We enable business growth through useful tools and effective practices that can be incorporated into an appropriate strategy.
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Thursday, September 1, 2016

The Next Version ... We’re fast approaching the end of our fiscal year which will mark our 8th year in business. A great deal has happened in these past eight years and I wanted to take a moment to reflect. I also wanted to take an opportunity to ask myself ‘what next?’. What’s the next version of 4Growth? First, reflection. We’ve learned a great deal about entrepreneurs and general business management. We’ve learned that, true to our...

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Friday, June 19, 2015
Take a SEAT . . . Your Sales Pipeline is Wrong

According to a recent study from CSO Insights, over 47% of forecasted and weighted sales opportunities never close. In fact, the odds of winning at a Craps table in Vegas are slightly higher – as we pointed out in a previous blog . Sales Effectiveness is clearly the Number 1 problem facing CSOs (Chief Sales Officers) today. When sales organizations only close 50% of deals they forecast the conversation shifts from a sales conference call to the Company Board Room and the...

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Wednesday, September 21, 2016
The Challenge with Management Consulting

Being a management consultant can be a rewarding, stimulating profession. You get the opportunity to meet many interesting people and get to know many interesting businesses. You pick your hours, and you pick your price. You, are in control of you.

But there is one fundamental challenge with this career. Unlike any other job, the customer is almost never right. In a world where customers are expecting never to be confronted, this is not an easy obstacle to overcome.

“The customer is always right” was a term first coined at the turn of the 20th century by Marshall Field’s department store in Chicago, now known as Macy’s following the 2006 takeover. Since that time it has become the mantra of almost all successful businesses today and people have not only gotten used to it, they have come to expect it.

If this is the mentality in all aspects of business, why would it be any different within management consulting? Well, just for the record, it isn’t.

Our clients come to us when they have symptoms of a problem. Declining sales, high employee turnover, operational inconsistencies, customer dissatisfaction, technology that doesn’t deliver, stagnation, etc. Like a symptom of an illness, it may be caused by one or more of a wide variety of problems. And like a patient, business owners naturally start to diagnose the problem prior to seeing the doctor.

The problem is that the patient almost...

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