In the last few blog posts I discussed the importance of defining a Market Opportunity and controlling Cashflow in order to build a successful business. My original post mentioned a third reason why new businesses fail: hiring the wrong people. You write up a job spec, send it to the appropriate networks, get some CVs…

Read More

It’s not how much, it is just “how”. How does good cashflow management provide solutions to problems before they arise? Your business plan is alive and dynamic. The financial part of it is no different, it is evolving with you and is continuing to inform your decisions. Tim Berry, founder of Palo Alto Software, defines it…

Read More

This image really says it all (click to enlarge). I don’t have a source, unfortunately, as it was shared with me on a feed. If anybody does know the provenance please do say so in the comments. We have all seen this happen – in one guise or another. Every business transaction includes the input…

Read More

One of the principal reasons new businesses fail is a lack of market opportunity. To prevent this, simply define that opportunity and position your product or service accordingly. Except, of course, that it is not a simple task. While the exercise itself is a straightforward one, fulfilling it is complicated as it requires a business owner…

Read More

Understanding the difference between strategies and tactics (and, I would add, goals) is key to good business planning. This is subject matter I have covered previously and which, I am sure, I will cover continuously throughout this blog. I never tire of effective ways to differentiate these elements, and was recently sent another gem to…

Read More

Hey, let’s build a business plan today, doesn’t that sound like fun? Not many people want to write business plans. And yet, they are important. Look at the three primary reasons why new businesses fail: Lack of Market Opportunity Ineffective Cashflow Management Hiring the wrong people Every other reason also stems from these three. And…

Read More

Another form of content you can share with prospects and clients is an eBook. Growing in popularity as a business tool, eBooks are another opportunity to bridge the formality gap between a White Paper and a Case Study. But how do White Papers and eBooks differ? White Papers First and foremost: white papers are not about…

Read More

Sales is about Buying – this much we have discussed. A big part of making it easy for people to buy from you is the right educational content. “Educational” means it imparts knowledge that is helpful to the recipient. It is, in other words, solution-focused information, rather than brand-focused. Many client needs and want will…

Read More

Business success is not determined by how much you sell: it’s determined by how much your clients buy. Enter: the Buying Cycle. The more you allow your clients to buy, rather than trying to sell, then the easier it will be for them to buy, the more sales you will close, the more willingly people…

Read More