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" 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. "

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" The Big Dream of any entrepreneur really has very little to do with the entrepreneur. If you truly love repairing automobiles, chances are, you'll be a lousy business owner. Likewise, if you are fascinated by debits and credits, the dream of building an accounting firm with you at the helm is probably best left unfulfilled. "

Michael E. Gerber

Love

Dream

Business

" 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. "

" You cannot build a company or manage a life by chasing others; you have to find your success competing against yourself. There will always be a bigger fish. "

" As with anything we do as entrepreneurs, researching how our businesses impact and influence our customers and our markets - and our world - is critical to building something of value as a business. "

" 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. "

" 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. "

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

Michael E. Gerber

You

Work

" A true entrepreneurial enterprise begins with a big idea - a unique way to solve a customer's problem. Your customer, after all, is the only justification for creating a company in the first place. Without a big, transformational idea, you can't produce a great result for your customer. "

" 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! "

" 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. "

" 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. "

" 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. "

" 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. "

" 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. "

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

" Tactical Work is the work you do every day in your business to generate income, along with all of the operational, financial, and management tasks that entails. "

" 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! "

" 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. "

" 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. "

" Remember, if your business isn't making money, then you and your employees aren't, either. "

" One of the biggest challenges we have, as business owners and people, is that we think in linear terms. "

" 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. "

" Your first job, as an owner and an entrepreneur, has to be to understand how the business is going to actually work. "

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

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

" No matter what, once the doors are open for business, the entrepreneur has no choice but to be directing multiple attacks at once - raising money, writing software, prototyping, selling, collecting, training, and marketing. "

" The only choice that leads small business owners to real success in their endeavors is the one that requires real thought. Understanding and building the systems they need within their company to afford them a framework of organization that can scale the business from a company of one to a company of one thousand. "

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

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

" When I say, 'doin' it, doin' it, doin' it' to a group of small business owners, they immediately respond. They recognize the experience of doing the same things over and over. Keeping the business afloat without ever getting ahead. And it's more than frustrating - it's heartbreaking. "