business

Want a Better Business? Focus on Recurring Revenues!

There are more ways to make money in business that can be listed. However, one mostly overlooked business model by a majority of small businesses is the recurring revenue model. Larger businesses already know this and are taking advantage of the benefits. Here are some pros and cons and how to implement the recurring business model:

Pros: Recurring revenues, specifically monthly recurring revenues, provide a steady stream of predictable cash flow. Since you can easily predict your income you can plan ahead for the amount of expenses needed to support your revenues, such as employees, technology, supplies, inventory, etc. This will in turn significantly lower your expenses and help to increase your profit margin. Additionally, a business with recurring revenues has a much higher value than one-shot deals. Think homebuilder (one-shot) vs. a subscription service like Netflix (monthly revenues).

Cons: Many small business owners love the large payments that they receive when they land a one-time or short-term project, which do not exist with the recurring revenue model for the most part. It can take time to build a recurring revenue business, but an existing business should realistically be able to see a massive change with a one year period.

How to Implement: Take a look at the services and/or products that you provide, and determine which ones can be modified to fit the recurring revenue model. For example, a marketing company that helps clients with social media can develop a package to perform certain tasks each month in exchange for a recurring monthly fee.  Virtually any business can turn at least a portion of their business into recurring revenues

The recurring business model is not costly or difficult to implement, but rather a low-risk, high-reward activity. It takes courage and openness to change your business, but it will be worth it.

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Small Business, Large Profits

All small business owners want to increase sales, open new locations, obtain more customers, add employees and grow, grow, and grow some more. It sounds good, but is it really necessary? Is there an alternative?

Necessity: It is necessary to grow your business as the alternative isn’t too appealing. You have financial obligations and people that depend upon you, such as family, employees, and customers. So, yes, it is necessary, however, here is a different view on growth.

Focus on profitability: If you double your profit margin then this has the same impact as doubling the sales of your business. Even if you increase the profit margin by several percentage points then it has the same impact as increasing sales. It sounds too easy, but here are some ways to do this:

  1. Decrease the number of services/products. Spreading yourself too thin usually decreases your profitability because it is hard to do everything well.
  2. Service the proper clients by targeting a more defined niche.
  3. Use marketing methods that only target the customers that you want to serve.
  4. Plan ahead for large purchases or investments, including space requirements, people, vendors, equipment, and technology.
  5. Price your products and services properly.

The interesting fact is that when you are more profitable, then each additional dollar of business is worth more to you, which makes it easier to actually grow further.

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Should You Talk About Religion and Politics in a Business Setting?

We are taught that you should not speak about religion and politics because it causes tension, disagreement, and bad feelings. What about in a business setting at work with your boss, employees, co-workers, and clients/customers? The correct answer is . . . .

Maybe. Here are some examples of when and when not to speak about these emotionally charged topics:

When it’s not ok: First, take a look at yourself. If you are unable to speak about religion and politics without letting your emotions take control, without insults (I do not mean being politically correct), and being open to both learning from the other person and teaching the other person, then you need to first work on this before speaking about religion and politics. Similarly, are you able to speak to the other person and have a conversation, or do they just want to spew their beliefs without regard to having an actual discussion? Does the other person disagree with you regarding everything because they do not want to even hear facts or truths? If that is the case, then it is probably futile to speak with them about religion and politics and possibly any other topics as well.

When it’s ok: It’s okay when the exact opposite is true of when it’s not ok. When you are able to speak to people with charity then you are ready. When you are ready to have a dialogue and are open to learning the other’s position, even if you do not fully agree with them, then you are ready.  If you are passionate about your beliefs, then don’t beat people up to get your point across, even when you are 100% correct. Don’t be afraid to speak the truth, but also be sensitive to your timing. Lastly, you can communicate more by the way you live your life then with verbal communication.

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How to Successfully Start a Second Business

Quite often entrepreneurs want to start a second business or even possibly a third, fourth and so on. What are the ways to make this successful, especially without selling or potentially harming your existing business(s), and what are some alternatives?

Similar or complementary business: Instead of say, an attorney, starting a restaurant, they may consider developing software to help other attorneys manage their practice better. Since they already have the experience of being a practicing attorney, they can transfer this knowledge into helping other attorneys and ideally use it in their own law practice.

Business with similar customers: Some businesses also serve your customers with a different product or service. To determine the other business that your customers use, observe which products or service providers your customers are also using and see if there is a pattern. Also, look to see who you are referring your customers to. For example, a landscaper may constantly refer their clients to a lawn sprinkler company, pest control business, or tree removal service.

Have a foundation in place: Make sure that you have a foundation in place for your existing business(s) so that they do not suffer as you develop other businesses. This usually takes years, but the main goal is to make your current business less dependent on you with everyday tasks. If your business suffers when you are not there for a few days then you are not ready.

Alternatives to starting another business:

Add a location: If you are successful in one location and have a good business model, then it is much easier to repeat this with another location. This can include second or third offices for a medical or professional practice, additional restaurants, and additional sales offices.

Purchase an existing business in the same industry: Having a strong foundation is important because you can easily absorb another business in the same industry as long as you have all of the infrastructure in place. This can include capital, space, employees, technology, and operating procedures.

Operate a business within your existing business: Instead of creating a distinctly separate business you can operate the additional business within your own business as a separate service offering or division. This can work well if the service offering is very similar to your existing business. Legal and tax implications should always be considered.

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3 Ways to Turn Around a Struggling Business

After the Great Recession there are still some businesses that may be struggling and don’t know what to do about it. Here are a few ways to turn around a struggling business:

Upgrade: The rate of change nowadays seems to be accelerating at a pace that has not existed in the past. This includes technology, competition, lifestyles, behaviors, and preferences. Although business principals never change, everything else around us does. Questions to ask are:

  1. Is my service or product still relevant and in demand? A perfect example is Blockbuster and department stores.
  2. Are delivery methods of your product or service in sync with customer preferences, lifestyles, and behaviors? Another closely related question is, “How easy is it to do business with you?”
  3. Have demographics changed?

Your business may need to upgrade/change any of the following: location, technology, including website capabilities, payment processing, scheduling, and communications with customers, turnaround times, product and service offerings, the type of customer you are servicing, and so on.

Marketing: Marketing methods have changed dramatically over the last 10 years. Are you marketing your business to keep up with these changes? If you relied heavily on newspaper or phone book advertising in the past, then I would make a bet that it is not very effective anymore. Even businesses that serve very local customers need to have a strong Internet presence. The best products and services still need to get the word out. Rationally, they shouldn’t have to, but this is just not true.

Analyze and take action: Take a fresh look at your business and seriously consider hiring a consultant to point out your blind spots. Most likely you are not recognizing what needs to change or possibly you do but do not know how to go about making changes. The next step is to actually implement changes.

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How to Resolve Conflicts with Less Stress

Conflicts are inevitable and happen in all aspects of your life, including disputes with your customers, disputes as a customer, with family, neighbors, and in any situation. However, there are ways of minimizing conflicts and to also resolve them fairly and quickly. Here’s how:

Resolve at the lowest level: A perfect example is when a customer at the grocery store is not satisfied for some reason and they immediately ask to speak to the store manager. Quite often, the easiest way to have resolved the issue would be to let the cashier know the issue first, then customer service if still not resolved, then finally with the store manager.

Don’t make threats or take drastic action: As soon as you say that you are going to contact your attorney, then you just escalated your issue to a whole level higher, and the relationship will most likely be damaged forever. Ironically, I think that this threat has been overused anyway and nobody really cares all that much. Another example is to demand a raise from your employer and if not given one, then threaten that you will leave. Why not either ask for a raise, if you deserve it, or ask your boss what you can do differently to receive a raise?

Avoiding conflicts: Avoiding conflicts does not mean trying to make everyone happy because that is not possible, and you will make yourself unhappy and exhausted in the process. Do not avoid conflicts just to avoid conflicts or just to be nice as sometimes the truth hurts, although you should make sure that you say it in a charitable way. A good practice is to always strive to determine how to conflict proof your decisions.  For example, if you know that you are going to make a change to your business practices, then let people know ahead of time, when possible. This can involve alerting customers to price increases, billing methods, payment methods, and timing of providing a service. The key is to communicate with people in a smart, proactive, truthful, and thoughtful way.

Put it in perspective: Is the conflict really that important or even worth pursuing? Weigh the pros, cons, and the actual cost of entering a battle.

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Why Everyone Should Start and Run a Business Even if it’s Just Part-Time and Temporary

Why should everyone start a business? Because it will completely change the way you see the world, view people, money, and everything else. Not to mention that it will humble you.

Just to be clear, not everyone should be a business owner full-time or for the long-haul. However, by starting a part-time business or even operating it full-time it will change the following:

Appreciation: You will appreciate the skills of business owners that you know, including friends, family, local restaurants and other business owners, or even your own boss/owner if you work for a small company. There are many, many skills that are required to run a successful business that can only be appreciated if you actually are a small business owner.

Humbling: Nobody likes rejection that I know of, but it is very common in business. A small business owner is usually the head salesman and must learn how to sell their products or services. As with any sales position, you’ll quickly realize that not everyone wants to buy what you’re selling, even if you believe that it is better than chocolate fudge brownies, if that is possible. Even if you are selling your products on the Internet and do not have to sell face to face, you may wonder why nobody is visiting your website or buying your products on Amazon. Don’t take it personally. You will also experience the ups and downs of a business vs. a steady paycheck from an employer.

Direct relationship between results and income: Unless you work as a commission-based sales person, there generally is not a short-term relationship between your income and your results. For a business owner, great results equal greater income. As an employee, compensation increases tend to happen over time and you are highly dependent upon your direct boss and the company’s performance.

Complaining: You will probably laugh when a friend complains how much they have to pay towards their health insurance, retirement benefits, and their company’s paid time-off policies. Guess who fully pays for these benefits when you own your own business?

Commitment: Having a small business means being committed. As with any endeavor that you seek to achieve positive results, a strong commitment will dramatically increase your chance of success. If you can commit to a business then you can commit to other important items.

 

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Don’t Use Your Employees and Employees Don’t Use Your Employers

When I was a kid, sometimes a friend would say, “Don’t be friends with so and so because they are users.” I have to admit that I really did not know what that meant back then, but since I now have the Internet nowadays, I was able to look it up. According to urbandictionary.com, a user is someone who takes advantage of another’s kindness or generosity. They pretend to be a friend but are only in it for what they can get out of it. A user takes and takes, rarely gives. When it comes to employers and employees it can easily happen, but here are 4 ways to avoid using each other:

Be honest: When an employee takes a job there should be honesty on both ends. First, the employer should set expectations about the responsibilities, compensation, work environment, hours, advancement opportunities, etc. Employees should be honest with their employers about their experience, their ability to perform their job functions, their availability, and their own expectations. If you do not tell your employer that you plan on moving out of state in 6 months, especially after your employer has spent time and money on your training, then that is lying by omission. The same holds true for an employer that plans on moving their location in the near future without informing a new employee. Be upfront and honest.

Don’t dawdle or overload: A business makes money when employees are productive and loses money when they dawdle. Keep this in mind as an employee. Alternatively, if an employer overloads their employees then this can lead to burnout.

Give, don’t just take: Employees should not focus solely on their own paychecks, but on the overall success of the business. Think about what you can give to make your job better and for the business that you work for to succeed. Most likely, unless you work for a user, you will be compensated for high achievement. Employers should compensate their employees fairly and reward them when they are helping the business to be more profitable.

Do a good job: Do an excellent job and take pride in what you are doing whether you are an employee or an employer.

Don’t be a user!

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Does it Matter How You Dress?

A man preparing to go to work

I dress up rather formally for work with a tie, dress shoes, and dress shirt, although I don’t usually wear a suit jacket. When I look around, no matter where I go, including the office, dinner, schools, or even at Church, dressing more formally seems to be the exception. But does this really matter?

In the book, “Influence: The Psychology of Persuasion,” by Robert Cialdini, he elaborates that clothing does have an effect on the likelihood of people to be influenced. To summarize, a person’s clothing has a lot to do with the expectations and authority that is perceived by others. He notes that it is important to dress at a level that matches one’s expertise and credentials. I have noticed that when going to a restaurant, if I am dressed more formally, the servers seem to be more attentive towards my guest and I, and also tend to focus more attention on the person who is dressed more formally (which means that the bill is usually given to me, so maybe I should take off my tie).

As for the study, it seems as though expectations play a large role in how others perceive you. For example, you expect a police officer to be in a police uniform, a doctor to wear a white coat, an attorney to wear a suit, and a fast food worker to wear the same embroidered shirt as all of the other workers they are with. There are numerous other studies about how you dress that you can read in psychology journals, but if the studies have too many variables or not enough participants, then the studies will carry less weight.

A big thought to ponder is how your clothing makes you feel, your attitude and expectations for yourself, and your performance. For example, a school uniform signals to yourself that now is the time to be a student and focus on studies. Work attire means that it is now time to be productive and get to work. Pajamas mean that it is time to relax and go to sleep.

The way you dress is just one factor with how you are perceived, your performance, and how you feel about yourself. It seems as though you are a maverick if you dress up nowadays vs. the trend of dressing more and more casual.  Experiment and see if it changes your life.

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How and Why to Strengthen Your Personal Finances to Increase Profits

Most people view their business to be a completely separate entity from their personal finances, and rightly so. This is generally true from a legal, tax, and accounting standpoint, whereas your business operations and finances should be separated from you personally. However, most small business owners are completely dependent upon their business to support them, as they feed off each other. So how and why should you strengthen your personal finances to increase your profits?

Why:

The business won’t starve: By withdrawing every single penny of profit from your business, it will make it much harder to invest in technology, equipment and capital improvements, and people. One of the main reasons that businesses fail is due to a lack of capital.

Increased profitability: If you have a large personal expense that is coming due, such as your mortgage, then you are more likely to take on less profitable customers, jobs, or may even sell your products at a discount due to desperation.

Better business decisions: It’s no secret that people make better business decisions when they are not feeling stressed or anxious. A common example of a bad decision is to cut expenses that support the main operations of a business to save a few pennies, but it ends up costing you dollars of revenues.

How:

Decrease your personal spending: There are numerous ways to decrease your spending, including groceries, dining, entertainment, taxes, auto, clothing, and virtually every category of spending. Some of my other posts will give you ideas regarding cutting expenses, but a few tips including: using cash more, cash budgeting (aka the envelope system because almost no one actually prepares a real budget), reviewing all of your “necessary” expenses, and delaying expenditures/gratification.

Increase cash reserves: Most people are poor at this (no pun intended), including those who save well for retirement. Savings should be allocated for short-term needs, such as emergencies, mid-term needs, such as for a house, and long-term, such as retirement. The easiest way to start saving is to allocate a very small percentage of every deposit that you make in your personal account towards a separate savings account. You can even start with 1%, just to get used to doing this and you’ll quickly realize that it is not that difficult. Over time you can increase your savings rate as you increase your business profits.

Reduce debts: Similar to increasing your cash reserves, you can start with applying a small percentage of every personal deposit towards your debt balances. The big question is which debts should be paid down first. Since finances are very behaviorally driven, then one technique is to start with the smallest debts first while ignoring the interest rate. The reason for this method is because it creates a sense of accomplishment once a debt is paid off, and will motivate you to continue moving forward.

 

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