More Selling Time – Less Spending Time
We all know that it’s hard to track which particular sales activities result in sales. It might be a conversation that you had years ago, a newsletter you sent might have triggered their memory, or a photo of your kids. But even if it’s difficult to track the efficiency of each activity, we also know […]
How To Compete With The Big Boys
Big businesses have some enormous advantages but they have weaknesses too. How can you learn from recent disrupters and get a foothold? I promise not to mention Uber. Well, maybe once – but I think I get away with it. Firstly, it’s important to remember, that dispite the hype you hear about efficiency, most big […]
Getting New Customers Costs Time And Money
After the cost of delivering services, the cost of client acquisition is the most critical expense to control in your business – but most people don’t track all the costs. They usually have the different types of sales costs like marketing staff, entertainment, travel, PPC and software costs spread out all over the P&L. Almost […]
Dont Look At The Tree
They tell people this when they teach them to race motorcycles. They tell you to look towards your escape route, not the source of danger. Your body tries to follow your line of sight. Sure you need to know where the danger lies, but just enough to know not to go there. If you stare […]
But I Didn’t Have An Entree
“Numbers written on restaurant bills within the confines of restaurants do not follow the same mathematical laws as numbers written on any other pieces of paper in any other parts of the Universe. This single fact took the scientific world by storm.” Douglas Adams. The Urban Dictionary has more of this superb stuff. Humans have a natural […]
Does The Cat Match The Curtains?
A lot of people think that the health of your business is measured by the people in the back office, like a score keeper for a cricket game. That used to be the way but things move too fast now, you can’t wait till the middle of the next month for numbers to keep you […]
Bottom Line Up Front
BLUF where conclusions and recommendations are placed at the beginning of the text, rather than the end, to facilitate rapid decision making. So here goes: What do you need? Sales up, margins up and costs down. How do you do it? Find out how other people in your industry do it. Talk to as many people as you […]