How Do You Spread Your Story?

I’ve just finished re-reading the Tipping Point by Malcolm Gladwell. There is so much in this book to inspire entrepreneurs to think outside the box. The central thesis is that epidemics happen because they tip. They potter along, (Airwalk shoes, crime rates,...
Changing Cultures

Changing Cultures

There was a brilliant article in the Boston Globe last weekend that I’d like to summarize for you because it’s that important. Changing cultures is often necessary in business. Examples include the acquisition of a small bolt on acquisition where the...

The Power of Habit – A Really Powerful Book

I didn’t read this book I consumed it. So many great case studies illustrating the power of habit. How Habits Work – Charles Duhigg, a New York Times journalist explains precisely how habits work, why we need to aware of the signals, and how to change them...
Proving Your Business Results

Proving Your Business Results

There was a time when you spent your ad budget and hoped it would work. I know half my advertising works, I just don’t know what half! Compare this with today’s world. Facebook gets into bed with Datalogix to work out whether Facebook advertising works....
Setting Cash Targets for Credit Control

Setting Cash Targets for Credit Control

It seems simple enough but seldom done. The ingredients of a robust set of monthly cash targets for your credit control team: Ensure all customers are clear on your terms of trade. Ensure you have a query/problem resolution system in place to resolve billing problems...
Preparing for a Trade Show – A little checklist

Preparing for a Trade Show – A little checklist

The death of the Trade Show was greatly exaggerated! In a world of LinkedIn, Facebook, Twitter, Foursquare, social networks, Google + Hangouts, Skype etc – we still have a need for that face to face presentation of our ideas and products that only happens at...

Why Do All $1Bn Markets Look Like This?

It’s clear that many $1Bn market segments end up with a few dominant players, sometimes only one (see previous post) and many many small players who have failed to scale, failed to reach that “Pillar” status. Your business is either remarkable or...
CEOs – Confusing Activity With Effectiveness

CEOs – Confusing Activity With Effectiveness

Think of your company as a person. What does she need you to execute to make the company successful. What role is needed from you. If you are clear on that role then you need to focus your activities and tasks around that role. Ensure that role is signed off with the...
Sales Commission – Key Questions

Sales Commission – Key Questions

Before designing a new sales commission plan it is important to remember it’s not about the arithmetic, it’s all about the psychology. So what behavior do you want to achieve with your plan? Here are some questions to help: What % of the total on target...
Negotiation – My Best 20 Moves

Negotiation – My Best 20 Moves

Always clarify the up to date position. e.g. when buying a company, talking to the owner – perhaps you could update me on any changes good or bad since we last met. Try to establish the housekeeping of the meeting; prospective agenda, time allowed, anyone...