Nearly everyone we talk to at the moment is describing things as quiet.... One of the best pieces of advice I could give in these situations is simple - don't let momentum drop off and keep your sales funnel full. Many businesses in a turndown take a negative approach, they reduce costs and cut down on business development activity.  In many areas of expense, cutting costs during a downturn is sensible.  However, business development is not one of those areas! It is the momentum of your business development activities that is the lifeblood of your business.  read more

During a presentation to a group of business people last month I was asked a question about the importance of long term planning in a business. The person asking the question phrased the question to reflect his own situation where his time on a day to day basis was totally involved in the here and now - “How can I find time to think long term?” This is a great question! And the simple answer is... read more