Michael Van Horn & B.J. Van Horn
#14 in the series.
Does your business culture support your desired growth? Or are you stuck in a “culture of smallness?” Here’s the difference:
Culture of Smallness. You treat employees like family—often a dysfunctional family.
Growth Culture. You treat employees with firmness, fairness, and consistency, based on job descriptions and performance standards.
Culture of Smallness. You interact with customers and suppliers in a very casual way. “Need a rush job? Sure, I can bump other people.” Or, “I’ll come in on the weekend to get it done.” Your change orders are verbal. You often don’t charge for the extra work.
Growth Culture. Your consistent policies on scheduling, pricing and billing allow you to be competitive yet profitable. Your customers always know where they stand with you.
Culture of Smallness. When customers come in, they expect to see you. You must always interrupt what you are doing to put in face time with them.
Growth Culture. Even though you are the driving force, your key people are capable and trusted, and are respected by your customers.
This workbook contrasts the two and tells you how to get from smallness to growth.
Workbook #13 contains questionnaires to help you evaluate your growth readiness; this one focuses on the “how-to” side.
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Millions of business owners have dealt with these challenges, and most have resolved them for growth and profitability. This workbook gives you the tools to work through them for yourself. You won’t just read good ideas, but answer questions to apply them to your business situation.
From the workbook
Discover the 7 Touches—Turn Leads into Sales.
A practical guide to staying connected with prospects, building stronger relationships, and turning more leads into sales.
Build trust & real relationships.
Turn leads into loyal customers.
Build trust and stay top-of-mind.
