Over-delivering? Unbundle Your Value-Add for the Customer

This article originally appeared in the May 2016 issue of SCN I am sitting down with an owner and he tells me that his business is finally growing again, but his managers are demanding more resources. “We’re all max’ed out. We need more people!” When the fearless owner pointed out that the firm successfully operated with the same staff size at 50% higher revenue only two years ago, the response is, “Well that won’t work...

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Three Keys to Growing a Rental & Staging Business

This article was originally published in the May 2016 issue of Entertainment Technology Asia Growing a Rental and Staging business has never actually been easy, but today it seems like anyone can get into the game. Competition is fierce, products and services increasingly commoditized, and getting ahead seems harder. How do you grow, make money, and not collapse under your own weight? There are three key best practices that will keep your rental business vibrant. Learn How...

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How To Get Customers To Conform

The reason your sales and business development outreach isn’t working is attributable to a increasing lack of customer compliance. They are supposed to take your call, listen to your pitch, and by golly – just give you a shot at the order. Everyone gets the same consideration. Everyone gets a chance. These are the rules. Of course if customers followed the rules, you would always win because you have better people, products, and a nifty...

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Crossing Growth Plateaus

Growth is not linear. Profit is not one for one. Life is uncertain. This is why small companies stagnate. As small businesses grow, owners continually encounter new challenges. Some are solved by getting the next sale: cash flow,...

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Real Learning Begins Once You Know It All

There are two kinds of top achievers. There are the ones that can focus on the ultimate goal and everything falls into place behind it. Picture the star football player that sets his sight on The Super Bowl. Everyday he reminds himself what all the effort is for, knowing that the pain will lead to the goal. Then there is the rest of us that want to do something better everyday knowing that the amalgamation...

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Outsourcing is the Key to Growth

For the average service company, approximately 30% of all revenue goes to outside suppliers or workers. Think about it: an average of one-third of your business execution relies on people and services outside your company. Is that such a bad thing? Many companies strive to avoid any outside costs such as subcontractors, short-term leasing, or professional services – and instead prefer to utilize only full-time employees, own all their resources, and rely on internal knowledge....

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