Turn your business into “Miracle on Ice”

How does running a $5-million sales revenue company compares to running a $50 million company? How about a $500 million company? Does it require the same skills? The answer is kind of obvious. The complexity of the business increases with size. You need more skills to lead more people, compete with more professional peers, address a bigger market, manage bigger risks, handle being in the eyes of the public, regulators Read More…

Don’t Cut the Target, Expand the Activity

You are 3 months into your fiscal year and your sales are 15% behind plan.What do you do? Some companies would rationalize the lag with “having a couple of slow months”, “losing a key client”, or “the departure of a key salesperson”. These things happen all the time, so the explanations are logical. Hopefully, we can catch up with the plan in the ensuing month. But what do you do if Read More…

Success is a Flywheel, not a Propeller

Jim Collins in Good to Great describes the Flywheel Effect. Picture an enormous wheel like the London Eye, which weighs hundreds of tons and which requires a giant engine to spin. Contrast the flywheel with an airplane propeller, which kicks in suddenly and reaches maximum speed within seconds. Inexperienced entrepreneurs, as well as seasoned wishful thinkers are hoping, that a business is like a propeller. They are yearning for a Read More…

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