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In the month of October we’ve been holding some very intensive CEO workshops. Before we address these audiences we look at their web sites. This post is about that review. It wasn’t pretty. Read More

In the non-VC world, businesses that make a loss are called products not businesses. To be called a business you really need to make a profit and convert most of that to cash to survive. But how do we align our scaling plans with our balance sheets? Read More

There has never been this much advice available to grow and even scale businesses. We are inundated with checklists, better ways of doing stuff, and best tips. But here is the problem. As a leader, you are letting it come to you. You are allowing interruption to wash over you. Read More

All products and services need to perform. They need to do the job they claim they can do. These days the bar for “ease of use” has been raised by an increasingly sophisticated audience. This post examines the importance of understanding how your customer uses your product. Read More

We all know that bringing rigor to your sales process makes sense. However the difficulty is trying to execute one. In this post I've articulated a simple four stage system that will transform your sales pipelines. Read More

Verizon are trying to buy out their 45% partner Vodafone for $130 billion. Now that gets the headlines. But what about the small mergers and acquisitions that take place below the headlines? These smaller deals can transform the prospects of a small business. Read More

There are over 21m one man bands mainly selling some sort of service. Another 5.2 m employ less than 20 people and many of those are selling services. That's about 98% of the 27m US enterprises. So how do you scale these businesses where the assets go home at night. Read More

Margaret Heffernan last week highlighted 3 key entrepreneurial characteristics that the great man admires and looks to see in people he does business with. Energy, Intelligence and Integrity. This post translates those thoughts for the small business owner. Read More

In this final review of Daniel Pink's New Rules for Sales Success I examine - Clarify, the art of questioning and perspective thinking. Read More

The new rules for sales success are the new ABC of Attunement, Buoyancy and Clarity. In this second post in the series I review Daniel Pink’s rules on Buoyancy. He breaks down his thoughts into: Positivity ratios, self-questioning negativity, measure rejection, negativity and realism. Read More