Finance

Focusing on Your Cash Pipeline

SPPM

Have you looked at your cash pipeline lately? In fact, have you thought about your small business cash management strategy in terms of a cash pipeline? A series of activities beginning with some spending on prospecting and ending with a surplus, after expenses are deducted from what the customer pays. Everybody will be familiar with [...]

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CEO Guide to Sales Management – Introduction

Sales Manager

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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Why Business Plans Never Work

Uncategorized

My Business Plan never works, so why are we always being asked for meaningless spreadsheets? There is a type of business plan which makes sense, but it doesn’t have a lot to do with revenue, costs and cash. The way these pretend business people, in banking, government, support services etc. all ask for a copy [...]

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Three Essential Elements of Any Business

Front Office Box

In my business (and it’s the same for every other business) there are three essential elements. Without all of them I can’t be in business, or for long, at least. Knowledge I need to know what I’m doing – why customers will buy, how they will buy and how I’ll deliver. Resources Whatever it takes [...]

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With Software Tracking Sales Consultants Bill More Hours

SPPM

Andy is one of those guys – the ones who call to see the CEO, but nobody ever really knows what was said. He’s a management consultant working in the stratosphere of Mergers and Acquisitions.  He doesn’t get involved in the finance.  He helps companies understand the challenge of overcoming clashes of culture when two [...]

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