Jan 27, 2021

Feedback is a gift… of fear or of serenity?

“Your behavior is unacceptable; please don’t ever do this again!” said the unhappy email from the head of this organization. He was referring to a communication I had sent a few days earlier – and inferred from my message that my goal was to subtly break one of the organization’s rules. I felt hurt. This short email darkened my mood for the rest of the day. What made this specific feedback hurtful, while my wife complaining a few days later about me gaining weight was not?

Jan 16, 2021

Want to grow your company? Start with WHO

What does your most valuable prospect look like? “Probably a lot like your existing valuable customers. The easiest and most profitable growth will be achieved by adding additional customers very much like your current most valuable customers,” explains Robert Bloom in his book “The Inside Advantage.” Clients you resonate with will bring clients in the same vein. The key question is: Who is your ideal customer – and how do you identify and describe them?

Jan 10, 2021

How to set priorities that move the needle

“I don’t have enough time in a day to work on the most important things!” I regularly hear CEOs complain. We all have a tendency to jump on the most urgent problems – because they are urgent and also because, let’s face it: we are addicted to fixing problems.

The issue is: when we focus on fighting fires we don’t work on what really helps move our business forward. A year quickly goes by and we realize that we have missed some of our goals. There is a key to break this vicious circle though.

Jan 03, 2021

Why does Core Purpose matter?

“Who cares about our Core Purpose?” I thought when I joined my first company. “Isn’t a core purpose just a few vague nice-sounding words in an employee handbook?”

I couldn’t have been more wrong! As the company grew, growth pain points became more and more visible.

Dec 07, 2020

My Growth Engine has stalled! Where do I go from here?

“My company has great growth potential, but I am so stuck in the damn dailies, I can’t find time to work on my business,” sighed the 55-years old CEO of this mid-market manufacturing company. He started his company 15 years and successfully grew it – but over the past few years, growth had stalled. His efforts to re-boot his growth engine have failed as well. In short, he felt stuck. How can he un-stuck himself?

Oct 22, 2020

Are you and your senior leaders acting as LEADERS? Five steps to create a culture that aligns your team

When your car’s tires have an alignment issue, it is not only difficult to stay on course but it wears your tires without noticing. The same is true for your company. If everyone isn’t aligned to the same goals with the same strategy — if someone is pulling a little bit more to the right or to the left—you won’t stay on course and you will end up wasting a lot of resources.

Sep 24, 2020

Five tips to increase your team’s accountability

“My company has lots of potential, but I just feel my employees are not engaged. If I don’t push, nothing seems to happen. I’m working night and day and we’re still missing 40% of our targets. I once dreamed of being a firefighter, I guess that dream has come true. All I do is put out fires, I have no time to focus on my business.”

Sound familiar?

Aug 04, 2020

Your company has hidden pockets of cash – here is how to find them.

“Cash is key, and Elvis is the King!” kept asserting my trainer at this intensive 2-week long management consulting training 20+ years ago in the cold Boston winter. This was a twist on the famous “cash is king” motto – trying to convey to us non-Americans how much Elvis meant to him while emphasizing his important cash message.

With times as they are, cash seems to have taken back its throne for many small and mid-sized businesses.