Last week, I hosted and sponsored Chicagoland’s “Ultimate Entrepreneur Holiday Party” for the fourth straight year. Many of my clients had their Best Year Ever in 2011, which means that my consulting practice reached new heights. So it felt great to give back to the 200+ Chicago-area small business owners, entrepreneurs and sales professionals who are members of my group, “Chicagoland’s Sharpest Entrepreneurs.” But in between enjoying all of the [...]

At this time of year, we’re reminded that Santa makes a list (he even checks it twice). Many people have shopping lists – for groceries during most of the year; presents during this holiday season. And most entrepreneurs and business owners are constantly making – and hopefully completing – “To Do” lists. But one thing most business owners are sorely lacking is a list of customers and prospects with which [...]

As everyone knows, this is by far the busiest time of the year for retail stores. But that usually doesn’t apply to motorcycle stores in Chicago, because it’s not exactly ideal weather to be cruising around town on a two-wheeler. Well, Marty Pavilonis, owner of The Zone Honda-Kawasaki , is looking to change all of that this holiday season. He came up with a “Let It Snow Promotion,” which started [...]

Ahhh… It’s “the holiday season,” that time of year that always brings with it certain tried-and-true traditions. Chestnuts roasting on an open fire… Children laughing and playing in the snow… Friends and families gathering, full of holiday cheer… And small business owners and sales professionals giving up on even trying to make any sales during the month of December, using excuses like “no one’s buying this time of year” or [...]

Many years ago, I took over a business with mammoth collection problems: almost all of its customers had open accounts and paid their bills ten to sixty days late (except those who didn’t pay at all). We quickly instituted a number of corrective measures, including tighter credit controls and policies, interests charges, a sequence of past-due notices, and collection calls. However, we also instituted a positive strategy. We started sending [...]