The cost required to surpass the competition

I’ve said before that I’m a fan of NASCAR and I’ve observed an interesting aspect of racing that provides some insight into running your business. Throughout the race, the cars string out in a line and the faster and more competitive cars end up at the front while the slower, less competitive cars end up […]

The one time that you SHOULD make your prospects feel stupid

I remember one time trying to sell insurance to a prospective client and I fell into the terrible industry insider habit of using an acronym instead of the actual name of the insurance product. That client called me out on it (rather harshly, but for good reason) and reminded me that I was the expert […]

Small business strategy question: Who are your indirect competitors?

Businesses face stiff competition and entrepreneurs must bring to bear all of the tools and strategies and resources they possibly can in order to compete. One activity worth spending time on is to go through my list of 100 small business strategy questions to analyze what your business is like, where the opportunities are, and […]

Sherlock Holmes had Moriarty… Who is your villain?

Branding has traditionally been thought of as defining who you are, and there are many branding techniques and methods that start with you defining what your business’ purpose is and then working outwards from that central point to identify the brand. But it’s worth considering what your brand is not. It’s worth thinking about the […]