Advice

Mind Your Business: Stop selling to sell more

When the owner is the rainmaker, accounting for 76 to 100 percent of sales, the business will lose out to its competition. John Warrillow, the founder of The Value Builder System, maintains that business owners don’t do enough to make…

Mind Your Business: Are your employees optimistic?

“Culture eats strategy for breakfast” is one of my favorite business quotes (thank you, Peter Drucker). It means that  If your employees aren’t earnest about your vision, they won’t be ardent about your strategic plan. Consequently, your company will flounder.…

Family business power struggle

As one generation of management approaches its end, the life of the family business is jeopardized. According to the Exit Planning Institute, only about 30 percent of family businesses transition to the second generation. Twelve percent make it to the…

Introduction: Down to Business

For decades, the couple contributed to a variety of community outreach efforts and had been particularly involved in animal welfare programs, working with the local Humane Society and an organization that traps, neuters, and returns feral cats. They adopted a…

Are you significant? Or just successful?

If you’re a business owner, you’re probably successful. But, is your business significant, or just successful? If it’s successful, it provides you a good income. You might own a lovely house (or two). Nice cars. Travel well. Kids’ college is…

Grow by listening to clients

In a world where everything is going digital, let’s not forget that sales require discussion. Maximizing your company’s growth rate means doing more than improving your team’s sales skills; the process itself needs to improve. Go old school and give…