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Show the result of your work, don’t just tell them

A number of years ago I did a couple of makeovers of slides for a client to show them how my ideas would apply to the topics they presented. It was an extra I added on and just did it to try to show a skeptical group that my ideas would indeed work in their situation....

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3 methods of referring work to other experts

What do you do when you get a request from a prospect or client that you can’t fulfill? Either it is work that that you don’t do but is related to your expertise, or work that you can’t take on at this time. I have seen three methods for referring work to others....

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3 ways to leverage your expertise for higher income

When you run a B2B service business, you are more limited in the ways you can use leverage to increase your income. Unlike B2C product or retail businesses, you can’t manufacture more products or open more stores. Often our income is limited by our ability to deliver...

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Free Wifi when travelling

I travel often to the US from Canada, so I am very familiar with the excessive costs when your smartphone is roaming in another country. I’ve had roaming charges over $400 in a single month before I smartened up. Keeping in touch with email, checking a map for...

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How to measure the Return on investing in your services

B2B businesses need to communicate to prospects the benefit of purchasing their services and products. B2B decisions are based more on measured outcomes than B2C purchasing decisions. I have found in conversations with other business owners that this area is not...

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When you should turn down work

In the early days of your business, you took pretty much anything that came your way because you had to pay the bills. I get that. But now that you have a more mature business, you should think about when to turn down work. Yes, there are some jobs you should not...

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When to speak for free

As a successful business owner or expert, you will be asked to speak for free (or a small honorarium) at local association or organization meetings or at regional or national conferences. Why would you want to do free work? Sometimes, it is actually a good investment...

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Have a solid backup strategy – it is not an option

It only takes one time of losing everything on your computer before you realize that having a reliable backup strategy is not an option. I’ve learned that lesson the hard way, so just trust me on this one. I’ve tried a number of different strategies and want to share...

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