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Never use “I”, “Me”, “My”, or “We” in describing your product

Image via Wikipedia Replace these words with “They”, “The customer”,”The target market”.  Your opinion does not matter to the customers or the market.  In many cases it is the problem with adoption...

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Paying Commissions in a Start-up. Should You?

Image by Getty Images via @daylife Should you pay commissions in a start-up?  The simplest answer is yes.  There are, of course, many things to keep in mind.  Here are a few: Decide early on if you...

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Can’t make the decision? You just decided!

I talk to a number of people each month that are struggling with a decision.  Who to hire, what price to set, choosing a vendor, picking a development tool.  In each case, I try to ask some questions...

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Growing the business – Getting employees to step up.

Image via Wikipedia Growing a business quickly requires that you can bring new employees into your business and bring them up to speed in their tasks. Too often, bringing a new person on requires one...

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Don’t act on your assumptions

  English: Series of air conditioners at UNC-CH. (Photo credit: Wikipedia) It had to be right, right? When we purchased our house in 2006, it was brand new. We had flown in from Seattle in April and...

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Make the customer’s life easier – Tell them the price!

Image via Wikipedia Price gets in the way of doing business. For those who have sold for a living, you could probably each write a book about getting around the price issue. Yet for most businesses...

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1% of 4% of 7 Billion. Who’s in your market?

Big markets attract a lot of attention. After all, with that many potential customers you can see a path to huge revenues. The challenge is getting heard by that big market.  On the flip side, a small...

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Make the customer’s life easier. Tell them the price!

Price gets in the way of doing business. For those who have sold for a living, you could probably each write a book about getting around the price issue. Yet for most businesses this is a...

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The staircase approach to building a business

Stand at the base of a set of stairs, 10 to 15 steps will do.  Now get ready and leap to the top!  That is what many entrepreneurs attempt to do when starting a business. Unfortunately most do not have...

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New owners are at a disadvantage…don’t make it worse

It is truly a disadvantage to be a new business owner. To start with, you are an unknown to most potential customers.  You probably do not have a long list of referral accounts or a line of customers...

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You get what you measure for

  Illustration of a vernier caliper (Photo credit: Wikipedia) I was taught that saying many years ago.  You get what you measure for.  If you measure only for profit, you may have fewer but profitable...

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Partnerships – a guaranteed divorce

Many of the clients I advise are in partnerships.  It is a common situation.  Two or more people get together to solve a problem and the next thing you know a partnership is born.  If you listen to...

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What is an angel investor?

English: The U.S. Securities and Exchange Commission headquarters located at 100 F Street, NE in the Near Northeast neighborhood of Washington, D.C. (Photo credit: Wikipedia) Following the launch of...

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Negotiations in business – practice, practice, practice

  Customers talking to a Relationship Manager during the Edelmetallmesse (Photo credit: GoldMoneyNews)   Doing business is a series of negotiations. From the moment you plan to start a business to...

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Naming your product

  Business Plan Template – Product Box Shot (Photo credit: IvanWalsh.com) Many of my clients are creating a new product. Some of these clients are brand new companies and others are existing service...

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Make it better or shut it down – Keeping your focus

I am a big fan of Jason Fried of 37Signals. I think what they have accomplished is not only amazing but sets a model for others to pursue. Recently Jason wrote a post for Inc. Magazine titled “Walking...

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