December 31st, 2010
End of the Year: Taking Inventory
For many businesses each year goes by and a “list” remains of the issues and goals they’d like to have addressed. For many though, the items stay on the list and just get moved from one year to another in the hopes that time will free up in order to address them.
So, well in advance of the time to make a new year’s resolution, we offer some tips to ensure that you know what you need to do and are able to so clearly identify your goals, that you can then create a workable implementation plan and get things done in 2010!
Start by doing this 4-step assessment:
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May 20th, 2010
Profitable Prospects, Profitable Clients
Wait a minute…. What do we mean “profitable” prospects and clients? Aren’t all prospects and clients profitable? Well, actually no. We believe this is a mistake many firms—new and seasoned—make all of the time. Spending time on a prospect that isn’t going to buy or that isn’t a right fit for your firm, isn’t profitable. Having clients that demand too many resources and too much cost to manage, isn’t profitable.
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May 20th, 2010
ILOSAM, or, Beware Putting the (Sales) Cart Before the (Infrastructure) Horse
Our focus is on removing sales, marketing and organizational obstacles to success. It continues to amaze us how many young companies, or even new ideas and their proponents at established firms, engage in a frenzied rush to sell. So often they are missing the basic building blocks needed to be successful. Of course, there are many reasons—it may be VC or board pressure (especially for new firms), fear of new competition or even management hubris—but be assured that the ILOSAM shall not be broken without consequences.
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May 20th, 2010
Why Don’t You Want to Fix It?
Why don’t firms want to fix their problems and move on to bigger and better things? We’ve been consulting as The Collaborative now for fifteen years, and the partners collectively have over 60 years of business experience. We constantly see this inertia and this is the question that has nagged us the most over the years.
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