The $8 Million Problem
You gotta let go, to Grow. Back in the 2000s, my brother and I were repping dozens of American suppliers in Canada. After working with so many different owners, we
Ideas Worth Stealing
Why “No” Is the Second-Best Word a Salesperson Can Hear
The Power of Clarity in Sales I’ll never forget the first time I heard the phrase, “What part of ‘no’ don’t you understand?” It was the early ’90s. I was
You’re a F*%&ing Tyrant: My First Lesson in Radical Candor
I was in my first real management job at age 28, doing performance reviews for the technologists who reported to me. I was in Vancouver, giving my best tech, Geoff,
Why I Swear by Paralegals (and You Should Too)
How a $35K courtroom loss taught me the value of affordable legal firepower When Legal Help Isn’t Optional Legal issues show up in small business more often than most owners
Beyond the P&L: Why the Cash Flow Statement Should Be Every Small Business Owner’s Obsession
As someone who’s been involved in business and side hustles since my teen years, understanding the P&L has always come naturally. Expenses, revenue, and profit; they’re all terms we use
Getting Paid Faster Without Begging
Techniques to Improve A/R Turnover Without Discounting It’s often said that if your customer owes you $1,000, they have a problem. But if they owe you $1 million, then it’s
Firing Customers. Letting the Bottom 10% Go…
Most small business owners hang onto every customer like their life depends on it. It doesn’t. You need to start firing customers. Your loyalty to the bottom 10% of customers
A Normal Healthy Growing Company
What Is a Normal Healthy Growing Company? It’s a Fully Operational, Performing, Small Business If you read my stuff regularly, you’ll see me frequently refer to the Normal Healthy Growing
2/10, Net-30 Is Financially Illiterate. Here’s Why.
Or: Why You Might Be Paying 36% Interest to Get Your Own Money Faster “Cash flow is king,” they say. But what if I told you that one of the
Cash Flow Issues. Or, Why Growing Businesses Always Feel Broke
…And What Smart Owners Do About It Who Knew? Growth can kill! Anyone with even a modicum of business experience knows there are a dozen ways to go under: Ruthless
We’ve Been Teaching Our Kids Break Even All Wrong
Many of the best tools in business are quite simple in their concept and application. The break even point, or break even analysis, is a helpful signal that takes little
In B2B, Who’ll Really Close the Sale? (Hint: Not Who You Think)
“The smartest thing a salesperson can do? Know when to shut up and let the customer close themselves.” Dan Pink (author of To Sell is Human) If you spend any