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 still do) my bank balances. As the balances would climb and fall, so would my … 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 pull the car into your garage, put it on the lift, lift it, remove the … 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 or Coke brand. Maybe you know, like and trust a brand so much that you … 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 make a difference. The problem with this approach is that they look just like everyone … 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, a computer network integrator, I used to say that we served “Anyone who had a … 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. Then you pitch ideas. You hope some idea sticks with them long enough to try … read more

What’s Old Is New Again

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 Brussels sprouts were gross, outdated, and anything but in demand.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 they are having a great come back. The recurring pattern of life is what is … read more

Revenue And Profit Are Two Very Different Things

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 not what the company made.  Revenue is simply the amount of money that flowed into … 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, as much as Pivoting seems to make sense, it is only half right. It leaves … read more