Differentiation and Dead Chickens

“If you can differentiate a dead chicken, you can differentiate anything.” – Frank Perdue Before Perdue, there was no recognizable “chicken brand”, and no differentiation between chicken sources. If you wanted chicken, you would get whatever your local farmer, butcher or grocery store had available for sale. If the chicken was any good, it was Read more about Differentiation and Dead Chickens[…]

Reducing overhead: Virtual Assistants

Your hard work is paying off and customers like what you have to offer. More and more business is coming your way. To say you’re busy is an understatement. Client meetings, job proposals, handling production…not to mention the bookkeeping, invoicing, marketing and scheduling that is taking up more and more of your time. It’s not Read more about Reducing overhead: Virtual Assistants[…]

I fired a client, a tale of time management

“I will never catch up, not until I’m dead”. – former employer of mine. “Time is your total capital, and the minutes of your life are painfully few”- Robert A. Heinlein Today will be our last meeting. Last week, I fired a client. Later, discussing my decision with a friend and trusted adviser, she asked Read more about I fired a client, a tale of time management[…]

Cashflow, killer of companies.

What kills most companies? It’s not low profits or shrinking market share. It’s not government regulations or taxes.  It’s cashflow. If it’s positive, life is good. If it’s negative, your company’s days are numbered. It seems simple at first. How much money do we have in the account? If you have more money coming than Read more about Cashflow, killer of companies.[…]

Seeing the future

Can you see through the swirling mystery inside the crystal ball? Interpret the pattern of tea leaves? Maybe you have mystical powers handed down by your clairvoyant grandmother? Are you the victim of a secret government project that left you able to see the future? (Really? That’s weird.) As unbelievable as it seems, I can Read more about Seeing the future[…]

Why fix it if it’s not broken?

Marco is a salesman. He makes $60,000 a year. Marco has been working the same territory for almost 15 years and consistently brings in about $1M in gross revenue annually.  By the numbers, he’s a solid player, but never in the top 10 in his company. Marco’s company is happy. Marco is happy. All good, Read more about Why fix it if it’s not broken?[…]

The Control Center

Banks of indicator lights twinkle while columns of numbers rumble past indicating that thousands of remote sensors are dutifully transmitting their telemetry. Top down, birds-eye view maps display the overall strategic situation. The latest intelligence reports are close at hand. Second by second updates flash on the main tactical display. Overhead, a worrisome alarm klaxon Read more about The Control Center[…]

My employees are driving me crazy!

I’ve met many frustrated business owners, managers and supervisors who have some incredible “worst employee ever” stories. Some of my favorites: The accountant who put her vacation on the company credit card. The tale of the abandoned work van. “I refuse to give up my right to facebook!” The customer service rep who enjoyed asking Read more about My employees are driving me crazy![…]