Recent Posts

Don’t just think about it—do something!

“Change leads to insight more than insight leads to change” ~Milton H. Erickson Sometimes you just have to give things a try. I’ve spent many hours with clients trying to help them to understand a new or different concept that I’m confident will help their business. I want clients to “understand” the concept. Understanding a new concept helps them to accept it; and can also give them the resilience to persist even if the early results aren’t what they expect. I’m happy to put in that time. But I’ve been doing some reflecting on when I’ve made the biggest changes in my life; and they … Continue Reading »

PROPOSALS…HUNH! YEAH! What are they good for?

(ACTUALLY? Not a whole lot.) I work with a lot of service firm owners and there’s one thing they all hate, and that’s writing proposals. They love meeting with prospects, identifying the problems the prospects are having, and talking about how they can help. But then they get back to their office and the work of actually writing the proposal is a grind. And it’s easy to see why when you look at the proposals themselves; they are (truly) works of ART! My clients will craft unique descriptions of the problem, then outline (step-by-painful-step) how their unique process™ will produce the … Continue Reading »

Your cash flow is only as dependable as your pipeline. | Agency Sales Pipeline Improvement Case Study

How many times have you looked at your pipeline and felt like you had the rest of the year "set" — yet 2 months later, you have a cashflow crisis. And, that cycle keeps repeating itself. What if you could actually reverse this cycle and make it DEPENDABLE cash flow that allows you to EMPOWER your pipeline? What if your pipeline dictated a constant thread of prospects that converted regularly into dependable cash flow so monthly (and annual) expectations were met. That is confident forecasting. Anchor Advisors consulted with Jayne Agency to: move from cash flow crisis to a … Continue Reading »