When the waiter walks by your table in the restaurant, you raise your hand slightly to indicate that it’s time for the check because it’s time to go. If you are considering raising your hand and selling your business, let’s review some of the things that you can work...
When we last looked at this, we identified five critical areas: sales, financial, operating performance and customer satisfaction as the vital components that should be on your management dashboard. While few dashboards I’ve seen have all five of these...
Should you focus on taking care of the customers that you currently have, or place an emphasis on winning new business and new opportunities? The answer is yes – both. But now comes the hard part, which is how to do both effectively. Solid relationships enable...
A while back I asked if it was time to re-think the structure of your sales and client facing teams. Maybe you’ve had some reservations about how to make the transition. If you’re like many printing company owners, you’ve got an experienced group of sales folks who’ve...
Companies typically don’t go out of business because they lose money in a month, or a quarter, or for the year. They go out of business because they run out of cash. It can just as easily happen to those companies who are making a profit. These operators sometimes...
When you watch top athletes perform, they always look cool, calm, and collected. You might say they make things look easy. What we don’t see is the work that they put into their years of training and practice sessions. That work is designed to take them beyond their...