Paul Lemberg

Thinking About More Business

What does an old Russian joke have to do with getting new business? Did you increase your business in the past 12 months? Don't discriminate between more new clients or old clients spending more money--count the increase either way. If you didn't, you... Read >

Visions of Leadership

Right about now, you've made the discovery that if you intend to push your company beyond its current plateau, you will have to change the way you relate to your work. You have doubtlessly concluded this next level mandates you to let go of things like hi... Read >

The Critical Success Factors

(Note, although this article was written in early 2002, it is totally relevant. Right now.) About three weeks ago I was surprised by this headline in the morning paper: "Fed says September 11th hurt economy." Wow! "What did I miss here?" W... Read >

Attracting (and Keeping) Top Performers

Good people are hard to find, the saying goes. For example, by the year 2000 over 190,000 computer programmer and other information technology jobs will be vacant, according to a Bureau of Labor Statistics report. (This is now a bit out of date, and altho... Read >

Breakthroughs Now

As a business coach I have written a great deal about building a higher performance venture, creating breakthroughs, inventing the future, and generally moving faster than the speed of change -- or at the very least -- moving faster than your competitors.... Read >

Customer Advisory Boards - 10 Tips

10 Tips for having effective boards Customer Advisory Boards are a great source of information about your market and your business. Their advice is more valuable than any management consultant's. They provide real world counsel on what you are doing ri... Read >

5 Ways To Beef Up Sales...Immediately

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to b... Read >

How To Communicate Value Proposition and ROI

As part of my continuing series on Value and Pricing, the following article shows you how to position your company's value contribution to support the highest value-for-value exchange. Too many business owners, when asked about the value or ROI of th... Read >

The Myth of Sunk Costs

Have you ever heard the expression, "Throwing good money after bad?" Have you ever worked on something you knew was a bad idea, yet continued to pour time and energy into it? And every time you tried to stop yourself from going forward, you said, "but ... Read >

Connecting With Customers

I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but the more we spoke about it the more concerned I became. "What do you mean, you don't know why they're buying?" "We never... Read >

Ten Crucial Questions for Your Business Future

As a business coach I specialize in asking questions. The right question asked at the right time can effect your business future more than you can imagine. It has the power to completely and instantly shift your mental activity, your entire thought pat... Read >

19 Questions to Supercharge Your Business Plan

Whether you are seeking capital for your company or are optimizing your business strategy, the most important element - particularly for outside investors - may be your written business plan. You can tune-up and supercharge your plan using this 19-step ch... Read >