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

Michael E. Gerber

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" 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

" 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 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

" 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. "

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

" Build a company that changes the way things get done! "

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. "

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

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

" 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

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

Michael E. Gerber

" 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? "

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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. "

Michael E. Gerber

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

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" How can you, as a small business owner, figure out what you are and, from there, begin to take action? Simple - you have to understand what part of the job you are doing and, if it isn't fulfilling the role of the entrepreneur in your business, you must make the decision to take on that role. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" The challenge of any business owner is not only to keep the saw sharp, but also to know if you even have a need for such a tool. "

Michael E. Gerber

" I don't know why the word 'solopreneur' is in our lexicon. Nobody can physically do it all by themselves, and more importantly, why would they want to? Being the sales team, the HR department, management, and production all by yourself is terrible. Period. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" The entire idea of building a series of systems in a business is simply this - to create the tools that allow you, as a business owner, to increase productivity and get the job done. The idea behind these systems, of course, is to quit needing your judgement or input in every area of the business. "

Michael E. Gerber

" No matter what, the entrepreneur must strive to be above average and, at the same time, understand what is driving those averages they are seeking to beat. Take the time to understand and test the metrics you are using, and then you can not only set the average, you can exceed it. "

Michael E. Gerber

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

Michael E. Gerber

" 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

" 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. "

Michael E. Gerber

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

Michael E. Gerber

" 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. "

Michael E. Gerber