The Competitive Advantage

January 23, 2019

Don’t Treat Your 2019 Revenue Goal Like Your New Year’s Resolution!

Raise your hand if your New Year’s resolution is to “lose weight!” It is, by far, the most common option for that annual tradition of ‘personal goal setting.’

While I don’t know the actual statistics, I’ll bet well over 90% of those with that goal don’t achieve it. Maybe 95%!  And there’s a pretty simple reason why that happens…

You can’t just ‘lose weight.’ You can’t will it to happen. You can’t stand in front of the mirror and hope that the fat will go away.

January 15, 2019

I’ve Got an Accountability Partner… and You Should, Too

One of the primary responsibilities of a business owner is ‘accountability’… to make sure our employees are doing their jobs and making progress toward company goals. We hold our project teams accountable by getting feedback from clients. We hold salespeople accountable by monitoring selling activity and – of course – tracking revenue. We hold our financial team accountable by requiring timely completion of P&Ls, balance sheets and AP/AR reports.

But who holds us – the owners – accountable?

January 8, 2019

Marketing & Sales for ‘Old’ Business Owners, Part 5

“I don’t have the money!”

Edging out “I don’t have the time!” as the primary reason ‘old’ business owners are not actively engaged in marketing & sales is “I don’t have the money!” Or “it’s too expensive.” Or some other money-related ‘excuse’ – yes, it really is an excuse!

For these owners, I have a few thoughts…