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" 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. "

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" 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

Measure

Big

Work

" 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? "

" 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. "

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

" As a small business owner, you may not have the luxury to throw good money after bad, but if you can ascertain the 'why' of the failure, you can draw some significance from it and then turn it into something that clients will buy. "

" Empirical and observational data along with a healthy dash of intuition often have to be combined as business owners begin to look outward, not inward, at what solutions they can provide to their customers. "

" I've said it for four decades - work 'on' your business, not just 'in' your business! "

" 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. "

" Being an entrepreneur is more than a matter of simply starting a business. "

" 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. "

" 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! "

" Quit being 'busy' and start actively owning and operating your company, and you'll be able to understand where the money is coming from and how to make more of it. "

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

" The more Strategic Work you do, the more effective, productive, and joyful the Tactical Work becomes. "

Michael E. Gerber

You

Work

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

" 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. "

" 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! "

" You did not disturb Hemingway before noon on Monday through Friday - he was in his office, writing the books that made the lifestyle possible. "

" Trendy gadgets and edgy pitches inevitably get replaced due to the fickle nature of the buying public, but a business designed from the start to play big has the ability to weather trends and redirect itself to venues and products that its customers want and need. "

" Your target market and their demographics realistically need to be in alignment with your own beliefs and morals, or you may have trouble reaching out to them - or keep them once others have entered the market. "

" 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. "

" When you consider how many people are really not good at communication in general and interviewing in specific, it's no wonder that many companies struggle to build high-quality partnerships - or even staffs. "

" 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. "

" 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. "

" Entrepreneurship requires an unvanquished spirit of curiosity, an openness to learning, a letting go of OldCo so you're free to create NewCo. "

" If opening your own business is the dream, then it must start with a Dream - not only to understand what it is that you want to do, but also, how you are going to build something better than the same chaotic environment you just left. "

" If you expect to grow your business, you need to be plotting out your schedules days in advance. Until you get that most basic of steps orchestrated, you can never get to the critical steps that I outline in any one of dozens of books. "

" Growing your own business is great. Watching your ideas come to life, taking care of new customers and watching them become repeat customers, and successfully building your team is a feeling that can't be matched. "

" Unlike what most people think, entrepreneurs are not special people who know how to do special things that others don't. Entrepreneurs can be made, because we're all born with the potential - that special human quality - to create. "

" 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. "