Practical thinking on growth, clarity, and building a business that works for you.
I believe one of the biggest leaks in a sales process rarely sits in the pricing, the proposal, or even the close itself. It starts much earlier – when the message your prospect first heard in your marketing suddenly changes once, they enter your sales process. This is where many otherwise capable businesses lose momentum….
Read article →Many business leaders believe the biggest challenge they face is workload. But in my experience, the real issue is often something else entirely. Lack of clarity. When leaders are not completely clear about where the business is going, why it exists, and what it is trying to achieve, everything begins to feel heavier than it…
Read article →I’ve been reading Start with Why by Simon Sinek again recently and have picked up on something that never occurred to me the first time around. The first time I read it, I did what many people did… I thought about myself. I thought about my Why. Reading it this time, though, I focused on…
Read article →With more communication channels than ever, modern marketing is noisy. We’re bombarded by a relentless stream of ads, offers, and content – so much so that clarity has become a rare commodity. In this saturated environment, a short, meaningful mission statement can be the sharpest tool in your business arsenal. Done right, it doesn’t just…
Read article →In today’s hyper-connected world, some of your target markets are bombarded with more than 10,000 messages a day – from ads on the Tube to push notifications, podcasts, LinkedIn posts, and non-stop emails. The noise is relentless. Attention spans are shrinking. And unless your message is razor-sharp, it will be drowned out before it even…
Read article →If you, like many, are hoping to grow your business in 2026, or you’re having to replace members of staff who may have moved on or retired, you will probably know that the people you hire will either drive your business forward or quietly drain its momentum. Getting recruitment right isn’t just about CVs and…
Read article →In today’s crowded market, it’s not the best product or the cheapest service that wins. It’s the business that communicates the clearest. We’ve all heard that attention spans are shrinking, competition is increasing, and the cost of acquiring new customers is rising. But behind all that noise is one truth most businesses ignore: If people…
Read article →If you’re anything like most business owners I work with, you’ve probably got a to-do list longer than your arm – and not enough hours in the day to tackle it all. The thing is, you’re not short on effort or ideas. What most business owners lack is clarity – knowing what to work on…
Read article →As a business owner, you’ll have set goals before – revenue targets, new product launches, growing your team. But in all honesty, setting just any goal isn’t enough. To really move you and your business forward, you need to focus your attention on the areas that will make the biggest difference to your business right…
Read article →If you’re like many micro or small business owners, you’re clocking 60+ hours a week… and still feeling like you’re not getting anywhere. You’re busy from dawn to dusk, but the important stuff )the strategic, revenue-driving, life-changing stuff) keeps slipping. What’s really going on here? You don’t have a time problem. You have a focus…
Read article →As we return from the slower pace of the summer holidays, it’s common to feel a little foggy. The beach is a memory, the inbox is bursting, and your team may be dragging their feet. September can feel like a strange limbo – not quite the end of the year, but close enough that panic…
Read article →In business-to-business sales, the days of “spray and pray” cold outreach are numbered. Buyers are inundated with irrelevant messages, and as gatekeepers get smarter and attention spans shorter, traditional tactics fall flat. What’s emerging in its place is smarter, sharper, and more aligned with how today’s B2B buyers actually behave: signal-based outbound selling. What Is…
Read article →From the time I began my B2B sales career, relationships have always mattered. But in today’s digital age, how we build those relationships – and the tools we use – has fundamentally changed. Social platforms are no longer just networking sites; they’ve become arenas for shaping perception, earning trust, and demonstrating value before a sales…
Read article →A great sales process doesn’t end when you’ve delivered a fantastic pitch. It doesn’t even end when your prospect expresses interest. The final, and often most crucial, step is delivering a proposal that seals the deal. Too many businesses lose sales not because of their product or service but because their proposal is weak, unclear,…
Read article →One of the biggest concerns for business owners is setting the right price. Charge too much, and you risk losing customers to cheaper competitors. Charge too little, and you might struggle to make a profit, let alone reinvest in growth. It’s a delicate balancing act – one that can feel like a constant tug-of-war between…
Read article →As a business owner, you’ve poured time, energy, and passion into building your company. But when someone asks, “What makes you different?” do you have a clear, compelling answer? If not, you’re not alone. Many businesses struggle to articulate what sets them apart, and as a result, they find themselves competing on price rather than…
Read article →One of the biggest mistakes I made when I launched my original business, was to market to everyone. It’s tempting to believe that casting the widest net will bring in more customers, but in reality, this scattergun approach leads to wasted resources, ineffective messaging, and frustration. If you want to work smarter, not harder, you…
Read article →Making decisions about which products or services to keep and which to let go can be hard. You’ve invested time, energy, and resources into building your portfolio, and so the idea of culling anything may feel like you’re losing business or even taking a step backward. It’s natural to have an emotional attachment – your…
Read article →Managing a business today doesn’t have to be hard. Given how competitive everything is though, it’s not enough to simply be good at what you do – you need to work smarter to ensure your business not only survives but thrives. This means understanding what sets you apart, knowing exactly who your ideal customers are,…
Read article →Imagine walking into a movie, sitting down with your popcorn, and trying to follow a story with no clear characters or direction. It’s confusing, chaotic, and ultimately forgettable. Unfortunately, this is how many businesses unintentionally present themselves to customers. Without a clear story, potential customers don’t understand why they should care or, more importantly, why…
Read article →For business owners, juggling numerous responsibilities can quickly become overwhelming. The pressure to get more done in less time often leads to scattered energy, stress, and a loss of motivation. However, by refining your productivity strategies and focusing on just three key techniques – prioritising tasks, time blocking, and focusing on one thing at a…
Read article →Marketing products or services effectively often boils down to one critical insight: understanding how your product or service can make your customer’s life easier or prevent it from becoming more difficult. This approach is central to creating a compelling message that not only captures attention but also resonates deeply with potential buyers, making it clear…
Read article →In today’s cluttered marketing landscape, businesses are constantly looking for cost-effective ways to generate leads from their target market. One powerful yet inexpensive solution is the sales funnel. By attracting and then guiding prospects through a well-structured journey, you can attract and nurture qualified leads – ultimately converting them into customers without the high costs…
Read article →As a business owner, one of the most challenging aspects of running your business is the constant balancing act between day-to-day tasks, long-term goals, and unexpected issues that arise. The pressure can often lead to feeling overwhelmed and unsure of the best path forward. However, there is a powerful tool that can help you gain…
Read article →In an environment where the workforce is shrinking, and skills and experience are at a premium, an organisation’s success can be endangered if good people leave. The ability to attract, retain, and develop the right talent is essential for achieving long-term success. But beyond hiring for skill sets, leaders must align their workforce with the…
Read article →As a business owner, it can sometimes feel like you’re juggling an overwhelming number of responsibilities. However, when you have a clear plan that addresses the six critical areas of your business – products, marketing message, sales process, mission statement, cash flow, and overheads – your mindset shifts from feeling ‘lost’ to having a clear…
Read article →One of the most crucial steps to building a successful business is understanding exactly who your ideal client is. In a highly competitive market, connecting with the right clients – those who truly align with your values, vision, and the products or services you offer – can make all the difference. Your ideal client will…
Read article →Whether you are a business owner, leader, or manager, you are likely constantly bombarded with tasks, challenges, and opportunities that demand your attention. With so many responsibilities on your plate, it can be easy to get lost in the daily grind, losing sight of the strategic initiatives that will truly move you and your organisation…
Read article →As an entrepreneur, you’re probably no stranger to big ideas, grand visions, and the excitement that comes with the pursuit of success. The entrepreneurial journey is thrilling, filled with opportunities to innovate, create, and make a difference. But in the midst of this excitement, there’s a common pitfall that many entrepreneurs fall into – the…
Read article →As a business owner, it’s easy to get caught up in the daily grind, focusing on the immediate challenges and tasks at hand. However, to truly thrive and not just survive, it’s essential to dream big and set ambitious long-term goals. Imagine where you want your business to be in three years. It might seem daunting, but as the old saying goes, “How do you eat an elephant? One bite at a time.” By breaking down your goals into smaller, manageable tasks and focusing on high-impact activities, you can make steady progress toward your big dreams. Remember, achieving success is about making each bite count and consistently working toward your vision. Start today, stay committed, and watch your business thrive.
Read article →In my last blog, I talked about addressing the needs and desires of customers as an approach to sales and marketing the pulls them to you, rather than pushing a product on them that they don’t need or want. Today, successful marketing is not just about pushing products or services. It’s about aligning your business…
Read article →Since I got involved with advertising in the late eighties, I’ve always believed that the best form of marketing focuses on the emotional needs of your prospective customers. It should never be about pushing products or services onto people; it should be about pulling them in by addressing their needs and desires. Instead of trying…
Read article →The UK government’s ‘5-a-day’ campaign for healthier eating has been instrumental in promoting balanced diets and healthier lifestyles. This simple yet effective guideline encourages individuals to consume at least five portions of fruits and vegetables daily. But can this concept be applied beyond personal health? Absolutely it can! Managing a business effectively also requires a…
Read article →Have you ever started a new project only to realise key information vanished with a former colleague leaving? Or do you feel like you’re constantly training new hires on the same things? This frustration is widespread. In today’s competitive talent market, keeping your current employees is crucial. But it’s not just about filling seats. It’s…
Read article →In today’s economically challenging market, closing a deal is often as much about your sales strategy as it is about the quality of your product or service. One common mistake that many businesses make is complicating the process of securing the business – often with dull, or poorly structured proposals. Or worse, some aren’t sending…
Read article →Negotiations can be difficult and have much riding on them. A notable example of a difficult negotiation that concluded successfully with concessions is the Cuban Missile Crisis of 1962. This was a tense 13-day confrontation between the United States and the Soviet Union over Soviet ballistic missiles deployed in Cuba. As the world teetered on…
Read article →As a business owner or leader, scaling your business and accelerating its growth are monumental tasks that demand not just your heart and soul but also keen insight and strategic guidance. As someone who has spent decades working with business owners and leaders, as well as being armed with an MBA, I still have a…
Read article →If you’re successful in sales, you’ll know that success isn’t merely a byproduct of persistence or a strong sales pitch; it hinges profoundly on the mindset of the salesperson. The journey of a sales professional is marked not just by the strategies employed but significantly by the psychological framework that guides these strategies. This blog…
Read article →In today’s competitive business environment, understanding your ideal target market is not just beneficial—it’s essential. This understanding goes beyond merely identifying who your customers are; it involves a deep dive into the strengths and weaknesses of your business as well as those of your main competitors. By conducting a thorough analysis, businesses can uncover invaluable…
Read article →In the past few years, the macro environment has undergone vast transformations, driven by the COVID outbreak and the ensuing lockdowns, the cost-of-living crisis which has affected consumer behaviour, the war in Ukraine, and the global economic climate generally. For small business owners, these changes present both challenges and opportunities. The key to not just…
Read article →As business owners, it’s easy to feel like we’re on our own. Trying to find our way through what can often be difficult times. The isolation can feel overwhelming, with every decision resting squarely on your shoulders. However, it’s crucial to remember that while your business journey is unique, you’re not alone in experiencing the…
Read article →The entrepreneurial dream takes root in fertile fields of independence, passion, and, yes, a sprinkling of self-reliance. Some years ago, I read Michael Gerber’s book, The E Myth Revisited. In the book he refers to the “Solopreneur.” We paint our masterpieces, craft our solutions, and build empires brick by brick, sweat by passionate sweat. In…
Read article →“People buy people like them.” It’s a quote I’ve been using since my days selling commercial airtime, sponsorships, and promotions in the commercial radio industry. Today it’s more relevant than ever, with a growing trend towards authenticity. Consumers are increasingly seeking out brands that resonate with their values and reflect their own personalities. This shift…
Read article →Most business owners remember their first order with real excitement. I know I do! It would have been such a thrill, a validation that your idea had legs, and that you could sell it. On the other hand, you may have had a few nagging gremlins, such as “am I up to delivering what I’ve…
Read article →As we begin 2024, I am pleased to be able to launch my new brand identity – and it’s quite a shift from the old one! In September 2023 I decided to bite the bullet and commit to working with someone to develop a membership community for business owners. As part of this process, I…
Read article →Up until October 2021, The British industry body the Betting and Gaming Council (BGC), used ‘When The Fun Stops, Stop’ as the industry’s safer gambling message. I wanted to breath some new life into this ‘tagline’, applying it to how some business owners feel about their businesses. As we know, running a business often feels…
Read article →Knowing where you want to be in three years is one of the most significant things you can do for your career, your personal life, and your business. It gives you a clear destination to work towards, a direction of travel, and helps you to make the most of your time and energy. Some of…
Read article →How often have you started a task or project you haven’t finished? Perhaps something came up – an email that needed responding to, a colleague came to your desk, or you just started something else before you’d finished. We live in a world constantly telling us to do more, be more, and have more. We…
Read article →How many of us have been on the receiving end of someone trying to sell something to us we didn’t want? How did it make you feel? It’s one of the main reasons business owners hate the idea of ‘selling’ to prospective customers (prospects). However, what if you thought of every sales call not as…
Read article →The McKinsey 7S Framework is a powerful tool for organisational assessment and alignment, developed by Tom Peters and Robert Waterman during their tenure at McKinsey & Company. The framework comprises seven integral components: Strategy, Structure, Systems, Staff, Skills, Style, and Shared Values, each equally significant and interdependent. In this blog, I want to focus on…
Read article →Achieving outcomes and results when setting goals requires more than just the aspiration to succeed. It calls for a keen focus on the specific actions, habits, and strategies that will lead to the outcomes you want to achieve. A clear understanding of the importance of focusing on the results you want when setting goals is…
Read article →Improving and growing your business requires strategic approaches to areas such as marketing, hiring, and pricing. Focusing on these aspects can significantly enhance profitability and cash flow, promoting sustainable growth and success. I have always believed that marketing is at the heart of a thriving business, connecting the brand to potential customers. The right marketing…
Read article →It is my view that leadership should never be simply about directing tasks or micro-managing. Effective leadership is about crafting a vision and mission, communicating it compellingly, and ensuring the right people are in the right roles to execute the mission. Firstly, setting a clear and compelling vision is pivotal. A vision serves as the…
Read article →Running any organisation can be a daunting prospect. Multiple responsibilities, roles, and tasks that can easily become overwhelming. However, with the right systems and processes in place, managing and growing an organisation can become much easier. Some years ago, I read the ‘E Myth Revisited’, the famous book written by Michael Gerber. He emphasises the…
Read article →As Mike Tyson once said, “Everyone has a plan until they get punched in the mouth”. Using this analogy for business, you could say that plans can often be derailed by unforeseen challenges. This said, I believe a business plan is an important tool for every entrepreneur. In fact, it accentuates the need for a…
Read article →Setting and achieving goals is a fundamental business process that ensures the steady growth and sustainability of an organisation. In my view, it is equally important for business goals to align with personal goals. This is important as when personal ambition intertwines with corporate ambition it not only increases the chances of success but significantly…
Read article →Many people come up with what they think is a good idea for a business. Some will really fly, others simply don’t get off the ground. Let’s face it, without customers, we don’t have a business and so knowing who these customers are likely to be and how we are going to communicate our offer…
Read article →There were 835,494 new businesses launched in the UK in 2020, a 41% increase on 2019, when 591,924 were registered. Great news on the face of it, however according to the latest figures from the Office for National Statistics, around 80 per cent of UK companies fail within their first year. So, how do you…
Read article →When I first started my career in Commercial Radio, I learned that there are only two reasons why people will advertise; they want something better, or they fear something worse. Everything falls under one of these headings. In the thirty something years since I learned this, I have come to realise that this doesn’t just…
Read article →On this day in 2011, I made good on my decision to set up my own business by registering Geeforce Ltd with Companies House. After three decades of working in the media industry for newspapers, magazines, radio and television, I wanted to prove that I could build a business that did the things I’d always…
Read article →As we head towards the second lockdown for England of 2020, many people will be fearful of losing the businesses they’ve built, some over many years. I want to share some of the things you might think about doing during the next five weeks to ensure your business comes out the other side in good…
Read article →This last weekend turned up some very unusual results in the Premier League. Manchester United let in six, whilst Liverpool, the reigning champions, shipped seven. What does that have to do with business you may ask? Well, since you’ve asked, it has a lot to do with business and the way organisations tend to plan…
Read article →I read an interesting interview with Sir Keir Starmer in The Sunday Times last weekend in which he said that he wouldn’t shy away from the fact that The Labour Party’s 2019 manifesto had far too much in it. He also made clear his vision that Britain should be the “best place to grow up…
Read article →If you’re a viewer of Dragons Den, you’ll be familiar with the fact that from time to time a contestant is caught out by some quite basic questions relating to how much thought has actually gone into the business idea that is being presented. Once the Dragons smell a lack of homework they adopt a…
Read article →Its a great feeling when the economy starts to pick up and business starts to be a little easier to come by, but it dismays me when a business owner says they don’t need any more business. You may not need any more business but do you want any more business? How far could your…
Read article →Last week I went to two business events that were focusing on the 100 days since the Brexit vote, the potential impact of Brexit and what businesses can do to mitigate the risks.You would think that most of what was discussed would have been pretty negative, however there emerged some real pearls of wisdom which…
Read article →I like to think I’m a decent human being. I open doors for people, help people where I can, treat my friends and acquaintances with respect and courtesy, pay my way when I’m out with people and do what I can to make sure I can look at myself in the mirror when I shave…
Read article →One of the most common reasons I come across for business owners not wanting to let go of the day-to-day running of their business is that they don’t think anyone can do it like they do. Let’s face it, you’ve built a business from scratch. All your clients know you, your suppliers trust you and…
Read article →Many years ago, when I started my career in Commercial Radio, I was given some advice that I’ve never forgotten. It was suggested that if anyone asked me to do something that wasn’t going to contribute to me hitting my target, I should think carefully before I agreed to doing it. This advice stood me…
Read article →One of the most common reasons I come across for business owners not wanting to let go of the day-to-day running of their business is that they don’t think anyone can do it like they do. Let’s face it, you’ve built a business from scratch. All your clients know you, your suppliers trust you and…
Read article →I like to think I’m a decent human being. I open doors for people, help people where I can, treat my friends and acquaintances with respect and courtesy, pay my way when I’m out with people and do what I can to make sure I can look at myself in the mirror when I shave…
Read article →Last week I went to two business events that were focusing on the 100 days since the Brexit vote, the potential impact of Brexit and what businesses can do to mitigate the risks. You would think that most of what was discussed would have been pretty negative, however there emerged some real pearls of wisdom…
Read article →Its a great feeling when the economy starts to pick up and business starts to be a little easier to come by, but it dismays me when a business owner says they don’t need any more business. You may not need any more business but do you want any more business? How far could your…
Read article →If you’re a viewer of Dragons Den, you’ll be familiar with the fact that from time to time a contestant is caught out by some quite basic questions relating to how much thought has actually gone into the business idea that is being presented. Once the Dragons smell a lack of homework they adopt a…
Read article →If you are one of the small business owners that keeps an eye on the external environment you may be wondering how an interest rate rise might affect your business. Last week the governor of The Bank of England indicated that UK interest rates could rise “at the turn of this year”. He said that…
Read article →Do you treat your staff like grown-ups? For example, how much freedom do you give them to get their jobs done or how much do you trust them to work when either you’re not there or they’re working from home? During the recent London tube strike, which the government estimates cost the capital £50 million…
Read article →Can you say that you know who your competition are, where their strengths and weaknesses lie, why consumers might choose them over you? If you can’t then how can you compete with confidence? I work with owners of micro businesses (typically employing 1-9 people) planning how they are going to get from where they are…
Read article →Having started my career in sales, I remember I had it drummed into me from very early on “under promise and over deliver”. My question as I’ve got older and more experienced is why would you under promise what something you’re trying to sell could do? I understand the principle of not over promising on…
Read article →I was talking to someone at a networking event this week whose opinion is that business coaching is a luxury and as such when times are hard it is dropped. I used to face similar objections from business owners who would want to stop all advertising when the economy was weak. I would point out…
Read article →FIFA, the governing body for association football (soccer) needs to get to grips with the scandal that has engulfed the organisation in the last couple of weeks by cleaning up its act. We argue here that the only way is ethics. In recent years FIFA has been dogged by accusations of corruption, particularly the award…
Read article →There is no second chance to create a first impression. Over the Easter weekend my partner and I visited her family in Scotland. Driving up on the Thursday evening, we stayed at a hotel which is part of a chain close to Preston just off the M6. The room was clean, the staff very friendly…
Read article →I recently read an article in the Harvard Business Review entitled ‘Why Smart People Struggle with Strategy’ which made me think – as small business owners can we go wrong with strategy? The article suggests that smart people are more brittle in their thinking and lack the key characteristics of a good strategist – flexibility,…
Read article →In his book The 7 Habits of Highly Effective People, Stephen R Covey’s 5th habit is to Seek first to understand then to be understood. Essentially you should listen intently with the objective of understanding. I spent twenty five years in commercial radio in the UK. I was trained to conduct a thorough fact find,…
Read article →As the old adage goes, ‘To fail to plan is to plan to fail’- and you don’t want to become a government statistic! There are many people setting up in business today who are fantastic at what they do – in fact they are just the sort of person a business owner would want working…
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