Here’s what I think. He probably would not be asking about your presses, or whether you hit your production targets. He wouldn’t ask if you’ve won any industry awards. He probably would ask why your customers keep coming back. I believe that question is as relevant to...
Every week brings a pile of decisions with real money and real consequences to your desk. Do you invest in a new press? Upgrade the space, or bring on that new hire you’ve talked about for months or, add that software that the vendor keeps pitching? All of this sits...
Congratulations. You’ve run all the numbers a dozen ways and negotiated a fair price and structured the deal that works for both sides. You’ve done the heavy lifting on this deal, and the attorneys have already been looking for their fees. So, what’s missing, and why...
It’s frustrating. Your revenue is up and the production floor seems busy. Your staff is working all out and new accounts are knocking on your door. By the looks of it, the business is working well. Unfortunately, the P&L still looks the same or even worse. You...
Every day you go to work, you’re focused on doing the very best that you can and continue to build a business that thrives. I don’t think anyone will argue with that. So, what separates those who are truly accomplishing their goals from those who appear to be busy,...
Stop bidding on jobs. Start winning accounts. This is a continuation of an earlier blog on chasing accounts. I see it happen all the time: a sales rep rushes to put together a competitive bid for a new prospect, asking everyone to sharpen their pencils to squeeze out...