6 steps to successful goal setting in 2020

6 steps to successful goal setting in 2020

Let me ask at the end of this calendar year, what goals have you set for your business in 2020? Have you set any at all?How can you have meaningful goals that make a real impact on your business in 2020?  6 Steps to Successful Goal Setting1....
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3 Benefits from Coaching for Peak Performance

3 Benefits from Coaching for Peak Performance

The end-goal of coaching is to unlock performance. Whether coaching an individual or an intact team, apart from the human value that comes from coaching (sometimes as precious as “I’m sleeping through the night again!”), the business value-for-money from coaching is almost always measured in the higher...
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4 Leadership Transitions – Coaching for Peak Performance

4 Leadership Transitions – Coaching for Peak Performance

Coaching at its core aims to raise confidence to unlock peak performance. Rarely is this more important than in transitions, when confidence is up-rooted and new connections must be made.For individuals and intact teams, coaching provides time for confidential and deep action-orientated-reflection –within contained time-frames. Through ...
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10 Challenges To Team Working

10 Challenges To Team Working

High performance teams and team working are dominant client themes. Some businesses have nailed this; they value team-working and see no challenge to its continuation. Others struggle to make it happen. Why is it hard for colleagues to work...
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5 motivational bridges to teamworking

5 motivational bridges to teamworking

High performance teams consist of team members who successfully negotiate 5 motivational bridges. Tie what an individual values to the team’s results and you tie individual motivation to high performance team-working.So what do individuals value, fight to protect against loosing? What are the questions team leaders need to address to...
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Improve your Customer Experience and Retain your Customers

Improve your Customer Experience and Retain your Customers

Research shows that 20% to 70% of new customers are lost within the first 3 months of acquiring them. All that hard earned effort in winning the new account,just goes to waste. In the financial services sector, 32% of new banking customers leave within 12 months of opening a new...
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Mindset Overcome Failure. Persist Or Desist

Mindset Overcome Failure. Persist Or Desist

Learn The Business Mindset To Overcome Failure I recently came across the story of a remarkable man. He first went into business, but his venture flopped. He switched to politics, but his first year also flopped. He tried his hand at business for a...
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6 things the World’s Greatest Managers do Differently?

As 2018 comes to a close, having worked closely with clients on team-working and high-performance this year, let me gift you some reflection questions. Why not use these to capture your key learning from the year that’s been and to inform good practice for the one to...
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Develop your Exit Strategy – 8 Drivers that Optimise Your Business Value

Develop your Exit Strategy – 8 Drivers that Optimise Your Business Value

Especially with all the uncertainty of today’s political climate, how ‘saleable’ is your business? If you would like to have the choice of selling in the future, consider 8 key factors buyers have in their minds when purchasing a company. Also consider what actions you should be...
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10 Tips for increasing sales from your customers

10 Tips for increasing sales from your customers

Your customers are the easiest, most profitable group to which you can market your business. They are your fastest source of additional revenue and profit. So when was the last time you made a concerted effort to sell more to them or even to contact them? They...
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Relationships, Trust and Teamwork: the Formula for Business Success

Relationships, Trust and Teamwork: the Formula for Business Success

Good RELATIONSHIPS and TRUST are vital ingredients for building high performing TEAMWORK. And all three – relationships, trust and teamwork - are essential for building and sustaining success in business. So let me ask: why is management so often almost exclusively focused on sales, marketing, new technologies, pricing, customer service, operations...
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7 Ways to Improve your Marketing

7 Ways to Improve your Marketing

Having worked and spoken over the last 7 years with many business owners, I have come to realise that very few see marketing as a strength in their company. In fact, many recognize it as a major weakness that stops them from achieving the true potential of...
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19 Tips for improving your business cash flow

19 Tips for improving your business cash flow

Poor management of cash flow is a common cause of companies forced into bankruptcy. Even businesses that report profits can experience problems. Many consume excess cash as a consequence of poor working capital management or aggressive accounting policies towards income recognition. Of course, if the business is...
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Improve Cash Flow

Improve Cash Flow

You need to manage your money to improve your business profits. And “cash is king”. Cash flow is as, if not more important, than profit. To manage cash,you need to balance your business needs with the needs of your customers and your suppliers. Watch our video below where Cora Lynn...
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Increase Prices

Increase Prices

Effective pricing strategies are a key way of improving your profitability. Yet so many businesses worry about increasing prices due to competition. Watch our video below where Cora Lynn Heimer Rathbone talks about how to increase your margins through pricing. ...
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Learn from World Class Sales Organizations and how they achieve stellar results

Learn from World Class Sales Organizations and how they achieve stellar results

Are you concerned about the performance and productivity of your sales team? Do you wish your salespeople were generating more new prospects and more consistently delivering, even exceeding, targets? Do you struggle to find good salespeople and retaining them when recruited? I was struck recently by...
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Develop Online Marketing

Develop Online Marketing

It is vital for businesses to have an effective internet marketing strategy. Many companies still have a website that is little more than an online company brochure. It is not a source of leads that convert to sales. By contrast, some entrepreneurs have become millionaires by getting really...
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Generate leads

Generate leads

Too many businesses have one or two proven lead generation methods to reach new customers. For many, this is usually word of mouth or the use of direct sales. If your business is doing OK with one single lead generation method, imagine also what could be achieved if you...
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Develop your Services

Develop your Services

It is vital to develop the services and solution offerings around your products. This adds value to your customers and strengthens your relationship with them. It also provides additional sources of income. Watch our video below where Cora Lynn Heimer Rathbone talks through the reasons why you should develop...
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Improve Business Efficiency

Improve Business Efficiency

Underperforming companies need to urgently review and address their cost structure which is often not aligned to the sales levels in the business.  Expanding companies need to constantly pay attention to their cost efficiency to avoid unnecessary costs, unproductive activities and the build-up of resources ...
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Professional Selling

Professional Selling

Many business owners do not feel comfortable about selling. They are confident about their technical skills and knowledge of their market but not in selling their products and services. Watch our video below where Cora Lynn Heimer Rathbone talks through the Rathbone Results 9 Step Sales Process to improve the...
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Grow sales through existing customers

Grow sales through existing customers

Your client base is a huge asset within your business. Yet it is amazing to see how many companies focus on chasing new customers at the expense of paying enough attention to developing their hard-won client base. Growing business from your existing customers is a key strategy...
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How to Develop your Mindset

How to Develop your Mindset

Developing the right mind-set is critical for being successful as a Business Leader and/or Business Entrepreneur. Thinking about mind-set raises two key questions: (1) what kind of business do you have and (2) how do you build a long term business. So turn that around and consider: what type...
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Are you a day 1 or day 2 company?

Are you a day 1 or day 2 company?

2018 is underway. Did you set clear goals for the year and if so are they still in focus? Are you optimistic about the year? What is your mind-set? I was struck reading the 2017 annual letter from Amazon’s CEO Jeff Bezos, written at a time when the company...
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15 Leadership Paradoxes of 2018

15 Leadership Paradoxes of 2018

To succeed and deliver promised results, what sort of multidimensional leaders do we need to be? What do we need to focus on in the business – and how do we need to approach that? With F Scott Fitzgerald’s quote in mind (“The test of a...
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Establishing the Foundations Of Marketing

Establishing the Foundations Of Marketing

Marketing has arguably changed more than any other functional business discipline over the last 10 to 15 years. Whether you are looking for the next 1 billion consumers or users or for your next major customer, with the emergence of social media and the rise of the ...
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Engage Employees

Engage Employees

How good is your team-work in your business? We know how hard it is to get individuals, especially high performers, to put the good of the team above what they see as good for themselves individually. That’s what makes team-work so hard – the self-interest that...
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How to re-energise your business strategy

How to re-energise your business strategy

We all know that knowing what we want to achieve and how we want to achieve it is critical to success. So how do we define our ambition in a way that captures the big-picture as well as the detail, that inspires and engages key players and increases ownership...
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A gift from me to you

A gift from me to you

At this time of cheer and goodwill, let us wish you a truly wonderful Christmas and prosperous 2018. 2017 has been interesting, in the Confucian sense, so I do hope that for you it has also been full of pleasant surprises and strategies fulfilled. On that note, let me share...
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Overcoming 5 dysfunctions

Overcoming 5 dysfunctions

In my previous article, I shared “The Five Dysfunctions of a Team” by renowned author Patrick Lencioni. I mentioned a list of five behaviours that left uncorrected lead to team under-performance. These five factors, which if we are honest we have seen at  times in our different teams, are (1)...
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Growing business, by developing a coaching culture within a leadership team.

Growing business, by developing a coaching culture within a leadership team.

Our client Our Client is a highly successful Financial Services organisation. With the increasing complexity and volatility of the sector, our client recognisedthe need to inspire and equip their senior leaders to take responsibility for their own continuous development and to help their direct reports do likewise.The Challenge Change is happening at...
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Facilitating and documenting a team generated strategy.

Facilitating and documenting a team generated strategy.

"A commando business consultant if there ever could be such a thing." Facilitation and documentation of a team-generated strategy to secure the future of a vital unit that supports the wholeness, growth, performance and resilience of the UK’s Joint Forces.Summary The Head of the Armed Forces Chaplaincy Centre (AFCC), a 1-star...
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Strategic planning to increase profits by 70% within 12 months.

Strategic planning to increase profits by 70% within 12 months.

Our client An SME in the sector was struggling to achieve budgeted sales and profits due to a lack of buy-in by management team members to previously set targets.The Challenge In the past, there had been insufficient transparency around the process for setting targets and assigning accountability for meeting business objectives. ...
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Trebling profits in 12 months!

Trebling profits in 12 months!

Our client Our client is a provider of IT automation and control solutions in which the required electronics, and software technology can be integrated all intoone simple network. They have a reputation as being experts in this field.The Challenge The company had invested heavily in sales, marketing and operational infrastructure. The founder...
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How to develop and inspire trust as a leader

How to develop and inspire trust as a leader

How do you show up as a leader? How do you generate trust? For sure people today are crying-out for leaders they can trust – trust to speak the truth, trust to protect what they value, trust to create an environment where they can flourish. ...
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Five Dysfunctions of a Team

Five Dysfunctions of a Team

In seeking to increase growth and profitability, the focus is often on sales, marketing, new technologies, pricing, customer service, operations efficiency and financial management.  These are obviously important. However, my experience in business management and working with security installers shows there is another key ingredient ...
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Six Steps to a Comprehensive Strategy – Overview

Six Steps to a Comprehensive Strategy – Overview

What would you say if I said “Strategy is a social endeavour”? After all, human beings are social animals. Why would the process of strategizing deny that social context? Moreover, today’s complexity means that distinctive strategies are unlikely to come from or be executable by one single...
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9 Components of Effective Leadership

9 Components of Effective Leadership

Pulling it all together, people today are crying-out for leaders they can trust – trust to speak the truth, trust to protect what we value, and trust to create an environment where we flourish. This applies in business, the 3rd sector, entertainment, sports and public life. ...
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“We need leadership!” – that inspires people to trust and follow?

Built into the cry “we need leadership” is a desire to be inspired by our leaders. We often hear of a good leader: “he/she inspires trust”. So what makes a leader inspiring and how does that correlated to trust? We know that trust is,...
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“We need leadership!” –to protect and grow what we value

Built into the cry for leadership is a call for leaders who protect our interests, who help us retain and build upon what we prize. It is incumbent upon leaders to look after their peoples’ interests, to protect what they prize and to...
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“We need leadership!” –that speaks the truth

“Leadership today is all about two words: it’s about truth and trust” says Jack Welsh. Is that it? Really? For sure, in today’s social media world, untruth will be exposed. It’s only a matter of time. For sure, where leaders are seen to have manipulated or...
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“We need leadership!” – And am I seen as trustworthy?

Be visible, show you care and take action. Three in-your-face attributes/behaviours that people expect of leaders today. Tough at the best of times, these three are even harder when executing on tough decisions – such as restructuring, right-sizing, redundancies,...
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“We need leadership!” Yes, and what does that demand of me?

“We need leadership!” reverberates publicly across multiple media as never before. So what does leadership look like to those demanding it? What behaviours, attributes and abilities are we looking for in our leaders – and in ourselves as leaders? Consider for starters three cornerstone behaviours – which...
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8 Factors of a High Performance Sales Culture

In our highly competitive fast-changing world, a strong sales culture is more than ever key to business growth. A strong sales culture wins new accounts, increases sales from existing customers and improves your odds of attracting and retaining good salespeople. 8 factors enable you to create and...
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Get more of the important things done today

Making the most of your time is key to success in business and in life. I remember my school teacher telling me many years ago “The one thing you can never recover is lost time”.  Here are 12 practical suggestions to improve your personal productivity and your...
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Preparing for Exit – 8 Drivers that Optimise Business Value

Especially with all the uncertainty of today’s political climate, how ‘sellable’ is your business? If you would like to have the choice of selling in the future, consider 8 drivers that optimise the value of your business.The 8 Drivers  Financial performance Companies are...
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Teamwork Formula – 5 Factors

The CEO of a mission-critical organisation said to me at the end of a team strategy day I’d facilitated: “I haven’t got it yet – the formula for how you get people to put the organisation’s interests above their own. I’m a scientist. I join one molecule of oxygen and...
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Success for a Post-Brexit UK - A White Paper from Rathbone Results

Success for a Post-Brexit UK - A White Paper from Rathbone Results

Success For A Post-Brexit UKBusiness is bound to become more demanding. So how can we sharpen our ability to grow, profitably and sustainably? By acting on drivers that ensure success. Take six for example: ...
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Five Best Practices for Motivating and Engaging Employees in our post-truth workplace

We know that unlocking people’s potential and contribution is not a cliché but the key to business success - to attract, engage, motivate, inspire, energise and retain talent. So how do we provide for this in a post-truth...
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How to grow your business AND achieve a better work-life balance

Have you worked harder than ever in 2016 but haven’t made the progress you want? Would you like to increase sales and profits...
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19 Ways To Reduce Costs And Increase Your Profits

There are 3 main ways to improve the profitability of your company:  Sell more, price higher and reduce costs. Some organisations focus mainly on selling and on delivering great service to customers. That is great.  Let us remember that profits can also be increased by greater...
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19 Ways To Reduce Costs And Increase Your Profits

There are 3 main ways to improve the profitability of your company:  Sell more, price higher and reduce costs. Some organisations focus mainly on selling and on delivering great service to customers. That is great.  Let us remember that profits can also be increased by greater...
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Growing sales from the website from zero to £1m in 2 years

Growing sales from the website from zero to £1m in 2 years

“The investment and commitment we made in Rathbone Results and the action plan for the new website has really paid off."Our client A specialist technology manufacturing, installation and service company employing 30+ people in the South East.The Challenge The company wanted to grow its business significantly by increasing the size of its...
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Integrated marketing: Harness the power of your website to close more sales

What if you could a make a few changes to your marketing strategy and get immediate results? By following this easy process you can! It's simple, it's effective and you can start straight away… Here's how.1) Benchmark  your online marketing Use our five step digital journey to...
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The secret to building a highly successful sales team

Here’s another quick tip from the coal face! Several of our clients have been amazed how this easy but effective method has worked for them. By following this simple process you will quickly identify where major improvements can be made - apply these and you immediately increase your sales.The...
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Take your business to the next level

Rathbone Results - serving SME’s wherever you are. Are you trying to grow your business – but find daily firefighting gets in the way? Do you have ideas to improve business efficiency - but need a structure to get it done? Our Solution To Growing...
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Inclusive Leadership – Implications of Brexit or a Necessity in our VUCA World?

The Partner of a professional practice emailed me this week in anticipation of a team review session around the “so what will we do differently” and “why”? “I look forward to reviewing the overall...
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Making a Success of Brexit - Opportunity Security Risks of Brexit

"Brexit means Brexit, and we are going to make a success of it" said Theresa May on July 20th 2016 when she addressed the people of Germany on her first official visit there as Prime Minister. So how can businesses contribute to making a golden success...
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Develop Your Customers - the Key to Successful Customer Retention

Your customers are your biggest asset, but are you making the most of your relationships? Winning new sales is of course important, but most businesses spend five times more on acquiring new customers than they do on customer retention. The reality is that the average business loses...
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Brexit: Implications for Your Business - A White Paper from Rathbone Results

The people of the UK have spoken. Whether we voted to REMAIN or LEAVE, we have to buckle-down and work with...
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Retaining Customers by Delivering Exceptional Customer Satisfaction

Written by Cora Lynn Heimer Rathbone How do we keep and grow our existing customers? How do we provide customer satisfaction that keeps our customers/clients buying from us, engaging us in their world? How do we make them a source of referrals to win new customers? ...
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Why Should Customers/Clients Buy from YOU?

Media stories abound of a slowdown in UK PLC – especially in the run-up to the EU referendum. Construction, in particular, declined significantly in April and continued that trajectory in May. Investors appear to be holding back until the outcome of this once-in-a-lifetime-decision is known. Focus on...
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‘Do we stay or do we leave?’ A Blueprint for Surfing Change – The Only Constant

Written by Cora Lynn Heimer Rathbone How do we succeed, as individuals, teams and organisations, in the context of constant, increasingly complex and accelerating change? By having clear end-goals that anchor us, that provide purpose and destination – however great the darkness or tempestuous the...
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Needs, Values and Cultures - Ground Rules for Enduring Employee Motivation

Written by Cora Lynn Heimer Rathbone How do we fuel and sustain employee motivation? How do we motivate employees?  Motivating others unlocks their potential and their contribution to the success of our businesses. For most businesses today, it is our employees, colleagues,...
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Teamwork Formula - 5 Principles for Hardwiring Employee Motivation to Teamwork

Written by Cora Lynn Heimer Rathbone How do we tap into employee motivation to encourage teamwork?  How do we leverage employee motivation to encourage individuals to put the good of the whole above what they see as good for themselves individually? How do we motivate high achievers to...
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Steel, bombs impossible targets. Some challenges on how to motivate employees.

Written by Cora Lynn Heimer Rathbone How do we motivate people? How do we motivate employees?  Motivating others is at the heart of management and leadership. Actually, it’s even simpler. Motivating people is at the heart of all social interaction, as simple as it is profound. ...
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Turnover doubles, profits triple

Turnover doubles, profits triple

"We have doubled in turnover and profit but with the same amount of staff we had 12 months ago."About the clientSelect Security Specialists (SSS) are a young vibrant security company who set themselves apart from othersecurity companies. SSS design, install and maintain security systems for commercial, rural and high-end residential...
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Seven leadership questions

Written by Cora Lynn Heimer Rathbone Over the last six to 12 months our TV scenes have been full of examples of regional and global leadership – not all good, not all bad. Think Ukraine/Russia, IS activities, Brexit, Iranian nuclear negotiations, migration crisis, Cuba/USA and Pope Francis....
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Market via the Internet

It is vital for businesses to have an effective internet marketing strategy. Many companies still have a website that is little more than an online company brochure. It is not a source of leads that convert to sales. By contrast, some entrepreneurs have become millionaires by...
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Build Your Marketing Foundations

There are 6 foundations of truly effective marketing. These underpin the success of your lead generation activities. Put them in place and you have gone a long way to securing the success and growth of your business. Ignore them and you will be struggling. 6 foundations...
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Improve Your Cost Efficiency

Underperforming companies often need to urgently address their cost structure which is not aligned to the sales levels in the business.  Expanding companies also need to constantly pay attention to their cost efficiency and avoid unnecessary costs, unproductive activities and resources building up in...
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Leverage Your Clients

Your client base is a huge asset in your business. Yet it is amazing how many companies focus on chasing new customers and do not pay enough attention to their hard won client base. 10 ways to make the most of your customer base: ...
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Develop Your Services

I have worked with a lot of installers of building technologies whether that is fire and security systems, automatic doors or audio visual systems. It is amazing how little time is invested by the business owners and the management in growing the maintenance and support services. ...
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Develop a Winning Mindset

Developing the right mind-set is critical for being successful as a business entrepreneur. One of the key mind-set issues for a successful business owner is being clear about what sort of a business you are building. In essence there are 3 types of businesses that owner...
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Manage Your Money

Strong financial management and controls are essential to delivering profitable growth. Too many SMEs flounder even though they are growing their sales because they do not pay enough attention to managing money. Poor management of cash flow is a common factor that leads companies to a position where they have...
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Generate Leads Using Multiple Methods

Most owner managed businesses have only one marketing method to reach new customers.  For many this is usually word of mouth or the use of direct sales. The most dangerous number is one - one key customer, one key employee or one lead generation method. ...
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Engage Your Employees

Many business owners are frustrated by the lack of productivity of their employees. They put the blame on the staff for this situation. Quite frankly, they should take a mirror and look at their own leadership. 10 tips on how to motivate your employees and increase their...
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Shape Your Strategy

A key to developing a business that achieves sustainable and consistent profitability and growth is shaping a winning strategy. This will take advantage of opportunities in your market and leverage the capabilities of your company. Many business owners are fire fighting and dealing with the day...
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Differentiate Your Pricing

One of the first things that businesses do, when faced with either a tough economy or when they have difficulty in attracting customers is to reduce prices. This can be very dangerous. It is vital to understand that most companies do NOT buy on price. The...
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Sell Professionally

Many business owners do not feel comfortable about selling. They are confident about their technical skills and knowledge of their market but not in selling their products and services. So many owner managers have bemoaned to me how difficult it is to recruit a high performing...
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