With shorter time frames and tougher environments you need to ask or be able to answer these three questions: 1. Name the people and businesses that you will get business from next month. 2. Name the quantity and value. 3. Name the decision maker within the organisation who will choose your business as the person [...]

That is the inclusion of “permission to learn from errors”. This freedom to fail quickly indicates an openness and delegation of real authority and responsibility to key members of your evolving business. The constriction you feel as the owner because your key team members aren’t delivering is usually based on their lack of permission.

Nothing original in my blog this week...... come to think of it there rarely is, anyway..... thanks Seth, this is what its all about. Every day is an investment You're not lucky to have this job, they're lucky to have you. Every day, you invest a little bit of yourself into your work, and one [...]

Is your powerful, audacious objective. The second lineis a defined set of numbers...... that define your objective The third line is who will own each number and therefore identifies who will be rewarded for its delivery..... the inverse is also true! Lines four to ten are the seven activities that will deliver your objective..... ok [...]

Budgets are numbers..... things that you can aim at..... it is the words you put around the numbers that bring them to life. Plans are actions..... and they are fueled by emotion and directed towards delivering your “number”.....your goals. Planning identifies our business mine field, it is about the emotions, and we use the numbers [...]

Your number could be...... weeks, prospects, new jobs, dollars, profit etc, etc. There is no choice. We need to tie our actions to these goals..... if the action adds to or propelles us towards our goals then “just do it”! If they don’t then don’t! Our two or three numbers that form our business objectives [...]

In servicing clients do you do it as a “valued” provider who is positioned to meet their needs (lift their opportunities or reduce their risk) or do you “maintain your space” and wait and try and wear them down. The solution is clear and rewarding….if you are open to the re-evaluation and repositioning of your [...]

Often business owners are caught trying to interpret and second guess investors desires and wishes. And the thing about investors desires and wishes that inhibits managers is that they are fickle. Leaders need to see beyond this fickle nature and sell the long term view…no doubt this is tough in an often conflicted environment. If [...]

Simply the business owner often has purchased a business to secure their position….buying a job. The business leader recognises their role is incorporating the values of: • Visionary. • Motivator. • Mediator. • Rewarder. • Advisor and mentor. The owner is looking at costs and managing the systems. The leader does these things and is [...]

This is when you assume that your prospect actually wants to listen to what you are saying.! Have you listened to where they have been? Do you understand where they want to be after this interaction with you? Have you seen the journey that they’ve been on? And what response do you really want to [...]