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[26 Sep 2008 | No Comment | ]

“Okay team, let’s get this sales meeting underway. The CEO said we need to sell a thousand widgets this year. Since there are seven of you. . .let’s see, divide by seven, round up. . . your quota is 150 each, so that’s three per week. Any questions? Now go out there and sell. And try and help each other out, too. I’ll be in my office if you need me.”
Mistake #1: this is not a team. A true team comprises complementary …

Management »

[3 Sep 2008 | No Comment | ]
Stable Change

Boredom never seems to be a problem for business owners. If anything, the list of ideas, opportunities, competitors, technology, and challenges is never the same one day to the next. Change is constant, sometimes vexing. How do you most effectively harness that momentum to accelerate your business instead of being tossed about like a sparrow in a hurricane?
Let’s look at four places along the path between you and your customer.

Foundation – core values, mission, and offerings of your company
Operations – activities and systems used to …

Management »

[8 Aug 2008 | No Comment | ]

Keeping track of your company’s performance usually means regular review of your financial statements. With a little extra effort there are some other measures you can use that give you a better perspective on performance and let you see and act further into the future.
Reporting vs. Managing
Financial statements show the past; the format is useful for reporting, not managing. Even with real time accounting, the data you are getting show what has already happened; there is no real indication of what is about to happen. Looking at …