A quick internet search on the term “list of ways to grow sales” brings up list after list of “proven ways” to grow sales. Most suggestions are sales and instant demand generation activities.

Why is there so much focus on sales and instant demand generation? Three fundamental reasons:

1. These are quick fixes that often create the illusion of an increase in sales, followed quickly by an offsetting dip in sales the following month or quarter. The pressure to “make the month” or “make the quarter” overrides the damaging creation of a cyclical pattern that becomes obvious to the marketplace and reinforces these solutions, which usually involve discounting, “stuffing” the distribution channel, or providing incentives to purchase.
2. This is the “fun” stuff and people are enamored with the creative solutions of advertising, promotions, slogans, flashy websites, and spending money to make money. It feels good to buy...

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"Traditional accounting does not track cash very well. Your cash might be found on your balance sheet."

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"The number one way people raise capital for their startup companies is called credit card debt... but there are other options!"

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 "From a cash flow perspective, I would suggest that you have underutilized resources with any interested party in your business's success."

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I was working with a client recently. She is really sharp - she understands everything that I throw at her and always asks great questions.

In her case, she was anticipating a negative bank balance six weeks ahead. She hired me to help her organize expenses around this particular week, and to specifically find expenses that we could move around to avoid a negative balance.

We went from top to bottom on her list of expenses, which ranged from about $100 to $50,000. We tried to move some to a date after the week with the negative balance.

I realized that what we were doing was like moving chess pieces on a chessboard. Moving a large bill was like moving a king or queen; it could change the strategy of the game.

Moving a pawn - a small bill from $100 to $500 - would not make a huge difference, but if you move enough pawns they add up and can even win the cash flow game for you.

Are you interested in learning how to play chess with your cash?

If you are, check out my course Winning...

"Lenders prefer cash flow models, not just a profit and loss statement."

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"I sat down and said, "I think I can figure out 99 ways to manage cash flow!" and I was wrong. I'm up to 135 ways to manage…so far!"

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In the fall of 2018, I was working for an NGO that provided education loans to people around the world and I traveled regularly to Europe, Africa, and South America to meet with people who benefited from these loans.  It was hugely rewarding emotionally; I was doing good in the world.

At the same time, I needed more. More of a challenge. More of something that I could call my own. Something I could do part time to meet my creative needs.

I wasn’t sure what to do, so I spoke with my wife and most trusted advisor, Lisa. We brainstormed options for a few weeks.

A Niche to Call My Own

As Lisa and I talked, we discussed the consulting work I’ve done. I’m good at it and it pays well, so why wasn’t that the solution? There were two issues:

1. Finding a niche in the market with significant need
2. Creating a scalable business model

It has been challenging articulating what I do when I consult because what I do was different for each client. My consulting approach...