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Here’s How to Take The Next Step. How Do I Get Out From Under the Day-to-Day and Work On My Business? That’s the most common question I hear from owner/operators. You’ve got people to sell or make what customers pay…

Management is getting work done through others. Here's How. Care about the output not the work. This is a subtle but powerful distinction. Here’s what I mean. When you get in your car for a trip to the grocery store,…

It's bigger than revenue growth. TL;DR - Progress means you get what you want FROM your company. But you must build the right foundation before you can be strategic. When I first started coaching I knew people hired me because…

What Makes a Sale? The first time this happened I was surprised. I was talking with a client and his team about tracking their lost/won ratio in sales. They were doing $5M a year in revenue and the owner (my…

Incentives are powerful - but hard to get right. “Show me the incentive and I’ll show you the outcome” - Charlie Munger. If only business were that simple. The problem is we rarely want just one outcome. We need a…

Different Outputs from a Single Person. When I read about the distinction between a Visionary and an Integrator in the EOS literature my first thought was “Those are just different names for CEO and COO - concepts that have been…

Levers will. NOTE: You should use your CEO Time to think about this because Revenue Streams are a component of Strategy. Let’s Define Terms. “Make Money” means profit, not revenue. It’s best measured by an aspect of free cash flow…

Even though you think you can. I know it’s not a great idea to tell your audience that they’re wrong. But in my experience of working with hundreds of SMB owners it’s true. We aren’t really working on our companies…

How healthy are you? Don’t Check Your Gut! Did you do a gut check about how you’re feeling to answer that question? If yes, your answer is probably wrong - or at least short sighted. You may feel great but…

I'm Obsessed with systems - as if you couldn't tell. The colored blocks represent the major systems and with subsystems listed within them. Each system produces a number of outputs (results). Any successful company is producing relevant outputs in all…