Sustainable revenue demands leadership

Recently, an employee of a tool company publicly commented (in a snarky way) about another vendor in their market. The target of his remarks isn’t a competitor. They create tools which complement what’s created by tools sold by the company that the snarky guy works for. Do employees who publicly snark about a vendor (or […]

“Sink or Swim” is not training

Pentagon Secretary Rumsfeld once said “…you go to war with the army you have, not the army you might want or wish to have at a later time.” He wasn’t referring to the Army personnel, or to their level of training, but to the number of Humvees that were not armored and therefore prepared for […]

Being ready for a new customer

In a sport, when a player isn’t ready when the play starts, bad things tend to happen. In some sports, a penalty. In others, the opposing team gains an advantage, sometimes big, sometimes a few points. In business, being ready when “the play starts” means you might get the business. Not being ready may mean […]

Sidewalks, groundhogs and accounting

A couple weeks ago, Puxatawney Phil saw his shadow. As the legend goes, this indicated that we’d have six more weeks of winter. Given the kind of winter we’ve had so far, I expect more shoveling before April and May get here. Yet we’re not here to discuss the weather, at least not specifically. As […]

Chaos, frenetic activity and burning buildings

Years ago when the photo software company first started, it was not all butterflies and rainbows. Quite the opposite. Day one was full-on chaos. On Friday, the check was delivered and a jointly-written email (and written letter) from the old owner and I went out to every client. On Saturday, the code assets arrived. On […]

Checklists delegate a process, not a task

One of the things that tends to plague solo business owners and managers in smaller companies is delegating complex tasks as the company grows. In “E-Myth” fashion, the owner and technician (whatever that means in your line of work) is faced with the choice of delegation or overwhelm as their company grows. Sometimes there are […]

A well-armed minutiae: Urgent, not important.

Yes, I said “minutiae”, not “militia”. The similarity and power of these two words struck me, so I thought I’d substitute one for the other. One of the most dangerous things in your (and your team’s) day to day productivity is the “crisis of the unimportant”. IE: tasks that seem important only because someone interrupted […]

Which little things do you let slide?

We often let little things go because we have “bigger fish to fry”. We prioritize tasks, clients, products and services over others of the same sort because we have to. Prioritization of what’s important today over what might be important tomorrow, or even later today is perfectly normal. We have to do it. The challenge […]

Train them to make it easy to buy

Last week, we discussed the importance of training your employees to use systems well beyond the cash register, including those strategic to the company. While a normal cash register transaction is a typical customer interaction for a retail or service business, there are always the random circumstance that isn’t part of the “poke a few […]

Leading your team to goal setting

Last week, I suggested that you communicate company goals to each team member so that your company-wide goals have context for them in their daily work and with their department’s goals. That’s only part of the job when working with team members and goal setting. The other part is making sure they have a process […]