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As a business owner, you know what it’s like to lie awake at 2 a.m. Maybe it has happened when you are excited and full of new ideas for your business. More often, it’s because you are worried about issues you will face the next day. Sometimes, it’s because you just woke up with the solution to a problem. I’ve experienced all those emotions about my businesses over the years. Awake at 2 o’clock? is where I share them with you, and hopefully help with answers that will let you sleep.
John F. Dini, CExP, CEPA
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Small business owners are the Hunters of the 21st century. We are 3% of the US population, and yet we create over half of all American jobs. As Hunters, we may not be inclined to manage by the numbers or stick to systems. Are you a Hunter or a Farmer?
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How prepared are you to exit your company?
The Assessment breaks down the four major categories of exit readiness; Finance, Planning, Operations and Revenue/Profit.
Tag Archives: management
A 35K guy is a 35K guy…
I had breakfast with a client this morning. He was planning a new training initiative for his sales team. “How much do the make now?” I asked. “About $30,000 to $35,000 a year.” he replied. “What are you trying to … Continue reading
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Attrition Opportunities
A client of mine used a great term in a conversation last week. Someone asked him if he had instituted any reductions in force (layoff, for those on the receiving end) in his company. “No,” he replied “but we’ve had … Continue reading
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No instant replay in small business
There was a great play in the Yankees-Angels game last night. I’m not a huge baseball fan, so relax, this is really about business. Alex Rodriguez rounded third on a base hit and headed for home. The throw beat him … Continue reading
One Response to No instant replay in small business
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I've played a tremendous amount of baseball in my life and I continue to see infinite parallels that can be drawn between winning a baseball game and winning the game of business.
The ecomomic reality you've described is not pretty and, as you descrbied, paralysis WILL result in failure.
A World Series played in Phillie and NY will NOT be stable. It will have its share of ugly weather, insane fans and rotten calls. Welcome to the big leagues. The team that can understand its critical success factors, adapt quickly to changing conditions, manage emotions, stay focused and continue to execute no matter the odds will emerge victorious.
Go Yankees…
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Here’s an exercise
Nothing fancy. Just presume, for a second, that my last post was substantially right. We will have a technical recovery from an economic perspective, but it won’t feel anything like prosperity. Ask yourself two questions: 1. What will my business … Continue reading
One Response to Here’s an exercise
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Good thoughts, Our TAB board is constantly drilling that into us. If this is the business climate I'm in, what should I be doing.
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The Rhythm of the Sales Process
With so many of our clients trying to boost sales in a tough environment, we’ve been having lots of discussions about sales incentives. It’s surprising to me how many business owners create incentives that don’t fit their business, simply because … Continue reading
One Response to The Rhythm of the Sales Process
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Because cash is King, I have heard several suggest that if you do have a line of credit that you take the money from it and invest it in a short term CD. Any comments? I know several of my TAB members have done it.
John- Hope you and the family are well! I love what you wrote and it is absolutely true.
I recently promoted someone to “take over” running the parties for my business which as a caterer, is a pretty significant move for me and for “him.” I am sharing 30% of the net from each party plus he receives pay for the party as well (about $120 bucks for each party). I have asked him to pursue bringing in business as well. He will receive an additional bonus for each gig he brings in. I can see that is where he will fall short, unable, uninterested or uncomfortable going out and selling. I think I offered way too much between the 30% and salary and now the incentive of an additional bonus isn’t really having an effect because he is making enough and certainly more than he has made before.
I can’t afford to bring a salesperson in to this small business, that means it still falls on my shoulders.
Good to hear from you, Paula. I hope you are all doing well. Yes, there is really no motivational technique other than self-motivation. Those who have it look constantly to improve and do better (although it isn’t always money.) Those who are satisfied are satisfied. You can’t make them unsatisfied.