The Archives

New Higher Profit Revenue Without New Workload?

The question isn’t CAN you add new high-profit revenue to your top line without adding more to your workload, but HOW? I’ll share what we’re doing with B2B service clients so you can model this. Pre-requisites: Here’s what we did: Then we honed in: “Who

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Language That Shapes Relationships

The old way to win new business and talk to clients• “Reach your goals”• “Here’s what I can do for you”• “This is what can be a part of your overall strategy” The new way:• “Reach our goals”• “Here’s what we can do together”• “This

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Be a Cause

One of my best clients gets new business (word of mouth) because of their work (obvious) but also – because they stand for a cause greater than themselves (and their target market loves this). What’s your cause?

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How Do You Optimize for Retention?

As I was finishing up a podcast convo with a fellow founder, I mentioned how larger clients focus more on retention and not just new business. Naturally, I got asked, “How do you optimize for retention?” Here’s the thing – retention is simply a reflection

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What Does Growth Really Look Like?

What people think business growth looks like:• hustlemania back to back meetings• working 6am – 9pm• KPIs OKRs ‘nalytics What growth really looks like: simpledailyboringhabits of: • daily intentional focus time (blocked on your calendar)• 1 new piece of content• 1 new conversation with an

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Borrowing Confidence

Here’s 1 buried truth that you, me, and all my clients share: You already have what it takes to succeed. But sometimes we don’t see that and we need others to draw it out from us. One of my clients told me point blank: “I’m

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You Really Don’t Need More Leads

When you sell services: there are leads and then there are relationships. These are not the same. Leads• get dripped emails & campaigns• get hammered on by sales reps• get retargeting ads Relationships• get 1on1 conversations• get direct access to you for intro calls• can

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How to Buy Yourself More Time

Why do you need to buy time? B2B is all about relationships and you can’t rush a relationship… In other words: deals won’t close as quickly as you want them to. So, you need more time to “breathe” Here’s 1 quick tip I use personally

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Why Profits Dip

I recently read Hampton’s Community Agency report, and it wasn’t pretty of all the 30 agencies they surveyed doing anywhere from $1-$10M+ in revenue only 5 had profit margins over 30% Why is that? From my experience, as agencies grow past $3M in annual revenue,

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Dancing with Pressure

Entrepreneurs don’t need to “love” pressure that’s absurd we do though have to know how to dance with pressure Without a healthy amount of pressure there is no growth.

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Ingredients to Sell Your Unique Mechanism

You got a unique mechanism that gets results? Great! How do you sell it? Here’s the breakdown I recommend my clients to work through to sell their unique mechanism List out all the1 – Benefits that you get when applying the unique mechanism: some benefits are obvious,

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How to Use a Splinter Offer to Differentiate

Whenever I search for service providers on Linkedin, I see the same thing being said by everyone (esp in marketing) • “we’re a one stop digital marketing solution shop”• “we’ll take care of all your ads needs”• “insert vanilla ice cream here” (seriously, for people

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Personal Standards

Might sound like a lot to ask for but I personally believe that we have to treat our client’s business as our own. Yes, it’s true, you should NOT care MORE about your client’s business than they do (that’s their problem) but that doesn’t mean

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3 Keys to Selling Done-For-You Solutions

I used to simply think that if you had a solid product offering, good risk reversal and it made logical sense, people would want it but that’s not how we humans buy… especially if you’re selling done for you solutions We buy done-for-you solutions only

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How to be the Best in Town & Still Fail

I was referred to one of the best financial advisors in my area for a consult We had the introduction convo, discussed my goals, set expectations and had next steps for the both of us and then the achilles heel of any service organization occurred:

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Selling Experience Vs Selling Expertise

Someone called me out on this and they were spot on… when I educate I used to cut out the personal story and get to the answer but it came off as “you should do this” or “you should do that” instead of “based on

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The #1 Measurement to Your Agency’s Success

Do you know the #1 measurement of your agency’s success? No it’s not a KPI no it’s not a revenue or profit number (even though that matters) The #1 measurement is the speed in which you can close open communication loops with• your team• and

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The missing piece to more sales?

So you have your:• positioning nailed• offer crafted to perfection and you’re carrying 10+ years of experience but you’re still not selling… what’s missing? Attention. Solution? Place yourself• in situations• environments• networks to bring attention to you. This is the one thing you don’t want

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How to fail at leadership

If you’re the same leader today as you were 6 months, or even 1 year… you’re doing it WRONG I’m not even the same leader I was 1 week ago. Leading another human forces you to level up It’s one way to sharpen who you

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A Primer on Deal Making

No deal is always the same When you’re crafting deals with clients look at both cases the positive outcome for the both of you and the risk each one of you is taking and consider how do you maneuver the risk so that the client:•

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The True Definition of Sales

To sell is not to push to sell is to serve If you come from a place of generosity your• sales conversations• marketing• team will all show up from an empowered state to help the company and your clients reach their goals. But you have to

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Reminder: Everything Works

Remember: everything works. But not everything works the first time. You might have 12, 20, 40 clients some win some don’t what’s the difference? • The offer• The market• The strategy• The beliefs about the strategy (huge) If a client doesn’t get the result you

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Should You Respond to RFPs?

Simply put: if you can’t chat with the person requesting a proposal, don’t bother responding to an RFP. Responding to a blanket RFP automatically positions you as a commodity even if you’ve spent years refining your positioning. RFPs contradict proper diagnosis and prescription. If a

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Sometimes to grow, you have to let go…

Sometimes to grow, you have to let go of control. What Letting Go Looks Like:• Empowering others• Disciplined accountability• Transparent communications• Ironed out strategy & documents• Leveraging systems & workflows

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3 Considerations for Pricing Your Services

 How much should you actually charge for your services?  Here are 3 things to consider when setting a price (1 of them isn’t talked about enough) 1 – Market Comparison This is the most obvious and gives you a sense of what the market values your

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My Simple System for Inbound Sales

Here’s the simple system I use to generate inbound sales, strengthen my positioning, and reach more people. Yes.. it all begins with writing daily (shoutout to Jonathan Stark for showing me how simple and easy this can be) 1 – Have a “writing ideas” note

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Busy But Present In Your Marketing

I get it, you might be drowning with client work, managing the team, focusing on sales …and your own marketing sits in the back burner. Instead of doing mini marketing sprints when you have free time consider creating consistency in a daily habit share 1

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The 2 Habits to Compound Sales

These are 2 habits that will compound your sales IF done consistently and executed properly. 1 – Writing2 – Talking to people Let’s dive a little deeper into each. Writing:• Helps solidify your thinking• Can produce new strategies for clients• Can turn into new products•

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Results Mavericks & Scope Creep

Being a results maverick doesn’t amplify WHAT you do it amplifies HOW you do what you do It is not the pursuit of MORE (scope) It’s the pursuit of doing what’s NECESSARY to achieve an outcome. Scope creep only happens when there’s a lack of

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Scope Legalists & Results Mavericks

There are 2 attitudes you can embody when working with clients That of a scope legalist Or a results maverick. Legalists: “If it’s not in the scope, we aren’t doing it”Maverick: “whatever it takes.” Legalists: “We’re spending too much time on this.”Maverick: “as long as

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Even Snoop Dogg Won’t Save Your Marketing

Great marketing does not consist of:• pretty design• hype and virality• celebrity endorsements• expensive PR placements Case study: The smokeless fire pit brand whose Snoop Dogg ad went viral just replaced its CEO after the failed campaign. Lesson: Great marketing:• generates revenue• speaks to one

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How to NOT Perform A Discovery Session

Was on a discovery session recently and it was almost a complete waste of time.. here are the do’s & do NOT’s when performing a discovery session to sell premium services. • DO build rapportDON’T make the entire purpose of the call to build rapport

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How to reach your goals with less friction

Have you ever found yourself knowing what to do, why would have to do it but still not taking action? Maybe it’s that project you’ve been putting off Or that hire you need to make Or that client you’ve been meaning to let go Why

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How Are You Leveraging Your Business Model?

Are you leveraging your business model to work “smarter” to grow exponentially and not just work “more” to grow progressively? I’ve had teams that sell subscriptions and not fully flex the power of that business model i.e. launch a subscription offering only to have 30%+

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“Excuse Me, How Can You Help?”

What’s worse than a qualified prospect who doesn’t buy? A qualified prospect that is confused at what you do. Linear business models solve for that with • 1 clear outcome you’re solving for• different milestones along the path• different entry points so no matter where

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Breaking Down A Linear Business Model

Common trends in my convos this week: Extremely talented people who are dispersing their energy into too many things (not good) Does this hit close to home? For me it does. As an example: how do you take someone offering services and coaching/advisory to one market and education/info

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Linear Business Models

The best business models are “linear” Helping customers get from point A to point B and creating offers to help clients go deeper and further on that linear journey each offering building on top of one another Examples from $ » $ $ $ Info

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What makes a business model work at scale?

Principle of growth: A business model works at scale when the cost to acquire a new customer is less or equal to the customer’s order value and less than the customer’s lifetime value. 2 ways to look at designing profitable growth: 1 – Focus on

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Cutting Costs to Grow?

Scenario: You’re not hitting your growth goals you’re investing in growth what do you do? Simple options: 1 – cut costs2 – increase sales volume3 – increase price The hidden options: Hidden option 1 – look at what’s working• what new foundation can we build

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Why Most Marketing Fails

Hint: very few people “get” marketing DOING marketing is NOT marketing. Marketing is NOT• broadcasts at scale• campaigns and email series• plastering brands, ads, or content Those are ways to “do” marketing. Marketing, at its core is a premise and thesis of the world that delivers an argument of

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Optimizing Your Revenue Ecosystem

When you look at RevGen as an ecosystem vs by channel, you force yourself to look at the bigger picture, think strategically and look at the long term effects of your decision. If your return on revenue is positive – great! Keep going. If your return is breakeven or negative and

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Measuring the Effectiveness of Your Revenue Ecosystem

If growth activities may look like this:• content marketing/thought leadership (blog or podcast)• social media marketing• paid advertising• email marketing How do you measure the effectiveness of your activities? One school of thought is to measure by channel base your return on investment based solely

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How to Convert Project Work into a Relationship

It’s time to ditch retainer work… I hear this a lot: “how do you convert a project into an ongoing retainer?” The problem with that question is that if forgoes the most critical part of business: relationship The question should be “how do I build

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The Thinking Practice To Create Value

Why do people• buy more expensive options?• gravitate towards certain causes or people?• change their way of looking at a problem or solution? The answer: ideas. The way you take & question the status quo and propose a new way forward or apply an existing

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When to Bring on Support

One key question I hear clients ask over and over again is “at what MRR/time do I bring on this (insert key hire)?” The answer is not a silver bullet but here are some parameters to consider when you should bring on that role Triggers

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3 Simple Strategic Questions

If words are a mirror of the mind, then the questions we ask ourselves reveal the direction we are heading in. Jim Collins, one of my favorite business authors, gives us 2 great questions to begin a strategic conversation: “What business are (actually) we in?”

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Always OFF Brand

Sometimes you guest on a pod are a talking bobblehead other times you have an actual dialogue, fun conversation and get thrown into a game show on the spot! That’s what happened when I got to chat with the Always OFF Brand crew. We discussed:•

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The Slow Burn of Growth

There are 2 components to achieving any result: 1 – Implementing the right things 2 – Implementing them quickly (now vs tomorrow) A key issue I see in teams today isn’t the lack of good ideas isn’t the lack of talented people it’s the slow

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Growth Optimization

We like the word “optimize” but in reality, this can feel scary Optimization can mean• letting go of the wrong clients• saying “no” to the wrong opportunities• learning to be patient with yourself and the process you have to make hard decisions and feel “1

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Because People Matter

I was just on a talk show podcast (prob THE most fun pod I’ve been on) and even though their main thing was e-commerce etc… the main theme the crew said the most is the fact that people matter How does this relate to profit

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Building a Sales Mirror

People’s buying behavior is a reflection of who they are Case Study: When I presented options for a past client for them to work with me the founder said this “I didn’t even look at the other 2 (less expensive) options” Question for your reflection:

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Market Led Growth

Product Market Fit is all in the name Yet we overcomplicate it when we design our products and services. Product market fit does not begin with your product Look at your product or service and ask “who cares?” Right now in your defined niche there are “nice

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A Primer on Growth Planning

Growth Planning happens• when you start a new venture• when you create a new offering• when you review your quarter or year AND are the intersection of “New” and “Change” Questions that you can solve through Growth Planning• how do we reach suitability without outside funding?•

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The Hassle Clause

Sometimes there’s business and clients we love to work with and clients we have to work with to earn cashflow if you are not in a position to fire those type of clients the next best thing is to include a “Hassle Clause” it’s not text on

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The Tension Between Purpose & More

Observation: At first, founders grow to meet one’s needs: • family • mortgage • debt/expenses Then, purpose is added to the work • a bigger mission or cause • development of their team • in support of their clients and the transformation they receive The

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Forks & Dots

On the journey, we are either assessing the situation looking at multiple options deciding which path to tread down exploring possibilities » connecting the dots. Other times, we are at the intersection of change and new. We’ve made a decision chosen a path » taking

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The Belief Problem

You don’t have a growth problem or a client churn problem or a team problem no most surface level problems are not the problem If you’re like me, you have a belief problem a *framing* problem. Caused mostly by others whose misguided beliefs influenced their

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Testing Your New Offer (Step-by-Step)

Testing a new service or offer can feel like stepping into the unknown. So, let’s grapple with the variables & actions to take that can help you find a winner faster. Known Variables:• The offer itself• Price point of the offer• Payment terms of the

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Awkward Outreach

I have 2 stories & 3 lessons for you based on emails I got from people I know yet 1 sent me a cold email and another sent me a half-warm email… 1st Story goes like this: I got a cold email from a vendor

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Founderless Sales Without Losing Authority

Is it possible to get the founder out of selling their own service? In theory: Yes. But that requires a fairytale explanation of “train the team, “document everything,” and “you’ll be free.” In practicality, it’s a bit more than that because when you remove a

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The Most Accurate Forecast

No one knows how the future will plan out… regardless of how intense your forecasting models are or the people you surround yourself with or your insider information. At the end of the day, forecasts are “best guesses” based on what we know now (and

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Am I Worth My Pricing?

In my High Profit Agency Program, we were discussing pricing and one agency owner openly shared with the group: “Am I worth my price?” Can you relate? How we present ourselves is a reflection of how we see ourselves. We either have to: 1 –

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Your Sales Playbook: Sales Convo Checklist

Everyone sells in their own style. Regardless of your style, each prospective ideal client needs to feel heard and go through the same story arc to buy from you. So instead of giving you a script (which won’t help you anyway) or a list of

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Your Sales Playbook: Areas for Transformation

What do you do for clients? I love Kevin Freidberg’s rule of stating what you do in 7 seconds or less. You must be clear, crisp, and direct. Because if you can’t say it in 7 seconds, how do you expect others to “get” what you do, let

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Building Your Sales Playbook

Building your sales playbook is a little like finding product market fit: you have to iterate to find what works. And no one else can do that work for you. “Here’s my playbook, just copy it into your business” simply doesn’t work. Instead, look at

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Growth at All Costs?

We’re obsessed with the idea of “growth”. I remember in my early days of entrepreneurship in 2012 romanticizing the idea of startups. Until the day I visited a local bootstrapped founder’s office and saw the raw reality of growing a company. Growth in nature is

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Getting to $1M per mo Observations

I’ve been called upon to help successful businesses re-design their operations to go from $200-400k/mo to reach $800k-$1M+/mo in revenue. Here are some common obstacles I see founders face at this level when looking to scale. 1 – Sales Leadership You get at this level

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Facilitate Scale by Getting Rid of Lumbergh

Imagine Bill Lumbergh coming into your office and saying: “Hello what’s happening… so…I’m going to need you to increase growth by um 20%… yeah, if you could do that and decrease inefficiencies by, say, 30%…by end of the quarter, that would be terrific.” Now, I

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The Metrics That Drive Your Business Forward

We don’t control everything that happens to us. But we can control how we respond to what happens & what we do day in and day out. Same with your business: You can control certain inputs to get the right outputs. So, where do you look to find what you can control? Enter

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Designing Your Company’s Engine

I was on a discovery call with a sharp, successful, and experienced founder who point asked blank (and earnestly) “what is operations”? Pause for a minute and think about this. When I say “business operations,” what do you think? What do you feel? Tense? At

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Profit Lever #5: The 2 Sides of Lifetime Value

Client lifetime value is a coin with 2 sides: The first is rather obvious: How can you keep clients on longer (or even better, if your product or service pricing is appropriate for it) addicted to your solutions? The second is more advanced: How much

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The 7 Profit Levers

Now that we’ve gone through the core strategies to scale your services profitably: ✅ Task Unit Design (people)✅ Task Unit Profit Design (maths)✅ Optimizing for Growth (strategy) And discussed the sales side of the equation to put an end to selling your services (again if you sell

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Getting Clients to Close Themselves

How many times have you had this happen to you and almost laugh: The salesperson quotes you the price and then they “shut up”… The awkward silence sets in… You haven’t said a word… … and the salesperson KNOWS THEY GOT YOU NOW! or do

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Selling The Future State of Being

There is no “right” way to sell. We all have our unique approach to helping our ideal clients. There is, however, a wrong way to sell (especially if you are selling services) The wrong way to sell is to sell the deliverables. To sell the “stuff” you’ll

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Creating Predictability With Your Services

Productized services is one of the terms that get thrown out a lot but it’s one without a uniform meaning. Some interpret it as creating an info product with some live calls to deliver a service. Others may think it’s creating a subscription. And some

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Peak Positioning Pt.2

There’s 2 schools of thought when it comes to demand for what you offer: School of thought #1: You cannot create market demand, you can only channel it. School of thought #2: You CAN create market demand I’d like to offer a 3rd path: you can create market demand, but

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Peak Positioning

They say spending money on advertising is an accelerator. Having overseen and managed millions in spend online (from bootstrapped founders who expect/need a positive return), I can confirm that statement and add: “Spending money on advertising is an accelerator. If your offer is a winner,

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3 Ways to Scale Your Team

As you’ve identified:• How many clients you want to serve• The type of stressors you want to face daily• The kind of company you want to lead It’s time to incorporate that intention with your team to allow you to scale seamlessly. Using your Task

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Where is Your Growth Leading You To?

How many clients do you actually want? How many clients do you need? This is a question of design. It’s incredible to me when I talk with business owners who want to grow with no clear end in mind: “We want to buy other companies

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Focusing On The Variables You Control

In our quest to design for high margins and scale, we’ve discussed the Task Unit framework and sprinkled some math to make our team design make financial sense. • Task Unit Design (people)• Task Unit Profit Design (maths)• Optimizing for Growth (strategy) ← you are here Now

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Case Study: 58% Margins & Scaling

Before Richard Matthews of Push Button Podcasts first learned of the Task Unit framework, he had 3-4 employees and was barely paying himself above minimum hourly wage. Today (with Richard’s permission to share) he has 13 staff members with almost 5x’ing his top line revenue, setting himself

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Margin Control & Your Return on Revenue (RoR)

There are 4 core variables you control in your business right now (regardless if you sell services, experiences, or advisory) The 4 are: 1 – Your average revenue per client (controlled by your pricing and influenced by your positioning) 2 – The total number of

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The Core Team Design For Scale

The #1 factor that either enables your company’s scale or hurts your growth (and profitability) is your team design (esp. if you are a service based business) Here’s the exact design I use to scale teams (regardless of size.) It’s worked with teams to hit

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[TRAINING] 80/20 Journal For Digital Teams

Work-Life Balance Is a False Dichotomy, Why Living With Intention Is Greater & How To Integrate This Approach In Your Daily Work Listen to the audio guide to this training: http://dogoodwork.io/wp-content/uploads/2023/03/8020-Journal.mp3 Dear Digital Growth Operator,  In today’s modern workforce working remotely and digitally, there seems

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[TEMPLATE] 80/20 Business Clarity & Growth Planning

Get a step-by-step business diagnosis, a clear picture of your 80/20 areas of focus, and a simple framework to create your growth strategy plan. Listen to the audio guide to this template: https://player.vimeo.com/video/885381027 Dear Digital Growth Operator, We’re going to be going over something pretty special

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[STRATEGIC INSIGHT] A.I. Proof Your Digital Service

Dear Digital Consultant, You’ve probably seen the headlines and buzz around A.I. taking over jobs, including white-collar roles: “800 million global workers could be replaced by robots by 2030″ – McKinsey & Company”   AI will be a significant factor in the future work lives of relatively

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The 3 Core Tenets To Effective Digital Leadership

Productive Profits Spark is a free newsletter created to help digital consultants reach their impact and revenue goals. In each Spark post, I’ll share frameworks from my own growth playbook that’s helped startups ranging in size from $800k to $50M+ grow. I’ll also be sharing with you personal

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The Essential Element of Winning Digital Teams

Dear Digital Founder,  If you classify people in your company as either visionaries or implementers then you are not utilizing your team’s maximum potential and quite frankly, you are letting missed opportunities fly past you without even noticing.  In other words, you are leaving money on

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The Assembly Line of Digital Work

Dear Digital Founder,  Today we are going to touch on a topic that is near and dear to me. Having started in remote digital work in 2015 to founding my first company with my co-founder that I have never met before (yes, we’ve met after

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You’re Probably A Digital Consultant

Sparse are the analog consulting days where the consultant meets the client (typically in person), performs their audit, goes through their process and presents to the client their findings without ensuring (or caring) the client follows through on the findings or not.  Spoiler alert: the

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Great Questions Lead To Greater Answers

I’ve had the opportunity to consult and train hundreds of founders and business owners over the last few years. What I love most about it are the questions I get asked and the problems (opportunities) we get to solve. I also find that my best

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The Paintbrush of the Mind & Book Recap of 2021

My 2021 word recap:  -Wrote 119 posts (about 40,000 words – I write short pieces)  -Published 87 new podcast episodes  -Listened to over 30,000 min of audiobooks -Read about 44 books    Here are my thoughts on how to intentionally digest words & share your

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The Weight Of Your Words

Early in my leadership career, I didn’t know the importance of words.  As a young leader, I would lead and direct teams that were sometimes upwards of 25 years older than I.  And as I led, I saw how team members who looked to me

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The Key Lesson I Give My Clients To Achieve Growth

Dear Digital Founder,   Growth seems to be a law of life. We operate at our best in a positive, growth mindset.  We want our bodies to grow healthy.  We want our families to grow well, in their future Even when we express our love to someone,  It is giving, expanding

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The Most Important Business Concept I’ve Learned

Dear Digital Founder,  IF YOU BOIL IT DOWN The most important business concept I’ve ever learned can be condensed into one sentence:  Everything has a process and you can improve it.  Now that may seem very vague and broad (and obvious)  But let me show you how I arrived

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AVOIDING “DEATH” BY ZOOM

AVOIDING “DEATH” BY ZOOM HOW TO LEAD & COMMUNICATE EFFECTIVELY WITH GLOBAL TEAMS WITHOUT BEING A ZOOM ZOMBIE The future of work is human.  AI, VR, metaverse etc… may open up new frontiers and help us do our work better… However the majority of work

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BALANCED LEADERSHIP

BALANCED LEADERSHIP HOW TO DIRECT YOUR ENERGY TO THE ACTIVITIES THAT WILL MAKE A LASTING IMPACT IN YOUR COMPANY As leaders, we spend the bulk of our time processing information and thinking.  This, in collaboration with others, drives our team’s actions.  Focusing on the wrong

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LEADING THE FUTURE OF WORK

LEADING THE FUTURE OF WORK HOW TO INCREASE YOUR TEAM’S PRODUCTIVITY & PROFIT IN THE REMOTE ECONOMY ON PRODUCTIVITY There are 3 facets of an idea:    1 – The communication of an idea 2 – The information related to the idea 3 – The

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Fix Information Overload

Does your team experience information overload? Here’s a quick #productiveprofits tip Create a simple, centralized hub we call: The Master Brain In it, you store: -info that is permanent to actions you will fulfill in the future -data that other team members can find to

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Let’s Fix YOur “Dry PIpeline”

Dear Digital Founder,  99.99% of businesses need sales to survive.    Let’s tackle the issue of a “dry pipeline” by looking at frameworks   (Yes, you can design results – read carefully):    First – what are your most important metrics for your sales process? 

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80/20 DAY

How to immediately become more #effective AND efficient… Here’s a powerful lesson from #ProductiveProfits and nearly a decade of trial and error testing…. It’s called 80/20 Day Optimization Every one of my clients gets this lesson and I outline it in the book. Why? Because

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DESIGN RULES

One of my early mentors wrote “a startup’s culture will either be defined by you (the founder) or the team” in his book Startup Culture Mindset I couldn’t agree more. Because it’s based on design. I’ll go ever further that -your sales process -your team

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Hidden Growth

Dear Digital Founder,  According to a Forbes article “75% of all businesses in the UK, USA, and Australia, do not reach a point where they can employ anyone.”   If you are in the 25% fold – this is for you:    Your number one: 

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Scaling Intelligently: Value Design

Dear Digital Founder,  There are core pillars in business that are quite obvious and others that are hidden beneath the surface.    One of those core pillars is simple: create value for your customers.   When you design value for your customers: you are listening

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Demystifying Growth

Photo by Sebin Thomas on Unsplash There is an illusion trap that we fall into as entrepreneurs that not only stunts but creates a barrier between you and your growth goals. The trap of:-always seeking for the next big “thing” (whatever that is)-dismissing simple concepts because

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Scaling Intelligently Begins With Design

Photo by Taisiia Shestopal on Unsplash When you look out to nature you see that it is organized towards a purpose. An entrepreneurial endeavor is no different. There must be an end goal or milestone in mind. A purpose for the work. The work cannot be

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How To Scale Your Business Intelligently

Photo by Team Fredi on Unsplash First things first: you have to know where you are going and why. It’s baffling but it happens, that entrepreneurs grow for growth’s sake and end up at a point they didn’t imagine. Can you succeed in this way? Yes.

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Smart Business

Photo by Olav Ahrens Røtne on Unsplash Successful business owners are not smarter than you… …they just run their business like a business. Setting themselves up with key ingredients like: predictable sales fine-tuned customer fulfillment process process to create higher customer lifetime value… Want a sneak

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8 Essential Things You Must Stop Doing In Your Business

Dear Digital Founder,  Let’s cut to the chase, here are the 10 things you need to stop doing if you want to be successful in your business: STOP: 1- checking your notifications throughout the day (including your email) 2- tracking and caring about vanity metrics 3- getting lost in

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Untold Story Of My Entrepreneurship Failures

Photo by Quino Al on Unsplash Not too many people know of my own personal entrepreneurship learning lessons or “failures”, if you will. I think it’s important to view failures as learning lessons. The way I see, the only true failure is giving up… That being

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3 Reasons Your Business Is Not Growing

Photo by Hannah Wei on Unsplash Let’s have a heart to heart. This post is not to intimidate nor put you down. But we need to address key points I’VE SEEN stunt business growth. 1- You’re literally all over the place and you have multiple projects

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7 Traits Of The World’s Most Successful Entrepreneurs

Photo by Hatham on Unsplash These are all my PERSONAL observations of working alongside some really successful entrepreneurs. They are not in any particular order. 1 — wakes up early and workout. Average time wake time 3:30–5:00am. 2 — has an attitude and mindset that looks at the upside without

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How To Build A Framework For Your Business

Dear Digital Founder,  Frameworks, systems, process, scale [INSERT FAD WORD HERE] Ok, so I grabbed your attention.   But seriously, how do you develop a framework not only for your business today but for where you want to GROW your business to?   It all

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Driving Consistency In Your Team

Photo by Mia Nohara on Unsplash If you haven’t heard the story of a Chinese Bamboo Tree, then you’ll want to pay close attention. .. Like any plant, the Chinese Bamboo tree requires good soil, water and sunlight. The interesting thing is that if you plant this

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9 Ways To Optimize Your Company For Growth

Photo by Max on Unsplash Increase pricing Practice value-based pricing Create a downsell for prospects that don’t buy your main product/service Create a product to show value for 2–3 months and then offer a service/product that continues the momentum for the client and creates MRR for

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The One Opportunity We Can’t Miss

Photo by Rachel Cook on Unsplash “Wake up at 4, workout at 5” “Finish the most important work before 9” That might be ideal but has this happened to you: You wake up 1 hour right before your 8 or even 9 o’clock meeting? There’s no

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Designing SucIn The New Economy

Photo by Clark Tibbs on Unsplash The information age is fading away… They say we are in the experiential age now. Here’s the real era we are in (and have been in): The design age. Where you get to design: -who you work with -how you

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The secret agenda of your company

Photo by Denise Jans on Unsplash What’s your secret agenda? Why are you really in business? The answer to this will drive every action and every decision you make in your company. It will also attract and repel. Attract potential new hires, opportunities, and business partners.

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Practice makes perfect.

Photo by Christina @ wocintechchat.com on Unsplash Practice makes perfect. Giving feedback to your team members is no different. Here are 5 tactical steps you can implement TODAY to give effective feedback to your team members that need it. 1 Get Permission Just like marketing, we

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Opportunities to Optimize Everywhere

Photo by Josh Calabrese on Unsplash There is truth in the proverbial fruit that is easy to pick, otherwise called “low hanging fruit”. (If you’re into Keto, call it “low hanging berries”…) In business, this refers to simple modifications and improvements you can implement that can

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The Other Side of Pricing Psychology

Photo by Marten Bjork on Unsplash When you start pricing your custom work based on the value your client receives you’ll start operating at a different level in business. Things changed because we saw ourselves and our business differently. When you see the value of your

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The Difference Between Strategies & Tactics

Photo by Kaleidico on Unsplash A strategy is based on principles. When you look at the end outcome you are looking to achieve, you first have to review the principles that are at play review the current constraints within your situation Only then can you start

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How Your Home Screen Can Improve Your Performance

Photo by Neil Soni on Unsplash When I help my teams improve their productivity by optimizing their day, I always start with this principle: eliminate distractions! Emails, pings, notifications etc. It’s important to make sure that whatever you’re working on, you’re focused and do not have

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What Is Your Team’s Velocity?

Photo by CHUTTERSNAP on Unsplash I’ve had the honor to be working with some amazing teams. One of the ways I work with teams is through what I call a Sprint: a 6 to 8 week period to implement a strategic solution with the company. Depending

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What is success?

Photo by Victor Freitas on Unsplash Success isn’t buying power Success isn’t status Success isn’t being known Rather Success is knowing you gave everything you are capable of in every little thing (known or unknown to others). Success is raising your own bar and reaching it — even

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My Asynchronous Meeting Journey

I have recently decided to find creative ways to get information and communication across without having to get on a meeting. To some of my peers, this has been a delight because odds are they are drowning in meetings. Meaning, they are wasting time sitting

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What’s Your Meeting’s ROI?

Photo by NeONBRAND on Unsplash Have you ever measured the return on productivity of your meetings? Should we measure this? Yes. Why? Your time is limited and wasting it one of the worst things you can do. What are the types of meetings your business should

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Shortening the Gap Between Information & Action

Photo by Sammie Chaffin on Unsplash We’ve all been there, the long drag meetings that you question why you’re attending in the first place. All to extract certain information that you could have gotten over a text. Now, I won’t say that all meetings are useless.

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The Natural Evolution of Business Problems

Photo by Ryunosuke Kikuno on Unsplash In today’s Spark, I want to write an observation of what I have seen as a natural progression of problems as companies grow. I will note that I have not personally seen every problem under the sun and have primarily

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The Role of the Entrepreneur

As a founder, you may have been unique at the beginning of your company, but when it starts to form arms and legs and is running then sprinting, your unique role changes… Photo by LinkedIn Sales Navigator on Unsplash There is a time where your business

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How to strategically make decisions in your business

Photo by Jake Melara on Unsplash In Productive Profits, I discuss that founders and leadership teams must have a finger on their company’s pulse while looking at the horizon of their vision, goals, and mission. When it comes to making difficult decisions or answering a series

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How can S.O.Ps evolve?

We are approaching 1 year of the release of Productive Profits. It’s been a ride but to be honest, it’s more of a long, cold but fun, tough mudder run… (not your typical marathon). It’s been amazing to see how the book has helped entrepreneurs

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What is an Evergreen Flow?

We are approaching 1 year of the release of Productive Profits. It’s been a ride but to be honest, it’s more of a long, cold but fun, tough mudder run… (not your typical marathon). It’s been amazing to see how the book has helped entrepreneurs

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What does impact mean to you in business?

Impact Graph — Raul Hernandez Ochoa — All Rights Reserved We are approaching 1 year of the release of Productive Profits. It’s been a ride but to be honest, it’s more of a long, cold but fun, tough mudder run… (not your typical marathon). It’s been amazing to see how

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Why Productive Profits?

We are approaching 1 year of the release of Productive Profits. It’s been a ride but, to be honest, it’s more of a long, cold but fun, tough mudder run… (not your typical marathon). It’s been amazing to see how the book has helped entrepreneurs

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What’s the easiest way to get more clients?

Photo by Charles Deluvio on Unsplash I had the opportunity to be invited on the AgoraPulse Agency Growth chat on Twitter. I’d like to take their question and answer format to provide a more in depth explanation to the tweet size answers I gave (if you’re

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Burn Your SOPs

Photo by Erica Magugliani on Unsplash Not everything in your company needs to be perfectly documented with a “HOW TO” guide. You hired talent that is smarter than you for a reason… So let them shine. The biggest waste in your company is not found in

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A Primer For Strategic Thinking

Photo by Cristofer Jeschke on Unsplash Strategic thinking isn’t always looking at new ways of doing something. It includes looking at what you’re doing in new ways. It all starts with knowing (understanding). To identify what is truly at play and what are the inner workings

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How To Identify Your Core Metrics

Photo by Volkan Olmez on Unsplash Core metrics are the metrics that you control and that drive your business forward. Identify in your business right now what metrics are in your control and who in your company is making progress on them. Don’t go surface level

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You’re Disrespecting Your Own Time

Photo by Kunj Parekh on Unsplash If you value your time so much, why do you disrespect other’s time so often? -Coming (regularly) late to meetings: be punctual -Letting meetings run longer than they have to: set an outcome -Having all your team join the meetings

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What Are Meetings For

Photo by Slidebean on Unsplash Meetings are for: -clarity -identifying problems -discovering solutions -planning -educating/training What meetings are not for: -getting updates to things you already have access to -asking questions you should have the answer to -hiding your responsibility on another team member -doing the work that

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The Purpose Of Questions

Photo by Ross Findon on Unsplash Questions bring clarity and a certain level of understanding. Understanding is measured by how clearly you can articulate your ideas. It’s not “less is more” but saying “just enough” for the other to connect with your idea. This is how

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How To Design A Process Worth Trusting

Photo by Coasteering on Unsplash Here are the core essentials: -Define what is the end outcome -Define who is involved -Define what are the core milestones -Detail what actions are needed to reach the milestones -Determine how often this needs to happen -Provide access to the

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How To Execute A Great Idea

Great ideas stem from understanding. Executing a great idea stems from experience. The better you can articulate the idea, clearly defining it — the clearer it will be for you to see: -what experience you need to execute it -who you need to talk to, hire or

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Idle Ideas Never Changed The World

The goal written in your journal is simply that — an idea written on paper. Your idea has the potential to change the world. But sitting idly on your paper, it never will. The only way to bring an idea into actuality is by working on it.

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The Two Things To Always Give Your Team

There are two things you must always give your team. The first is Clarity. The clarity to know and understand the work at hand. The clarity of how to execute it successfully. The second are resources. Resources to complete the task successfully. And training resources

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Why Responsibility?

Responsibility invokes choice. Our will to take it up or desert it. Ethics and our values determine our choice. Choice determines action. Great leaders act not just for themselves but for the good of the organization, community, and culture — given the constraints, factors, and data.

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The Cornerstone of Leaders

Responsibility. Some hide from it. Others avoid it. But those who embrace it make a difference. Whether in teams or in your own personal life, taking hold of responsibility means doing the best with what you control.

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Habits & Process

Habits are for the long term. They produce an outcome. Positive or negative. The habit doesn’t care, it’s a habit. It’s up to you to determine which ones to adopt and which ones to stop. Process can be short term or long term. They focus

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A Process Worth Trusting

How do you know if you should trust your process? Do you have results but not sure how or if you can replicate them? Does thinking about the process rob you of your sleep? If yes, you must refine your process. Review the habits you

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The Anxiety Of Working For Timeless Peace

What do you work for? Time with family? The satisfaction of doing something great? To look and appreciate the lives you helped? That moment — regardless of what it is — brings stillness of time. There is a sense of peace, even for a moment. But we are hooked

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Strange Leadership

A leader that is in every meeting. A leader that does not let go. A leader that lacks trust. A leader that lacks patience. A leader that doesn’t set boundaries. A leader that acts then thinks. A leader that does not work on themselves. A

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Remote Teams Are Still Human

You don’t have a remote team issue. You have a communication issue. Turn that webcam on. Set time aside to connect with your people on a personal level. Have that buffer time before important meetings. Once you stop treating your remote team like a machine,

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Demand Greatness

If you want to foster a great team, don’t command it. Demand it. Here’s the difference. Commanding someone to do something is just that, a command. A task, a job, an initiative, a project — it gets done. And that’s the end of it. Demanding excellence sets

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Leadership Starts From Within

Yes, communicating with and leading people is an art. To understand, to hear, to listen, to have patience, to show empathy, and to pave a way forward. How we transmit this starts from within. To know ourselves, our way of thinking, and our internal communication.

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Still Setting Revenue Goals?

Photo by Benjamin Davies on Unsplash When you set your revenue goal, who did you think of? That frame of mind looks internally, inward, first. It’s not bad, after all, revenue and profits drive business forward. But let’s look beyond just internally. If your business exists

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