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Are You Going To "Finish Big"?

I had the opportunity to hear Bo Burlingham speak last year about his upcoming book, Finish Big: How Great Entrepreneurs Exit on Top.

Many of you might be familiar with Burlingham from his groundbreaking work, Small Giants—Companies That Choose To Be Great Rather Than Big. In his latest book, he takes an in-depth look into the specific phase in a company’s life when its Owners/CEOs/Partners begin to consider exiting their business. His relevant ideas and sharp insights in this discussion of Finish Big were so compelling to me that I wanted to share highlights with you. I encourage you to get the book when it is released at the end of November 2014 so that the concepts below can come alive for you as well.


2 Eye-Opening Reasons that Sales and Marketing Need to Work Together - and 3 Ways to Get Started Now

Today, customers expect to be marketed to in the right place, at the right time, with the right message. If just one of those things is off, your content is at risk of getting deleted, or worse, being marked forever as “spam.“

A key to giving your audience the messaging they want to hear, when they want to hear it, is having marketing and sales teams that work together instead of independently. Sales and marketing alignment is now more important than ever because:


What is Content Marketing Anyway?

A popular online buzzword right now is “content marketing.” The phrase is mentioned so frequently that I can’t help but recall the song lyrics by Harry Nilsson – “Everybody’s talkin’ at me, but I don’t hear a word they’re saying / Only the echoes of my mind.” Everybody is talking about content marketing and why it matters, but not many people have paused to consider what content marketing truly is and how it can best serve your business.


Things to Know Before Putting Your Kids on the Payroll

Americans like the idea of starting a family business. According to the US Small Business Administration, 90% of the 21 million small businesses in the US are family owned—and 62% of employed Americans work for family owned companies. The success rate of family owned small businesses, however, is amazingly low: 7 out of 10 of family owned businesses fail before the second generation gets a chance to take over.


Learn from the Lost Bid, and Win the Next One

Winning is wonderful; losing is lousy and finding out why you have won or lost is serious business. It is also insightful and critical input to your marketing and sales execution effort. 

The main goal for most organizations selling services or products is to win more business faster and more cost efficiently. And this often involves a bidding process. We can all relate to the stifling anxiety that comes from waiting for a response—and when unsuccessful at garnering the bid—those moments of depression. It can be an expensive and time-consuming effort to prepare a bid for a major opportunity.

With that said, companies often move on to the next prospect without considering the data that may be indispensable for future pursuits. Why a company won or lost a client’s business is just as important as the business itself, since it predicts future business. 


Special Challenges for the Family Business: Scale, Skills and Succession

Second in a Two-Part Blog Series

If you are an ardent reader of business news, it was hard to escape the sordid tales this past year of the epic battle over family-owned Massachusetts-based grocer Market Basket.

It was cousin against cousin as Arthur S. Demoulas, who gained control of the board of the $1.6 billion company, ousted popular CEO Arthur T. Demoulas – causing an outcry that alienated consumers, rallied employees and nearly destroyed the business. Only through a highly-leveraged buyout – and the restoration of “Arthur T.” to the C-suite – did Market Basket ensure its survival – at least, for now.





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