Paul Lemberg's Articles in Business Coaching - Entrepreneurial and Business Related Articles

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Paul Lemberg's Articles in Business Coaching

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How To Communicate Value Proposition And Return On Investment 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 their product or service, shrug their shoulders and say, "I can't really put a value on it." If you can't put a value on it, think how hard it is for your prospects and customers! And if they can't put a value on it, how likely i... Creating Breakthroughs "The world we've made, as a result of the level of thinking we have done thus far, creates problems we cannot solve at the same level of thinking" - Albert Einstein Runaway success is never based on incremental improvement. I know this is a very bold statement, but bold statements and even bolder results are what breakthroughs are all about. What about in your company - what would constitute a breakthrough? Would you like to increase overall productivity by 40%? Of course ... 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 (This is now a bit out of date, and although the dot-com bustups and the 2000-2001 recession has eased things a bit, it is still difficult to lure top talent.) It may be easy to fill these empty positions if you are a software giant like Microsoft, but there is a tr... 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 really should be asking yourself why not. Yes, I know -- it all started with the Internet implosion. Then came terrorist attacks. Next, the global recession. And after that, a war that threatened to destabilize the worl... 10 Questions To Consider When Growing Your Business Here's a provocation for the coming year, decade, century or millennium. By now, you've set a working direction for the year, established clear-cut objectives. Your first-iteration plan to reach them should be in place. This now seems like an ideal time to rethink the whole thing, doesn't it? After all, one of the effects of internet time is that plans are subject to change just as soon as - or perhaps even before - they are written. Along these lines of thinking, perha... What Stops You? Have you ever had a terrific idea which you didn't act on? Of course you have. I don't mean anything fancy either. Nothing earth-shattering. Just a plain old-fashioned good idea which would have made you more money. But you didn't get moving on it. Oh well. I have a friend I'll call James. James is an independent management consultant and a deep, creative thinker. I have great respect for his abilities to understand his clients and develop unique solutions for them. But... Unreasonable Requests "The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends on the unreasonable man." -- George Bernard Shaw, Maxims for Revolutionists It is probably the number two task of leadership -- asking. You ask people to do things, and when they do -- well, stuff happens. But what really extends your ability to make big things happen is asking for things that are "unreasonable." Wha...

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