Love and Profit in a Fishbowl

I am going to make an important assumption about you and your business. At one time you were very much in love. You started with a great idea and received lots of encouragement from those around you. You dated the idea, maybe tried living together, and finally – without being certain of what all could happen, you took the plunge into a permanent relationship confident that you wanted to find out what would happen next,...

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Turning Referrals into Great Marketing

Turning Referrals into Great Marketing To answer the eternal question of “how can I grow my business?” To grow organically – that is, without a new product, new territory, or an acquisition – there are three primary sources of new business: More sales from existing customers through either expanded product offerings (going wider) or working with more buyers within one company (going deeper). Finding new customers through marketing, advertising, and business development efforts. Leveraging existing...

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What to Do Now That Your Proposal Is a Commodity

One of the key concerns of the sales team I advise is the increase in projects requiring multiple bidders. As a result, the cost of customer acquisition is on the rise. We all talk about the commoditization of products and even services, but I think we should also focus on the commoditization of the proposal itself. I am not going to suggest that you charge for proposals – I think that is still a non-starter!...

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What’s Wrong With My Value Proposition?

What’s Wrong With My Value Proposition? How do you get customers to pay what you’re worth instead of lumping your company in with the so-called competition? How do I get my sales people to fight for the business instead of caving in on price? When I hear folks blame their poor margins on low-ball competitors, my heart sinks a little because I understand that low margins are sadly, self-inflicted. There is no law that says...

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Business Progress 1.0

Business Progress 1.0 Many of my consulting projects focus on “taking business to the next level.” This is an inane bit of business jargon that ironically does a great job of representing the work I do. My job is to help owners and managers progress in such a way that they never use pithy phrases like that to describe their business goals again! Company makeovers have become a mainstay of my consulting business, but not...

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Jumpstart Growth By Rebalancing Your Business Processes

Jumpstart Growth By Rebalancing Your Business Processes The question business owners ask me most often is “Why can’t my company grow?” Good question. You are not going to like the answer. It’s because you dear business owner are good at something and you need to be good at three things. Let’s examine how to rebalance your business processes and learn how it will unleash pent-up growth. Business is like a three-legged stool. There is one...

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