Author Archive

Building the Perfect 2015 Budget!

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A classic post from last year tweaked.

For many management teams the months of October and November represents the Budget sign off time. However they are so often badly done. Frankly they are recklessly compiled representing the classic “hope over experience” document instead of an operational blueprint.

First definitions: a Budget is a set of rigorously thought through policy statements translated into a Financial Plan that you believe ...

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Strategic Account Management – The Punchlist

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You know it has to be easier going back to the well! Cold calling strangers, even ones that should have the right problem you can solve, is tough. So why don’t more companies have a measured, tactical approach to “farming” their existing clients? Who knows, but here are my top 10 ideas to maximize your revenue from your fan base.

Top 10 Actions  

  1. Establish a Company ...

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Inc. 5000 – Spotlight on 3 Clients

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I’m delighted to announce that the new Inc. 5000 list, published last week, honored three of my clients, Edge Velocity, HR Knowledge and ADMET. Each of these businesses are remarkable with unique offerings for their markets.

Edge Velocity, Salem, NH. Rank #953

Edge Velocity develops, manufactures and markets, highly specialized mobile IP wireless mesh routing technology tailored to the needs of First Responders. ...

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Management Takes Time and Money

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Here is a little thought for owners to ponder. Is there a danger that you have built a culture that regards the time spent on mentoring, listening to staff, training them as unproductive time?

I often hear owners say, “well it’s not a full time job, Frank would still need to process the payroll as well as manage the accounts team.” Or Samantha ...

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Where the CEO Spends Time is an Investment Decision

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I’m often asked, what are the secrets of scaling? Why can’t founders scale a business? I blog about scaling companies, as you know, on a fairly regular basis but it’s worth explaining one simple little fact. Where the CEO spends his or her time is an investment decision!

I think it’s helpful to think of enterprises as vehicles for change. Whether you are driving a $5m niche technology ...

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Meetings Needed to Scale Your Private Company

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We hate meetings. We love meetings. But despite the trendy articles that we need to avoid them, we need them. Here are my top 10, with the desired outcome from the meeting. I hope they help!

Top 10 Essential Meetings

As an overall set of rules for every meeting, I like attendees to be  given information in one page summaries ahead of time, decisions required from the meeting to be ...

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Zero-Based Roles – Structure Your Business For Alignment

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You may have heard of the term zero-based budgeting. The basic thesis is to look at your business through the eyes of a start up. If you were starting today from scratch, what would you spend money on? Costs creep on over time and before you know it your business is totally misaligned. Costs and sales are out of step. This is a moment in time where ...

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20 Big Protocols To Help You Scale Your Business

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Ironically, putting in place the right processes allows for greater innovation, allows for greater freedom in key areas, and it takes the stress out of managing people. It feels contrarian but building rules into your business drives efficiency. It gives management teams the opportunity to deploy their precious time on the really important stuff! Here are my top 20:

20 Top Protocols

  1. Define one boilerplate ...

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Looking in the Wrong Direction – the Uber Phenomenon

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You can complain about Uber, you can strike, you can lobby your politician, claim unfairness but you are looking in the wrong direction.

The direction you should be looking in is the customer. The question is not, why should Uber be allowed to disrupt my business model? The question is, why do customers love Uber or why do MY customers love Uber?

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Scaling Your Business Starts with Insightful Questions

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We all know how important a good question is. The incisive interrogation of Richard Nixon by David Frost. Ronald Regan’s question for the nation prior to voting in 1980 – Are you better off than you were four years ago?

Questions define you. Great solutions can’t be found without great questions. To scale your business need to ask some tough questions. Let me inspire you to ask ...

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