by Peter Crocker

There is a whole industry built around selling the idea that you can escape your job, earn a six figure income and retire in a few years – all working part-time from anywhere. Count me in!

I’ve done some reading and the promise varies from sales letter to telegraph pole, but some of the common features are:

(more…)

by Peter Crocker

When you run your own business, you’ll inevitably be presented with great-sounding opportunities by prospective partners. But beware, most of what glitters is not gold.

While it’s nice to have options, the fact is that only a small percentage of ideas will come to fruition. Successful business people have a sharp ability to rapidly get to the heart of an opportunity, assess the facts, make a decision either way and move on.

(more…)

by Peter Crocker

It’s easy to criticise large institutions for their bureaucratic processes and customer service shortcomings. But, by examining what they do well, there’s a wealth of ideas for small businesses. Here are seven…

1. Be firm.

Try negotiating the price of a Big Mac, or getting a cinema to change the time of a movie. It’s easy to get pushed around as a solo operator – weekend work, rush jobs and discounts. For the sake of your sanity, credibility and profits, it’s often best to confidently put your foot down. “This is how we do things around here. This is how much it costs. End of story.” (more…)

by Peter Crocker

You’ve worked hard, built up a good customer base and established a profitable niche for your business, but is it actually worth anything? Would anyone buy your business?

Recently I was talking to a GP who had run his own busy surgery for many years. He was contemplating retirement and I asked him his plans for the business.
(more…)

by Peter Crocker

In a recent interview in Fortune magazine, management guru Jim Collins, author of business classics Built to Last and Good to Great, discussed what a business needs to thrive through uncertainty.

Collins has spent several years studying how successful companies navigate turbulent times. He’s examined history including recent events such as 9/11 and the dot-com crash. His view is that the rollercoaster is here to stay.

“…it turns out that 1952 to 2000 was an aberration,” says Collins. “What we’re experiencing now, get used to it! It’s life, and it’s the normal life!” (more…)

by Peter Crocker

My last article looked at selling to existing customers with the phrase “I’ve got an idea for you.” But what about using a similarly proactive approach with new prospects?

Recently I was approached by an editor looking for freelance work. But rather than send through a CV or samples, she edited my website with some recommendations on how it could be improved, and even picked up a couple of typos that I hurriedly corrected! (more…)

by Peter Crocker

In a Flying Solo poll 43% of respondents said they would like to increase their flow of new business. Whenever this topic comes up, thinking tends to focus on “How and where can I find new customers?” But there is another way.

Last week whilst making coffee, a marketing idea occurred to me that I thought would be ideal for one of my clients. So for the first time in a long time, I contacted a client unprompted and said “I’ve got an idea for you.” (more…)

by Peter Crocker

Can business partnerships help you grow your business without getting paid? Possibly. One way is to help a client build a business by putting the value of your expertise on the line.

Recently a long-term client of mine returned from America with a new business idea he was starting up. We met to discuss the writing of all his marketing collateral and I left the initial meeting feeling pretty excited about the business concept. This is when thoughts of possible business partnerships first came up. (more…)