Measure Your Way to Success by Using KPI’s

One of the things I enjoy about watching a good basketball game is the commentator’s use of statistics. I’m amazed by the wide range of statistics used and the conclusions drawn in the commentator’s analysis of the game. Statistics, in many ways, really tell the story of how the game was won or lost. In…

Ensure a Good Return on Your Investment

To be a business that is, a commercial, profitable enterprise that works without you — your business must give a good return on investment plus a full wage for every hour you spend working in your business. You can then pay someone to do your job and the business profits are not affected. The quote…

Business Success: Eight Fundamentals

Business is full of mysteries, but none is greater than this: What are the elements that contribute to a company’s success? Executives have spent 100 years guessing about what makes a company succeed–and usually guessing wrong. In the best of times, most don’t fully understand what they’re doing right. Even fewer really know how to…

Don’t Think Outside the Box – Redefine It!

Thinking “outside the box” is a popular idea in the business world today. People and organizations are told to think outside the box to stimulate creativity when they need to solve problems, streamline production, establish a new product, or develop a new process. And it’s true that unconventional thinking often sparks creativity and innovation. But…

How to Make Your Business Writing Twice as Good

You can double the power of your business communications simply by stating your primary message earlier. When business writing is bad, it’s usually: Complicated Confusing Vague Unconvincing A straightforward thesis stated early in the copy will solve these common problems. Let your readers know exactly what you’re talking about and why they should keep reading.…

Increase Profits by “Pruning” Your Business

When you hear people talking about sales goals, they’re almost always referring to gross sales, i.e., “I want to do $1,000,000 in sales. But what is more important — gross sales or net profits? Increasing net profits, the money you keep after paying expenses, should always be the goal. Doubling sales does not necessarily mean…

Features versus Benefits

The last thing you want your marketing copy to be is a features-laden description of your products or services.  Most clients and customers base buying decisions on perceived benefits, not features. Think of the feature as the description and the benefit as the result. Then rewrite your feature statements into benefit statements. You’ll save prospective…

Riding a Dead Horse

Riding Dead Horses: A Common Pastime The tribal wisdom of the Dakota people, passed on from generation to generation, states that when you discover you’re riding a dead horse, the best thing you can do is dismount. However, in modern corporate North America, a vast range of far more advanced strategies are generally encouraged: Buy…