Common Questions and Answers
I have been offered a free assessment; do you have a similar offer?
I know that many companies offer a free initial assessment, I don’t. I am not comfortable telling you what you should be working on. I want to know what is most important to you; after all it is your business, not mine. I know that if something is really bothering you, the owner, I want to help you resolve it so that your mind is clear to work on the next issue.
If it is important to you, it is important to the business, and that is what we will work on.
During the course of my engagement, I will use assessments when they will be most helpful. I have found that it is not helpful to point out a problem or an opportunity, if there is not energy to address it. In fact, it can have a negative affect on morale. Often, though certainly not always, problems are easier to identify than solutions. The solution must fit your business or it will not be implemented in a way that will last, which is why I wait to apply assessments until we agree that there is the will and the time to address the issue.
I would like to have some help but I can’t afford it now or I don’t have time right now.
Both situations can be legitimate reasons to wait to get help, or both statements can be rationalizations to avoid change. I have watched owners repeatedly cycle between the two. At one moment they are too busy, some time later they don’t have the money. If that sounds like your situation, my advice is that you be honest with yourself—you probably do not want help, so accept that fact and don’t feel guilty about it. It’s your business you don’t need to change if you don’t want to.
If on the other hand, you believe you could use some help, my advice is that you work to get it, regardless of your situation. Once you find someone who meets your needs, work with them to develop a plan to reach your objectives. If you are too busy, work with them to free up your time. If you don’t have the money, work with them to develop a plan to find the money. It is not unusual for me to find enough ways to improve cash flow and profits to more than pay my retainer for the first year.
Who are your typical clients?
Typical clients are the owners of manufacturing, distribution, and service businesses, with revenues of 2 to 25 million dollars but I have also worked with sole proprietors, and retail businesses as well as start-ups. (Yes I realize that covers about every business there is)
More important than the type or size of business, my best clients are business owners who are ready to change. They want different results. They are open to looking at issues in a way that may not be comfortable for them. They are willing to be challenged and even pushed as long as it is respectfully done in accordance with their goals.
How much time do you spend per week?
In order to make consistently significant progress, I meet with owners on a regular basis, usually weekly. On average for every hour we spend working together, I will spend one hour preparing and processing.
The time spent is determined by the specific situation.
How are you paid?All work is performed on retainer. Not only is this the way I like to work, (I do not like to nickel and dime my clients) I also believe that it is best for my clients. Clients know they can talk with me freely, without concern about a meter running, which means we are able to achieve significant results, faster.
You seem like a good fit for my company but I don’t want to make a mistake.My clients and I need to have a relationship where there is no question about whether they are getting their moneys worth. In a very real sense, the amount of retainer becomes irrelevant (with constraints of course) as long as they know they are getting commensurate value for what they spend.
And to assure that they get good value, I offer an
incredible guarantee. I offer this guarantee for 3 reasons:
1. I am very confident in what I do
2. It removes your risk, so we can get started faster
3. If you are not happy I want to know sooner rather than later