Author glennsmith

Author glennsmith

Family Business Succession

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Family business succession planning is an important part of many businesses. Research indicates that family businesses typically outperform non-family businesses. When families are able to work together effectively the outcome is significant. However, many family businesses are unable to make the transition from the first generation to the second generation successfully. And very few family businesses survive the transition from the second generation to the third generation.

This makes family business succession planning critical!

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Create Your Business Exit Strategy

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Every business owner WILL exit their business one day. The question is, will you be proactive, or will you wait and just be reactive to the events of life that “force” you to exit? While you may not be planning to exit the business any time soon, I strongly recommend that you start putting your exit plan together today – be proactive!

Coming up with a good exit strategy can feel like a daunting task. It doesn’t have to be. In this article, I would like to give you the three big factors or components to build your plan around.

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How to Make Sure the Appointment Happens

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Many salespeople waste a lot of time and energy on “no show” appointments. We’re so eager to get appointments on our calendar that we do not take enough time to pre-qualify and test the commitment of our prospect. Here’s how the scenario typically goes:

We (the salesperson) speak with a prospect for the first time to measure their interest and try to get them on the calendar. We convince them to schedule an appointment with us and we hang up the phone thinking we have made the first “close” of our sales process.

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Core Values: Get the Right People on the Bus

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Several years ago, Jim Collins popularized the phrase, “Get the right people on the bus and the wrong people off the bus.” In his book, Good to Great, Collins points out that research suggests that the best leaders did not really start with vision and strategy. Instead, they first got the right people on the bus (and the wrong people off the bus) and then figured out where to drive it.

Since 2001 when Collins first published his work, more and more business leaders have affirmed this philosophy. Great companies are built by teams of people who are motivated, committed, and aligned.

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What Followers Want From Their Leaders

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“People cannot be managed. Inventories can be managed, but people must be led.” -H. Ross Perot

For many years now I’ve wrestled with the question, “What do followers really want from their leaders?” In that time, I’ve read several good resources, but my most valuable insights have come from conversations and my own personal experiences.

I’m convinced that everything rises and falls on leadership. I think most people know this intuitively, and that’s why most people hunger for good leadership – whether it be in business, in non-profit organizations, in churches, in the community, in government, everywhere!

Here are 5 attributes that followers want from their leaders.

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