Pozitive Practice Management

Signs of a Troubled Business

Signs of a Troubled Business

A company may require the services of a turnaround specialist for many reasons. Here are the most common signs of trouble. In most cases a business will display more than one of these signs:

Market lag

Changes in the marketplace have bypassed a company, leaving it with sagging sales and lost market share. For some, the deficiency is technology; their equipment has become obsolete. For others, the problem lies in sales and marketing; their products or services slide into obsolescence because the company hasn’t kept pace with the needs of the marketplace.

Lack of operating controls

Managing a company without adequate reporting mechanisms is a bit like flying an airplane without an instrument control panel. If management is making decisions on old or inaccurate information, the company can easily head in the wrong direction.

Over diversification

Today many businesses feel the pressure to diversify in order to reduce risk. However, too much diversification may cause them to spread themselves too thin. As a result, they become even more vulnerable to the competition.

Explosive growth

Companies are sometimes tempted to add value by engineering a growth spurt. However, a company cannot expand its way out of trouble. Growth often carries a very high price tag and leveraging a company to such a degree means that management must operate with little or no margin for error.

Family vs. business matters

Sibling rivalry has ruined many privately held companies. Deciding which relative or which of their offspring should run the business after retirement or death can be one of the most difficult challenges a privately held business owner can face. If the decision is based on emotion (love or guilt) rather than sound business judgment, trouble can soon follow. Divorce can also shatter a business, leaving it in fragments. Nepotism can cause bright, skilful managers who aren’t part of the inner circle to take their talents elsewhere.

Operating without a business plan

Surprisingly, a number of growing companies operate without a business plan. Armed with 15 or 20 years in the business, management tries to operate by the seat of its pants. Their plan may change overnight because it is based on their own “feel” for the market. In other cases the business plan exists in everyone’s head rather than in writing. The result is that plans are carried out according to individual interpretation.

Ineffective management style

The president and founder of a company may be unable to delegate authority. No decision, big or small, can be made without his blessing. As a result, the rest of the management staff is without solid experience or any feeling of ownership. If the president suddenly dies or becomes incapacitated, the whole company is in danger of collapse.

The precarious customer base

Few businesses have the luxury of determining the exact proportions of their customer base. Nonetheless, some companies do put too many eggs in one basket. If a manufacturer selling to large retail chains has two customers who represent 60 percent of the business, the company is obviously vulnerable. The loss of just one customer could put hundreds out of work and send the business into bankruptcy.

Overrunning the people capacity

If a business is a success at $5 million a year, it could become a dismal failure at $10 million a year The reason is that the personnel may not be able to work successfully at the new level. For example, managing engineering operations for a company with two plants is very different from managing it for a 12-plant company. The same challenge applies to others in key positions in marketing, sales, operations and manufacturing. A company can overrun its ability to manage.

Poor lender relationships

Some companies develop an adversary relationship with their financial lending institution leading to financial difficulties and cashflow problems. Fearing that their loan or loans may be in jeopardy, they attempt to hide financial information from the bank. Phone calls are not returned. Reports stop being filed. Since money is the lifeblood of almost any business, bank debts and this kind of lender relationship only leads to more trouble.

Should I Do a 15% Sale this Weekend


Sometimes you want to fill up a schedule, and have a discounted sales day to generate income! Our first thought is to offer a 10%, 15% or even 20% off Flash sale. So now you decide to email all your clients that on XX day you will discount all your products by 15%, Should you?

One of the challenges about having a flash sale is that all of your clients that were booked for that day you now have to offer them the 15% discount, this means that you are lowering your income by 15 on all your daily sales.

How will you know if this is worth it? Let’s pull out stats. That Saturday we did not trigger the sale and analyzed the outcome with or without the sale.


Our average transaction was $900 per client that day

we had 20 clients in for $18,000 in sales

We had 4 empty slots

Our total sales, if all slots were filled would have been $21,600

discounted by 15% = $3,240

Net sales of $18,360

But now we have comission on 4 more treatments at 50% lets say = $1800, therefore the net sales would have been $16,560



The Definition of Insanity

The Definition of Insanity

Doing the same thing over and over again, expecting a different result!

I have been consulting into a clinic, where they had a marketing communication director, a marketing agency, and ownership input. Meetings after meetings were happening, indecisions, choosing the same thing over and over. They thought they were doing great. They were profitable, but they hadn’t grown for now 4 years. They were spending thousands of dollars a month on their marketing and not growing, what is wrong with this situation.

The same people that said that others did not know what they were doing had been running the show for years. If you pay people to do your marketing then they should produce something! You should see an increase in sales?

Sometime firing the whole marketing team is what you must do to get the ball rolling into a new position, one of growth!


Mistakes to Avoid When Starting a Business

Mistakes to Avoid When Starting a Business

Start-ups face an uphill battle—from financing, to hiring, to distinguishing themselves from the vast crowds of competitors fighting for market share and publicity. The potential rewards might be great, but there’s a lot to navigate between here and there.

In the process, they commit many mistakes. The nature and extent of mistakes an entrepreneur might commit differs according to what start-up he is involved in, yet, there are a few basic mistakes, which startup entrepreneur normally commit. Such mistakes usually remain the same irrespective of the nature of business.

Over time I’ve learnt both financially and emotionally that learning from others and leveraging their experience is a lot smarter than trying to learn everything on my cord. Life is too short to make every mistake and learn from it yourself. Therefore, it’s imperative to learn from the mistakes and failures of others so that you don’t repeat them.

Having said that, i will post the top 5 mistakes made by new entrepreneurs  who have been in the trenches and made it safely past the minefields of starting their first business.