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Knowing your “stage of growth” to maximize your business success

When you’re deep in the day-to-day of your own business, you might be surprised to find that most B2B service businesses follow the same “lifecycle.” Including yours!  Recognizing this is the first step toward reaching your next level of success. Because it means you can follow a blueprint of what other business owners before you…

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What you told me about retainers, the good and the bad.

In my last message, I talked about the problem of retainers, they seem like a great way to smooth out revenue and make delivery more predictable. Still, in reality, they may turn into a bog of over-servicing and under profitability.  I asked you to tell me about your experiences, and you were very generous with…

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Are retainer clients your best clients, or your worst clients?

Maximizing monthly recurring revenue (MMR) is a goal for most business owners. Knowing that we are going to have that retainer payment coming in each month makes it so much easier to plan our cash flow, our staffing and makes it easier to sleep at night. When I talk to agency owners they want as…

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Which is worth more to your company; a great employee, or a perfect fit client?

Which is worth more to your company; a great employee, or a perfect fit client. I think for most of us, the answer is simple; I’ll take a new client (revenue) over a new employee (expense) any day! But before you answer, think about one of your top team members; how much do they improve…

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If you want raving fans, you might have to endure some haters.

When I talk to folks about the chat app Slack, I’m amazed at how folks either love it or hate it! Those who have embraced it tell me about how it reduces their internal email load to almost zero. They feel like everything is easier to find (Slack’s search is excellent) and better organized. They…