Blog

Improvisation: Discipline and Flexibility

“There’s always improvisation going on, in every performance” said one of the classically-trained violinists of the trio Time for Three. “Improvisation is based on discipline and flexibility.”

I immediately recognized that that’s exactly what the best performing companies do: they have discipline combined with flexibility to respond to new or unexpected situations or opportunities.


What Does Success Look Like?

“Success” is a word that evokes many emotions: happiness, relief, exhilaration, exhaustion, competition, standing out in a crowd, fighting your way through the crowd, leading all the way, coming from behind, overcoming obstacles, grit and determination. That’s why I love asking everyone to describe their own answer to the question: “What does success look like?”

What is your answer to this question? “What does success look like to you?” You can specify quantitative goals for sure, and I also encourage you to expand it to include qualitative achievements.


Buyers Choose Your Company- Show them Abundant Appreciation

“We are thrilled for the opportunity.”

That was the response I received when I inquired about booking two breakfast events in the next four months. Not simply “Thank you for your business” or “We’ll be happy to help” or “Sure, we’ve put a hold on those dates for you.”

“We are thrilled for the opportunity.”


Resolve: Do NOT Chose to Lose $$ in 2018

For get the long lists of resolutions! You only need to make two promises to yourself in order to create dramatic business growth: one Do and one Don’t. This week you’ll read about the DON’T. It’s a big one and will make the difference between success and dramatic success in 2018.


Get Your Company in Tip-top Shape

Is your business for sale? Most likely not, as most companies are not actively for sale at any given time. What would you change about your business if it was soon to be for sale? What would you change and improve to be sure you received the very best offer?

If you know there are improvements to make for a future buyer, ask “Why not make them for myself, right now? Why settle for less than peak performance?”


Matchmaking in Business: Are Your Buyers and Your Offerings a Great Match?

A client, the president of a cyber security firm, told me during our recent advisory call, that he is bound and determined to make a big leap in revenue and profit in 2018.

He’s been working with me to apply intense focus for a week at a time to one aspect of his company, and he’s feeling good. He has discontinued many routine low-value tasks; he found other people to completely take over others. He guards his attention more carefully, which means he attends fewer meetings and pays attention to outcomes, not the details of inputs.


The Silent Killer: Small Thinking

Small thinking doesn’t make any noise, unlike like big thinking or disruptive thinking. Small thinking comprises little things you don’t pay attention to; that seem innocuous; or that are so habitual and ingrained that you don’t even stop to think about them.

But small thinking can add up to big business problems. Some recent examples of small thinking I’ve come across suggest to me that these companies are moving into the danger zone, and they won’t even know what killed them.


Celebrate Your Company’s 10th Anniversary—and Thrive to the 20th and Beyond

As your company celebrates yearly anniversaries, are you crossing your fingers—or deliberately planning— to make it another year?

I recently conducted a workshop with business owners where I showed them the powerful revenue advantages of choosing risky options. Their businesses have been in business from a couple of years to 27 years. We talked about what it takes to make it past the first 5 years and far beyond.


Want Marketing Mastery? Use the New Rule

There is one new marketing rule that will drive company revenue—and owner wealth—sky high. What is it?

Tailor your marketing to the way your buyers buy.

I always start with the highest end buyers, no matter the company or its products and services. Let’s see how the new rule applies.

What do they want to buy? How would they prefer to buy?


Focus Not Frenzy

Did you wake up this Monday morning and think “What do I have to do today?” or a variation such as “What’s on my calendar?” Do you have these thoughts every morning?

I used to do this myself until one day I asked a different question: “How am I going to attract my clients to my new offering?” Then everything I did that day and that week was focused on this specific new service: bringing it to the attention of my current clients; writing and calling them to talk about their progress towards their own goals; and offering some customized adjustments on the spot. A week of that focus produced three new purchases.