The Real Formula for Profitability

While I have co-founded, built and sold two multi-million dollar technology service firms, I admit they were never truly profitable. Every increase in revenue seemed to be matched with an even greater increase in expenses. Every day I checked (and … Read more

Your Business Is As Fast As The Slowest Part of The Process

Every business, whether it is an insurance company or a manufacturer, an auto mechanic or service provider, goes through a process, a sequence of activities and steps to deliver it’s product or service. If you repair cars, you need to … Read more

When Should I Sell My Business?

It is one of the most frequent questions I hear from tired entrepreneurs – you know, the people who are tired of working yet another day in their business. They want out. They want out soon. And they want it … Read more

Know Like Trust & Try

Customers buy from vendors they know, like and trust. Chances are you will buy a Pepsi or Coke over a generic soda, even if the generic pop is cheaper. You do this because you know, like and trust the Pepsi … Read more

Business Coaches: How To Find Your Niche, Instantly

Most business coaches and consultants serve a variety of clients. They pride themselves on having varied experience. They love to help people, and they figure the more different types of businesses they work with, the more opportunities they have to … Read more

The Two Words That Indicate Your Coaching Business Will Never Grow

When you are asked to describe your target market, do you lead off your response with “Anyone who. . .”? If you do, I would bet money on the fact that your coaching business won’t grow. With my first business, … Read more

A Simple Trick To Landing Large Corporate Projects

The traditional method of pursuing large corporate projects is to work their internal network. You break in by meeting with someone. Anyone. An intern or a manager. You network internally. You seek introductions. You constantly angle for the decision makers. … Read more

What’s Old Is New Again

Cooked Brussels Sprouts

Remember when Brussels sprouts sucked?  Your mom would surprise you with those mini cabbages, and you would try to hide them under your potatoes. Brussels sprouts were gross, outdated, and anything but in demand.  At least they were back then.  Now … Read more

Revenue And Profit Are Two Very Different Things

Top Line Versus Bottom Line

Ask almost any business owner how much money their business makes and they will talk about the top line. We made $5 million this year!  I raked in $7.6 million! We squeaked out $2 million.  The truth is, that is … Read more

Pivoting – Don’t Make This Mistake!

The current buzz word for adapting your business to the needs of your customers is “pivot.”  This concept is nothing new, of course.  Terms used in the past for the same idea include “change,” “adapt,” “shift,” and so on. Yet, … Read more

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