Cost Versus Revenue Focus

The challenge of growing a business includes determining which aspect of managing financial performance should take top priority. I have worked in organizations that focused on costs and others that organized around profit centers. There are benefits and drawbacks to...

Ethical Integrity: When Keeping Your Word Clashes with Sticking to Your Values

Traditionally men (or women) were measured by their word—if you gave your word, then it was as good as a contract.  In fact, it was a verbal contract. They had the ethical integrity to be bound by their word. When someone failed to keep their word or break promises,...

Organic or Cultivated Clients? Which Do You Want?

These days the term “organic” seems ubiquitous.  Organic has come to mean more than the traditional dictionary definition. In this instance, I want to talk about organic growth as it relates to a natural process that is without direct intervention or influence....

Haste Makes Waste: Do It Right the First Time

Haste makes waste is a common saying. Another common saying is time is money. Time, like money, is always in short supply in organizations. Every moment is precious, so the question is: “If you don’t have time to spare, how do you have time to fix a problem when you...

Where is Your Business Located? Realist Road

Normally when I am writing about the location of your business, I am focused on the physical or virtual locations of the business. Today I want to focus on the mental or psychological location of your perspective on your business. In working with clients, the success...

Strategic Plan: Your Five-Year Roadmap to Success

Too often, the owners of many businesses of all sizes and industries don’t see the need for a strategic plan. They make critical decisions on which deals to do, what systems to put in place, and who to hire based on the current vision of the business. They focus on...

Is your Business Performance FINE?

Does your day start something like this? “How are you today?” “Fine.” This is a typical exchange that occurs for most of us daily. A variation is going to a networking event or business function and “How’s business?” “Fine.” But is your business really FINE?...

Motivate Change to Get Desired Performance

How to Motivate Change One of the most basic things we need to understand about change is that it is personal. People must choose to change. People can be influenced to change by external sources (e.g., other people, events); however, for true change to occur and be...

Imperfect Pitches You Can’t Make Them … or Stop Them

Tough Lessons: You Can’t Make Them … or Stop Them Parents know it and live it. Consultants and other advisors have to learn it. You can’t force anyone to make a wise choice or the best decisions. You can't stop companies from making imperfect pitches to potential...

Business by the Numbers: Financial Oversight

Internal Controls and Financial Oversight When it comes to growing your business, you can't afford to not understand the financial perspective of their business. Whether it is the day-to-day performance, budgets, taxes, or other aspects of accounting for your...