Business PerspectivesThe 7 Deadly Sins of an Entrepreneur -- Reprise I make no claim that using the Seven Deadly Sins as a metaphor for business behavior is original. Of course, the original concept is a codifying of “undesirable” human behaviors, or sins. The work probably comes from the Latin word … Read More » Will Small Business Win in the End? A few weeks ago Schumpeter, the nom de plume for each current author of the business op-ed column in The Economist, postulated the decline and fall of the Western Corporation. Could small business be the little furry mammals of the 21st … Read More » Boomers and the Lost Generation Those who read this column regularly are well aware of the huge shifts underway as a result of the Baby Boomers’ coming exodus from the workplace. Those who aren’t familiar with the issue are invited to download my free, 45-page … Read More » |
Exit PlanningContingency and Continuity Planning When business consultants talk about preparing for unforeseen problems, they frequently commingle the terms contingency and continuity. The terms are not synonymous, and there are important differences between them. Contingency Planning Contingency planning is generally accepted to mean how a … Read More » EBITDAC III: Where are we now? EBITDAC is a facetious term for Earnings Before Interest Taxes Depreciation Amortization and COVID. I first discussed it in this column back in April of 2020, with an update on the impact of PPP loans in May of that year. … Read More » Manager or Leader? Planning Succession Should you hire a manager or leader as part of your succession planning? Before you make that decision, you need a pretty good idea of what your exit plan is. Once your objective is set, it’s one of the answers … Read More » |
Managing EmployeesSchool Daze and Business Owners “School Daze” is more than an old Spike Lee movie. It’s the latest “COVID-19 gift” as one of my clients facetiously refers to ancillary issues created by the pandemic. As employers, we are watching and waiting to see what new … Read More » Selling to Employees: Exit Planning for Small Business Part 4 Selling to employees is one method of transition that is growing rapidly in popularity. Usually the driving motivation is a desire to help the people who got you this far enjoy some of the benefits of ownership, but there is … Read More » Manage Activities; Lead for Results A few weeks ago I posted a comment in the Business Journals Leadership Trust Forum about a life lesson I learned regarding the difference between effort and outcomes. They reached out and asked if I could expand my comments a … Read More » |
Marketing and SalesGoogle, SEO and the Yellow Pages Game When the Yellow Pages were a primary source of advertising for small businesses, they had a nifty sales technique. If an advertiser was doubtful about the value of an ad, their sales rep would offer a special telephone number to track how much business … Read More » When a Salesman isn't a Salesman A business owner decides to beef up his company’s sales talent. He forks out a hefty salary for a “proven performer” from another industry; then…nothing. The salesman (or woman) is glib, professional and hard working. The owner devotes more resources … Read More » The Tyranny of The Bad Customer “The customer is always right,” or at least that’s what most business owners profess to their employees. We post it for all to see. “Customer satisfaction is job one.” “Our boss is the customer.” The most important person in our … Read More » |