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Forecast Cash and Defend Revenue in Difficult Times

Even as you’re intensely focused on getting through each day, please, for your long-term health and wealth, do not shy away from cash forecasts and doing everything possible to defend (and increase) your revenue streams. We know many, many services companies that have recurring revenue, are in industries that are non-discretionary, or are in industries … Continue reading Forecast Cash and Defend Revenue in Difficult Times



Advice for Growth Minded Business Owners: Avoid Hourly Billing

When I’m asked to give my most important piece of advice for business owners, I say this: avoid hourly billing. The only way to increase your top line (revenue) is by charging fees or prices commensurate with the value to the buyer. Then the push-back and shock begin. “Everyone does it that way.” “We can’t … Continue reading Advice for Growth Minded Business Owners: Avoid Hourly Billing


Best Business Growth Strategies: Inoculate Your Clients against Shiny Object Syndrome

Inoculating your customers and clients against shiny objects is among the best business growth strategies. Think about when you’ve been tempted by shiny objects, those new services that promise amazing results and out-of-this world success! Some providers are extremely persuasive and have a knack for getting people to say “yes.” I’ll confess, I admire their … Continue reading Best Business Growth Strategies: Inoculate Your Clients against Shiny Object Syndrome


Is the Best Business Growth Strategy Reducing Taxes? Maybe Not

Is the best business growth strategy accumulating cash or reducing taxes paid? Every year you’re faced with this critical decision: should I accumulate cash to build my company or reduce the taxes we pay? What’s the connection between company growth and taxes? At year’s end your Profit and Loss Statement shows the company’s EBITDA (earnings … Continue reading Is the Best Business Growth Strategy Reducing Taxes? Maybe Not


The Best Sales Process Steps Bring Forth Your Perfect Fit Buyers

Who is a perfect fit buyer and do your sales process steps attract them? The detailed profile of a perfect fit buyer is unique to each company. We believe your perfect fit profile should include these qualities: Curiosity Appreciation of value Willingness to spend commensurate to value received Respectful Profitable Committed to change for growth … Continue reading The Best Sales Process Steps Bring Forth Your Perfect Fit Buyers