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" 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. "

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" There are three things that can be organized: time, space, and work. Note that, despite what many believe, you cannot organize people - you can only organize the work that people do. "

Michael E. Gerber

Time

You

Work

" 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. "

" Results transform the world, and a great dream creates results. That's what this thing we call 'business' is really all about. "

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

" Communication is the channel through which life is conveyed, through which ideas and the energy behind them are transmitted, and through which the mind, body, and spirit are merged into a force for right action. "

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

" The kind of work you do, when you do it, how much of it there is, and who you delegate it to are often the cause of the quasi-schizophrenic behavior seen in many business owners and entrepreneurs. "

" Your success has to be measured against yourself - a decade ago, last year, or yesterday. "

" 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. "

" Most people view coffee and lunch as personal time, not deal-making time. Unless the person you're meeting understands that this is a working lunch, then they may not even think that this is a serious business conversation. "

" 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. "

" Your own business growth and success depends on many things, and along that growing path, you are going to have to concede certain responsibilities and activities - whether for your accounting, your production, or day-to-day management. "

" Your Dream, Vision, Purpose, and Mission all come together when you bring products to market - so make sure you're bringing your best. "

" For over forty years, I've been one of the most passionate believers in entrepreneurs. From day one, I've learned that too many small businesses are predicated on business models that the owner barely understands, and then, those same men and women are baffled when their business dreams are overwhelmed with struggles they never foresaw. "

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

Michael E. Gerber

You

Work

" It's fashionable to use terms like 'sales funnels' to describe the sales process for many companies, and it is true that the funnel design is very appropriate for the digital world, but despite all the prose written on sales funnels and the like, my question is still the same - when do you close your sales, and how long does that take? "

" For decades, I've spoken of McDonald's as one of the premier examples of how to build a company, scale it, and ultimately sell it. "

" Most people who go into business for themselves and, therefore, believe they are entrepreneurs, are doomed to struggle because they don't have a true Entrepreneurial Perspective. They have a Technician's Perspective. "

" 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. "

" Take the time to create an easy-flowing process that makes the sale, saves time, and gives you the best chance to scale a system that can pay off as you grow and scale. "

" Don't look at small business as a means to an end and a way to make money until the corporation hires you; look at it as a chance to create something of immeasurable value and beauty in a world that desperately needs it. "

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

" You can't be the accountant in your accounting firm. You can't cut the grass in your landscaping business. You can't work on the vehicles in your auto repair shop... And you really can't spend all of your time managing those actions, either. "

" 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! "

" Whether your dream is a $100,000 in sales or a million, the amount of work is likely the same - you'll still have 86,400 seconds each day, so why couldn't you imagine creating the company and enterprise that can fulfill every aspect of any dream you wish to have? "

" 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. "

" As an entrepreneur and a small business owner, you are intimately familiar with goals. You've dreamed of the 'right' ones, you've projected 'real' ones for the banker and the investor, and, secretly, you've imagined how life can be if you can reach the ones you've set. "

" More than a few studies have shown that the five people you spend the most time with represent you - so you need to decide - who do you want to be? "

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

" People who lack the skill of discrimination tend to believe that everything is of relatively equal importance. "