5 winning fourth-quarter plays
October 10, 2013
Zappos Inspiration; Big Ass Fans Success; Covey Quote of the Summit; Nov 1 Deadline Sydney Growth Summit
October 31, 2013

Free Kindle Book; 5 Winning Plays; Revenue Boosters; Ben Horowitz on Cash

"…keeping you great" 


Free Book until Friday
— OK,
Bruce Kasanoff had me at the word "free." I've not read his latest book entitled

Smart Customers, Stupid Companies
, but Bruce is brilliant and insightful so I downloaded the
Kindle version while it's free this week – just do it and I'll let you know in a
couple weeks whether you should read it!

Here's the link…

Winning 4th Quarter Plays
— for some reason companies start acting different during
the last quarter of the year. My latest Venture column in

magazine highlights 5 winning 4th quarter strategies:

  1. Help clients use it, not lose it

  2. Show them you care (love this one!)

  3. Trim your budget now

  4. React to growth quickly

  5. Keep the pressure on (half-court buzzer beater always great)

Take two minutes to read through the details and pick one
that will help you power through the 4th quarter.

Read more…

Ways to Boost Revenue

this week also made my last Venture column fully accessible. Consider these 5
ways to boost revenue:

  1. Refocus the sales manager (hint – sales coach vs. manager)

  2. Gather daily intel

  3. Pursue better quarry (critical!!)

  4. Raise your prices

  5. Make referrals painless (powerful)

Take another two minutes to read through the details – and
again, pick one that will drive revenues up.

Read more…

Horowitz on the Importance of Cash Flow
— VC Ben Horowitz's latest blog is yet another classic –
addressing the Silicon Valley dilemma, given the pending Twitter IPO, of whether
or not it's important for fast growth firms to achieve positive cash flow or
just keep the pedal to the metal and raise more money – Twitter is still burning
through cash six years after launching. My favorite paragraph for those of you
not generating sufficient cash:

"We should first decide how much we like laying people
off, because if we love it then let's stay cash flow negative, because when
we don't generate cash, the capital markets decide when we have to lay
people off. In fact, we will have to listen very carefully to investors on
everything because as soon as they stop liking us, we will start dying. I
don't know about you, but I do not want to live my life that way. I do not
want to have to tell all of our employees that we will do what we think is
right until investors tell us we have to do otherwise. I want to control my

Enough said! Take 2 minutes to read through the rest of
Ben's thoughts on the topic.

Read more…

Marquet's Animated Video
— for those of us that have become cult fans of Marquet
(spontaneous standing ovation at the Leadership Summit – and he's keynoting the
European Summits 29 April in Barcelona and 30 April in Amsterdam) here's
a Dan Pink-like RSA animated overview
of his award winning book

Turn the Ship Around: How To Create Leadership at Every Level
– worth showing to your team at your next brown bag training
event or monthly management meeting.


— our first attempt to help a displaced Rockefeller Habits executive was
successful. Within 10 days of my note in the insights he was contacted by 11
companies and was hired to help propel a rapidly growing $37 million firm. So,
here's an executive fully endorsed by Ken Sim and John DeHart, the two
co-founders of Nurse Next Door, which has been one of the fastest growing
franchises in North America and a Rockefeller Habits driven firm:

Jamie Birch
— if you're looking for a financially-savvy President or
COO for your growing firm, Jamie was the highly-operational and strategic
CFO of Nurse Next Door as it grew from 2 locations to over 70. He is deeply
steeped in the Rockefeller Habits and Four Decisions methodologies and is
the right inside executive to balance an entrepreneur's outward focus.
Though geography and industry pose no boundaries for Jamie, he currently
resides in Vancouver, Canada. You can reach him at

[email protected]

Record Crowd
— we have the largest group of growth company CEOs and
their teams we've ever hosted next week in Vegas for the annual Growth
– looking forward to seeing many of you next week.


Need help implementing the Rockefeller Habits?

Verne Harnish
Verne Harnish
Verne Harnish is founder of the world-renowned Entrepreneurs’ Organization (EO) and chaired for fifteen years EO’s premiere CEO program, the “Birthing of Giants” and WEO’s “Advanced Business” executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up. The “Growth Guy” syndicated columnist, he’s also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored The Greatest Business Decisions of All Times," for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine’s annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity. He is an investor in many scale-ups. A father of four, he enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.