Exit Strategy
There’s only three places to plan your exit strategy, and they’re all tables: Kitchen table, Boardroom table or operating room table. If not, someone else…
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What is Your Definition of Winning?
In sailboat racing you get the same points for winning by a mile as you do for winning by a boat length. But the real…
It Only Looks Easy
Sailing well requires managing complex and diverse systems in coordination with resources and the environment. When resources such as the wind, shifts, or environmental factors…
Plans Are Useless, Planning is Indispensable
Before heading out to the racecourse, the boat’s standing rigging is adjusted for best performance under the expected wind and wave conditions. The shrouds, lines…
Sometimes It’s Best to Do Nothing
Is the increased wind you are feeling a gust or a puff—a temporary condition—that will soon pass, or is it a freshening wind—a sustained market…
When Will the Thrill-ride End?
Sailing directly downwind—with the wind at your back—is the most exhilarating point of sail, but also the most risky. A slight wind shift can send…
Success Requires Thought and Action
Your success or failure in a sailboat race depends on your ability in two major areas: internal factors—the way you handle the boat. And external…
When Should You Abandon Ship?
There’s an old adage in seamanship that you never abandon your boat until you have to step up into the life raft. That’s the benchmark—when…
Your Mission, Should You Decide to Accept It…
Your mission statement describes the overall purpose of your business—what you are trying to achieve; the products or services it provides; and the values that…
Don Corleone’s Killer Marketing Wisdom
To effectively influence someone’s behavior you must first capture their attention. In the words of Don Vito Corleone, you make them an offer they can’t…
Just One Thing Stands In Your Way
Anyone can overcome his problems, according to Curly Washburn (Jack Palance) in the movie, City Slickers*, by concentrating on the “one thing” that is most…
Woody Allen’s Success Secrets
Woody Allen is often credited with saying that, “80% of success is showing up.” But do we really want to base our plans for success…
Know When to Tell Your Loss Leaders to Get Lost!
Sometimes it makes sense to offer a product or service at a price that is not profitable as a way to attract new customers. The…
Everything I Need to Know About Niche Marketing I Learned in Key West
When you think of Key West, Florida you probably think of recreational activities or Ernest “Papa” Hemingway. During my recent visit, I discovered that Key…
The 2-Percent Solution
The difference between first and second place in a yacht race is often less than 2 percent of the total elapsed time. The difference between…
