Surefire way to lose your clients

Nina KaufmanArticles, Profits, SystemsLeave a Comment

Did you ever lose a client when you thought you’d done nothing wrong? Sure, you can understand it if you completely muck up an assignment. But sometimes, it’s the breach of “micro-commitments” that turns a client off. This happened to Chris, who runs a web development firm. Overall, they’re terrific. Solid problem-solvers. Efficient. Current with … Read More

Negotiate for results

Nina KaufmanArticles, SystemsLeave a Comment

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

Do you know where your money goes?

Nina KaufmanArticles, SystemsLeave a Comment

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

What do open invoices say about your business?

Nina KaufmanArticles, SystemsLeave a Comment

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

Missing the boat

Nina KaufmanArticles, SystemsLeave a Comment

It’s zero five hundred. I’m waiting for a prearranged taxi to chauffeur me to Command Naval Surface Forces Headquarters on Coronado Island, near San Diego. No, I’m not in trouble; just part of the U.S. Navy’s Leaders to Sea program, where business influencers get to experience Navy operations and training in real time on board … Read More

This one tactic can make you wealthy …

Nina KaufmanArticles, Delegate, SystemsLeave a Comment

I’m too busy. Clients come first. It’s too tedious. I’m intuitively creative—I don’t have a process. What’s your excuse for not writing down your business systems? (C’mon, everyone has them). But what if I told you that written procedures could make you wealthy? Does that make them more enticing? Here’s how: 1. Returning clients. Clients … Read More

What can you STOP doing?

Nina KaufmanArticles, See Differently, SystemsLeave a Comment

The best strategic plan addresses what you can stop doing. That’s counterintuitive, especially for small businesses who grasp at any shiny object to bring in revenue. But it’s not until you simplify and focus that you gain the clarity and strength to leverage your time, talent, and treasure. My ‘stop doing’ list became a lifeline. … Read More

Oy! Yet another privacy policy update?

Nina KaufmanArticles, SystemsLeave a Comment

You’ve probably gotten more than a few emails recently about privacy policy updates. Why? Because privacy policies are part of a system. A system of handling, managing, and guarding customer information. They’re a kind of “contract”—a pledge—you make to your customers about the care you’ll take with their personally identifiable information. When subscribers join our … Read More

Deviating systems

Nina KaufmanArticles, Delegate, SystemsLeave a Comment

On a trip to Santa Monica, my husband and I stopped into 24 Hour Fitness Express. Armed with a free three-day pass and dressed to sweat, I was ready to climb the Stairmaster and pretend to work off the previous night’s dark chocolate lava cake. Only there was a problem. I hadn’t carefully read the … Read More