"I’m not too fond of time management, and neither are you" Time management implies restriction, and there is nothing an entrepreneur hates more than limitations. Time management is a go-to cure-all but seldom works in the real world. Focus on Timed results instead. If you want an entrepreneurial organization full of thinking, professionals remove the confinement of time management and [...]
"Your sole job is the financial health of your business." When I work with a client, the first thing I aspire to understand is the numbers. As time goes on, I shift that to even a more obscure concept - percentages. When was the last time you did a full numerical review? When you see your company as math, everything [...]
"Beware Of The “Nice Guy Syndrome”" I have found that many small companies suffer from what I have come to call “Nice GUY Syndrome.” Keeping employees that have long ago lost their value to the organization, supporting family members to the detriment of the firm, giving to charity, carrying A/R long past terms just because you can, etc. You know [...]
"Leadership is the transference of certainty." As the leader of your organization, you have to make a choice. That choice is about how you will lead. Do you want to be the “Boss” always laying down the law and demanding respect? I call this the “I” of the universe. I said it, so do it. You can get results this [...]
"Your manager’s job is to organize work while developing people and systems." Most people never consider that Management is a profession, not a job. Just because someone is good at something does not mean that they would make a good manager of people doing that thing. It is often just the opposite. Being good at something has nothing to do [...]
"If you want to grow your company, focus on more transactions with existing clients first." Everyone loves a new customer. We are programmed to look for more of everything, food, drinks, fun, and life. This drive for something new is a significant issue for your company’s health. It takes a lot more money to attract and convert a new client [...]
"A better question than “Who is my customer?” is “Who is not my customer?”" If marketing is an expense in your mind or experience, you’re doing it wrong. Marketing is buying customers at a profit, but the question becomes, how do you know if it is working? The answer is never emotional; it is always mathematical. What is your ROI [...]
"A better question than “Who is my customer?” is “Who is not my customer?”" Strategy begins by asking the right questions, and the most important question of all is, “Who is not my customer?” Why ask that question? It is easier to identify who is not than who is. Once you can see who is not a fit for your [...]
"Sales is vanity – profit is sanity" There is a unique balance between sales, operation, and money. They exist separately yet together, move one, and the rest move as well. If you want to scale your business – know this, it will suck cash! Clients always tell me they want to grow, which is natural. All things grow. The critical [...]
"Where is the money?" Once, I had a client call me in because they couldn’t pay their bills on time. When I first met with them, the accountant was in the room just finishing up his work. He turned to the owner and said, “You had a good month; you made $42,000” The owner was thrilled. I turned and asked [...]
