There is a Relationship Between Recurring Revenue and Sales. I’ve written before about recurring revenue and how powerful it is. Not only does it create a source of predictable revenue, but it also boosts the valuation of your business. It can even help you get...
Negotiation Tips: Flinch, Reflect, and Go Silent A Simple Technique to Get a Concession There are plenty of standard methodologies and techniques people rely on when it comes to handling negotiations, in everything from haggling over a yard sale purchase all the way...
The Secrets of Successful Dealmaking So You Get Every Dollar You Deserve. One of the most challenging aspects of any negotiation strategy is when you get asked the question: What do you want to get paid? This is a highly uncomfortable position to be in, especially...
Look Beyond the Price Tag and the Term Sheet to Identify the Best Buyer. There comes a point in every entrepreneur’s life when you begin to consider selling a business. There are plenty of reasons, maybe millions of reasons. Perhaps you’re ready to retire....
Internal Candidates are Your Best Bet–Unless it’s Time for a Strategic Shakeup. If you serve on a company’s board–whether it’s a startup or a larger, public company–you’ll face the prospect of CEO selection someday. There are...
The Power of “Kill 2–Add 1” I’ve written before that what defines an organization is that it says “no” more than “yes.” That’s because creativity is a double-edged sword. While new ideas get the juices flowing and...
