When you really think about it, negotiating isn’t that hard. It’s simply a process where each side wants to get as much as possible from the other at the least possible cost. Which is something many business owners claim they do well. Maybe. Even though many can establish a good rapport, few have a system … Read More
When is it time to move on?
I just got off the phone with a client who wants to close his landscaping business. Brian is successful and talented. And relatively young (late 30s). But it was just too much darn work, and Brian was growing to hate it. He had tried shifting his model from taking new projects to focus only on … Read More
The overlooked investors in your business
Every business has investors. Yes, even if you own it by yourself. As you know, running a growing business can be a 24/7 proposition. You work on the weekends. Have your vacations (such as they are) interrupted by staff. Lose sleep in the wee hours. On a recent call, my client Frank rationalized his all-in-all-the-time … Read More
Run your own race for business success
I ran the Tunnel to Towers 5K race this past weekend. It’s one of a number of 5K (3.1 mile) races that I run during the year with my husband, Joe. Maybe one every 4-6 weeks. Now, I’m not trying to come home with any medals. I run them to stay in shape, have fun … Read More
Do you know where your money goes?
I love Fall. Back-to-school time. School supply shopping. Fond memories of walking across my leafy green Wellesley college campus with a knapsack full of notebooks. (Yes, I’m a nerd. And proud). One of my newer clients, Denyse, hates it. She runs a social media firm based outside of Boston. For her, it’s “come-to-Jesus” time. Because … Read More
Managing your time is a strategic decision
Do you ever reach the end of a day and have no idea where the time went? Have a to-do list that’s longer than your arm? Once you cross something off the list, you pile 3 things on? (That last one is DEFINITELY me. Just ask my husband.). If so, you’re in good company. Great … Read More
Preparing for a rush of clients
My client, Cate, runs a graphic and web design firm. On a recent consulting call she complained, I feel like an accordion. When clients pour in and I need to ramp up, I’m stretched. When times are thin and I need to pare down, I’m squeezed. And it seems like I never have the right … Read More
What keeps customers coming back?
A customer comes to your business. They engage your services to solve their problem. What keeps them coming back, though, is the experience they have while you’re solving their problem. I tell you that to tell you this (indulge me): Between ages 5-8, I had a piano teacher I loved. Dorothy Jonas. She was petite, … Read More
What do open invoices say about your business?
What do open invoices say about your business? Brian Tracy once said, All business is people business. That’s because businesses are built on relationships—whether you build those relationships online or offline. But when your clients don’t pay, what does that say about the value they place on that relationship? And when you let them not … Read More
When short-term decisions conflict with long-term values
At a recent networking event, I spoke about the importance of strategic planning. How it keeps you focused on your deeper, long-term goals. The very goals that often get pushed aside when faced with conflicting temptations and urgencies of the day. For example: If you complain your kids are growing up too fast, but insist … Read More
The black hole of most strategic plans
As Seen In … My client, Mike, is a busy entrepreneur. Whirling around like a Tasmanian devil traveling to client sites. Putting out fires. Encouraging employees. There’s barely enough time to handle strategic planning, much less the kind of “what if” planning should his airplane crash. Or car veer off the road on the way to … Read More
How to run a successful business
I was sitting with my client Miriam over cocktails, a couple of weeks ago. She was having challenges growing her corporate training business and we were coming up with a game plan. (Sometimes, wine helps). Out of frustration she asked, What’s the secret? If there’s one thing—one magic bullet to running a successful business—what do … Read More