How is A Good Business Consultant Like Your Top Sales Person? — They make you more money than they cost.

A good business consultant is like your top sales person in that they don’t cost you any money, they make you money.

Sales people bring in more money than you pay them or you wouldn’t do it. But your best or top sales person tends to bring more than just income to the company. They also bring repeat business, they develop relationships and they give you feedback on products, quality and what is going on in the marketplace.

What follows isn’t blatant marketing, it is just good advice, and I can prove it.

If your business doesn’t need improvement than the task or opportunities for a Business Consultant are short lived, like a summer camp room inspection when it is done right, it is quick. When a consultant really doesn’t have much to do, as you may think, the cost is low and you get the reassurance that you were right.

A good business consultant will provide you with direction and how to grow your business. They will help you to work ON your business while you work IN your business. They will help you to discover, define and solve problems and not just symptoms.

A good business consultant will help you to build a higher performing work force. By looking at and improve your communications and accountability systems. Improving motivation as well as efficiencies can go a long way to helping morale and performance. And a good business consultant helps you to have a higher performing workforce that will reduce your stress and give you more freedom to choose how to use your time and money.

A good business consultant can help you to better understand the customer experience and how to help your customers to come back time after time. In the process, your customers may also buy more from you and buy more often. Relationships with your customers should be built beyond just with the sales person. A good business consultant can help you to see the world through your customers’ eyes better as a third party.

When a good business consultant who works in any area of marketing or sales will have a definite impact on your sales income. A good business consultant improves your position in the marketplace which brings in better and repeat business.

A good business consultant is not trying to sell you some product like a website or software or training programs. A good business consultant is an independent third party who allows you to see your business differently. Will challenge you to raise the bar just a little more and to achieve more than you thought you could have done before. A good business consultant will help to develop you as a manager/leader as well as your business.

The one thing that a good business consultant does that most sales personnel don’t is to save you money. That is what they do, they look for better efficiencies and effective use of resources so that every dollar they save goes straight to the bottom line.

Think about that management position that you really want to but haven’t filled yet, but wish you could. Maybe someone is doing the job, kind of. You can’t afford to pay an $80,000.00 salary but you really need someone to relieve the pressure from you. Outsource what you need to be done to a good business consultant. Pay them a fraction of what you would normally pay. You get their expertise and help in managing your business. It is like skimming the cream off of the top. You get the best information and support, without paying the high dollar.

So a good business consultant like top sales professionals won’t cost you money, they make you money. Give me a chance to prove it to you! I don’t want to waste your time or mine. Before I take on any client I must be confident and the client must be confident that I can make them or save them money or solve a value problem for them.

If you want and need to see some change take place in your business, call me at Crossroads Consultants 980-241-0189 / Stan@MyCrossroadsConsultants.com

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How Does Crossroads Consultants Help Business Owners Solve Business Problems?

This is a quick look at how a business consultant may help a client.

Consulting involves changes. If nothing changes there is no need for a consultant. Even if we only provide information that you didn’t have before that would change the basis of which you might make a decision.

What you may want is to prevent something that is detrimental to you or your business either at present or sometime in the future. This could include new competition, regulation, the loss of a vendor, poor employee morale and engagement, dropping sales, lowering profits, etc.

The other thing would be to reach or progress toward a goal or potential in your business. This could include improved sales or profits, taking advantage of new products and services, hiring the right people, improving performance and productivity, investing in new equipment or facilities, or expansion of some kind. All of these would help you to improve your business in the future. You need to make sure that the risks are calculated and the proper processes are put in place.

I make sure that I get the right perspective on the situation. That means that we want to make sure we don’t get just a little bit of information and make a quick diagnosis of the problem with an even quicker prescription of a solution. Without asking enough questions and getting the proper perspective this would be considered “malpractice” and is not acceptable.

Once I have some perspective on a situation then I start to focus in on potential details that may be causing or influencing the issue. Here is where any consultant should be worth their weight in gold. Many times it is not the obvious cause that is the problem; it is the hidden elements that are the real threat to success. A good consultant will not move too quickly and just go with the basic obvious cause. Looking for other influences can really prevent an expensive disaster.

A good business consultant will also know when they need to bring in additional help with specialties in other disciplines. As an example one client was having some real troubles with some billing and cash flow issues. An accountant was brought in to take a look and was able to see some of the problems fairly quickly. In this case the accountant saw that the problem was the poor use of the accounting software, but upon further review the business consultant was able to determine some additional issues of employee morale and management practices that were also influencing the issue. So while the accountant had solved the problem for a little while, it would have returned in the near future without other adjustments.

No matter what your problem, challenge or goal is, if it is more than a simple vendor problem call Crossroads Consultants and get a complimentary conference call. I have connections with specialists that can help you in areas outside of business management consulting. My goals is to help business professionals to improve their business results and performance, if a simple introduction to someone else that is better suited to meet your needs is all that it takes, than I am glad that I can help you and know that I will gain your respect and hopefully trust for when an issue that is more specific to my expertise comes along.

Stan Broesder is the founder and owner of Crossroads Consultants, a business management consulting company that develops management skills and organizational efficiencies for business professionals. Using Strategic Planning, management systems and employee engagement, Stan helps businesses to improve their performance and ultimately their profits while becoming better at planning and executing plans.

Most of Stan’s clients are in Western North Carolina, specifically in Lincolnton, Hickory, Lincoln and Catawba and surrounding counties. He can be reached at 980-241-0189, by email at Stan@MyCrossroadsConsultants.com or through his website. I can help most business professionals to reach their goals, be more profitable and develop higher performance for themselves and their business.

Does Success Breed Failure?

Success in and of itself can create a climate for failure. The saying, “What got you here, won’t get you there” (book title, Marshall Goldsmith) is appropriate for this thought. As difficult as it is to get to a certain level in business it maybe even more difficult to stay there.

Success, however you define it, puts you in a position of new opportunities and threats. Many stumble because they are not ready for the new policies, systems and habits that are demanded of them to be at that level and default back to old habits and safer waters. This is where some talk about the fear of success comes in. It may not be a fear of success (the outcome), but the change that it requires. Although the environmental change that comes with success can be disruptive, there are also internal changes that have to be considered as well.

When you are very busy you can create a routine or rhythm to your work that is very productive, but it can be very susceptible to change. If you push just a little too hard on your production you can make a mistake and send production into a tailspin. Or as the pressure for production decreases, you can become inefficient. You can lose focus on the new and most important tasks at hand believing you will have time to get to them later. But before you know it you are busy again and the important things didn’t get done.

Your ability to adjust to the pressures and demands on your time, energy and other assets is critical to continuing the progress of success that one experiences within their life. Without that ability to be flexible and focus on the important things, little errors creep in without detection and can become a major disaster without warning.

So how do you develop the ability to make the constant adjustment between super busy and bust? What does it take to smooth those ups and downs at least so they don’t cause serious crashes? There are two things you have to have.

You have to be able to keep perspective while still focusing on what is priority. You need to be ability to look at the big picture while also keeping a focus on key and critical details. In order to have perspective you need to be able to step back and grasp the big picture of your business. You need to be able to make accurate choices about what is important and what is not. Then you need to be able to focus your resources on getting the most critical, the key objectives accomplished.

In success your perspective is constantly changing because the world is changing by the minute or faster. Being able to focus energy and resources in the midst of change, on the most critical objectives is vital. So the reality is that you need to balance two totally different mindsets, big picture and laser focus. The right tools can help you to accomplish that juggling act. [that will have to be a different post]

Why is Planning so Hard?

Few actually plan

Studies have shown only 3% of the population, actually do any serious planning. However, almost everyone agrees that there is great benefit to planning and would also agree that the more important an event or complicated a task is the more important it is to plan for it.

How to plan is easy.

There are so many books written on the subject of planning it is very likely you have more than one in your own personal library. So it can’t be that we don’t know that we should do it. And it can’t be that we don’t know how to do it. The “how” is easily found for anyone who wants to know. But the reality is that planning is just hard. It is not fun or exciting, and usually not a very pleasant experience. It is like your taxes, you feel good when you are done not because of the great pleasure in the task, but the fact that it is over.

So why is planning so hard?

You can see that it isn’t hard physically, and it really isn’t all that hard mentally. The problem is that planning is extremely hard emotionally. I know we might not like that answer, but just think about doing some financial or other type of planning. Eventually you will feel it, that “in the pit of your gut” feeling.

Embarrassing questions

Proper planning asks a lot of questions. When we don’t have answers to these questions, we’re embarrassed, we don’t feel so good. Our security, confidence and self-esteem slip a little. When we don’t have answers to our questions then our future becomes a little more in jeopardy. We feel like we are being judged. “What do you mean you don’t know which is more important to you? If you don’t know, who does?”

Everyone has plans.

We plan to retire, go to the islands, learn how to paint, write a book, etc. But the reality is that we don’t really plan. It’s more like having a dream about things. Now according to recent statistics 18% of Americans over 60 years old are very confident in their future and retirement. However, a full 37% have less than $1,000.00 set aside for retirement. Are they planning to retire?

Beginning to see reality?

When you start to really plan, you begin to see reality and it often isn’t as pretty as we had dreamed that it is. Proper planning forces us to see reality and not just our dreams. Proper planning shows us where the real obstacles are in our dreams. We have to face them in order to fix them and that is really hard. I am beginning to feel a little sick myself just thinking about it. Are you with me?

Planning scares me!

I am afraid of the truth. I am afraid to face my own inadequacies, weaknesses, and blind spots. Proper planning makes me feel vulnerable. It forces me to remove the mask and look in the mirror of reality. When that happens I am afraid others will see me, the same way. One of the biggest reasons that businesses guard their strategic plans is because it can show their weaknesses.

I feel ignorant.

Proper planning also reveals my ignorance. There are holes in my road map to the future, gaps within my GPS and the unknowns are risks that I don’t know how to handle. When you can’t answer a question in your planning it becomes a potential threat. What will you do if…? How do you prevent your competition from…? What do your customers think about…? It’s what you don’t know that can hurt you, and that can be a little scary!

Secure your future.

The good news is that when you have identified your weaknesses, the holes in your map, the potential risks, threats, etc., you can now begin to solve them and eliminate them. When your future becomes clearer and the road you are on, more secure, your life will dramatically improve. I know this is a backward way of thinking about it, but if nothing else, planning will prevent things from getting worse. You may not feel better, but the truth will, shall we say, set you in the right direction.

There is an emotional struggle

The sooner that you are willing to admit that there is an emotional struggle to really putting the effort into proper planning, the sooner you will have a plan and be prepared for the potholes and detours of life. Start simple if you have to, even a short “To Do” list is better than nothing. But push on, and move to the more emotionally risky questions and address all the aspects of proper planning. When you are done you will feel better because, one, it is over (at least for today). And second, because you will have the confidence you need and also the energy to move in the right direction. You will sleep better, play harder, and work smarter. Your competition will be less of a threat. Your customers will be more satisfied. And your business will have a much brighter future.

Quick Plan

Here are four simple steps to start (plus one):

  1. Write out your goals.
  2. Be honest in your assessment for where you are now.
  3. Try to understand the obstacles and inventory your resources.
  4. Create a path of tasks, responsibilities and benchmarks.

Plus one: Get some help if you need it!

 A man (or woman) with a plan is far more confident and focused than a man with just a dream.

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