Alan Weiss' The Uncomfortable Truth

• Cut your expenses: virtual assistants, subscription software, subcontracting (even in the Philippines). • Move work to the client. • Focus on advisory work, not project work. • Increase number of sales. • Increase amount of sales. • Increase duration of client relationships. • Increase solicited referrals. • Create community evangelism. • Produce new products and services for existing clients. • Reduce marketing expenses. • Reduce time waste (internet). • Stop overdelivering/providing what wasn’t requested. • Track your time in a journal. • Get paid in advance. • Never tolerate delayed payments. • Focus on total days to cash. • List and evaluate all possible expenses (e.g., office rent at home, medical).