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?
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?
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?
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?
We’re reflecting on what it takes to create a business that lasts and is of lasting value, during this, our 20th year. Among the top 5 practices is a company’s commitment to creating long lasting relationships. Too many current business practices do the exact opposite. Are your one-on-ones really one-and-dones? How many times have you … Continue reading How To Create Long Lasting Business Relationships
“What do you think is the key to long-term success?” is the question I’m most frequently asked when I’m speaking about how to creating lasting business success. My answer is “The mindset of the owner.” There are, of course, many things in the mind of the owner. What I’m referring to are the over-arching ideas … Continue reading What’s In Your Mind?
How do you get to celebrate a 20th company anniversary? Or even a 1-year or 3-year anniversary? You bring dollars in the door. Without revenue, you have no business. Unless you’re a Silicon Valley unicorn that has attracted millions of dollars for an idea, your company expends a lot of effort and energy on bringing … Continue reading How to Raise Fees and Prices and Keep Your Clients and Customers