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" If you are with five successful people, then you are the sixth successful person. The reverse of this is true as well, so who are you hanging out with? "

Michael E. Gerber

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" Certainly, the human race can be fickle, and times do change, but overall, the barriers to bringing a product to market - and understanding what 'the market' wants - have remained unchanged. "

Michael E. Gerber

" If there is one thing that offers challenges to small companies as they start to grow and expand, it is the hiring process... every single area. The issues that can arise run the full spectrum, from 'finding good help' to that ubiquitous catch-all 'training' and everything in between. "

Michael E. Gerber

" After decades of studying the men and women that make the decision to open their own Great, Growing Company, I'd have to say it comes down to the Vision they have for that business - do they expect to build the company or just have some income for the short term? "

Michael E. Gerber

" As the owner, you have to look into the mind of the customer and see and feel how their relationship to your product works - not just that the product works. "

Michael E. Gerber

" The entrepreneur rarely thinks in terms of what he or she wants, but dreams about results - always results and nothing but results - that can solve someone else's problem or contribute to making someone else's life better. "

Michael E. Gerber

" No matter how you hire, ensuring the systems are in place to manage the process will be critical in allowing you to find the right people to carry the standards you set. Don't neglect that duty! "

Michael E. Gerber

" Be honest: if your pitch is 90 minutes and you only have 60 set aside for a business lunch or a cup of coffee, there is no way that you can give an honest representation of your company or products. You're lying to yourself and wasting your own time as well as that of your prospect or partner. "

Michael E. Gerber

" The world of the small business owner is all about moving multiple items forward at once, and it's a fool's errand to believe one person can do it all when the shift comes from linear to parallel. "

Michael E. Gerber

" Without concentration, a business will be ordinary in every respect, because it will have no presence, no inner force, no way to attract the people upon whom it depends for its very existence - employees, customers, suppliers, and lenders. "

Michael E. Gerber

" The world is littered with the tales of small businesses in the dire straits of hiring that spent time and money they couldn't afford to hire people who couldn't perform. "

Michael E. Gerber

" Strategic Work is all about the big questions: Who? What? When? Where? Why? Tactical Work is all about answers: This is the system we use to do each task. This is how we do it, how we measure it, how we monitor it. "

Michael E. Gerber

" If you make converting a lead into a sale harder than a trip to the local DMV, then you lose sales to someone else - with an inferior product - who can make it painless. Don't do that! "

Michael E. Gerber

" Understand this - as a new company, if you don't know how to get interested prospects into your company, then you don't have a company. At the same time, if you, as a owner, have to drive every lead into your business, then you need a real lead generation strategy. "

Michael E. Gerber

" Every life a legacy, every small business a school. "

Michael E. Gerber

" If you are planning to start a business, and if you want that business to have a hope of succeeding, be sure you are approaching your venture from a true Entrepreneurial Perspective. "

Michael E. Gerber

" Ray Kroc called his first McDonald's restaurant, which he opened in Illinois, 'a little money machine.' That's why thousands of franchisees bought it. "

Michael E. Gerber

" Small business owners and entrepreneurs worthy of the title need to build systems that replace themselves. "

Michael E. Gerber

" In my experience, most small businesses are worried about the client fulfillment - 'getting the Job done' - and lead generation far more than they are in how the sales process flows. "

Michael E. Gerber

" Here's the problem with phones - they are a ready-made diversion from the considerably harder work of growing a business. "

Michael E. Gerber

" At some point, you have to declare an idea dead and, if not a failure, then at least not a success. "

Michael E. Gerber

" Look at what is average in your area, your industry, and your company and then be better. That could be as simple as reading another book each month or attending a seminar each year. On the other hand, it also means acknowledging what 'average' actually is and how you, as the owner, arrive at that figure. "

Michael E. Gerber

" Opening a business is going to be hard work, no matter what choices you make. If you decide to fall on your sword and just slog through all the work as an operator instead of an owner, then you take responsibility for the entire operation and the actions of the business. "

Michael E. Gerber

" Remember: you cannot build a better mouse trap by fixing the old one - NewCo demands active ownership, and that activity is not the sum of doing multiple jobs but, instead, the sum of implementing paradigm-shifting changes that create new industries and solutions. "

Michael E. Gerber

" The number of businesses that fold due to bad partnerships is staggering. In some cases, they are charlatans, in others inept business people, and others find themselves unable to scale with any growth. "

Michael E. Gerber

" The Entrepreneurial Perspective is absolutely necessary for the creation of a great, growing business. "

Michael E. Gerber

" If you ever hope to get ahead as an entrepreneur, the answer is not becoming an effective juggler, but in understanding and designing the systems to keep your team, not you, busy, busy, busy. "

Michael E. Gerber

" Your goal as an entrepreneur is to understand not only what your business does but the clients that it serves. If you really have your pulse on their needs and wants, then your 'absolute' failures are always going to have limits. "

Michael E. Gerber

" Everywhere you turn, there are lists and statistics. Any business, any sport, any hobby - we will try to categorize who is the best at some component of that endeavor. It's part human nature and part technology, since we have been conditioned to have access to answers and trivial problems at our fingertips. "

Michael E. Gerber

" The deciding factor of why some entrepreneurs are successful and others fail is not limited to your DNA or your education; it is about the actions you take as the leader of your business. "

Michael E. Gerber

" There is always going to be someone more successful, richer, better looking, or with a nicer car. "

Michael E. Gerber