April 24, 2019
Getting Comfortable With the Uncomfortable
“You have to get comfortable with the uncomfortable if you want to grow.” I heard this recently and it hit home. It reminded me of…
April 17, 2019
What, You Only Have Six Customers?
For the foreseeable future once a month this memo will be on a topic to increase value in a business, which is exactly what business…
March 20, 2019
Fussy Buyers & Naive Sellers
My friend Dennis Hebert with CFO Selections called recently regarding a client of his who is thinking of selling to his COO/GM. The holidays got…
March 8, 2019
The Five Types – Buyers, Owners, Employees
I’ve been in my industry for about 25 years. I’ve seen a lot of business owners, business buyers, wannabes, employees; meaning people of all types.…
March 7, 2019
Podcast – Naive Sellers and Fussy Buyers
Whether it's a business seller believing their business is better than the cutest puppy you've ever seen or buyers wanting perfection, attitudes have to change…
February 13, 2019
When “Word of Mouth” Isn’t Enough
I’m talking to an owner who’s pretty darn proud of the fact he doesn’t do any marketing or have any sales effort because it’s all…
February 6, 2019
Getting Culture Right
In November I had the pleasure of attending the all-staff dinner as part of the Farallon Consulting retreat (Farallon is an environmental consulting firm on…
January 21, 2019
Bananas, Passion, and Priorities
Why my dog's love of bananas is an indicator for doing well in business. Get Started With A Consult
December 19, 2018
How to Ruin a Deal
As part of Jessica’s training I went through my folder of old articles and other industry materials. I came across something from a business broker…
November 21, 2018
Confirmation Not Blind Belief
As part of Jessica’s training we are reviewing one chapter a week from Russell Robb’s book, Selling Middle Market Companies (which is really about selling…
