It hadn’t been a good year. Two of my consultancy clients had been forced to cancel their contracts and a third had had their loan called in by the bank who had appointed a Receiver. Back then I mainly carried out consultancy work for growing businesses most of whom had built up debt. Most of…
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Don’t make this basic mistake
Last week Big-4 accountant KPMG announced that they were pulling out of the small business accounting market. This follows their high profile launch and expensive advertising campaign only a couple of years ago. This shouldn’t come as a surprise to anyone who listens to and understands the 3Ms of marketing – Market, Message and Media.…
Don’t ignore tried and tested marketing pillars
Last week I held a monthly call with a client who is in the top 5% of business owners in his sector. He has done what all successful business owners do which is to remove himself from day to day operations so that he can work on his business, he has clear goals and develops…
That’s a bit more than I was expecting
Most business owners have experienced that moment when you reveal the price and your prospect says, “That’s a bit more than I was expecting. Sorry, but it’s beyond my budget.” The question then is, how do you respond? One option, of course, is just to walk away. You may not be prepared to take on…
