The Original Seven Deadly Sins First formulated by St. John Cassian (360-435 AD)First formulated by...

The Original Seven Deadly The Original Seven Deadly SinsSinsThe Original Seven Deadly The Original Seven Deadly SinsSins

•First formulated by St. John First formulated by St. John Cassian (360-435 AD)Cassian (360-435 AD)

•Codified by Pope Gregory I Codified by Pope Gregory I (“The Great”) 540-604 AD(“The Great”) 540-604 AD

•Made Famous by Dante Made Famous by Dante Alighieri in The Divine Comedy Alighieri in The Divine Comedy (cir. 1315)(cir. 1315)

•Still practiced today by Still practiced today by millions of business owners!millions of business owners!

•First formulated by St. John First formulated by St. John Cassian (360-435 AD)Cassian (360-435 AD)

•Codified by Pope Gregory I Codified by Pope Gregory I (“The Great”) 540-604 AD(“The Great”) 540-604 AD

•Made Famous by Dante Made Famous by Dante Alighieri in The Divine Comedy Alighieri in The Divine Comedy (cir. 1315)(cir. 1315)

•Still practiced today by Still practiced today by millions of business owners!millions of business owners!

The Original Seven Deadly The Original Seven Deadly SinsSinsThe Original Seven Deadly The Original Seven Deadly SinsSins

• LustLust• GluttonyGluttony• SlothSloth• GreedGreed• WrathWrath• PridePride• EnvyEnvy

• LustLust• GluttonyGluttony• SlothSloth• GreedGreed• WrathWrath• PridePride• EnvyEnvy

Not ME! You Say…Not ME! You Say…Not ME! You Say…Not ME! You Say…

• I work hardI work hard• I only want a fair profitI only want a fair profit• I treat my people wellI treat my people well• I know that I don’t know I know that I don’t know

everythingeverything• I put my customers ahead of I put my customers ahead of

myselfmyself• I run a clean, ethical business that I run a clean, ethical business that

does the job rightdoes the job right

• I work hardI work hard• I only want a fair profitI only want a fair profit• I treat my people wellI treat my people well• I know that I don’t know I know that I don’t know

everythingeverything• I put my customers ahead of I put my customers ahead of

myselfmyself• I run a clean, ethical business that I run a clean, ethical business that

does the job rightdoes the job right

The 7 Sins The 7 Sins Aren’tAren’t About Your About Your EthicsEthicsThe 7 Sins The 7 Sins Aren’tAren’t About Your About Your EthicsEthics

• They are the things you do They are the things you do • That make you a lesser vendor for your That make you a lesser vendor for your

customerscustomers• That make you a lesser Boss to your That make you a lesser Boss to your

employeesemployees• That make you a lesser provider for your That make you a lesser provider for your

familyfamily• That deprive you of the appropriate That deprive you of the appropriate

benefits of being a business owner benefits of being a business owner

• They are the things you do They are the things you do • That make you a lesser vendor for your That make you a lesser vendor for your

customerscustomers• That make you a lesser Boss to your That make you a lesser Boss to your

employeesemployees• That make you a lesser provider for your That make you a lesser provider for your

familyfamily• That deprive you of the appropriate That deprive you of the appropriate

benefits of being a business owner benefits of being a business owner

The Seven Sins of Business The Seven Sins of Business OwnersOwnersThe Seven Sins of Business The Seven Sins of Business OwnersOwners

• Lust:Lust:• Pointing your organization in any Pointing your organization in any

direction that appeals to youdirection that appeals to you

• Gluttony:Gluttony:• Taking on all the challenges yourselfTaking on all the challenges yourself

• Sloth:Sloth:• Settling for “good enough”Settling for “good enough”

• Greed:Greed:• Squeezing out a profitSqueezing out a profit

• Lust:Lust:• Pointing your organization in any Pointing your organization in any

direction that appeals to youdirection that appeals to you

• Gluttony:Gluttony:• Taking on all the challenges yourselfTaking on all the challenges yourself

• Sloth:Sloth:• Settling for “good enough”Settling for “good enough”

• Greed:Greed:• Squeezing out a profitSqueezing out a profit

The Seven Sins of Business The Seven Sins of Business OwnersOwnersThe Seven Sins of Business The Seven Sins of Business OwnersOwners

• WrathWrath• Driving employeesDriving employees

• PridePride• Thinking that you should have all the Thinking that you should have all the

answersanswers

• EnvyEnvy• Believing that no one else has your Believing that no one else has your

problemsproblems

• WrathWrath• Driving employeesDriving employees

• PridePride• Thinking that you should have all the Thinking that you should have all the

answersanswers

• EnvyEnvy• Believing that no one else has your Believing that no one else has your

problemsproblems

The Original Seven Deadly The Original Seven Deadly Sins had counteracting Sins had counteracting “Virtues”“Virtues”

The Original Seven Deadly The Original Seven Deadly Sins had counteracting Sins had counteracting “Virtues”“Virtues”• Lust : Lust : ChastityChastity• Gluttony: Gluttony: TemperanceTemperance• Sloth: Sloth: ZealZeal• Greed: Greed: GenerosityGenerosity• Wrath: Wrath: KindnessKindness• Pride: Pride: HumilityHumility• Envy: Envy: LoveLove

• Lust : Lust : ChastityChastity• Gluttony: Gluttony: TemperanceTemperance• Sloth: Sloth: ZealZeal• Greed: Greed: GenerosityGenerosity• Wrath: Wrath: KindnessKindness• Pride: Pride: HumilityHumility• Envy: Envy: LoveLove

The “Business Virtues” that The “Business Virtues” that Counteract the Entrepreneur’s Counteract the Entrepreneur’s Seven Deadly SinsSeven Deadly Sins

The “Business Virtues” that The “Business Virtues” that Counteract the Entrepreneur’s Counteract the Entrepreneur’s Seven Deadly SinsSeven Deadly Sins

• Lust : Lust : PlanningPlanning• Gluttony: Gluttony: DelegationDelegation• Sloth: Sloth: BenchmarkingBenchmarking• Greed: Greed: BudgetingBudgeting• Wrath: Wrath: EmpowermentEmpowerment• Pride: Pride: LeadershipLeadership• Envy: Envy: AdviceAdvice

• Lust : Lust : PlanningPlanning• Gluttony: Gluttony: DelegationDelegation• Sloth: Sloth: BenchmarkingBenchmarking• Greed: Greed: BudgetingBudgeting• Wrath: Wrath: EmpowermentEmpowerment• Pride: Pride: LeadershipLeadership• Envy: Envy: AdviceAdvice

The First Deadly Sin: LustThe First Deadly Sin: LustThe First Deadly Sin: LustThe First Deadly Sin: Lust

• A passionate or overmastering A passionate or overmastering desire or cravingdesire or craving

• Ardent enthusiasm; zest; relishArdent enthusiasm; zest; relish• To have a yearning or desireTo have a yearning or desire• Usage:Usage:

• Lust for lifeLust for life

• A passionate or overmastering A passionate or overmastering desire or cravingdesire or craving

• Ardent enthusiasm; zest; relishArdent enthusiasm; zest; relish• To have a yearning or desireTo have a yearning or desire• Usage:Usage:

• Lust for lifeLust for life

Signs that you may be guilty of Signs that you may be guilty of LustLustSigns that you may be guilty of Signs that you may be guilty of LustLust

• Projects that never get finishedProjects that never get finished• Employees complaining that they Employees complaining that they

are juggling too muchare juggling too much• Customers “Slip through the Customers “Slip through the

cracks”cracks”• Bad surprises (you were looking Bad surprises (you were looking

the other way)the other way)• YOU feel that you are juggling too YOU feel that you are juggling too

muchmuch

• Projects that never get finishedProjects that never get finished• Employees complaining that they Employees complaining that they

are juggling too muchare juggling too much• Customers “Slip through the Customers “Slip through the

cracks”cracks”• Bad surprises (you were looking Bad surprises (you were looking

the other way)the other way)• YOU feel that you are juggling too YOU feel that you are juggling too

muchmuch

Lust in Your BusinessLust in Your BusinessLust in Your BusinessLust in Your Business

• A strategy driven by “A strategy driven by “Whim de Whim de Jour”Jour”• We have customers that want us to offer We have customers that want us to offer

thisthis• I heard a guy in our industry in Seattle is I heard a guy in our industry in Seattle is

doing thisdoing this• That doesn’t look too hardThat doesn’t look too hard

• No Personal VisionNo Personal Vision• I just want to make a decent livingI just want to make a decent living• I just know that I don’t want to work this I just know that I don’t want to work this

hardhard• I just want to be successfulI just want to be successful

• A strategy driven by “A strategy driven by “Whim de Whim de Jour”Jour”• We have customers that want us to offer We have customers that want us to offer

thisthis• I heard a guy in our industry in Seattle is I heard a guy in our industry in Seattle is

doing thisdoing this• That doesn’t look too hardThat doesn’t look too hard

• No Personal VisionNo Personal Vision• I just want to make a decent livingI just want to make a decent living• I just know that I don’t want to work this I just know that I don’t want to work this

hardhard• I just want to be successfulI just want to be successful


• Planning to failPlanning to fail• Let’s see what happensLet’s see what happens• Those numbers sound about rightThose numbers sound about right• There’s no reason why we shouldn’t just There’s no reason why we shouldn’t just

give it a trygive it a try

• Focus on problem employees or Focus on problem employees or positionposition• We always seem to be shorthandedWe always seem to be shorthanded• Who was supposed to be responsible for Who was supposed to be responsible for

that?that?

• Planning to failPlanning to fail• Let’s see what happensLet’s see what happens• Those numbers sound about rightThose numbers sound about right• There’s no reason why we shouldn’t just There’s no reason why we shouldn’t just

give it a trygive it a try

• Focus on problem employees or Focus on problem employees or positionposition• We always seem to be shorthandedWe always seem to be shorthanded• Who was supposed to be responsible for Who was supposed to be responsible for

that?that?


• Focusing on problems Focusing on problems • I don’t have the timeI don’t have the time• I don’t have the resources to do thatI don’t have the resources to do that• I need to fight fires!I need to fight fires!

• Focusing on problems Focusing on problems • I don’t have the timeI don’t have the time• I don’t have the resources to do thatI don’t have the resources to do that• I need to fight fires!I need to fight fires!

The “Business Virtue” that The “Business Virtue” that counteracts Lust: Planningcounteracts Lust: PlanningThe “Business Virtue” that The “Business Virtue” that counteracts Lust: Planningcounteracts Lust: Planning

• Know what you want from your Know what you want from your businessbusiness

• Have criteria for assessing Have criteria for assessing opportunitiesopportunities

• Prioritize projects and tasksPrioritize projects and tasks• Provide employees with concrete Provide employees with concrete

action items, goals and deadlinesaction items, goals and deadlines• Manage what you measure Manage what you measure • Start from TODAY- not 5 years from Start from TODAY- not 5 years from

now!now!

• Know what you want from your Know what you want from your businessbusiness

• Have criteria for assessing Have criteria for assessing opportunitiesopportunities

• Prioritize projects and tasksPrioritize projects and tasks• Provide employees with concrete Provide employees with concrete

action items, goals and deadlinesaction items, goals and deadlines• Manage what you measure Manage what you measure • Start from TODAY- not 5 years from Start from TODAY- not 5 years from

now!now!

Planning: Step by StepPlanning: Step by StepPlanning: Step by StepPlanning: Step by Step

• Start with your Personal VisionStart with your Personal Vision• What do you want from What do you want from youryour company? company?• Be specific:Be specific:

• A 32 hour work weekA 32 hour work week• A house at the lake costing $350,000A house at the lake costing $350,000• Travel to Europe at least every two yearsTravel to Europe at least every two years• Put my daughter through medical schoolPut my daughter through medical school

• Start with your Personal VisionStart with your Personal Vision• What do you want from What do you want from youryour company? company?• Be specific:Be specific:

• A 32 hour work weekA 32 hour work week• A house at the lake costing $350,000A house at the lake costing $350,000• Travel to Europe at least every two yearsTravel to Europe at least every two years• Put my daughter through medical schoolPut my daughter through medical school


• Your Personal Vision grows into a Your Personal Vision grows into a Shared Vision for the companyShared Vision for the company• How much business is needed to How much business is needed to

generate your target income?generate your target income?• How many employees are needed to do How many employees are needed to do

the jobs you are doing?the jobs you are doing?

• Your Personal Vision grows into a Your Personal Vision grows into a Shared Vision for the companyShared Vision for the company• How much business is needed to How much business is needed to

generate your target income?generate your target income?• How many employees are needed to do How many employees are needed to do

the jobs you are doing?the jobs you are doing?


• Goals, Strategies and Action PlansGoals, Strategies and Action Plans• Goal #1: Grow revenues by 17% next year while Goal #1: Grow revenues by 17% next year while

maintaining profitability.maintaining profitability.• Strategy #1: Identify areas where current customers Strategy #1: Identify areas where current customers

could purchase additional lines from our company.could purchase additional lines from our company.• Action Plan #1: Bob Jones, Controller, to provide sales Action Plan #1: Bob Jones, Controller, to provide sales

department with customer purchasing analysis by line no department with customer purchasing analysis by line no later than 2/15/08later than 2/15/08

• Action Plan #2: Mary Smith, Sales Manager, to present Action Plan #2: Mary Smith, Sales Manager, to present spreadsheet showing opportunities by customer no later spreadsheet showing opportunities by customer no later than 4/1/08than 4/1/08

• Action Plan #3: Salespeople to deliver projections of new Action Plan #3: Salespeople to deliver projections of new business by customer art sales meeting of 4/15/08business by customer art sales meeting of 4/15/08

• Goals, Strategies and Action PlansGoals, Strategies and Action Plans• Goal #1: Grow revenues by 17% next year while Goal #1: Grow revenues by 17% next year while

maintaining profitability.maintaining profitability.• Strategy #1: Identify areas where current customers Strategy #1: Identify areas where current customers

could purchase additional lines from our company.could purchase additional lines from our company.• Action Plan #1: Bob Jones, Controller, to provide sales Action Plan #1: Bob Jones, Controller, to provide sales

department with customer purchasing analysis by line no department with customer purchasing analysis by line no later than 2/15/08later than 2/15/08

• Action Plan #2: Mary Smith, Sales Manager, to present Action Plan #2: Mary Smith, Sales Manager, to present spreadsheet showing opportunities by customer no later spreadsheet showing opportunities by customer no later than 4/1/08than 4/1/08

• Action Plan #3: Salespeople to deliver projections of new Action Plan #3: Salespeople to deliver projections of new business by customer art sales meeting of 4/15/08business by customer art sales meeting of 4/15/08

The Second Deadly Sin: The Second Deadly Sin: GluttonyGluttonyThe Second Deadly Sin: The Second Deadly Sin: GluttonyGluttony

• Glutton: A person with a Glutton: A person with a remarkably great desire or remarkably great desire or capacity for something.capacity for something.

• Usage:Usage:• A glutton for workA glutton for work• A glutton for punishmentA glutton for punishment

• Glutton: A person with a Glutton: A person with a remarkably great desire or remarkably great desire or capacity for something.capacity for something.

• Usage:Usage:• A glutton for workA glutton for work• A glutton for punishmentA glutton for punishment

Signs of Gluttony in Your Signs of Gluttony in Your BusinessBusinessSigns of Gluttony in Your Signs of Gluttony in Your BusinessBusiness

• You are the first one in each morningYou are the first one in each morning• You are the last to go home each nightYou are the last to go home each night• You work weekends, the employees You work weekends, the employees

don’tdon’t• Your “to do” list can’t fit on one sheet Your “to do” list can’t fit on one sheet

of paper, even with columnsof paper, even with columns• You work only on the next most You work only on the next most

pressing deadlinepressing deadline• All of the above All of the above

• You are the first one in each morningYou are the first one in each morning• You are the last to go home each nightYou are the last to go home each night• You work weekends, the employees You work weekends, the employees

don’tdon’t• Your “to do” list can’t fit on one sheet Your “to do” list can’t fit on one sheet

of paper, even with columnsof paper, even with columns• You work only on the next most You work only on the next most

pressing deadlinepressing deadline• All of the above All of the above

Characteristics of GluttonyCharacteristics of GluttonyCharacteristics of GluttonyCharacteristics of Gluttony

• ““I know each job in this company”I know each job in this company”• ““Never mind- I’ll just do it myself”Never mind- I’ll just do it myself”• You cringe at a big new customer, You cringe at a big new customer,

because it means more work for you.because it means more work for you.• The ‘Entrepreneur’s Catch 22”The ‘Entrepreneur’s Catch 22”

• ““I could really make this company take off, if only I could really make this company take off, if only I had one more really good person, but good I had one more really good person, but good people cost money, so I can’t hire one until we people cost money, so I can’t hire one until we grow a little more, but I can’t see how we can grow a little more, but I can’t see how we can grow, because I’m working as hard as I can right grow, because I’m working as hard as I can right now, and I can’t do any more until I have one now, and I can’t do any more until I have one more good person.”more good person.”

• ““I know each job in this company”I know each job in this company”• ““Never mind- I’ll just do it myself”Never mind- I’ll just do it myself”• You cringe at a big new customer, You cringe at a big new customer,

because it means more work for you.because it means more work for you.• The ‘Entrepreneur’s Catch 22”The ‘Entrepreneur’s Catch 22”

• ““I could really make this company take off, if only I could really make this company take off, if only I had one more really good person, but good I had one more really good person, but good people cost money, so I can’t hire one until we people cost money, so I can’t hire one until we grow a little more, but I can’t see how we can grow a little more, but I can’t see how we can grow, because I’m working as hard as I can right grow, because I’m working as hard as I can right now, and I can’t do any more until I have one now, and I can’t do any more until I have one more good person.”more good person.”

Characteristics of GluttonyCharacteristics of GluttonyCharacteristics of GluttonyCharacteristics of Gluttony

• Monkey Management! Monkey Management! • The employees are delegating to you!The employees are delegating to you!

• ““Hey Boss, we have a problem on the Hey Boss, we have a problem on the Sanderson deal.”Sanderson deal.”

• ““I talked to production, but they never got back I talked to production, but they never got back to me.”to me.”

• ““I’m not sure what to do next, can you review I’m not sure what to do next, can you review my project for me?”my project for me?”

• ““You know more about that customer than I do.You know more about that customer than I do.

• Monkey Management! Monkey Management! • The employees are delegating to you!The employees are delegating to you!

• ““Hey Boss, we have a problem on the Hey Boss, we have a problem on the Sanderson deal.”Sanderson deal.”

• ““I talked to production, but they never got back I talked to production, but they never got back to me.”to me.”

• ““I’m not sure what to do next, can you review I’m not sure what to do next, can you review my project for me?”my project for me?”

• ““You know more about that customer than I do.You know more about that customer than I do.

The “Business Virtue” that The “Business Virtue” that counteracts Gluttony: counteracts Gluttony: DelegationDelegation

The “Business Virtue” that The “Business Virtue” that counteracts Gluttony: counteracts Gluttony: DelegationDelegation• Stop accepting assignments from Stop accepting assignments from

your employeesyour employees• Start teaching them how to solve Start teaching them how to solve

their own problemstheir own problems• Develop a system for assigning tasks, Develop a system for assigning tasks,

following up, and following up, and bothboth ensuring ensuring andand insuring resultsinsuring results

• Stop accepting assignments from Stop accepting assignments from your employeesyour employees

• Start teaching them how to solve Start teaching them how to solve their own problemstheir own problems

• Develop a system for assigning tasks, Develop a system for assigning tasks, following up, and following up, and bothboth ensuring ensuring andand insuring resultsinsuring results

Delegation: Step by StepDelegation: Step by StepDelegation: Step by StepDelegation: Step by Step

• Develop Your “Straddle Reflex”Develop Your “Straddle Reflex”• ““Since Since II didn’t have a problem a minute didn’t have a problem a minute

ago, I assume that by ‘we’ you mean that ago, I assume that by ‘we’ you mean that youyou have a problem.” have a problem.”

• ““You aren’t asking You aren’t asking meme to go to production to go to production to get to get youryour answer for answer for youyou, are you?”, are you?”

• ““What is the next step that What is the next step that youyou were were planningplanning to take?” to take?”

• What have What have youyou done to get up to speed done to get up to speed on this customer, so that on this customer, so that youyou don’t need don’t need meme to be to be youryour reference point?” reference point?”

• Develop Your “Straddle Reflex”Develop Your “Straddle Reflex”• ““Since Since II didn’t have a problem a minute didn’t have a problem a minute

ago, I assume that by ‘we’ you mean that ago, I assume that by ‘we’ you mean that youyou have a problem.” have a problem.”

• ““You aren’t asking You aren’t asking meme to go to production to go to production to get to get youryour answer for answer for youyou, are you?”, are you?”

• ““What is the next step that What is the next step that youyou were were planningplanning to take?” to take?”

• What have What have youyou done to get up to speed done to get up to speed on this customer, so that on this customer, so that youyou don’t need don’t need meme to be to be youryour reference point?” reference point?”


• Define the ‘next move’ Define the ‘next move’ • The issue and action are clarifiedThe issue and action are clarified• The first step is clearly definedThe first step is clearly defined• The task is reduced to a “bite-sized” pieceThe task is reduced to a “bite-sized” piece• Focus is shifted to short-term action.Focus is shifted to short-term action.

• Assign ResponsibilityAssign Responsibility• (Sometimes (not often) it is really your (Sometimes (not often) it is really your

problemproblem• Make sure the employee affirms that Make sure the employee affirms that

he/she is the one who will acthe/she is the one who will act

• Define the ‘next move’ Define the ‘next move’ • The issue and action are clarifiedThe issue and action are clarified• The first step is clearly definedThe first step is clearly defined• The task is reduced to a “bite-sized” pieceThe task is reduced to a “bite-sized” piece• Focus is shifted to short-term action.Focus is shifted to short-term action.

• Assign ResponsibilityAssign Responsibility• (Sometimes (not often) it is really your (Sometimes (not often) it is really your

problemproblem• Make sure the employee affirms that Make sure the employee affirms that

he/she is the one who will acthe/she is the one who will act


• Insure the riskInsure the risk• Small downside: “Act, then inform me of Small downside: “Act, then inform me of

what you have done.”what you have done.”• Big downside: “Decide what you are Big downside: “Decide what you are

going to do, but check with me before going to do, but check with me before acting.acting.

• Schedule the follow upSchedule the follow up• Calendar a specific date and time for a Calendar a specific date and time for a

report on the outcomereport on the outcome

• Insure the riskInsure the risk• Small downside: “Act, then inform me of Small downside: “Act, then inform me of

what you have done.”what you have done.”• Big downside: “Decide what you are Big downside: “Decide what you are

going to do, but check with me before going to do, but check with me before acting.acting.

• Schedule the follow upSchedule the follow up• Calendar a specific date and time for a Calendar a specific date and time for a

report on the outcomereport on the outcome

The Third Deadly Sin: SlothThe Third Deadly Sin: SlothThe Third Deadly Sin: SlothThe Third Deadly Sin: Sloth

• A disinclination to work or exert A disinclination to work or exert yourselfyourself

• Apathy and inactivity in the Apathy and inactivity in the practice of virtuepractice of virtue

• In business: settling for “good In business: settling for “good enough”enough”

• A disinclination to work or exert A disinclination to work or exert yourselfyourself

• Apathy and inactivity in the Apathy and inactivity in the practice of virtuepractice of virtue

• In business: settling for “good In business: settling for “good enough”enough”

Signs of Sloth in Your Signs of Sloth in Your BusinessBusinessSigns of Sloth in Your Signs of Sloth in Your BusinessBusiness

• Lackluster salesLackluster sales• Financial reports are late or Financial reports are late or

inaccurateinaccurate• No employee turnoverNo employee turnover• Eroding marginsEroding margins• No exit, succession or disaster No exit, succession or disaster

planplan

• Lackluster salesLackluster sales• Financial reports are late or Financial reports are late or

inaccurateinaccurate• No employee turnoverNo employee turnover• Eroding marginsEroding margins• No exit, succession or disaster No exit, succession or disaster

planplan

Characteristics of SlothCharacteristics of SlothCharacteristics of SlothCharacteristics of Sloth

• ““That’s good enough to ship, we That’s good enough to ship, we are behind as it is.”are behind as it is.”

• I know that it’s supposed to be I know that it’s supposed to be Bob’s responsibility, but I’d rather Bob’s responsibility, but I’d rather you handled it.”you handled it.”

• ““That %@#$ bank wants to see That %@#$ bank wants to see our financials again.”our financials again.”

• ““We’re making a good profit, I We’re making a good profit, I think.”think.”

• ““That’s good enough to ship, we That’s good enough to ship, we are behind as it is.”are behind as it is.”

• I know that it’s supposed to be I know that it’s supposed to be Bob’s responsibility, but I’d rather Bob’s responsibility, but I’d rather you handled it.”you handled it.”

• ““That %@#$ bank wants to see That %@#$ bank wants to see our financials again.”our financials again.”

• ““We’re making a good profit, I We’re making a good profit, I think.”think.”

The “Business Virtue” that The “Business Virtue” that counteracts Sloth: Benchmarkingcounteracts Sloth: BenchmarkingThe “Business Virtue” that The “Business Virtue” that counteracts Sloth: Benchmarkingcounteracts Sloth: Benchmarking

• Measure how your company stands upMeasure how your company stands up• Against others in your marketAgainst others in your market• Against others in your industryAgainst others in your industry• Against itselfAgainst itself

• Measure how your employees stand upMeasure how your employees stand up• Make expectations clearMake expectations clear• Track growth and developmentTrack growth and development• Identify performersIdentify performers• Eliminate losersEliminate losers

• KNOWKNOW whether you measure up! whether you measure up!

• Measure how your company stands upMeasure how your company stands up• Against others in your marketAgainst others in your market• Against others in your industryAgainst others in your industry• Against itselfAgainst itself

• Measure how your employees stand upMeasure how your employees stand up• Make expectations clearMake expectations clear• Track growth and developmentTrack growth and development• Identify performersIdentify performers• Eliminate losersEliminate losers

• KNOWKNOW whether you measure up! whether you measure up!

Benchmarking: Your CompanyBenchmarking: Your CompanyBenchmarking: Your CompanyBenchmarking: Your Company

• ““Common Size” financial Common Size” financial statementsstatements• All expense items calculated as a All expense items calculated as a

percentage of salespercentage of sales• Minimum three years history to startMinimum three years history to start• Review all items that are a higher Review all items that are a higher

percentage than 3 years ago. Why?percentage than 3 years ago. Why?

• ““Common Size” financial Common Size” financial statementsstatements• All expense items calculated as a All expense items calculated as a

percentage of salespercentage of sales• Minimum three years history to startMinimum three years history to start• Review all items that are a higher Review all items that are a higher

percentage than 3 years ago. Why?percentage than 3 years ago. Why?


• Industry ComparisonsIndustry Comparisons• Side by side with other distributors, Side by side with other distributors,

contractors or professional servicescontractors or professional services• Risk Management Associates (RMA) Risk Management Associates (RMA)

available through many banksavailable through many banks• ProfitCents® available through many ProfitCents® available through many

CPA firmsCPA firms

• Industry ComparisonsIndustry Comparisons• Side by side with other distributors, Side by side with other distributors,

contractors or professional servicescontractors or professional services• Risk Management Associates (RMA) Risk Management Associates (RMA)

available through many banksavailable through many banks• ProfitCents® available through many ProfitCents® available through many

CPA firmsCPA firms


• Market comparisons:Market comparisons:• Side by side with others in your specific Side by side with others in your specific

industry, or geographic marketplaceindustry, or geographic marketplace• Association surveysAssociation surveys• Trade group dataTrade group data• Government agenciesGovernment agencies• Salary surveysSalary surveys

• Market comparisons:Market comparisons:• Side by side with others in your specific Side by side with others in your specific

industry, or geographic marketplaceindustry, or geographic marketplace• Association surveysAssociation surveys• Trade group dataTrade group data• Government agenciesGovernment agencies• Salary surveysSalary surveys

Benchmarking: Your employeesBenchmarking: Your employeesBenchmarking: Your employeesBenchmarking: Your employees

• Detailed job descriptionsDetailed job descriptions• Pay for performance based on job Pay for performance based on job

description measurementsdescription measurements• Merit and incentive compensationMerit and incentive compensation• Clear advancement paths and criteriaClear advancement paths and criteria• TopgradingTopgrading: elimination of poor : elimination of poor

performersperformers

• Detailed job descriptionsDetailed job descriptions• Pay for performance based on job Pay for performance based on job

description measurementsdescription measurements• Merit and incentive compensationMerit and incentive compensation• Clear advancement paths and criteriaClear advancement paths and criteria• TopgradingTopgrading: elimination of poor : elimination of poor

performersperformersWhen asked to name the biggest mistake they had made in their business, 61% of TAB members in North America answered “Not firing someone long before I actually did it.”

The Fourth Deadly Sin: GreedThe Fourth Deadly Sin: GreedThe Fourth Deadly Sin: GreedThe Fourth Deadly Sin: Greed

• Excessive or rapacious desireExcessive or rapacious desire• Dictionary Note: may be applied Dictionary Note: may be applied

to all avid desires, and is to all avid desires, and is not not necessarily uncomplimentarynecessarily uncomplimentary..

• Usage: Usage: “He devoured each book greedily, “He devoured each book greedily, as if every bit of knowledge were precious.”as if every bit of knowledge were precious.”

• Excessive or rapacious desireExcessive or rapacious desire• Dictionary Note: may be applied Dictionary Note: may be applied

to all avid desires, and is to all avid desires, and is not not necessarily uncomplimentarynecessarily uncomplimentary..

• Usage: Usage: “He devoured each book greedily, “He devoured each book greedily, as if every bit of knowledge were precious.”as if every bit of knowledge were precious.”

Signs of Greed in Your Signs of Greed in Your BusinessBusinessSigns of Greed in Your Signs of Greed in Your BusinessBusiness

• Not for personal gain- it isn’t Not for personal gain- it isn’t personalpersonal greed greed

• Profits come as an accidental Profits come as an accidental result of squeezing every result of squeezing every expenseexpense

• Every major expenditure is an Every major expenditure is an unpleasant surpriseunpleasant surprise

• Not for personal gain- it isn’t Not for personal gain- it isn’t personalpersonal greed greed

• Profits come as an accidental Profits come as an accidental result of squeezing every result of squeezing every expenseexpense

• Every major expenditure is an Every major expenditure is an unpleasant surpriseunpleasant surprise

Characteristics of GreedCharacteristics of GreedCharacteristics of GreedCharacteristics of Greed

• No one gets a raise unless they No one gets a raise unless they ask for itask for it

• Computers and technology are Computers and technology are dateddated

• Your Website looks like it was Your Website looks like it was done by a 14 year olddone by a 14 year old

• Your office is a tribute to the Your office is a tribute to the durability of faux-wood panelingdurability of faux-wood paneling

• Maintenance and Repair expenses Maintenance and Repair expenses increase every yearincrease every year

• No one gets a raise unless they No one gets a raise unless they ask for itask for it

• Computers and technology are Computers and technology are dateddated

• Your Website looks like it was Your Website looks like it was done by a 14 year olddone by a 14 year old

• Your office is a tribute to the Your office is a tribute to the durability of faux-wood panelingdurability of faux-wood paneling

• Maintenance and Repair expenses Maintenance and Repair expenses increase every yearincrease every year

The “Business Virtue” that The “Business Virtue” that counteracts Greed: Budgetingcounteracts Greed: BudgetingThe “Business Virtue” that The “Business Virtue” that counteracts Greed: Budgetingcounteracts Greed: Budgeting

• Schedule profit as a normal result Schedule profit as a normal result of business activitiesof business activities

• Requires 2 other virtues: Planning Requires 2 other virtues: Planning and Benchmarkingand Benchmarking

• Build in efficiencies from new Build in efficiencies from new equipment and technologyequipment and technology

• Present a more attractive face to Present a more attractive face to customers, vendors and customers, vendors and prospective employees.prospective employees.

• Schedule profit as a normal result Schedule profit as a normal result of business activitiesof business activities

• Requires 2 other virtues: Planning Requires 2 other virtues: Planning and Benchmarkingand Benchmarking

• Build in efficiencies from new Build in efficiencies from new equipment and technologyequipment and technology

• Present a more attractive face to Present a more attractive face to customers, vendors and customers, vendors and prospective employees.prospective employees.

Budgeting: Step by StepBudgeting: Step by StepBudgeting: Step by StepBudgeting: Step by Step

• RevenuesRevenues• Which lines or services are most Which lines or services are most

profitable?profitable?• Which customers are most profitable?Which customers are most profitable?• Where do you have unused capacity?Where do you have unused capacity?• Where are there available economies of Where are there available economies of

scale?scale?• Where are your competitors weakest?Where are your competitors weakest?

• RevenuesRevenues• Which lines or services are most Which lines or services are most

profitable?profitable?• Which customers are most profitable?Which customers are most profitable?• Where do you have unused capacity?Where do you have unused capacity?• Where are there available economies of Where are there available economies of

scale?scale?• Where are your competitors weakest?Where are your competitors weakest?


• ExpensesExpenses• What will What will havehave to increase? (e.g. fuel) to increase? (e.g. fuel)• What will not increase? (rent)What will not increase? (rent)• What increases with sales? (COGS, What increases with sales? (COGS,

commissions)commissions)• What needs to be held in check?What needs to be held in check?

• ExpensesExpenses• What will What will havehave to increase? (e.g. fuel) to increase? (e.g. fuel)• What will not increase? (rent)What will not increase? (rent)• What increases with sales? (COGS, What increases with sales? (COGS,

commissions)commissions)• What needs to be held in check?What needs to be held in check?


• ““Discretionary” ExpensesDiscretionary” Expenses• What What shouldshould be upgraded this year? be upgraded this year?• What would make the business better, What would make the business better,

more pleasant, more fun?more pleasant, more fun?• What is one the “wish list?” Pick one or What is one the “wish list?” Pick one or

twotwo

• ““Discretionary” ExpensesDiscretionary” Expenses• What What shouldshould be upgraded this year? be upgraded this year?• What would make the business better, What would make the business better,

more pleasant, more fun?more pleasant, more fun?• What is one the “wish list?” Pick one or What is one the “wish list?” Pick one or

twotwo


• Profits! Profits! • What represents:What represents:

• A fair return on your investment?A fair return on your investment?• Security for the future?Security for the future?• Achievement of your Personal Vision?Achievement of your Personal Vision?

• If it isn’t there, after all expenses, If it isn’t there, after all expenses, then:then:• What prices need to be raised?What prices need to be raised?• What less profitable lines or customers need to What less profitable lines or customers need to

be dropped to free up resources?be dropped to free up resources?• What new opportunities need to be realized?What new opportunities need to be realized?

• Profits! Profits! • What represents:What represents:

• A fair return on your investment?A fair return on your investment?• Security for the future?Security for the future?• Achievement of your Personal Vision?Achievement of your Personal Vision?

• If it isn’t there, after all expenses, If it isn’t there, after all expenses, then:then:• What prices need to be raised?What prices need to be raised?• What less profitable lines or customers need to What less profitable lines or customers need to

be dropped to free up resources?be dropped to free up resources?• What new opportunities need to be realized?What new opportunities need to be realized?

The Fifth Deadly Sin: WrathThe Fifth Deadly Sin: WrathThe Fifth Deadly Sin: WrathThe Fifth Deadly Sin: Wrath

• Belligerence aroused by a real or Belligerence aroused by a real or supposed wrongsupposed wrong

• Belligerence aroused by a real or Belligerence aroused by a real or supposed wrongsupposed wrong

Signs of Wrath in Your BusinessSigns of Wrath in Your BusinessSigns of Wrath in Your BusinessSigns of Wrath in Your Business

• Things don’t get done unless you see Things don’t get done unless you see to them yourselfto them yourself

• You are afraid to take a long vacationYou are afraid to take a long vacation• Employees tread lightly on your bad Employees tread lightly on your bad

daysdays• Employee complain about each other…Employee complain about each other…

to you.to you.• Management by exceptionManagement by exception• Most of your internal processes are to Most of your internal processes are to

check for mistakes or omissions check for mistakes or omissions

• Things don’t get done unless you see Things don’t get done unless you see to them yourselfto them yourself

• You are afraid to take a long vacationYou are afraid to take a long vacation• Employees tread lightly on your bad Employees tread lightly on your bad

daysdays• Employee complain about each other…Employee complain about each other…

to you.to you.• Management by exceptionManagement by exception• Most of your internal processes are to Most of your internal processes are to

check for mistakes or omissions check for mistakes or omissions

Characteristics of WrathCharacteristics of WrathCharacteristics of WrathCharacteristics of Wrath

• ““But I pay them to work”But I pay them to work”• ““Why can’t they think like me?”Why can’t they think like me?”• ““Am I the only one who can solve Am I the only one who can solve

problems around here?”problems around here?”• ““I’m tired from pushing and I’m tired from pushing and

pushing to get things done on pushing to get things done on time.”time.”

• ““Do you understand the meaning Do you understand the meaning of the word ‘deadline?’”of the word ‘deadline?’”

• ““But I pay them to work”But I pay them to work”• ““Why can’t they think like me?”Why can’t they think like me?”• ““Am I the only one who can solve Am I the only one who can solve

problems around here?”problems around here?”• ““I’m tired from pushing and I’m tired from pushing and

pushing to get things done on pushing to get things done on time.”time.”

• ““Do you understand the meaning Do you understand the meaning of the word ‘deadline?’”of the word ‘deadline?’”

The “Business Virtue” that The “Business Virtue” that counteracts Wrath: counteracts Wrath: EmpowermentEmpowerment

The “Business Virtue” that The “Business Virtue” that counteracts Wrath: counteracts Wrath: EmpowermentEmpowerment• Helping employees think for the Helping employees think for the

business, not for themselvesbusiness, not for themselves• Much more than delegationMuch more than delegation• Delegation is getting them to Delegation is getting them to

answeranswer the questions the questions• Empowerment is getting them to Empowerment is getting them to

askask the questions the questions

• Helping employees think for the Helping employees think for the business, not for themselvesbusiness, not for themselves

• Much more than delegationMuch more than delegation• Delegation is getting them to Delegation is getting them to

answeranswer the questions the questions• Empowerment is getting them to Empowerment is getting them to

askask the questions the questions

Empowering your PeopleEmpowering your PeopleEmpowering your PeopleEmpowering your People

• Learn Learn notnot to keep an eye on it to keep an eye on it• Demand results, but don’t make Demand results, but don’t make

them happenthem happen• Cut the people who can’t (or Cut the people who can’t (or

won’t) take responsibilitywon’t) take responsibility• Accepting failure and (budgeted!) Accepting failure and (budgeted!)

additional expense is part of the additional expense is part of the learning processlearning process

• Learn Learn notnot to keep an eye on it to keep an eye on it• Demand results, but don’t make Demand results, but don’t make

them happenthem happen• Cut the people who can’t (or Cut the people who can’t (or

won’t) take responsibilitywon’t) take responsibility• Accepting failure and (budgeted!) Accepting failure and (budgeted!)

additional expense is part of the additional expense is part of the learning processlearning process

The Risks of EmpowermentThe Risks of EmpowermentThe Risks of EmpowermentThe Risks of Empowerment

• BIGGEST RISK- EGO DAMAGE!: You BIGGEST RISK- EGO DAMAGE!: You don’t get to be the Answer Man (or don’t get to be the Answer Man (or Answer Woman)Answer Woman)

• You have to find something else to do You have to find something else to do with your timewith your time

• Your voice mail, email and desk inbox Your voice mail, email and desk inbox are emptyare empty

• You have to find out whether what You have to find out whether what you have said for years (I could, if you have said for years (I could, if only I had the time.”) is only I had the time.”) is really truereally true..

• BIGGEST RISK- EGO DAMAGE!: You BIGGEST RISK- EGO DAMAGE!: You don’t get to be the Answer Man (or don’t get to be the Answer Man (or Answer Woman)Answer Woman)

• You have to find something else to do You have to find something else to do with your timewith your time

• Your voice mail, email and desk inbox Your voice mail, email and desk inbox are emptyare empty

• You have to find out whether what You have to find out whether what you have said for years (I could, if you have said for years (I could, if only I had the time.”) is only I had the time.”) is really truereally true..

The Rewards of EmpowermentThe Rewards of EmpowermentThe Rewards of EmpowermentThe Rewards of Empowerment

• Loyal employees who find Loyal employees who find working for you to be rewardingworking for you to be rewarding

• Flexibility to focus on new things, Flexibility to focus on new things, company improvementscompany improvements

• Business growsBusiness grows• Profits growProfits grow• Stress shrinksStress shrinks• Work week shrinksWork week shrinks

• Loyal employees who find Loyal employees who find working for you to be rewardingworking for you to be rewarding

• Flexibility to focus on new things, Flexibility to focus on new things, company improvementscompany improvements

• Business growsBusiness grows• Profits growProfits grow• Stress shrinksStress shrinks• Work week shrinksWork week shrinks

The Sixth Deadly Sin: PrideThe Sixth Deadly Sin: PrideThe Sixth Deadly Sin: PrideThe Sixth Deadly Sin: Pride

• A high opinion of one’s own A high opinion of one’s own dignity, importance, merit or dignity, importance, merit or superiority.superiority.

• A high opinion of one’s own A high opinion of one’s own dignity, importance, merit or dignity, importance, merit or superiority.superiority.

Signs of Pride in Your Signs of Pride in Your BusinessBusinessSigns of Pride in Your Signs of Pride in Your BusinessBusiness

• You You shouldshould be proud of your be proud of your business, butbusiness, but• You weren’t given a magic ability to You weren’t given a magic ability to

judge people on sightjudge people on sight• You can’t deliver every order by yourselfYou can’t deliver every order by yourself• Just because no one can yell at you Just because no one can yell at you

doesn’t mean you aren’t accountabledoesn’t mean you aren’t accountable• You don’t have every answerYou don’t have every answer

• You You shouldshould be proud of your be proud of your business, butbusiness, but• You weren’t given a magic ability to You weren’t given a magic ability to

judge people on sightjudge people on sight• You can’t deliver every order by yourselfYou can’t deliver every order by yourself• Just because no one can yell at you Just because no one can yell at you

doesn’t mean you aren’t accountabledoesn’t mean you aren’t accountable• You don’t have every answerYou don’t have every answer

Characteristics of PrideCharacteristics of PrideCharacteristics of PrideCharacteristics of Pride

• You are afraid to reveal “weakness” You are afraid to reveal “weakness” to your employeesto your employees

• You won’t ask for help, because you You won’t ask for help, because you are not supposed to need itare not supposed to need it

• You refuse to commit to personal You refuse to commit to personal deadlines in front of employeesdeadlines in front of employees

• You resist outside ideas, because “It You resist outside ideas, because “It wasn’t invented here.”wasn’t invented here.”

• All action sentences use “I,” not “we.”All action sentences use “I,” not “we.”

• You are afraid to reveal “weakness” You are afraid to reveal “weakness” to your employeesto your employees

• You won’t ask for help, because you You won’t ask for help, because you are not supposed to need itare not supposed to need it

• You refuse to commit to personal You refuse to commit to personal deadlines in front of employeesdeadlines in front of employees

• You resist outside ideas, because “It You resist outside ideas, because “It wasn’t invented here.”wasn’t invented here.”

• All action sentences use “I,” not “we.”All action sentences use “I,” not “we.”

The “Business Virtue” that The “Business Virtue” that counteracts Pride: Leadershipcounteracts Pride: LeadershipThe “Business Virtue” that The “Business Virtue” that counteracts Pride: Leadershipcounteracts Pride: Leadership

• Leadership is…Leadership is…• Sharing a visionSharing a vision• Choosing a directionChoosing a direction• Setting goalsSetting goals• Removing roadblocksRemoving roadblocks• Allocating resourcesAllocating resources• Getting out of the way!Getting out of the way!

• Leadership is…Leadership is…• Sharing a visionSharing a vision• Choosing a directionChoosing a direction• Setting goalsSetting goals• Removing roadblocksRemoving roadblocks• Allocating resourcesAllocating resources• Getting out of the way!Getting out of the way!

Leadership is…Leadership is…Leadership is…Leadership is…

• Helping people to be their very Helping people to be their very bestbest• You created the positionYou created the position• You wrote the job descriptionYou wrote the job description• You set the performance requirementsYou set the performance requirements• You made the hireYou made the hire• You provided the trainingYou provided the training• You determined the resources availableYou determined the resources available

• Before you decide an employee is Before you decide an employee is failing, did you do the six things failing, did you do the six things above well?above well?

• Helping people to be their very Helping people to be their very bestbest• You created the positionYou created the position• You wrote the job descriptionYou wrote the job description• You set the performance requirementsYou set the performance requirements• You made the hireYou made the hire• You provided the trainingYou provided the training• You determined the resources availableYou determined the resources available

• Before you decide an employee is Before you decide an employee is failing, did you do the six things failing, did you do the six things above well?above well?

Leadership is…Leadership is…Leadership is…Leadership is…

• Vision and DirectionVision and Direction• KnowingKnowing where your company is going where your company is going• CommunicatingCommunicating it to others it to others• Expecting Expecting resultsresults from qualified people from qualified people• Recognizing and rewarding Recognizing and rewarding performanceperformance

• Vision and DirectionVision and Direction• KnowingKnowing where your company is going where your company is going• CommunicatingCommunicating it to others it to others• Expecting Expecting resultsresults from qualified people from qualified people• Recognizing and rewarding Recognizing and rewarding performanceperformance

“I must go now and catch up to that crowd…I’m their leader!”Eugene Debs

The Seventh Deadly Sin: EnvyThe Seventh Deadly Sin: EnvyThe Seventh Deadly Sin: EnvyThe Seventh Deadly Sin: Envy

• A feeling of discontent or A feeling of discontent or covetousness with regard to covetousness with regard to another’s advantages, success or another’s advantages, success or possessions.possessions.

• A feeling of discontent or A feeling of discontent or covetousness with regard to covetousness with regard to another’s advantages, success or another’s advantages, success or possessions.possessions.

Signs of Envy in Your Signs of Envy in Your CompanyCompanySigns of Envy in Your Signs of Envy in Your CompanyCompany

• Other people have better Other people have better employeesemployees

• Other people make more moneyOther people make more money• Other people have a better Other people have a better

personal lifepersonal life• Other people don’t have these Other people don’t have these

problemsproblems• ““There isn’t any other business There isn’t any other business

that is as difficult as mine.”that is as difficult as mine.”

• Other people have better Other people have better employeesemployees

• Other people make more moneyOther people make more money• Other people have a better Other people have a better

personal lifepersonal life• Other people don’t have these Other people don’t have these

problemsproblems• ““There isn’t any other business There isn’t any other business

that is as difficult as mine.”that is as difficult as mine.”

Characteristics of EnvyCharacteristics of EnvyCharacteristics of EnvyCharacteristics of Envy

• You reply to questions about your You reply to questions about your business with a “rosy” picture that business with a “rosy” picture that avoids detailsavoids details

• You don’t have a relationship with You don’t have a relationship with an attorneyan attorney

• You talk to your CPA once a yearYou talk to your CPA once a year• You don’t know the name of your You don’t know the name of your

bank officerbank officer• You Think you are the only You Think you are the only

one!one!

• You reply to questions about your You reply to questions about your business with a “rosy” picture that business with a “rosy” picture that avoids detailsavoids details

• You don’t have a relationship with You don’t have a relationship with an attorneyan attorney

• You talk to your CPA once a yearYou talk to your CPA once a year• You don’t know the name of your You don’t know the name of your

bank officerbank officer• You Think you are the only You Think you are the only

one!one!

The “Business Virtue” that The “Business Virtue” that counteracts Envy: Advicecounteracts Envy: AdviceThe “Business Virtue” that The “Business Virtue” that counteracts Envy: Advicecounteracts Envy: Advice

• The three legged stool:The three legged stool:• Financial adviceFinancial advice• Legal adviceLegal advice• Business adviceBusiness advice

• The three legged stool:The three legged stool:• Financial adviceFinancial advice• Legal adviceLegal advice• Business adviceBusiness advice

Financial Advice:Financial Advice:Financial Advice:Financial Advice:

• Your CPA:Your CPA:• Tax planningTax planning• Capital structuring (leases and Capital structuring (leases and

purchases)purchases)• Appropriate use of debtAppropriate use of debt

• Your Banker:Your Banker:• Treasury servicesTreasury services• FinancingFinancing

• Your CPA:Your CPA:• Tax planningTax planning• Capital structuring (leases and Capital structuring (leases and

purchases)purchases)• Appropriate use of debtAppropriate use of debt

• Your Banker:Your Banker:• Treasury servicesTreasury services• FinancingFinancing

Legal Advice:Legal Advice:Legal Advice:Legal Advice:

• Labor lawLabor law• ContractsContracts• Intellectual propertyIntellectual property• Non-competesNon-competes• Regulatory complianceRegulatory compliance• Product liabilityProduct liability• LitigationLitigation

• Labor lawLabor law• ContractsContracts• Intellectual propertyIntellectual property• Non-competesNon-competes• Regulatory complianceRegulatory compliance• Product liabilityProduct liability• LitigationLitigation

Business AdviceBusiness AdviceBusiness AdviceBusiness Advice

• 80% of running a business is 80% of running a business is running the businessrunning the business• Recruiting and selectionRecruiting and selection• MarketingMarketing• SalesSales• Employee motivationEmployee motivation• PurchasingPurchasing

• 80% of running a business is 80% of running a business is running the businessrunning the business• Recruiting and selectionRecruiting and selection• MarketingMarketing• SalesSales• Employee motivationEmployee motivation• PurchasingPurchasing

Business AdviceBusiness AdviceBusiness AdviceBusiness Advice

• 80% of running a business is 80% of running a business is running the businessrunning the business• Compensation and incentivesCompensation and incentives• New technologyNew technology• Judging economic conditionsJudging economic conditions• Real estate, equipmentReal estate, equipment• CollectionsCollections• Understanding when it’s Understanding when it’s just tough to just tough to

face it alone.face it alone.

• 80% of running a business is 80% of running a business is running the businessrunning the business• Compensation and incentivesCompensation and incentives• New technologyNew technology• Judging economic conditionsJudging economic conditions• Real estate, equipmentReal estate, equipment• CollectionsCollections• Understanding when it’s Understanding when it’s just tough to just tough to

face it alone.face it alone.

Business Advice- where?Business Advice- where?Business Advice- where?Business Advice- where?

• CPAs, attorneys and bankers CPAs, attorneys and bankers don’t run companies!don’t run companies!

• Financial and legal expertise is Financial and legal expertise is notnot business expertise! business expertise!• ConsultantsConsultants• Board of DirectorsBoard of Directors• Peer groupsPeer groups• Trade or Professional associationsTrade or Professional associations• SCORE, SBDCs, UniversitiesSCORE, SBDCs, Universities

• CPAs, attorneys and bankers CPAs, attorneys and bankers don’t run companies!don’t run companies!

• Financial and legal expertise is Financial and legal expertise is notnot business expertise! business expertise!• ConsultantsConsultants• Board of DirectorsBoard of Directors• Peer groupsPeer groups• Trade or Professional associationsTrade or Professional associations• SCORE, SBDCs, UniversitiesSCORE, SBDCs, Universities

The Two Slide Commercial- The Two Slide Commercial- Slide 1Slide 1The Two Slide Commercial- The Two Slide Commercial- Slide 1Slide 1

• TAB Members receive:TAB Members receive:• A trained professional, personal coachA trained professional, personal coach• An outside Board of Advisors with 200 An outside Board of Advisors with 200

years of ownership and management years of ownership and management experienceexperience

• An objective look at their businessAn objective look at their business• Ideas and opinions other than their ownIdeas and opinions other than their own• People who People who get itget it “ “In the lying awake at 2 In the lying awake at 2

o’clock in the morning sense of owning a o’clock in the morning sense of owning a business.”business.”

• TAB Members receive:TAB Members receive:• A trained professional, personal coachA trained professional, personal coach• An outside Board of Advisors with 200 An outside Board of Advisors with 200

years of ownership and management years of ownership and management experienceexperience

• An objective look at their businessAn objective look at their business• Ideas and opinions other than their ownIdeas and opinions other than their own• People who People who get itget it “ “In the lying awake at 2 In the lying awake at 2

o’clock in the morning sense of owning a o’clock in the morning sense of owning a business.”business.”

The Two Slide Commercial- The Two Slide Commercial- Slide 2Slide 2The Two Slide Commercial- The Two Slide Commercial- Slide 2Slide 2

• Strategic Business Leadership® Strategic Business Leadership® Planning processPlanning process

• ProfitCents® financial benchmarkingProfitCents® financial benchmarking• TAB Vantage® operational TAB Vantage® operational

benchmarkingbenchmarking• Personal Vision developmentPersonal Vision development• Goals and accountability every monthGoals and accountability every month

• Strategic Business Leadership® Strategic Business Leadership® Planning processPlanning process

• ProfitCents® financial benchmarkingProfitCents® financial benchmarking• TAB Vantage® operational TAB Vantage® operational

benchmarkingbenchmarking• Personal Vision developmentPersonal Vision development• Goals and accountability every monthGoals and accountability every month

All included for less than the cost of a monthly car

payment

Resource List:Resource List:Resource List:Resource List:

• Planning: Planning: Business Plan Pro,Business Plan Pro, The E-Myth The E-Myth RevisitedRevisited

• Delegation: Delegation: The One Minute Manager Meets the The One Minute Manager Meets the Monkey, Monkey,

• Benchmarking: Benchmarking: Banker, CPA or TAB coach, trade Banker, CPA or TAB coach, trade association, SBAassociation, SBA

• Budgeting: Budgeting: Internal Discipline: Just Do It!Internal Discipline: Just Do It!

• Empowerment: Empowerment: The Question Before the The Question Before the QuestionQuestion

• Leadership:Leadership: The 7 Habits of Highly Effective The 7 Habits of Highly Effective People, Good to GreatPeople, Good to Great

• Advice: Advice: The three legged stool (CPA, Attorney, The three legged stool (CPA, Attorney, Operational Expert) see slidesOperational Expert) see slides

• Planning: Planning: Business Plan Pro,Business Plan Pro, The E-Myth The E-Myth RevisitedRevisited

• Delegation: Delegation: The One Minute Manager Meets the The One Minute Manager Meets the Monkey, Monkey,

• Benchmarking: Benchmarking: Banker, CPA or TAB coach, trade Banker, CPA or TAB coach, trade association, SBAassociation, SBA

• Budgeting: Budgeting: Internal Discipline: Just Do It!Internal Discipline: Just Do It!

• Empowerment: Empowerment: The Question Before the The Question Before the QuestionQuestion

• Leadership:Leadership: The 7 Habits of Highly Effective The 7 Habits of Highly Effective People, Good to GreatPeople, Good to Great

• Advice: Advice: The three legged stool (CPA, Attorney, The three legged stool (CPA, Attorney, Operational Expert) see slidesOperational Expert) see slides

Thank You!Thank You!Thank You!Thank You!

The 7 Sins of Business Owners is The 7 Sins of Business Owners is available as a 3 hour presentation for available as a 3 hour presentation for your trade, professional or industry your trade, professional or industry associationassociation

The 7 Sins of Business Owners is The 7 Sins of Business Owners is available as a 3 hour presentation for available as a 3 hour presentation for your trade, professional or industry your trade, professional or industry associationassociation

John F. Dini, CMBA, CBI, BCB

MPN Incorporated

12015 Radium St. Suite 100

San Antonio, TX 78216

[email protected]

(210) 615-1800

mailto:[email protected]

The Original Seven Deadly Sins First formulated by St. John Cassian (360-435 AD)First formulated by...

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