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Burnout and How Owners May Avoid It
Many business owners find themselves facing burnout. We question our business, our industry, the economy . . . everything seems out of our control. It isn’t. Think of this. After doing the same thing for five, ten or twenty years, how can we be excited about doing the same ole, same ole? It’s called burnout. Remember […]
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Dead Printer Not Selling
In my weekly conversations with printers I’ve found a rash of Dead Printers Not Selling. They’re coasting on selling ghosts of the past. Worse yet, I’ve found a number of them who are in their 70s who don’t have the money to retire and their businesses aren’t worth much. So they have to sell. But […]
Read More »Check List of Questions for B2B Sales Calls
Ever wonder what questions you should ask when you’re in front of prospects? While situations vary greatly, you need to be prepared and this takes planning. Here are 80 some questions, tips and idea starters in check list form that you might find useful. Sometimes one question is all it takes. More frequently, however, it takes more. […]
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If things are so good, where’s the cash?
Watch our video “If things are so good, where’s the cash?” here. To download the handout for this video, please click here (PDF). This video requires a HTML5 browser. If you have problems viewing the video, please use the following link to watch the video: http://cprintalliance.com/videos/good To view this video please enable JavaScript, and consider […]
Read More »Cash In: Avoid Being a Hostage Owner
Pop runs a “successful” business meaning it has makes lots of money but he’s a “hostage owner.” That’s because Junior was brought in as a salesperson as Pop didn’t want to do that. One day he’s told to call on a prospect who called in and that prospect turned into the businesses’ number one account. Now, years later, Pop and […]
Read More »Cash In: Convincing Pop to Move On (retire)
One consultant took on the question recently giving a son some hope he could convince the father to retire. He suggested reasoning with the parent and explaining how important the business was to a number of families. That ain’t my experience. My experience is that the owners of the business can and will do with their property what […]
Read More »Cash In: You Select the Sucessor
Predecessors Must Select Their Successor Dr. Leon Danco said it best about the successor. “You (as predecessor), must select, train and install the successor in your lifetime.” This is especially true if you have more than one sibling working in the business, you should not leave it up to a battle among siblings. That always […]
Read More »Cash In: Real Work Experience
The third step on the Executive Track is Real Work Experience. The first two steps are completion of the High School Track then Education (see previous articles). Once the educational component beyond high school is attained or maybe while it is ongoing, then the successor should get a job with a business outside of your […]
Read More »Cash In: Step One of the Executive Track
Most business owners don’t place the value upon our experience that we should. But who can blame us? After all, we started with nothing besides knowing how to make or do something and built a business from scratch. We rarely stop and think why it should be any different for OUR offspring. And that thinking […]
Read More »Cash In: Successor Tracks for Transitions
by Tom Crouser Once a business is organized around functions, one may logically train a successor. How this is done is important. It first starts with understanding career “tracks” within the business for being a member of the “lucky gene pool” isn’t enough to qualify someone to take over the business. Once understood, the “executive […]
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