Your title is Founder, Owner, CEO or President. So, obviously, you’re running the company, right? Not so fast, as it turns out. I started thinking about this while working with a friend and coach on building confidence for when I show my dog. Is it possible that the principles for successful business ownership and successful … Continue reading Who Is Helping Run Your Company? the Answer May Surprise You
Did you see what I saw? Once the calendar turned to October 1, everyone was publishing articles about finishing the fourth quarter strong. Or planning for the next year. There’s always good advice buried in these approaches. I couldn’t help but wonder, though, if focusing on business needs, not calendar, would be more useful for … Continue reading Don’t Let the Calendar Control the Timing of Your Business Decisions
“I know what we have to do.” “I know my customers.” “We’ve covered all the bases.” Have you ever said something like this? That what you already know is all you need to know. Read this wisdom from retired Marine General Jim Mattis: “If you haven’t read hundreds of books, you are functionally illiterate, and … Continue reading Can You Ever Know All You Need to Know?
Imagine you’ve got $100,000 to invest. If you invest it in a financial asset (mutual fund, stock or bond) that has a rate of return of 5%, after one year you’ll have $105,000. (I’m keeping this simple now, so let’s not worry about taxes or other considerations.) You understand that the 5% rate of return … Continue reading
“It’s our slow season,” the HVAC company owner told me. “We have to cut prices to the bone in order to keep our guys at work. They’d rather ‘take a haircut’ than lose their jobs.” Owning a company that is affected by seasonal fluctuations in customer demand is very tough. I’ve worked with many, including … Continue reading Are You Begging for Business?
“It’s a 100 million dollar must win” the VP of business development told me. Her tone was a combination of vehemence infected by fear. There was clearly an “or else” hanging over her head and it took only one brief sentence for me to pick up on that fear. Imagine what the prospective buyer would … Continue reading Has Fear Infected Your Sales Process?
Business development is a continuous challenge, especially turning leads into prospects who then become actual buyers. Here’s a textbook case of what not to do. I was attending a small business conference and ran into the COO of a small start-up. She told me they’re caught in a not-unusual conundrum: they need users in order … Continue reading I Should Give You a Name Because You Hand Me Your Card?
Do you wake up and think “what do I have to do today?” or do you jump out of bed, eager to make a difference? This week’s ideas are for those who want to make a difference.After 6, 10, 15 years or more, your company is solid. And yet, it is likely stuck on a … Continue reading Stuck in Neutral? Get Off the Revenue and Profit Plateau
Would you take a few minutes this Labor Day to reflect on those who labor for you and with you, and how you labor for others and yourselves? This reflection is so needed during these competitive and relentless times. Labor Day is the outcome of an historic agreement called the Treaty of Detroit from the … Continue reading We All Labor in Many Ways
Are you so invested in chasing new leads and new ideas that you find your company is running on fumes? Would you really like to spend your time and money increasing sales of your most profitable products or services instead? Think Inside the Box When I hear the tired old exhortation “think outside the box” … Continue reading How to Increase Sales of Your Most Profitable Products and Services