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“Did you hit your numbers?”
“Are we on budget?”
“What’s the Q2 target?”
Familiar questions I’m sure. Everybody loves revenue. It all starts with revenue, but as the title of this article states, “revenue is vanity, profit is sanity, and cash is king”.
Cash is the fuel your growing business needs to scale up and thrive and to take it a step further, the real number to pay... Read the Full Story
Posted by Tom Garrity on May 15, 2019
Family businesses often find themselves very fragmented in what they do and unclear whom they do it for. Trying to be too much for too many leads to mediocre results at best and can spiral into the commodity trap.
If you do not define a specialty and/or narrow your audience (down from everyone) your service or product will be seen as a commodity and your company will struggle to grow.... Read the Full Story
Posted by Tom Garrity on April 19, 2019
Ask yourself this question… “Would I enthusiastically rehire everyone on the team today?” Cringing a little at the answer? Here’s a tool to help you evaluate this question. It is called the Player Grid.
The Concept: place each member of your team into one of the four boxes: A-players, B-players, C-players, and B/C-players. Click here to download the worksheet and watch the Player Grid... Read the Full Story
Posted by Tom Garrity on March 20, 2019
Agendas. Rivalries. Poor communications. Confusion. No clarity. Assumptions. Competing values. There are a lot of factors that can get in the way of successfully growing a family business, and I did not even touch on the 5Ds!
Building a family business is tough. It’s widely known that only 33% make it to the second generation, 12% to the third, and a mere 3% to the fourth. While the statics... Read the Full Story
Posted by Tom Garrity on February 21, 2019
2018 is officially in the books! It’s time to take stock of bright spots and disappointments and start planning for 2019. Some people think this whole practice is a waste of time, but I find that taking time to stop and reflect on the past year is critically important to personal, professional and business growth.
As business people, we’ve all heard the axiom, “you get what you measure... Read the Full Story
Posted by Tom Garrity on January 24, 2019
We got the call in May of 2014 – the lump in my wife’s breast was breast cancer. In that moment, the world as we knew it was turned upside down.
But not for long.
Family, friends, and our church began to rally around us, providing support and inspiration to ‘fight like a girl’. One of those friends was Steve Kalamar, who had just seen a video of a commencement speech given by... Read the Full Story
Posted by Tom Garrity on December 20, 2018
We're wrapping up our Value Builder series, where we have been talking about eight drivers of business value. This concept comes from John Warrillow the CEO of Value Builder. John discovered that when these drivers are incorporated into a business – and truly maximized – they really position a business to perform well in the marketplace.
So let’s do a recap, click on each to revisit the 8... Read the Full Story
Posted by Tom Garrity on November 7, 2018
Business value is all about business transferability. That value initially started with you, your hard work and the relationships you built. Y-O-U. But the value cannot stay there with you. Why? Because the more transferable your business is, the more value it has. And that comes down to one question: “Can your business run without you?”
One of the most important components of business... Read the Full Story
Posted by Tom Garrity on October 24, 2018
Peter Drucker, father of modern management, once said, “The purpose of a business is to create and keep a customer.” That makes sense, but somehow we lose track of it in our pursuit of fixing problems and refining our processes.
Never forget, it’s all about the customer.
Keeping a customer starts with customer satisfaction. Seems pretty simple, but the business world is a graveyard... Read the Full Story
Posted by Tom Garrity on October 10, 2018
If all you do is match what your competition offers, you give your customer only one criterion on which to base their decision to buy from you – price. And that is a step into the commodity trap, a slow and painful death of lowering prices to get business.
Enter the Monopoly Control concept. This is all about competitive advantage. As Michael Porter, a leading strategy thought... Read the Full Story
Posted by Tom Garrity on September 26, 2018
