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Tag: Growth Strategies

  • 3 Ways You Can Harness The Benefits of Your Flat Organization for Growth

    3 Ways You Can Harness The Benefits of Your Flat Organization for Growth

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    Opinions expressed by Entrepreneur contributors are their own.

    Organizational structures have been a hot topic of debate in the business world recently, due in no small part to the events of the last few years. Many companies simply lacked the agility to respond to all the disruption. However, others were stuck in place as conflicting leadership decisions pulled them in different directions.

    These companies’ chains of command got so bogged down that decisions began to slow and communication experienced delays. According to MIT Sloan Management Review, almost 40% of workers felt that the level of bureaucracy at their companies was especially problematic during the first six months of the pandemic. Employees also noted the stability of priorities (36%) and amount of red tape (34%) as hindrances to employers’ abilities to respond to pandemic-related changes. Ironically, these impediments are the unintended consequence of successful growth.

    If you think about it, a company’s organizational structure is akin to a building without elevators. A tall structure has many floors. Information, decisions and transactions flow from one floor to the next, moving through each level until they reach the front line. Should a customer-facing employee have a suggestion or resource request or require approval, the flow must then move in the opposite direction.

    Conversely, a flat organization has very few floors — in some cases, it has only one. It doesn’t take much effort to get information from one end of the building to another. That is, a flat organizational structure simply means an organization that has few — if any — levels of management. Many startups fall under this model, relying heavily on their founders but maintaining open communication. The challenge is to be intentional about the organization’s structure as it grows.

    Related: 3 Ways That Your Actions Today Will Shape Your Company’s Legacy

    Preserving the benefits of a flat organizational structure as you grow

    Successful entrepreneurs focus on business, product or service development, sales and marketing. Most often, a founder has a clear vision and personal values. Yet, as the company grows, the organization’s structure tends to develop independently from the vision and values. Here’s how to be intentional in maintaining the culture that made the enterprise successful as it grows — without building in costly bureaucracy:

    1. Take stock of your personal trust orientation

    Many companies throw around the buzzword “flexibility” in reference to employee benefits, but few understand what team members want. Research from Harvard Business Review reveals that what employees really need is flexibility by way of autonomy. However, the study found that the flexibility they want is contingent on their ability to exercise it how they see fit. In other words, employees need to feel trusted.

    Entrepreneurs often have tunnel vision. They accurately see themselves as the brains behind the success, and the business becomes their “baby.” I’ve seen this firsthand as a consultant. It can be hard to trust others with your creation. Yet, it is absolutely essential for successful growth. So, as you build your organizational structure, assess your personal trust orientation as it relates to your leadership role. If your belief in employees’ capabilities is low, then you might encounter the cultural struggles of a large company with a tall structure. On the other hand, high trust levels result in flatter organizations.

    Related: 3 Tips to Build Trust and Drive Business Transformation

    2. Clearly understand and avoid bureaucracy

    Maintaining quick, clear and effective communication is key to nurturing a flat organizational structure. Airbnb executives had this same realization when it revamped its hiring process and general core values over the last few years. Its leadership team found that investing in trustworthy employees and removing rules instead of adding them allowed for more communication and more freedom to move inside the organization.

    The main takeaway from Airbnb’s transformation? Replace policies with principles. You have to remember that the rules and policies you create do not exist in a vacuum. New company rules interact with every other system in the organization. By replacing rule-making with principle-founding, you can move from a restrictive, bureaucratic space to one that’s open, honest and straightforward.

    3. Distribute power as the company grows

    In the post-coronavirus landscape, companies must realize the need to adapt and broaden their hierarchical structures. Imagine a multimillion-dollar organization with checks that all must be signed by the same person. That structure would lead to delays and frustrations. Hierarchical models worked well back in the Industrial Revolution, but in today’s corporate landscape, it’s vital to nurture self-management.

    This means making an intentional and purposeful shift to elevate your employees to a position where they have power and where you invite them to actively voice their ideas. In self-managing organizations, power is distributed instead of delegated. Post-pandemic, there’s no room for delays due to hierarchies. Most leaders think that they have to have all the answers, but your employees want to help with solutions. This new era calls for leveraging your entire team’s collective strengths instead of leaning solely on your own.

    Related: 7 Components for Successfully Designing Your Organization

    One of the main drivers of any organizational structure is your people. Even if the business is your baby, you must keep people at the forefront of your mind as you progress. Today, success relies more on the collective intelligence of the whole. Recognize this fact before making any organizational decisions.

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    Sue Bingham

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  • Why Small Talk Is a Big Deal — And What to Do If You Hate It

    Why Small Talk Is a Big Deal — And What to Do If You Hate It

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    Opinions expressed by Entrepreneur contributors are their own.

    We’ve all heard it a thousand times: “People buy from people they like!” “Engage your customer!” “Ask questions about their family and hobbies!” “Become their friend!” And deep down you may even believe that small talk leads to relationship building, which is of course, important to your business. But, what if on the surface you feel that chitchat about weather, sports or your prospect’s family is a waste of time and you would just rather get right down to business?


    kate_sept2004 | Getty Images

    Related: That Potential Client Is Judging You So Focus on Making a Good First Impression

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    Weldon Long

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  • Build Strong Relationships With Media to Build Your Brand, Too

    Build Strong Relationships With Media to Build Your Brand, Too

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    Opinions expressed by Entrepreneur contributors are their own.

    Why do some businesses succeed while others fail? Many factors contribute to a business’s success, but one of them is brand building. Your brand is what sets you apart from your competition and tells your customers who you are and what you’re all about. Creating a positive brand can help you attract new customers and keep them coming back for more.

    But how do you go about building a successful brand? There are many different methods, but one of the most important is developing relationships with key members of the media. This is where public relations comes in — an essential aspect of any successful branding strategy. PR can help you build relationships with key media outlets and promote your story to the public. This can help increase your brand’s awareness and create positive customer sentiment.

    Here are three tips for using PR to build your brand and create success.

    Related: Break Through the Noise: 5 Hacks to Boost Your Public Relations Efforts in a Noisy Digital World

    1. Develop a compelling story

    Every business has a story to tell, but not every business knows how to tell that story in a way that will captivate its audience. If you want the media to sit up and take notice of your business, you need to learn how to develop a compelling story. Here are three tips to help you get started:

    1. Find the hook

    What is it about your business that makes it unique? There’s always something — you just have to find it. Once you’ve found your hook, use it to drive your story. Build on it and make it the central focus of your narrative. Everything else should support that hook.

    2. Know your audience

    Who are you trying to reach with your story? What kind of tone do they respond to? What topics are they interested in? Keep your audience in mind as you’re developing your story so that you can craft something that will resonate with them.

    3. Be concise

    The media is always looking for stories that can be told quickly and easily. They don’t have time for long, drawn-out tales. So, keep your story concise and to the point. Tell them what they need to know and nothing more. If you can do that, you’ll have a much better chance of getting their attention.

    Related: 10 Tips for Creating a Compelling Business Story

    2. Build relationships with key media outlets

    It is important to get your story out there. But simply having a great story isn’t enough — you also need to make sure that it’s being seen by the right people. That’s why it’s so important to do your research and identify which media outlets would be the best fit for your story. Once you’ve done that, you can start building relationships with the journalists, editors or producers who work there. The better your relationship with them, the more likely they are to want to cover your story.

    The first step is to research which media outlets would be the best fit for your story. Look at their previous coverage and see if they’ve covered stories similar to yours in the past. If they have, that’s a good sign they’ll be interested in what you have to say. Once you’ve narrowed down your list, it’s time to start reaching out to the people who work there.

    The best way to do this is by offering them something of value, whether it’s an exclusive scoop on a story or just some useful information that you think would be helpful to them. Whatever it is, make sure that it’s something that will make their job easier. Once you’ve established yourself as a valuable resource, you’ll be well on your way to building strong relationships with key media outlets.

    Related: The 5 Foolproof Steps to Pitching Your Story to the Media

    3. Be consistent

    Building a brand takes time and dedication. There are a million different things to think about, and it’s easy to get overwhelmed. It’s important to remember that all of your hard work will pay off if you stay consistent in your approach.

    Brand building is a long-term game. You won’t see results overnight, but if you keep at it, eventually, people will start to take notice. The key is to be consistent in everything you do. Promote your brand regularly and try to come up with new and innovative ways to get people interested. Develop a press release strategy and have a compelling press kit ready.

    Building a brand can be challenging, but it’s also incredibly rewarding. If you’re willing to put in the hard work and stay consistent, you’ll eventually see results. The key is to focus on your audience and develop a story that will resonate with them. Don’t forget to reach out to key media outlets and build relationships with the journalists, editors or producers who work there. By doing so, you’ll increase your chances of getting your story covered. Brand building takes time and dedication — but if you stick with it, you’ll be successful.

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    Sim Aulakh

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  • How Do You Keep Learning When You’re the Boss?

    How Do You Keep Learning When You’re the Boss?

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    Opinions expressed by Entrepreneur contributors are their own.

    Q: Since entrepreneurs are their own bosses, they don’t report to anyone with more experience. What’s the best way to continue learning and growing? — Elizabeth, Fort Lauderdale, FL

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    Adam Bornstein

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  • 7 Tips for Managing Holiday Stress and S.A.D.

    7 Tips for Managing Holiday Stress and S.A.D.

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    This story originally appeared on Calendar

    This is the year for you to relax a little more and enjoy all of the varied joys that can be had during the holiday season.


    Calendar – Calendar

    The points of importance:

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    Abby Miller

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  • See Your Company Through Tough Times with This Risk and Project Management Bundle

    See Your Company Through Tough Times with This Risk and Project Management Bundle

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    Opinions expressed by Entrepreneur contributors are their own.

    Starting a business is a risky endeavor in any economic climate, but these days it’s particularly dicey. But that’s no reason not to pursue a great idea. You just have to learn some risk management skills and find ways to assess the risks worth taking and the ones you should pass on.


    StackCommerce

    In The 2023 Project Management & Risk Management Certification Bundle, you’ll get training in both risk management and project management to help you run a company more efficiently and smartly.

    This bundle includes ten courses from some of the web’s top instructors, including William Stewart (4.5/5-star instructor rating), Integrity Training (4.4/5-star rating), and Six Sigma Academy (4.6/5-star rating).

    Starting out, you’ll learn the basics of project management, understanding the difference between a process, project, and program. You’ll explore the most important concepts in project management and learn the various stages of a project. As you progress through the coursework, you’ll delve into a variety of project management methodologies in courses that will help you earn valuable certifications to both improve your day-to-day management skills and help you score more clientele. You’ll explore Lean Six Sigma, PMI Agile Certified Practitioner (PMI-ACP), and more.

    You’ll learn how to construct process maps in easy steps, as well as flowcharts for more complex processes so you can better analyze risk throughout a project’s stages. There is also a practical course to help you get stakeholder buy-in and properly analyze projects before you even begin. By the end of the courses, you’ll have the skills to manage projects effectively and assess the risks they pose to your business throughout.

    Take care of your business. Right now, you can get Project Management & Risk Management Certification Bundle for just $45 for a limited time. That’s a small price to pay for better management.

    Prices subject to change.

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    Entrepreneur Store

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  • 3 Steps to Getting Paid Speaking Engagements

    3 Steps to Getting Paid Speaking Engagements

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    Opinions expressed by Entrepreneur contributors are their own.

    So, you’re looking to get paid to speak as part of both a personal and business growth strategy, but have no idea how to get started? As someone who’s been a paid speaker since 2001, I’m pleased to share that the process is actually not as hard as you might think. As a matter of fact, if you’re a service professional with a good message and entertaining delivery, then getting a handful (or more) paid gigs a year is more than doable.

    A few steps you’ll need to take in order to move forward:

    1. Get Super-Clear About Topic Titles

    This sounds like the easiest step, but can actually be tricky. Why? Because when you’re doing free gigs, organizers don’t typically ask many questions regarding what you’re going to talk about. They likely already know who you are (you might have worked with them or with someone they know), and are thrilled that you’re going to make them look good in front of their group. But a paid speaking gig is the professional equivalent of going from the minors to the majors (and that implies no disrespect: I still do the odd free engagement).

    Related: 3 Straightforward Ways to Get Paid for Speaking Engagements

    Just like going from the Birmingham Barons to a starting position for the Yankees is a quantum leap, so is this. And it’s not because you’re playing a different game (speaking is still speaking), but once you’re getting paid, conference organizers usually have a different set of expectations.

    Suitable preparation begins by having an indelibly clear title — one that succinctly and engagingly articulates the topic, as well as what you will provide an audience. Personally, I’m a “how-to” man when it comes to titles, such as:

    “How to Overachieve Without Over-Committing”

    “How to Lead So Others Will Follow”

    “How to Talk So Others Will Listen”

    Titles that include phrases like “communication skills” or “leadership skills,” by contrast, might sound a lot less appealing to an organizer looking at 20 other folks for a paid speaking gig.

    Related: 3 Steps to Book Your First Paid Speaking Gig

    2. Provide Video of You Speaking

    One small positive ramification of Covid is that this step isn’t nearly as hard as it used to be, as most of the presentations over the better part of the past 24 months have been virtual. If that’s all you have, so be it, but in a perfect world, you’ll also have footage of you out on stage, in the real world, which offers organizers and meeting planners a better feel for your style. It’s been my additional experience that these professionals actually prefer two videos — one of an entire presentation (“full reel”) and another with perhaps two minutes of highlights, professionally edited and maybe even with a music track.

    If you don’t have something quite so refined on offer, that’s fine, but you have to supply something that people can look at.

    Related: The 5 Things You Must Know Before You Pursue Paid Speaking

    3. Get Clear on the Types of Events You Want

    A common misconception I’ve run into is that approaching corporations is the only way to get paid to speak. These gigs can be lucrative, certainly, but don’t sleep on other paid options like trade associations, schools, non-profits and business conferences. So, find an avenue (or two) that works for you, then get into action finding good opportunities.

    There are a few additional actions you’ll want to take along the way, such as setting up a website and developing a lead pipeline for potential paid gigs, but these early steps will get you on the road to success.

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    Brian Hilliard

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  • Why Can’t We Resist Black Friday? A Behavioral Economist Explains.

    Why Can’t We Resist Black Friday? A Behavioral Economist Explains.

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    Opinions expressed by Entrepreneur contributors are their own.

    Imagine you put on an old coat you haven’t worn in a while and, to your surprise, you find a crumpled $20 bill in your pocket. How good does it feel? Do you go up half a notch on a one-to-ten mood scale, or maybe a full-notch?

    Let’s imagine a different scenario. You’re doing the laundry, take out a just-washed pair of pants, and discover you forgot a $20 bill in the pocket — which has been completely ruined. What does that do to your mood on a one-to-ten scale?

    If you’re like most people, you feel much worse about losing $20 than about gaining $20. That tendency is called loss aversion, one among many dangerous judgment errors that behavioral scientists call cognitive biases. The mental blindspot called loss aversion is one of the most fundamental insights of a field of behavioral science called prospect theory in the last few decades.

    Loss aversion is one of the three key reasons why our minds get sucked — and suckered — into Black Friday and Cyber Monday sales. Retailers know that our intuitive reaction is to avoid losses, with research showing this drive might be up to twice as powerful as the desire to make gains. By offering short-term sales, available only on Black Friday or Cyber Monday, they tap into our deep intuition to protect ourselves from the loss of the opportunity represented by the sale.

    Similarly, loss aversion helps explain why so many marketing techniques involve trial periods and free returns. Retailers know that once you buy something, you’ll be averse to losing it.

    In a classic research study illustrating this tendency, participants were divided into two groups: one was given a chocolate bar and the other a mug. Then, they were offered the chance to trade what they had for the other object. Of the students given the mug first, only 11% chose to trade it for the chocolate bar, and only 10% of the students who got the chocolate first exchanged it for the mug.

    We want whatever we have and are reluctant to lose it — such as an opportunity to buy something at a lower price during a short time period during Black Friday or Cyber Monday sales. In fact, behavioral scientists have a special term for people putting excessive value and being reluctant to give up whatever they have: the endowment effect, a specific form of loss aversion.

    Let’s imagine a different scenario. It’s Cyber Monday, and you decided to check out the deals on an e-commerce website. You feel confident you’ll only get one or two of the best deals. But once you visit the website, you’re hooked. All those deals look great. The discounted prices are too good to pass up. So you end up taking advantage of a bunch of deals and purchase much more than you intended to in the first place.

    Why did that happen? Why couldn’t you control yourself? It’s due to a cognitive bias called the restraint bias. We substantially overestimate the extent to which we can restrain our impulses. In other words, we have less self-control and weaker willpower than we like to think we do.

    Related: Online Scams Are More Sophisticated Than Ever. Here’s How to Shop Safely on Black Friday and Cyber Monday, According to a Cyber Intelligence Expert.

    That’s why so many people overeat at buffet restaurants. If we had good self-control, buffet restaurants would be great: We could get whatever we want at a cheaper price than ordinary restaurants. Yet the problem is that we overestimate our ability to control our impulsive desire to take more food, and loss aversion causes us to try to avoid losing the opportunity to take the wide variety of food available at buffets.

    Black Friday and Cyber Monday are the shopping equivalent of buffet restaurants. So many tempting deals around, with loss aversion driving us to not want to lose out, all resulting in shopping much more than we wanted.

    The final key psychological reason why you get sucked into Black Friday and Cyber Monday sales explains why you’re reading articles like this one. Here’s the thing: The abundance of news stories, advertisements and social media posts around Black Friday and Cyber Monday makes it seem like everyone is thinking about sales on those days and looking for good deals.

    As a consequence, our minds drive us to jump on the bandwagon of getting into Black Friday and Cyber Monday sales, a tendency that scientists call the bandwagon effect. When we perceive other people aligning around something, we are predisposed to join them. After all, they wouldn’t be doing it if it wasn’t a good idea, right?

    Loss aversion, restraint bias, and the bandwagon effect are mental blindspots that impact decision-making in all life areas, ranging from the future of work to mental fitness. Fortunately, recent research has shown effective and pragmatic strategies to defeat these dangerous judgment errors, such as by using decision aids to constrain our shopping choices.

    A useful strategy for Black Friday and Cyber Monday involves deciding in advance the purchases you’d like to make if they are on sale and buying them online instead of in the store. For example, you might decide to buy a certain laptop if it’s more than 20% off or a specific big-screen TV if it’s 30% off. Save the website pages of the laptop or TV that you want to buy, and then visit them on Black Friday and Cyber Monday to see if they’re on sale. If they’re not, be disciplined, and don’t buy something else, as you’re likely to get stuck buying much more than you wanted, and some deals are actually too good to be true. Instead, wait for the Christmas sale.

    If you’re an entrepreneur who sells products, consider whether you can take advantage of loss aversion, restraint bias, and bandwagon effect among your customers, whether on Black Friday and Cyber Monday or throughout the year. Alternatively, consider sharing this article with your employees to help them make smart decisions this holiday shopping season.

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    Gleb Tsipursky

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  • When ‘Who You Know’ Can Actually Hurt Your Success. Here’s Why.

    When ‘Who You Know’ Can Actually Hurt Your Success. Here’s Why.

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    Opinions expressed by Entrepreneur contributors are their own.

    Almost everyone across all industries is familiar with the adage that success is based on who you know, not what you know. That can certainly be true.

    We all want a broad network of people, colleagues and friends. It’s and helps us have a community we can turn to when we want to socialize, learn about solutions to daily life and advance our careers.

    Are you having trouble with back pain? Ask someone you know to recommend a good doctor. Visiting an out-of-town location and want good restaurant recommendations? Ask a friend. Are you trying to raise seed capital for your startup entrepreneurial concept? Ask a business colleague if they know any investors to introduce you to.

    That’s how it works. Who you know helps you find success in all aspects of life. Right? Maybe. But it can also be a “false positive,” especially when it comes to business. How? Let me share a few ways an existing network can hurt you as you pitch your project to people.

    1. The person you know may not be a decision-maker

    Just because you know someone with a big title doesn’t mean they can approve or push your project where it needs to go. Sometimes they can, but usually not, especially nowadays when authority and decision-making have become a complex web.

    2. They don’t look at you in terms of business

    If you have a friend in an influential position, it may be hard for them to take you seriously in business. They know you as a buddy or a neighbor and have separated work from personal. They don’t see you in the same light as business colleagues. They may be polite. But will they stake their business reputation on a person they know from down the street? Maybe to your face, the answer is “sure,” but behind closed doors? Not necessarily. These “friends” can be the most devastating. They will “nice” you to death and blame others for the ultimate “no” you receive. Sadly, you never had a chance.

    Related: Friends With(out) Benefits: Mixing Business With Pleasure

    3. It can be harder for you to ask a friend for a favor

    Let’s say your wife’s best friend is married to the head of a company and you ask a favor of him. What happens to those weekly Friday night dinners or Sunday brunches? That couple will suddenly come up with excuses to skip out on these traditional events. Why? The husband doesn’t want to be hounded, nor does he want to be confronted with a person he isn’t able to help. The friendship days have been altered (or are gone altogether), and your wife is upset with you forever.

    4. Bad impressions on another project are hard to break

    If you already have a network of people to go to with your projects and you’ve made poor choices or produced subpar projects with them (even if it’s just once), they’ll remember. Any new work you bring into the fold will be cast in the shadow of your old work or old behavior. It’s tough to wipe a slate clean once it’s been soiled. This is even more true in today’s business atmosphere. Most executives are overly sensitive and risk-averse when protecting their jobs. Beware. It’s challenging to reinvent yourself. Many people do it at some point in their lives, but once you’ve tapped into your network with a project that turns out to be a complete bust and a total waste of time, reinvention is like pushing a peanut up Mt. Kilimanjaro with your nose. It just isn’t going to happen very quickly or easily.

    5. Once you ask a favor of someone, you’ll owe them

    Maybe not officially in a spoken way, but in that underneath-behind-the-shadows way. So what? From that moment, all your will be slightly restricted. Either by you or by them. You’ll be waiting for them to reply to your favor and speculate when you think they’ll have an answer for you. And they’ll be hesitant to let their guard down if you ask again… and again and again. You don’t want to be embarrassed.

    On the other hand, if they don’t help at all, you then have to suck it up and act as if it doesn’t matter (when we all know it does matter, a lot — or you would never have asked in the first place.

    6. Your connection might be at too high of a level

    Remember the husband of your wife’s best friend? If he does run the place, he’s too far separated from the initial gatekeepers that screen projects for their worthiness and fit. He doesn’t do the job you’re asking him to do. Instead of asking for help with your project, he’s the one you might want to ask for a referral to the “right” person. A bit of nepotism isn’t bad, but you need to know there will be no awkwardness when the deal doesn’t pan out.

    7. Your timing might be off

    You don’t always want to use your current network to make a project fly because you may want to save the favor. What if the project you have right now isn’t very good? You might think it’s impressive, but what do other people think? You don’t want to cash in a chip with someone in your network until you know the project has legs and is good and powerful. You need to be 100% certain of your timing and readiness.

    So, you see, there are quite a few reasons why tapping into people you know can hurt your chances of success rather than help them.

    Can doors open that might not have otherwise opened? Absolutely.

    Consider what doors are being opened and why

    Are you seeking solutions to a big ask, or are you hoping simply to get a glimpse into a room you might not otherwise have seen? There’s a huge difference. So what’s a person to do?

    Seeking out advice and insight through your own networking is the best way to go when asking a favor of someone you know. You can find those doors on your own, without help from those you know now. Most people are willing to help someone they don’t know when they feel the request is sincere and authentic.

    Get out and meet people on a regular basis — whether it’s in-person or virtually. There are a lot of groups, organizations and mentoring programs to join. Start there and see where things go.

    Related: 5 Ways to Connect and Network With Other Entrepreneurs

    The key is to learn how to ask

    You’ll be amazed at how much you can do without having to know so many people already. What we all have at our fingertips today — which, if used correctly — can also change your success path. Use and other business social sites to create new relationships based on the premise you’re networking to help each other mutually. There is more opportunity for give-and-take and a fresh start in those scenarios.

    No matter where you are in your path, someone out there needs your help or your ideas. Get out there and create a new network of colleagues on your terms without worrying that your weekly Friday night dinner will now be awkward and uncomfortable.

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    Lauren Hirsch-Williams

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  • 3 Ways I Attracted The Best Generation Z Applicants

    3 Ways I Attracted The Best Generation Z Applicants

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    Opinions expressed by Entrepreneur contributors are their own.

    Just when you think you’ve figured out the generational differences in your team, a new generation exits the classroom and into the workplace. For the first time in history, there are five generations in the workplace. They are traditionalists (born 1925 to 1945), baby boomers (born 1946 to 1964), (born 1965 to 1980), (born 1981 to 2000) and (born 2001 to 2020. And trust me, navigating these differences is no easy feat. I found this out the hard way.

    When I first started my own business, I lived out the old adage, “If it isn’t broken, don’t fix it.” I figured the same recruiting and retention practices that had worked for my own generation would easily translate to Gen Z. But I was wrong. Very wrong.

    In fact, I had to relearn everything before I could create a business that attracted top-level Generation Z applicants. But it was well worth the effort. So, how did I do it?

    Here are a few things that helped me in my own journey:

    1. Rethink your office space

    The “always on” mentality really started to take hold as the internet revolutionized how we communicate and interact. The first generation of employees expected to be “on” 24/7 were millennials. The workplace was no longer separate from your life — in many ways, it became your life.

    Generation Z recognized this. They saw the mental health struggles and burnout that came with being “always on” from the generation before them. This is why when they left the classroom and entered the boardroom, they valued, above all else, a work-life balance. They want flexibility. They want privacy. They want boundaries.

    That’s why, when I first started my company, I made sure to cut the cereal bar out of the budget and offer employees the ability to work from anywhere and at any time. How do I do this?

    Well, I meet with my team once a week via Zoom and we cover our weekly, quarterly and annual goals. Then, I’m able to break them down into manageable projects that can be done from anywhere. Once they’re done with the task that week, they can either take the rest of the week off or use that time to work ahead on the next week’s project.

    Now, I realize that this format doesn’t work for all types of businesses. But, if you have the capability of being entirely remote, giving your team the freedom to work from anywhere will go a long way in attracting top-level Generation Z applicants.

    Related: Gen Z Brings a Whole New Dynamic to the Workforce

    2. Let them lead the conversation

    One of the worst mistakes that I did early on was trying to lead with answers instead of questions. Well, let’s just say that didn’t go over too well. In fact, it completely flopped. And for good reason.

    You see, I was terrified of looking like a fool in front of my team. So, I didn’t give them a chance to catch me off guard. I lead with confidence, masked my fear and hoped that I could get through the day without falling flat on my face. However, my facade came at a high price. I almost lost the respect of my employees in the process.

    My team was frustrated because they felt like I was trying to control the conversation instead of letting them have a voice. They were done with the top-down management style and desperately wanted a leader who would listen to their needs.

    I knew I needed to change — and fast. This is why I started hosting weekly one-on-one conversations via Zoom.

    During these conversations, I asked my team about their work-style preferences, what motivates them, and how I could better support them. I even asked about how they like to socialize and what their favorite type of team-building activity is. And you know what? These conversations completely changed the way I ran my business –– for the better.

    My Gen Z employees are now some of my most valued team members because they feel heard and appreciated. Because once they knew that I was willing to listen, they were willing to open up and share their ideas — which has led to some pretty amazing results for my business.

    Related: 5 Ways Businesses Can Reach ‘Generation Z’

    3. Focus on their development, not placement

    The great Mark Twain once said, “The two most important days in your life are the day you are born and the day you find out why.” Now, I’m sure Twain wasn’t thinking about Generation Z when he made this statement, but it couldn’t be more relevant for today’s young workers. And I’ll tell you why.

    I learned the hard way that if you want to retain Generation Z workers, you need to focus on their development, not placement. For instance, when I brought on my first intern, I eagerly looked at my needs and then placed her in the department where I thought she would excel the most.

    But, after a few weeks, it became clear that she was miserable. She wanted to be doing something completely different — and she’s not the only one.

    According to Deloitte, “Most Gen Z professionals prefer a multidisciplinary and global focus to their work, with the expectation that this can create opportunities for mobility and a rich set of experiences.”

    For Gen Z, A plus B equals growth. This is why offering them the chance to cross-train is so important.

    My intern didn’t want to be boxed in by her past experience or education. She wanted an opportunity to grow. And, once I gave her that chance, I grew as a leader, too. I stopped focusing on placing my employees in specific roles and started focusing on giving them the freedom to grow within the company.

    Working with Generation Z can be a challenge, but I can guarantee you that it’ll be worth it in the end. In my experience, I’ve found you need to offer them these three things:

    • The ability to work from anywhere.
    • The chance to lead the conversation.
    • An opportunity to grow.

    If you start with that, you’re well on your way to attracting and retaining top Gen Z talent — and becoming a better leader in the process.

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    Dr. Colleen Batchelder

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  • I Quit My Job Last Year and Have Made More Than $300,000

    I Quit My Job Last Year and Have Made More Than $300,000

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    Opinions expressed by Entrepreneur contributors are their own.

    When I left my job as a consultant in October 2021, I had never made more than $5,000 per month from my business.


    Courtesy of Clo Bare Money Coach

    In fact, when I made a plan to leave my 9 to 5, I had an honest conversation with myself about whether or not I was okay with the possibility of only making $60,000 per year as a money coach — less than half what I was paid at my consulting gig.

    And my answer? Absolutely.

    As a 31-year-old millennial who graduated college with around $80,000 of for a degree in English and Spanish, I never would’ve dreamed I’d be able to someday consider taking a pay cut to quit my job and go full-time with my business. In fact, prior to 2018, I was still living paycheck to paycheck, knew nothing about investing and assumed I’d work the rest of my life.

    You see, I grew up believing I was just “bad with money,” like it was some character flaw you were either born with or without. I’d seen my parents struggle with credit card debt, furloughs during the Great Recession and the unending stress of living paycheck to paycheck while raising five kids. I thought struggle was normal, especially when it came to money.

    I started working at the age of nine to have a little spending money and hoped I’d someday do better, but money always burned a hole in my pocket, no matter what I did.

    I kept telling myself if I just had more of it, things would be fine.

    Spoiler alert: No matter how much money I made, it never fixed the problem of my overspending.

    It wasn’t until 2018, after spending most of my 20s without an emergency fund, overspending, not investing and thinking I’d die with student loan debt, that I decided it was time for a change.

    Related: Instead of Panicking, Deal With Your Student Loans Like a CFO Would

    I started learning about the debt-free community, which led me to the FIRE (financial independence, retire early) community, and eventually I thought, Why not me? Why not at least try?

    Well, I’m glad I did.

    Not only do I now know the peace of financial flexibility and a retirement savings that I’ve already invested enough in to have millions by the time I retire even if I don’t invest another dollar, but it also led me to something I never expected.

    I started writing about budgeting and investing online, which led me to creating content on and TikTok, which led me to become who I am now: a multi-six-figure business owner.

    But this time last year?

    I was just excited to even be able to consider quitting my job to pursue my passion of teaching people about money full-time.

    So, with a year’s emergency fund saved and a solid $5,000 from one-on-one filtering into my bank account each month, I went off into full-time entrepreneurship land.

    Last month was my one year anniversary, and I did not make $60,000.

    The gross revenue I made from my first year as a full-time business owner was $305,000 with about $45,000 of expenses.

    How did I do it?

    By recognizing I had to scale, bringing in an expert and focusing on one funnel and one product.

    Recognizing I needed to scale

    When I quit my job, almost 100% of my income came from one-on-one coaching. In fact, during my first month of full-time business ownership, I had 60 coaching calls, with more than half of the calls lasting two hours.

    By the end of the first week, after 17 coaching sessions, I was already losing my voice, and feeling drained and discouraged.

    I knew I couldn’t keep up with that kind of grueling schedule, so I increased my prices in October and again in December, thinking it would lighten the load without really impacting my income.

    I was wrong.

    By the end of the year, I charged $499 for a two-hour session and $299 for a one-hour session — but no matter how many times I increased my prices, I still sold out within 24 hours of announcing openings in my coaching calendar.

    The coaching clients kept rolling in, and I had a hard time saying no to the emails requesting help as soon as possible or clients who needed another follow-up call. So, despite trying to manage my client load, I’d always end up with more than I could handle. Between October and December that year, I ended up coaching nearly 150 people.

    I was exhausted and already burned out, just two months into full-time entrepreneurship.

    Then, one day while lying on the couch to close my eyes for three minutes before the next coaching call, it hit me: I needed to scale. At the rate I was going, I’d be back in corporate in three months. I was capped, and despite wanting to help more people, my system at the time was unsustainable.

    I needed to find a way to move beyond selling my time. But I had no idea where to begin. That’s why I decided to bring in an expert.

    Related: 5 Marketing and Branding Tips to Scale Your Online Business

    Bringing in an expert

    Scaling beyond coaching was new territory for me, and although I’d seen other creators create courses and digital products, I wanted to make sure I was doing what was best for my business.

    When I started shopping for a business coach, I was nervous because there are so many problematic business coaches who teach people how to run a business despite never having run a business before. I wanted someone I could trust, and who I knew had worked with people in a similar niche, with similar goals.

    After doing my research, I decided to hire a well-regarded coach who had helped the giants in the space scale to multi-six-figure — and even seven-figure — businesses. She’d be the person who would teach me how to launch a course and build a funnel.

    By working with my coach, I was able to go full-speed ahead and avoid a bunch of mistakes I would’ve made trying to do it all myself — mistakes that would’ve cost me time and money.

    Investing $2,000 into my business resulted in my first product launch bringing in $35,000 — but I would’ve never gotten these kinds of results if I hadn’t hired my coach and implemented a funnel.

    Related: 10 Reasons Why You Need a Business Coach

    Implementing a funnel

    I did not know what a funnel was when I quit my job, but my funnel was the single most important investment I made in my business.

    A funnel allowed me to make sales without doing anything — no posting, no DMing people, no going live to push the sale.

    Instead, I was able to get people into my funnel and let the funnel do its automated magic.

    Here’s how my funnel worked:

    1. Instagram or TikTok followers would sign up for a free guide.
    2. The free guide would invite them to my free class.
    3. The free class would have a small pitch for my course, and all registrants would be put into a sales funnel of emails for the next 2-5 days.

    Keep in mind: At each stage, I was providing more value.

    My funnel made me sales even while I slept. No posting. No exhausting my followers on all my accounts to get in on the sale. My emails were set up to do it all for me so I could spend my time doing other things to build my business.

    The emails people received after signing up for the free class addressed their concerns, answered most frequently asked questions, shared testimonials and painted the appealing picture of what their life would look like after they completed the course.

    I’ve come to view my funnel as a relationship builder.

    So many content creators create a course or digital product and push it out to their audience without a funnel. They just put it on sale and hope people from their Instagram or TikTok will buy it because it exists. If you build it, they will come, right?

    Not exactly.

    We have to nurture the relationship, and an Instagram follower is at a much different stage than an email subscriber or someone who has downloaded your free guide and attended your workshop.

    We have to provide consistent value that builds trust with our ideal audiences. Going straight for the killshot of “Hey, buy my product” would be like asking for a job without having ever applied or submitted a resume. You need to date your leads and nurture them by providing value.

    Focusing on perfecting my funnel has allowed me to zone in on what is and isn’t working, understand my audience better and not get distracted by the shiny-object syndrome that so many new entrepreneurs face.

    Related: 5 Steps to Building Your First Online Sales Funnel

    Focusing on one product

    Focusing on one product also allowed me to scale for several reasons.

    First, it allowed me to streamline my messaging to my audience to make sure they were never confused about what I have to offer. I wanted to guarantee people went to my page and saw immediately what I specialized in: lazy investing. Not a little bit of lazy investing with some debt pay off, credit repair and budgeting sprinkled in. I want my audience to come to my page and understand exactly how I can help them.

    Think about the last time you were shopping for a service: for example, a person to clean your home.

    If you came across someone who had a list of services that included lawn care, car detailing, oil changes, handyman services — and oh yeah, they’d also clean your home for you — you likely wouldn’t choose that person over someone who made it clear that cleaning your home was the only thing their business did.

    Focusing on one product also helped me master the product, which only made my confidence in the product stronger and, in turn, allowed me to sell with ease.

    When we know without a shadow of a doubt that our products solve the problem we say they do, selling becomes simply highlighting the problem and explaining how our product is the solution.

    I don’t think I could’ve made as strong of a course had I not focused on only that course in the last year. Every month I added to it, tweaked, surveyed my members and found new ways to improve it. And the result is more than 500 happy customers who are now out there building wealth on their own.

    We all know how overwhelming and stressful it can be to manage a million different things: coaching, courses, digital products, group coaching and the list goes on. The mental space and clarity that come with focusing on one thing is something I’ll continue to prioritize as I build out more products in the future.

    Related: 3 Things You Need to Know About Launching a Product Business

    So, what’s next?

    Now that I’ve worked on The Lazy Investor’s Course and its funnel for a year, you might be wondering if I’m moving on to something new.

    But in 2023, I plan to continue to perfect the funnel and my offer. Because even though I’ve made more than $300,000 from my business so far, I know I can still make improvements. So I’ll continue to refine this one offer I have until I’m confident I’ve squeezed everything out of it that I can.

    And then — and only then — will I move on to the next thing.

    As my friend Allison Baggerly said in her keynote at Fincon this year: simple scales.

    And for me?

    Simple allows me to maintain a level of sanity and make sure I don’t burn out.

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    Chloé Daniels

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  • Are You a Founder Seeking Capital? My Advice Is Go Ugly-Early.

    Are You a Founder Seeking Capital? My Advice Is Go Ugly-Early.

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    Opinions expressed by Entrepreneur contributors are their own.

    I have been witness to a great many ups and downs in the markets — including a number of seismic events — and in the process have developed a bit of a déjà vu response when it comes to cycles and bubbles, not least in the realm of starting a business.

    I began my formal Wall Street career in the banking group at Bear Stearns in 1992, however, as early as 1987 (while still in high school), I worked for two summers as a specialist clerk “making markets” in and other equity options. Among the events I’ve witnessed since were the crash of ’87, the IPO in 1995, and numerous companies at the time paying for eyeballs to achieve unsustainable valuations. Then there was the 1998 Russian financial crisis and the Nasdaq and dotcom bust in 2000. Then came Madoff in 2008 and the subsequent years’ many sector bubbles (from biofuels to biotech) and now crypto and other things I frankly don’t really understand well. I’ve learned over all this time that cycles are just that: they repeat and rhyme, with main characters simply changing their names.

    There is currently a massive need for funding among venture-backed start-ups, but the environment has never been more challenging. The Fed has opened an airlock; we can all hear a massive whooshing sound of money being sucked out of the system, and this will severely impact venture-backed companies and their ability to raise capital to stay alive. Most of them, along with their founders, are still a bit “deer in the headlights” in response — struggling to accept the new valuation landscape. As the world was flooded with liquidity in 2020 to 2021, we witnessed giddy times for start-ups raising capital, whether Series Seed, A, B or C companies. We saw many in the Series B category being paid inflated Series D or pre-IPO prices by mega crossover hedge funds that were trying to leapfrog and lock up deals prior to an IPO. Today, things have changed: New capital is in short supply, and it will be harder than ever to fundraise. Because of that, we will see many wind-downs, unfortunately, of some potentially great start-ups that simply run out of fuel. Most venture funds are now in slow-play mode — more focused on their existing portfolio and keeping their winners alive.

    Related: Why I Just Made the Largest Investment of My Life in a Company I Hope Goes Bankrupt

    So, based on past cycles and various myths I have heard recently, some guidance:

    My advice to founders is to raise money now if it is available to you. Do not wait for things to improve because companies seeking capital will have even more competition in 2023 and need to accept this new reality. It may be a lower valuation or more draconian deal terms like 2x liquidation preference or warrants, but a bird in the hand is always the best course of action in an uncertain environment. Early-stage start-ups will not be as pressured as later-stage growth round enterprises (i.e., post-Series C companies), which may have raised capital at valuations not reflective of where things are today and will see more highly structured or down rounds.

    Myth: 2023 Will Be a Better Fundraising Environment, Including Better Terms

    Possible but not probable. The challenge with this argument is that there will be so much pent-up demand and competition for new capital from other start-ups that it will be a buyers’ market and there won’t be sufficient capital to fund all companies.

    Imagine New York’s LaGuardia airport on a winter weekday night at 10 p.m. It has been snowing all day and the airport has been closed due to weather. There are hundreds of planes waiting to land on limited runways and no chance they all get in before LGA closes at midnight. That is what we are seeing now, and it will get worse, because funding will be much more limited and expensive in 2023. In challenging times like this, term sheets are going to change from “plain vanilla” to much more structured and investor-friendly deals. Founders may encounter things they haven’t seen in a long time, like warrants and full-ratchet anti-dilution provisions.

    Prepare to be surprised.

    Related: Global Millennial Capital Founder Andreea Danila Is Making Use Of A New Model For Value Creation And Venture Capital In The Middle East

    Myth: There is Ample Dry Powder on the Sidelines

    True, but this was also true in 2008 when LPs told their PE or VC fund that if they issued them a capital call, they would never re-up for future funds. It worked. All that dry powder which was supposedly on the sidelines was all on a string. (For example, a statement like, “Yes, I committed capital to you, and you have dry powder, but don’t ask me for it!”)

    While many venture funds have raised new funds which are 2020 or 2021 vintage years and are actively making new investments, many are making hard decisions about which among their existing portfolio companies to support, and are also working at putting out fires. New investment activity will suffer, and we are seeing a period of what I would call “slow play,” with a lot of tire-kicking and reluctance to act quickly. Gone are the days of companies receiving multiple term sheets on the same day and rounds filling up quickly. There will be longer diligence periods, and we will even see funds back away from issued term sheets. This is the new norm.

    Myth: Valuations and Multiples will Rebound

    There is an old expression: Stocks go up on an escalator and down on an elevator. Some multiples will not rebound anytime soon to the peaks we saw in 2021 and may take years to do so, if ever. The liquidity-fueled tsunami caused the pendulum to swing hard to one side; it could well overcorrect to the other, and may take a long time to find the median.

    Related: The Art (And Science) Of Valuation: Here’s How Venture Capitalists Value Your Startup

    So, if you are seeking capital, my advice is to start early and plan for a long, slow process. You will need to kiss a lot of frogs before finding your prince. Have low expectations when it comes to terms, and know that every dollar raised will be a hard-fought battle.

    Don’t be bashful about raising funds in smaller increments and with multiple closes. Also, be frugal with spend and be prepared to tell your story many times over. Good ideas and founders will make it, but, with the hot money now gone from the playing field, Darwin will rule the day and only the best will be allocated capital. It’s also important to realize that the venture industry focus has shifted to near-term profitability vs. growth, and so most companies are working to reduce costs and extend cash runways.

    The landscape will always have the “haves” and “have nots,” and we are going to see many down rounds coming for those companies that do not have the funding to get through 2023.

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    Gregg Smith

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  • Give Your Employees The 3-Point Strategy They Need To Drive Sales

    Give Your Employees The 3-Point Strategy They Need To Drive Sales

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    Opinions expressed by Entrepreneur contributors are their own.

    It’s your employees’ job to motivate buyers, but employees similarly need the right tools to succeed. In today’s competitive environment, a well-written value proposition fills that need.

    What is your value proposition?

    A value proposition isn’t just useless information about your company, products or services. It’s a statement about what outcomes a person or group can expect when working with your company.

    A company’s value proposition is at the core of its business model. It’s a promise the organization makes to its customers regarding the value of its products and/or services. A value proposition should be simple, but powerful and clear. A compelling value proposition strategically examines the factors that influence customer focus, and overall business ambition and sets expectations. It serves both your customers and employees by setting up their expectations. Guiding employees by setting these expectations help ensure they understand your company’s standards and gives them something substantial to aspire to in regard to product quality, service, etc.

    Your value proposition guides your strategy

    A value proposition is a critical component of your strategy rather than just a feature of your marketing plan. It should provide three critical benefits:

    • Functional benefits: This is how your product performs. These benefits tie your offer to the outcome the customer wants.
    • Product attribute benefits: This is what makes your product stand out. These benefits provide a credible point for comparing your offer to competitors’ offers.
    • Personal benefits: These benefits account for emotional connections tied to the purchase decision.

    The most successful value propositions will offer the customer all three types of benefits at once. It is a promise that you plan to offer the buyer a positive experience with a great product or service. It convinces the buyer your product is the best choice for them and appropriately capitalizes on how the buyer feels. For employees, an effective value proposition gives them a better sense of what marketing strategies will be most effective.

    Related: How To Create A High-Performing Strategic Plan

    A strategy with real benefits

    Value propositions examine factors that influence a range of areas, such as customer focus or overall business ambition. So rather than seeing them as a feature of your marketing plan, develop the value proposition as a strategic core for all your operational models (e.g., decision-making, finances and resource prioritization).

    Once you have a clear operational strategy based on your value proposition, it will provide direction for all the interactions your employees have with your customers. It tells your sales representatives exactly who the target market is, what that audience wants to get or achieve and what’s most important for the audience to know about your product or service.

    With this clarity, the sales team can become more efficient and productive. They can reduce operating costs, all while improving customer engagement, segment reach, customer retention, market share, revenue, net profit and market share.

    Take my company, for example. I’m the chief marketing officer (CMO) of an investment management company that has made our value proposition a part of our deeper strategy. Our team recognized most organizations handling exchange-traded funds (ETFs) focus on beating a single financial index. However, we acknowledge that investors have specific, long-term goals and want investment solutions based on those unique objectives. We allow those goals to drive the development of all our products. The approach simultaneously meets investor needs and serves as a differentiator.

    Related: Want to Increase Sales? Think Deeper About What You’re Really Selling

    Determining the need to pivot

    Even when employees have a clear value proposition to offer customers, they’ll only be successful if that value proposition is still in line with current markets. Put your value proposition into context by looking at what’s happening outside your business. Is your industry — or an adjacent one — experiencing big changes? If so, you’ll likely have little choice but to pivot and transform.

    But what does transformation look like? You will either expand your value proposition or create a new one. Most companies will rationally expand their proposition until they have evidence that maintaining their core strategy is no longer safe. If you’re in an industry where digital disruption isn’t immediately emerging, you could probably get away with maintaining your tech infrastructure. If your industry is already adopting new digital options, simply optimizing your work might not be enough.

    Whether expanding your value proposition or starting from scratch, your employees need to understand your changes’ intent and practical application. The more they understand these elements, the easier it will be for them to commit to the shifts in an authentic way that improves customer trust.

    A must-have formula

    Whether you’re drawing up a new strategy or tweaking your current one, the key is to define your position based on the target segment you want to dominate and the value proposition you intend to dominate it with. The following formula can help you establish clarity:

    • Our product is for [target customers; functional] who want to [alternative to the norm or current options; functional].
    • Our product provides [key problem-solving capability; functional] that offers [product attributes; product], allowing you to [key product features; personal].

    A completed version of the formula might read: “Our product is for new parents who want to better understand their baby’s emotional wellbeing. Our product provides AI-based emotional tracking for infants that offers biofeedback analytics, calendar graphing and predictive alerts, allowing you to use a customized dashboard to respond and bond more deeply with your little one.”

    Then, you’ll need to differentiate their value proposition from others to stand out. Find ways to demonstrate that your brand offers something competitors do not. Or, explain how the service or product fulfills a need no other company can.

    Strong value propositions build strong business

    In today’s competitive environment, you have to give your employees the tools that can drive customers to take action. And a well-written value proposition can do that. It does more than just serve as a marketing hook. It directs the business and provides strategic guidance for your entire team. It gives workers insight into your values and goals, offering them direction. The resulting unity and efficiency set your brand apart and enable you not just to respond to customer preferences but to drive them. Keep the value proposition formula offered above in your back pocket so that you’ll adapt well and enjoy smooth sailing no matter where the market winds might blow.

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    David Partain

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  • How Going on 3 Dates a Week Improved My Sales Skills

    How Going on 3 Dates a Week Improved My Sales Skills

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    Opinions expressed by Entrepreneur contributors are their own.

    As I entered my 20s at the beginning of 2021, I decided to move out of my parents’ house. I wanted to start fresh socially and move somewhere far away from home. Fast-forward six months, and I’ve successfully moved from Atlanta, Georgia to Provo, Utah. When I arrived in Provo, I had no friends. Even though there are two significant universities down the street, I realized that I had to put myself out there and meet new people.

    To do this, I set a goal to meet two new people a day. Not only did this allow me to make new friends, but I naturally crossed paths with people I was compatible with. Some of these people, I asked out on dates.

    Keep in mind, while I was growing up, I never went on any dates — so I had no dating experience. But after meeting two new people a day, not only did I start going on dates, but as a byproduct, I ended up improving my sales skills by accident. Here are three important things I learned from my experience:

    Related: Take Your Sales Skills to the Next Level With These 5 Simple Steps

    1. Everything comes down to timing

    One of the first lessons I learned from going on three dates a week is that everything comes down to timing. Not just timing as in being ready for a relationship or marriage but also when it comes juggling the timing between school, work, family, travel and so many other factors.

    This is why I am obsessed with email marketing. Email marketing sounds lame and old, but it takes advantage of one key thing: catching people at the right time. This is why weekly email blasts are so powerful.

    Someone who is not interested today could be ready to buy six months down the road. You just have to be consistent and catch them at the right time. Because of this insight, I’ve spent a lot of time learning how I can maximize email marketing within my business. Once I have email marketing mastered, I’ll next start looking into other advanced retargeting methods.

    2. Not everyone is interested

    Within the last year, I’ve been able to individually meet over 3,000 people (both guys and girls) because of my goal of meeting two new people each day. This includes learning their name and speaking with them for at least 2-3 minutes.

    After interacting with this many people around my age range, I quickly learned that not everyone is going to like me. When it comes to finding people you are compatible with, you have to play the numbers game until you find someone who likes you.

    I noticed that everything becomes easier when you find people who truly like you for who you are. This is not only true with dating but for just about everything else, including sales. All of my best customers came from people who were truly interested in what I had to offer. Some of them did require a push on the back to help them make the leap, but they were interested.

    Related: 6 Tried and Tested Methods to Improve Your Sales Skills

    3. How to ask great questions

    One thing dating has taught me is how to ask great questions. Icebreaker questions are nice, but after going on 100+ dates within the past year, you start wanting deeper and more meaningful interactions.

    You want to understand people’s pasts and how it shaped them into the person they are today. You want to understand their thought process, how they handle conflict, etc. You slowly start appreciating the internal more than the external.

    To uncover the internal attributes, you must learn to ask great questions and become a good listener. All of my first dates are meaningful coffee shop dates where we get to learn about each other’s life stories. Some of the questions I love asking are:

    • Why did your last relationship end, what did you learn from it? How has it shaped you into the person you are today?

    • What are red/green flags you look for when dating?

    • What is your relationship like with your family?

    • What is your defining moment?

    • What are your dealbreakers?

    • How do you handle conflict?

    Learning to take time to understand someone and ask the right kinds of questions truly has helped me improve my sales skills exponentially. It allowed me to understand the customer’s pain point and provide them with the best solution that will fix their problem.

    Related: The 3 Most Important Skills in Sales

    As someone who had never dated previously, going on three dates a week for the past year has taught me so much. Not only did I build a lot of relationship-building skills, but I was also able to greatly improve my social and sales skills as a bonus.

    I don’t recommend going on three dates a week, though. It is exhausting emotionally and financially, but thankfully, I was able to learn a lot from it. What you should do is make an attempt to meet new people as often as you can. Doing so will teach you the importance of timing, help you understand and accept that not everyone is interested, and allow you to ask better questions as your sales skills improve.

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    Dejon Brooks

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  • Press Releases May Seem Old-School, But They Work. Here’s How to Use Them.

    Press Releases May Seem Old-School, But They Work. Here’s How to Use Them.

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    Opinions expressed by Entrepreneur contributors are their own.

    Do you want to increase online mentions, create more backlinks and boost brand awareness? Who doesn’t? Digital PR can do just that, and one of the most overlooked digital PR strategies is creating and distributing press releases. Let’s see how to use the process within your SEO strategy.

    A press release is a written text about specific or events within your business. Press releases are a proactive way to provide journalists and media outlets with important information about an organization so they can write their piece and publish it.

    Look at it like digital storytelling. You want your press release to be interesting and exciting enough to capture the attention of media outlets, blogs and other distributors.

    Related: Harness the Power of New Public Relations Technology

    Press releases and SEO

    So can press release help your SEO? The short answer is yes. The goal of press release distribution shouldn’t necessarily be to gain a particular number of backlinks to your website, but it should be used as a distribution channel to share your brand’s content. The links you want are created by the journalists who have transcribed your story. They’ll likely be high-quality, natural, relevant and authoritative backlinks, and quality backlinks are a significant ranking factor.

    Every website wants these included within its backlink profile, so with press release distribution, you should aim to provide content that would get journalists and news publications to talk about your business and the information you’ve provided. They’ll write about the press release and put their natural spin on the story; when they do, they’ll link back to your website as a reference for their readers.

    They’re most likely to be linked to your homepage, making press releases an excellent brand-building exercise. Landing media coverage, both online and offline, is great for brand exposure and can generate a good range of natural backlinks to your website, as well as plenty of referral traffic from users who are reading and sharing the news publication.

    Related: How to Write a Press Release Reporters Will Actually Read

    Press release distribution

    Now let’s take a look at how press release distribution works. Firstly, don’t attempt to write a press release if you don’t have anything to write about. A journalist’s time is limited. So is the real estate on their websites. You want to make your press release about a potentially groundbreaking employee initiative or an innovative product you’ve just launched.

    It would be best if you instantly grabbed the media outlet’s attention. You don’t want to be mass selected and deleted before they’ve even had a chance to find out what your press release is about. This applies to the length of the press release too. Get to the point as quickly as possible, and if the journalist wants to know more, they’ll contact you directly. Because of this, stick to one topic. Now that you have your press release, it’s time to look at how you’re distributed.

    To start, it depends on whether you’re planning to distribute your press release or use a service to write and distribute it. If you choose to distribute your press release, you may find that the conversion rate is low. However, you could use a service where everything is done for you.

    Press release writers will craft an engaging press release to get your news across professionally. The benefit of using a service to write your press release is that you don’t need to spend time and resources researching the best way to craft one. You’ll have unlimited revisions, and it won’t be distributed until it’s just right.

    Related: Press Releases Aren’t Dead. Here are 4 Reasons they Remain a Valuable Tool

    Implementing press release distribution into your marketing strategy

    Firstly, you need to consider what your press release should be about. More and more brands are adopting a more personalized, human approach to press releases. People are craving reality now more than ever, so true meaningful stories could work best.

    There is differing research on when to issue press releases; many suggest issuing them on a Tuesday or Friday at 7:00 and 8:00 a.m. Remember that an average of over 1000 press releases are fired into journalists’ inboxes each day, so varying the time of your release could enable yours to stand out and encourage more visibility.

    It may be smart to share releases a few minutes before or after the usual bombardment. Alternatively, if you choose to share your press release on , you want to time this when your users are most active. Share on social media in the afternoon and over the weekend because this is when people are most active on these platforms and therefore are more likely to discover, engage with and share your content. Press release distribution can be a very beneficial tool for your SEO strategy and a proper strategy can change the user experience with your business.

    Related: 5 Things Not to Do When Pitching Journalists

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    Jigar T

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  • Find Success With This Unconventional Business Model

    Find Success With This Unconventional Business Model

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    Opinions expressed by Entrepreneur contributors are their own.

    People coming into the workforce today want to do things differently, and it’s critical that, as employers of multiple generations, we figure out how to support each one quickly. The newer generations want more autonomy, and the reality is that entrepreneurial people exist at every level of every sized company. Still, traditional bureaucracies hold them back until they rise to a position of influence.

    When structuring an organization — either incorporating another company or entering into a startup and setting out to structure from square one — you have more options than the traditional top-down structure. In our experience, there are better ways of organization that bring out each individual’s full potential and drive company growth. But fair warning: This model is more than just shuffling seats — it’s a total redesign of the bus.

    Related: How an Adhocracy Stimulates Entrepreneurial Growth

    Adhocracy as we see it

    As opposed to a traditional, bureaucratic business model, adhocracy is a flexible and adaptable organizational structure where groups form when necessary for a particular purpose. The ad hoc, problem-solving work groups of adhocracy, create a more conducive to innovation.

    In our “adhocracy,” non-hierarchical business units run independently with their portfolio of clients, but at the end of the day, they are still part of our organization. Within each business unit, there are specific leadership roles: Our “executive squads” — an operational person, a finance person, a technical person and a business development person. No different than a C-suite, each one brings their expertise to be part of a collaborative leadership to support a business unit. And we mean support — this is not an old-school top-down structure.

    Our business units, named after constellations, are all supported by a platform: “Hubble” — the ecosystem’s brain. If I wanted to bring a technical squad to a business unit’s team, we could use Hubble to identify the right people, their location, time zone and rates. We can also use it to seek out particular expertise for a new project or to move someone to a team that needs it.

    Related: 5 Tips to Consider When Designing (or Redesigning) Your Organizational Structure

    Encourage agency and entrepreneurship

    The adhocracy model emphasizes leadership — encouraging it from more people at different levels throughout the company. The ability to break things down and reassemble provides organizational fluidity. Teams can identify problems to solve and take action quickly, accomplishing more and bigger efficiency.

    Each business unit has the autonomy to design what they’re leading and how they want to run it. They control their growth to fit the project needs, which benefits the greater company growth. They see how their efforts can positively impact the company, which creates a greater sense of ownership, camaraderie and ultimately, less turnover. It also drives healthy competition: Who will grow bigger or better in pursuing our goals? When more people feel empowered to try and make a difference, more will rise to the occasion and try.

    Related: Establishing The Structure For Organizational Growth

    Take our advice

    This model allows everyone to step up, be leaders and drive their unit and company growth. People can broaden their experience within one company, making them more likely to stay than look for other opportunities elsewhere. The products we build for our clients make them better and make us better. We hold no one back.

    But this is not a model for an organization looking to stand still; you must have the following recipe to make it work.

    1) Have an appetite for radical change

    To foster the company-wide shift in mindset required to drive this model to success, it takes a strong group of believers at the C-suite level to go all in on a radical shift from a typical organizational structure. It can’t be achieved by teams alone. At our company, we shifted from an organization passing down directives to allowing individual business units to operate in service to their clients. We even encourage our clients to make this shift when restructuring because we see how it could benefit them, but they realize it requires radical change.

    2) Find the right people and rethink their roles.

    From within the organization, find back office people capable of this mindset shift and position them to enable these teams. Our executive squads make things happen at our company, so the rest of us support what they need. My role in HR shifted to being more proactive and engaging with these leadership teams as strategic growth partners. Be on the lookout for people with the natural ability to think like a leader, solve complex problems and seek out opportunities to learn.

    3) Stay flexible.

    Changes often happen: merging, joining, shifting, expanding portfolios and exploring new industries. Teams can grow to scale to the size they need to take on any project. We’ve had business units split. We have had business units join. We have had business units give birth to baby business units. We embrace the fluidity — if it makes sense for the executive squad, we’re all in favor.

    4) Beware the threat of silos

    These business units can grow large at a certain point, making it harder to prevent silos. A siloed company cuts off fluid cross-communication needed to support a healthy adhocracy model, so we must be careful about not letting them form. If you follow the Dunbar Theory, then 300 is a critical number. If you go bigger, getting more siloed becomes inevitable. Consider these numbers to set a cap on the size for individual groups but leave them the flexibility to form alliances and grow.

    At my company, we devour new books on great business theory, absorb it and run with what seems most likely to work for us. It keeps us evolving all the time. If a better, more proven way of structuring exists, we would look at it critically and see if it might be worthwhile. In most cases, change will happen regardless, so we may as well anticipate it. For now, this model puts us in the best position to do just that.

    Related: To Break Down Silos, Build in Cross-Communication

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    Victoria Maitland

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  • 3 Ways to Supercharge Your LinkedIn Marketing Today for Tomorrow’s Growth

    3 Ways to Supercharge Your LinkedIn Marketing Today for Tomorrow’s Growth

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    Opinions expressed by Entrepreneur contributors are their own.

    LinkedIn is “the place to be” for online professional networking. But why is that? Why do more than 830 million business professionals from over 200 countries use the platform?

    There’s no simple answer, but there are a few foundational reasons to employ a LinkedIn campaign: to grow your professional network, to identify high-quality leads, to drive targeted traffic to your website and to share thought-leadership content.

    Knowing why you should use LinkedIn is a good start, but it’s only that. A generic approach isn’t likely to generate the results you’re seeking. You need to supercharge your LinkedIn marketing efforts, and here are three of the best ways to do so.

    Related: 7 Ways You Can Use LinkedIn To Blow Up Your Brand

    Ask your team for help

    You can make a lot of noise on LinkedIn as a single person, but there’s no reason to stop there. Ask your team to get involved. As the most reputable and reliable advocates of your brand, they can expand your reach in just a few short minutes each day.

    Ensure that all employees have updated their profiles to reflect their position at your company. Request that they follow your company page. Encourage them to share personal and brand-related updates. And of course, support them on their quest to provide value to their audience.

    Another idea is to create a LinkedIn Group related to your industry. This is a win-win. It’s a place for your team to share news, guidance, and advice with interested parties, while also building an audience that you can use to your advantage in the future.

    If resources allow for it, hire a dedicated employee or contractor to manage your LinkedIn . With a singular focus, this person can make a bigger impact in a shorter period of time. It’s not required, but keep it on your radar.

    Related: 8 Tips to Help You Grow Your Business on LinkedIn

    Consistently publish relevant, insightful content

    A social network with so many users is sure to generate quite a bit of low-quality content, but you don’t want to be part of this group. Be part of the group that consistently publishes relevant, insightful and actionable content. That’s how you stand out from the crowd.

    Creating engaging content is a trial-and-error process. It takes time to pinpoint your audience’s needs and find a cadence that works for you, so don’t jump ship too soon. It could take days, weeks or even months to hit your content-related goals for the first time.

    Increase your odds of success by:

    • Consistently sharing content (1x/day, 2x/day, 5x/week, etc.).
    • Publishing unique (not rehashed) insights
    • Tracking what does and doesn’t work and adjusting accordingly

    Also, keep in mind that publishing original content is only one piece of the puzzle. It’s good practice to engage with your audience in the comment section of their posts. Share your take, answer questions and — when appropriate — send direct messages to continue the conversation in private.

    Don’t bite off more than you can chew early on. Start slowly to gain your footing and to better understand the wants and needs of your audience. As you settle in, ramp up content production without sacrificing quality. A slow and steady ascent is the best approach.

    Related: Navigating the Great Reshuffle: Why Your Employer Brand is Key in Recruiting Talent

    Get serious about analytics for your content

    This one word — analytics — can be the difference between success and failure on LinkedIn. Creating content is only the start. Knowing what’s resonating with your audience is what really matters. This allows you to continually adjust your strategy with the goal of reaching a larger audience and boosting engagement.

    You can view analytics for all types of LinkedIn content including short-form posts, articles, videos, images, polls and events. This includes data such as:

    • Engagements
    • Discovery
    • Impressions by demographics
    • Article performance
    • Video performance

    These insights are needed to understand the impact your content has on your audience. Soon enough, you’ll have the data you need to determine what type of content generates the best response. You can then create more content that matches what’s worked to date.

    While it’s important to get serious about analytics for your LinkedIn content, don’t let it cloud your vision. Know what matters most to you — such as making industry connections or generating leads — and create content that points you in that direction. Vanity metrics will make you feel good, but they don’t always have the intended impact on your bottom line.

    Related: The Underrated Power of LinkedIn Content Creation

    Repurpose your LinkedIn content

    The guidance above will help you supercharge your LinkedIn marketing, but it can do more than that. It’s a good jumping-off point for growth on other platforms and channels marketing professionals will use to their advantage.

    Examples include repurposing the content for publication on and , using it as a foundation for blog content or sharing it with your email list via a weekly newsletter. When you repurpose content, you give it new life. And with that, you’re taking the steps necessary to establish your authority and grow your brand on other platforms.

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    Austin Rotter

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  • Why Having a Great Plan Isn’t Enough to Grow Your Business

    Why Having a Great Plan Isn’t Enough to Grow Your Business

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    Opinions expressed by Entrepreneur contributors are their own.

    If you’re familiar with the Antoine de Saint-Exupéry saying: “A goal without a plan is just a wish,” you’ve probably only heard the TL;DR version. Here is the full version:

    A dream written down with a date becomes a goal. A goal broken down into steps becomes a plan. A plan backed by action makes your dreams come true.

    This is why your plan isn’t going to be enough. A plan in itself is just a piece of paper or a bunch of 0s and 1s that make up words. Luckily, I have had experience with failing and succeeding in business (more of the latter), and these are the five things I focus on to turn my plans into realities.

    Related: Planning To Grow Your Business? Five Tips That Can Help You

    1. Focus

    Focusing on one primary goal per quarter is crucial. As much as we like to brag that we can multitask, we can’t. When was the last time you saw a population that throws 10 balls in the air and catch them before they hit the ground? Exactly. A much better skill is learning how to take all the tasks at hand and realizing which one will have the most impact.

    2. Transparency

    More specifically, internal company transparency. Does your team understand the finances of the company? Do they understand what a burn rate is and that revenue doesn’t mean you are profitable? Internal company transparency means educating your team on how a business works and bringing them into the inner circle that used to be reserved for leadership only. If you add on top of that, you can trigger an ownership mindset that makes your team your partner.

    3. Accountability

    Now that your team has become your partner in success (and ), they need to be held to a different standard, and being accountable is key. There may be 3-10 people responsible for a priority (remember, only one per quarter) but there is one person at the helm, or what I call the champions, that makes sure everyone does what they need to do. This person needs to understand something, though. They aren’t “the boss.” A lot of times when someone is given this type of responsibility, they believe that they can just shout orders and they only take credit when they succeed and blame others for “not listening” when they fail. That isn’t the case. Accountability goes both ways.

    Related: 5 Keys to Promoting Accountability in Your Business

    4. Hiring

    This is probably the hardest part of the process. Your company is only as good as your weakest employee. When you are small (under 50 employees), you don’t have the luxury of hand-holding — you either find a team that learns quickly or one that is already experienced. Once again, I suggest the latter. You will thank me later. Understand that salary will be your biggest and you should treat it just like that — an investment.

    Hire fast and fire quick, especially if you are smaller. Yes, I know this is not the usual battle cry (“Hire slow…”), but you have to realize a day in the life of a small, growing business is like a month for an established one. You need to trust your gut or trust someone else’s when hiring. I also strongly suggest you set expectations with new hires to understand they are in a trial period and that they need to step up. This may seem harsh, but as you grow, you can be a little more lenient and mentor with a softer touch.

    5. Stay healthy

    It’s important to stay healthy financially, physically and mentally. Create an environment that endorses the importance of all three. Physical and financial are usually easier concepts to grasp and fix (I said easier, not easy), but mental is a tough nut to crack. Just saying there is an open-door policy is great and must be said, but sometimes that isn’t enough. Keep in mind that the time you spend doing one thing — for example, focusing on revenue — usually prevents you from focusing on your employees’ . Finding the balance is sometimes not worth the effort when you are smaller but should definitely be on the table as you grow and can afford to implement a mental health check system.

    Related: Keys to Planning for Smart Business Growth

    Did you notice a trend here about plans? There was only one point that spoke directly to taking action, and the rest was to help others be effective at their duties — which has always made me think about Antoine’s quote. I always wanted to add the following to it …

    But remember, a dream is nothing without someone to appreciate it with you

    Without your team running smoothly, a plan can’t take action. And if you really want to make it big, you aren’t going to do it yourself. Don’t you agree?

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    Doug Walner

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  • Should You Prioritize Growth or Profitability in a Recession? The Answer May Surprise You.

    Should You Prioritize Growth or Profitability in a Recession? The Answer May Surprise You.

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    Opinions expressed by Entrepreneur contributors are their own.

    This year has seen economic slowdown, and war combine into a cocktail that’s now fueling fears of a across business sectors, driving uncertainty in everyone from to investors to employees. Such uncertainty is forcing business leaders to reprioritize and scale back their once-ambitious growth plans. And now, as go up and valuations go down, more and more businesses are returning to prioritize what was once the only way to ensure a business’s success — positive free .

    All of this is a very strong reminder for all businesses, but particularly startups and , that it’s vital to build a company to make money — in both good times and bad. Prioritizing free cash flow is the only way to manage against forces outside of your direct control.

    Related: Never Worry About Cash Flow Again by Using These 5 Strategies

    Positive free cash flow isn’t a luxury

    Many entrepreneurs, especially as they start their businesses, begin at a deficit. While this is expected (“You’ve got to spend money to make money,” as the saying goes), too many businesses, especially in the last decade or so, have spent too long in the unprofitable growth stage. Many notable companies in tech are now faced with hard decisions with real consequential and disruptive effects, including dramatically curtailing investments and layoffs.

    This recent and too-common strategy of sacrificing profitability for growth’s sake can and has worked for some companies. Private and public capital markets faced with a low-interest rate environment have been heavily anchored on the high growth segments of the to deploy their capital. This capital glut has distorted long-term value drivers of business, i.e., the relationship between revenue growth rate and free cash flow margins. Given the valuation rewards, too many have solely built their businesses for high growth at all costs.

    For most companies, prioritizing profitability and free cash flow should be seen as the norm. Many business leaders might be surprised that doing so doesn’t materially impact revenue growth.

    Speaking frankly, if you’re running a $100+ million organization that is just burning cash, it is a hobby. That doesn’t mean leaders shouldn’t invest in the business, it’s simply a question of prioritizing with the goal of also generating positive free cash flow.

    Businesses are meant to turn a profit. While Wall Street has recently been exceptionally forgiving to growing but unprofitable companies, this historically has not been the case. With extremely low interest rates since the financial crisis of 2007-08, there have been little to no penalties for taking risks on fast-growing but heavily cash-burning companies. The phrase TINA — there is no alternative — came about as a result of the extremely low interest rates providing a significant incentive for investors to chase growth without considering risk, as they had few opportunities to realize returns with lower risk. With interest rates normalizing, however, there are very real investment alternatives to high growth, and valuations for growth are down substantially as a result.

    Now that we’re trending towards a “normal” economy as interest rates return to something approaching long-term historical levels, it’s time for business leaders to return to managing their business operations for these “normal” times. Capital access is going to be tougher now, and investors will demand more balance between growth and free cash flow after the initial phases of product-market fit are established.

    Related: How to Maintain Profitability in a Changing Market

    Prioritizing what’s important

    For owners and startup founders who have been less concerned with generating free cash flow and are looking to bolster their balance sheet, there are a few things you can and should do immediately.

    First, you must determine the math that will allow you to control your burn. You and your team need to find a realistic revenue trajectory and break-even point. Without realistic expectations for your near and long-term revenue and fixed expenses, you and your team can never plan for responsible, realistic and profitable growth.

    Once you have your revenue and break-even point, you should be able to figure out what you can plan to spend. Armed with that spend number, it’s time for leadership at all levels to take a look at how their activities connect to revenue. This is where you need complete buy-in from your team and likely a significant change in mindset.

    People get sloppy in good times, which we’ve all been fortunate to enjoy for the last decade. There’s more room for experimentation when horizons are far out, but now as horizons shorten, pies shrink and forecasting becomes less sunny, business leaders must get ruthless about prioritizing projects that are driving revenue — everything else must be seen as a luxury. Projects outside revenue drivers will likely need to either operate off a slimmed-down budget and with more creativity or put on the shelf until sunnier days come.

    Being honest is going to be important here. Be honest with yourself as the business leader about your growth and spending trajectories, with your team about what can and will be prioritized and with investors about what you’re doing to generate cash flow. Setting these expectations will be key to keeping your employees motivated and engaged during what can be a stressful time.

    Related: Positive Cash Flow and Smart Financing Solutions

    Focus on productivity

    As I’ve seen various economic cycles come and go, there are always two terms that seem to come back with a vengeance at every downturn — efficiency and productivity. While there is nothing wrong with having an efficient operation, it seems to me that many companies and leaders only prioritize efficiency when times get tough.

    Instead, I wish leaders focused more on productivity. For many, it will be a return to early startup days when teams were lean and scrappy. It’s incredible what teams can do when focused on making the highest impact on the highest priority work. Get your teams focused and aligned on the right things, and cut out the low-priority items. You’ll be amazed at what can be accomplished.

    There is nothing wrong with making operations more efficient, but this can’t and shouldn’t be a short-term fix that goes out the window the second things look brighter, and neither should a focus on productivity. If and when we climb out of inflationary and recessionary periods, and your team goes right back to prioritizing growth over cash flow, you will likely find yourself in a similar situation the next time the markets begin to dip.

    Related: Why Founders Should Focus on Productivity Instead of Efficiency

    It is easier to burn cash than to generate positive free cash flow. That is to say, it’s easier to defer hard decisions instead of making them now. If the last few years have taught us anything, it’s that the future is unpredictable, and businesses — especially SMBs and startups — would be wise to shore up a safety net built on a foundation of profitability. Be realistic with your revenue and spending expectations, and prioritize projects that represent the best opportunities to drive growth and efficiency. This will enable long-term sustainability in good and bad times.

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    Yancey Spruill

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  • 3 Adaptive Strategies to Better Navigate Uncertain Times Ahead

    3 Adaptive Strategies to Better Navigate Uncertain Times Ahead

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    Opinions expressed by Entrepreneur contributors are their own.

    Most business leaders can agree, the last few years have been anything but ordinary. From unprecedented circumstances like the global pandemic to record high inflation, the atypical has become typical in our everyday existence. The U.S. military coined acronym VUCA (volatile, uncertain, complex, and ambiguous) is more relevant today than ever before. It represents the challenges teams, business leaders and organizations face as we navigate uncertain times. These unpredictable forces require a new approach. Instead of looking to the past to rewrite our , we would benefit from paving a new path towards resiliency — one that takes a holistic approach in today’s business environments.

    As we confront ongoing challenges without a manual, leaders are navigating conditions our predecessors have not yet laid the groundwork for. For many entrepreneurs, resiliency has not been an imperative leadership characteristic. However, those who exhibit this quality are adapting to the chaos — honing a renewed sense of and seeking out resources to lead forward.

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    Camille Nicita

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