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Stop Selling Your Time

If your goal is to build a more valuable company, stop selling your time. 

Billing by the hour or day means customers are renting your time rather than buying a result, which means that your business model lacks leverage. To grow, you need to either work harder or hire more people. Since it can take months to ramp up new employees, fast growth is just about impossible.

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How You Treat New Customers Impacts Your Company’s Value

Think back to the first time you met your spouse. 

No, I’m not talking about when you decided to move in together.  

Go back way further. 

I want you to remember what it was like the first time you met. 

Remember those feelings?  

That’s when the wiring in your brain changed and you created an emotional attachment. Since then, I’m sure you’ve had ups and downs, but your relationship has stuck because of the attachment you created in the first few weeks. 

The same attachment can happen with your customers

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Your Finish Line Is Their Starting Line

What sporting event offers the best analogy for building a business? Some might say the closest game to building a company is football because of the strategy involved in drawing up plays. Others may say a team sport like cricket offers the best parallel because of the importance of individual performances rolling up to a team result.

In my mind, it’s the marathon.

A supplier could be a vendor who sells you raw materials, but it can also be a sales channel used to advertise and promote your wares. For example, if you get many of your sales from Google organic search, you likely live in fear that Google will change its search algorithm.

Read More ›

Stop Selling Your Time

If your goal is to build a more valuable company, stop selling your time. 

Billing by the hour or day means customers are renting your time rather than buying a result, which means that your business model lacks leverage. To grow, you need to either work harder or hire more people. Since it can take months to ramp up new employees, fast growth is just about impossible.

Read More ›

How You Treat New Customers Impacts Your Company’s Value

Think back to the first time you met your spouse. 

No, I’m not talking about when you decided to move in together.  

Go back way further. 

I want you to remember what it was like the first time you met. 

Remember those feelings?  

That’s when the wiring in your brain changed and you created an emotional attachment. Since then, I’m sure you’ve had ups and downs, but your relationship has stuck because of the attachment you created in the first few weeks. 

The same attachment can happen with your customers

Read More ›

Your Finish Line Is Their Starting Line

What sporting event offers the best analogy for building a business? Some might say the closest game to building a company is football because of the strategy involved in drawing up plays. Others may say a team sport like cricket offers the best parallel because of the importance of individual performances rolling up to a team result.

In my mind, it’s the marathon.

A supplier could be a vendor who sells you raw materials, but it can also be a sales channel used to advertise and promote your wares. For example, if you get many of your sales from Google organic search, you likely live in fear that Google will change its search algorithm.

Read More ›

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