Stay Relevant. Be Strategic. Do What Matters Most

Feb 16, 2021 | Leadership Development, Strategic Planning

The COVID pandemic has changed not only how and where we work, it’s also changed our priorities and perspectives. What used to be a typical day at the office, has become an extended day of jumping between working remotely, home schooling our kids, serving as on-site technical support for our kids and as remote support for our parents, all while monitoring the status of our grocery delivery to ensure the doorbell doesn’t announce its arrival during a virtual client meeting. What used to be a...

First Quarter Leadership

Feb 23, 2017 | Leadership Development

The calendar year is off to a great start. Sales are coming in faster than expected. Revenues are exceeding last year’s numbers, and the production schedule is full with the need for extended over-time becoming more of the norm than the exception. You must be doing things right. Right? Maybe. But then again, maybe not. You could be riding an economic wave that is simply pulling you along for the ride. As a leadership team, if you don’t know why you’re experiencing the success – or challenges –...

Fish In The Right Ponds

Feb 12, 2013 | Sales, Marketing & Customer Service

I heard Greg Caruso of Successful Exits share a story recently that I found valuable for my clients because of its simplicity and truth. When he was young, Greg loved to fish. When he grew older, life got in the way until one day he made a conscientious decision to restart his childhood hobby. He started fishing again in his favorite pond. However, now as an adult, he didn't seem to be as lucky. He caught very few fish. One day, as he was unloading his car after another disappointing...

What Are You Waiting For?

Sep 11, 2012 | Sales, Marketing & Customer Service

I've just started working with a client who desperately needs to increase sales. His company hired a new sales representative over a month ago. Together they identified key current customers to visit and penetrate further. They decided to focus on this group first, then they'd focus on getting new customers – a smart approach. Yet when I called last week to see how the sales calls (and – I'd hoped – sales closures) were going, I was stunned to hear that the sales representative hadn't made...

Systems Increase Value

Apr 7, 2011 | Leadership Development

It's odd how things happen sometimes. Unknown to one another, a good friend and a valued client each called me this week to say that they'd made the decision to sell one of their respective companies. Both businesses are successful. Both are solid cash-flow generators. Both are growing in growing industries. The owners, however, have too many other irons in the fire to comfortably continue to manage these ventures. And since the businesses are profitable, they are marketable and potential...