarking on a decision-making path. So we, who have … Continue reading Do Stories Really Increase Sales? Yes, They Do!
What rate of annual sales growth would make your company a stand out? A solid performer? At risk? The answer is “it depends.” It depends on three variables. Let’s look at those variables, so you can determine the annual sales growth rate that makes the best sense for your company. Annual Sales Growth Calculation First … Continue reading How Much Annual Growth is Likely for Your Company?
I’d been thinking that I should send some thank you notes–handwritten, on paper, and mailed with a stamp–to some clients. I put pushed this thought to the back of my mind for few weeks, because it’s just a little thing, right? Once I sat down, wrote and mailed them, I felt an noticeable lift in … Continue reading Little Things Create Big Meaning
Can you guess which billionaire told the world that one of his company’s greatest successes began with a hunch? It was Jeff Bezos. He wrote in the 2019 Amazon annual letter that “AWS itself – as a whole – is an example. No one asked for AWS. No one. Turns out the world was in … Continue reading This Billionaire Relies on Hunches. Do You?
The COO listened as the CEO and management team discussed their challenges and the way forward with advice and guidance from me. When he spoke he said to me “Susan, you’ll help us with pattern breaking.” This was a big revelation for all of the senior leadership team. It recognizes that when a company is … Continue reading Pattern Breaking
Watching Tiger Woods win the 2019 Masters after 14 years of trouble, brought on both by his own choices and by physical impairments, made me think about the adage “Winners never quit and quitters never win.” (Vince Lombardi)We couldn’t hear about Woods’ playing without being reminded of the past decade plus. Would you say he’s … Continue reading Is It True that Winners Never Quit?