We have a friend in Chicago who uses a self-styled word to define the quick moves a person uses to accomplish the task at hand. He calls it “hustlative.” It stuck with us as a great descriptor for this critical attribute. It can be the difference between success and failure, especially in a start up. It can save the bottom line with the proverbial “stitch in time.”
We used to interview people to try to get a feel for… Read More

Hire a Person with a Sense of Urgency

Put Your People on the Same Team
No matter what kind of business you think you’re in, you quickly find out you are in the personnel management business. With careful hiring, mentoring, recognition, and compensation plans, your people can be your greatest asset.
Recurrent, personnel issues can be a distraction to you and your staff. Some react to personnel problems by firing the offending parties. Occasionally this may be necessary, however the… Read More

Find Good People – Make Great People
People always ask us what we look for in a job applicant because we had such a great staff. Sure, we looked at qualifications, but we looked beyond that.
We wanted people who were not only qualified, but also had foundational qualities we could build upon. We wanted to see our staff achieve the highest and best use of their talents – many of which did not manifest for a year or so.
We looked for enthusiasm, confidence, honesty… Read More

A Solid Business Foundation is Necessary for Success
When you build a house, the foundation must be laid strong and straight. If it’s not, the framers try to make up for it. When they can’t, the drywall guys try to make up for it. When they can’t, the painters try to make up for it. When they can’t, you’re going to have to live with it. So rather than cause problems all the way up your structure, lay your foundations straight and true.
It’s been said that it’s not the… Read More

Beware of “Money Saving” Suggestions from Your Non-Sales Staff
Let’s start by realizing that there are really only two divisions in every company, Sales and Sales Support. Since Sales Support includes everyone not in Sales, Sales Support consists of Production, Accounting, Marketing, and so on. Without sales there is simply no money for Sales Support salaries. Still, Sales needs Sales Support to perform.
The Sales people are doing their job out in the field. The non-sales… Read More