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Leadership & Management

Why strategic advice from professionals can be sub-optimal for business owners.

The Kingsford Team, May 14 2019

At a recent event organized by Peter Jaskiewicz at University of Ottawa and the Ontario CPA, the above participants each weighed in on a family business case study to provide succession advice based on their expertise. And while each piece of advice was excellent, I couldn’t help thinking about the old adage of  ‘when you have a hammer – everythin...

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Leadership & Management

What Should I Tackle Next?

Graham Birkenhead, May 8 2019

You have at least 10 projects sitting on your to-do list grinding away at you every day. Whatever you do, you feel you should be doing something else instead.  So, which one should you do next? There are only so many hours in a day, only so many people to help you get things done, and yet so much to do.  A question that crops up regularly from clie...

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Market Strategy

The New Globalisation

Andrew Penny, April 23 2019

Globalization doesn’t mean (necessarily) that you have to sell globally but it does mean you are now competing with companies from all over the world. So, how are you going to stand up against competition that’s coming in from Germany or Turkey or China or Chile or anywhere else in the world? Many of these companies are competing globally with a si...

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Communication

One Rule and one Tool

Graham Birkenhead, April 9 2019

For having more productive discussions ... I was an observer at a workshop and conference recently. As happens at these events, people were split into various groups to consider specific subjects. Lots of interesting discussion was generated and many good ideas came out of it. By the looks on their faces, the participants felt like they had made go...

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Leadership & Management

The Great Unemployment Opportunity of 2019

Andrew Penny, March 26 2019

For this instalment of the accelerator we are going video.  Let us know what you think. Bottom Line:  If you find ways to help your clients reduce their labour needs, you can charge more, differentiate yourselves and create deeper customer relationships.

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Leadership & Management

Building the Culture to Accelerate

Graham Birkenhead, March 12 2019

Acceleration is all about going faster, and then going even faster, and then faster still.   If you look at a graph of acceleration – it shows that over time, your speed, or size, or revenue doesn't just get larger in a nice straight line, but it’s a line that curves upwards.  Now the thing is with acceleration, as opposed to a nice steady linear g...

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Market Strategy

I Hate Waiting for People When I Ski

Andrew Penny, February 26 2019

I hate waiting for people when I ski. Well maybe hate is a strong word, but waiting does break my flow. My friend Andrew (yeah same name as me) is a fabulous skier - a Level 3 Certified Ski Instructor no less. And for those of you who don’t know about skiing, that’s pretty close to godliness. (Level 4s are the real gods – at least they think so...)...

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Leadership & Management

Are you Confusing Motion with Progress?

Graham Birkenhead, February 12 2019

On my journey home over the weekend on a busy highway, I was able to watch the driving style of another driver.  We joined the highway together – I noticed him because he was in the wrong lane and squeezed into the on ramp behind me.  We slipped into the traffic stream and went on our way.   A minute later, his car went flying past me on the right...

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Market Strategy

How to Use a Bar (Chart) to Grow Revenue

Andrew Penny, January 29 2019

I ask all our clients for a report on sales by customer for the last 2 or sometimes 3 years; but even a single year (as the example below shows) provides great insights.  And, with multiple years you also get trends. Next, I do something that is incredibly simple but provides huge insights. I load the data into a spread-sheet, sort by revenue (lar...

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Communication

Consult & Inform

Graham Birkenhead, January 15 2019

If you are in business, you have stakeholders. They are all the people that have an interest in what you are doing or could be affected by what you are doing. At a recent Stakeholder Management workshop that I was running we were wrapping up and it was question time.  There is always some bright spark that asks the question that attempts to cram a...

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