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As you scale your business one of the challenges you face is to leverage the trust you develop with each customer, to sell him more products and services that he needs. It’s clearly much easier and cheaper to sell more products to existing customers than find new customers to sell to. Read More

The North American Industry Classification System (NAICS) is the standard used by Federal statistical agencies in classifying business establishments for the purpose of collecting, analyzing, and publishing statistical data related to the U.S. economy. How do you use these to scale your business? Read More

How do you sustain the momentum of your business once it starts to move? How do the moving parts connect to drive the car forward? How do you create continuous momentum? I’m not sure leaders are explaining to their teams how this works. Let me help by taking the analogy with cars a little further. Read More

The WSJ ran an interesting piece this week, on the issues surrounding employee stock-ownership plans. I’ve extracted some points worth considering from the article and added some issues from my own experience. Read More

The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that price was not the key factor. Read More

Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential moves that might help. Read More

We are told it’s all about generating content. Quality, remarkable content that will be picked up by the search engines and drive high quality prospects to your site. These prospects will fill in forms or call you leading to great deals being closed. Read More

If you decide that 2013 is the year to sell out there is a key process you need to pass - the Due Diligence Test. To beat the odds of 1 in 6000 (27.3m US businesses, only around 6000 will exit this year for $10m or more) you will need to pass through this rigorous process.Many fail this test. My re Read More

Container Store operates 59 locations, booked sales of $707m last year and six years ago sold a majority stake to a Private Equity House. CEO Kip Tindell was interviewed on March 21 by the WSJ. Key comments he made and my suggested actions for your business are highlighted in this post. Read More

I see the same problem again and again as businesses try to scale their operations. You can’t afford to recruit a new person for every task. So tasks float around half done by the loyal servant with 10 projects to handle. Whether your business employs 5 people or 500 people the allocation of tasks Read More