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B2B sales: are your clients making selling stuff more difficult?

Buying ‘stuff’ is arguably easier and faster now than ever before, even for some big-ticket items like buying a new car.  Every day we can buy whatever we want in mere moments, because consumer purchases require nothing more than a functioning […]

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Increasing turnover?

“How can we quickly increase our turnover”? I was asked a very interesting question the other day by one of my surveying clients.  Apparently, she and her team, had been struggling, ever since they lost one of their biggest clients. I […]

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Telephone calls to prospective clients are just as important as they’ve always been

So, I was invited to attend an internal workshop recently, and I was amazed at the discussions that were taking place.  Julian, my long-standing coaching client, had arranged an internal workshop for three of his newest employees.  Julian, and his wife Nancy, […]

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This will help you …

At one of our networking events recently, one of the early arrivals asked me: “Terry do you know any good architects?”.  Shortly after, a second person asked me, “Do you know any good civil engineers that might be looking for a job change?”.  Minutes […]

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Do you have good team members – if so give them a chance to excel!

I’ve had a few conversations recently with several of our ‘Mastermind’ members about how they can successfully manage company growth.  As companies grow, new challenges are encountered, and their people and resources get stretched.  When firms are busy everyone has more […]

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How to become an employer of choice

  I was running a mastermind session recently and asked everyone in the room the following question:  “Is it difficult to recruit top performing people at the moment?”  Within seconds a lively discussion took place.  It seems that everyone was having trouble attracting, […]

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Want to keep your best employees?

I came across an interesting article recently in Inc magazine; I thought it might be relevant and of interest to you and I’ve therefore given my take on this.  Following on from my earlier blog The Best Way to Achieve […]

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The Best Way to Achieve Business Growth

Why working long hours isn’t the answer to achieving sustainable business growth? Everyone is working really hard these days to achieve business growth!!  Many business owners and leaders probably work a minimum of 60 hours a week, and that’s only in […]

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Is it really your job to do ALL the selling?

Selling

James (not his real name), a long-standing client and now friend, started his structural engineering practice nine years ago.  He and his small team have grown the business fairly consistently with James doing ALL of the selling. Recently, and whilst James […]

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Is it time to look to new horizons?

Have you considered whether it is time to look to new horizons?  One of the phrases I hear most often from small business owners and senior decision makers in businesses associated with the construction industry is that they are always […]

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