I have spent all of January and most of February talking to business owners who are in a bit of distress and looking for a change. I have spoken to around 60 people in all.

There is a pattern of what they are doing that is causing them pain.

They are doing the right things, but in the wrong sequence.

1 - They start with Promotion - spend a shit ton of time, energy and money on advertising and marketing to get the phone ringing...

2 - They get busy, so hire people to build their capacity and meet that demand.

3 - They quickly realise that those people cause them problems or are unproductive and start costing them money, so they realise they need a process.

4 - Time has passed managing and solving all the issues each of these stages has created, the good and the bad, and when they look at their profit at the end of the year, they cry into their beer.

When you properly consider this, this is completely back to front. 

If you turn it on it's head it will make you money, buy you time and allow you ...

So I have just spent two days solid running a "Clinic" talking to HVAC business owners - all of whom were distressed in some way. So I thought I would share what I have learned with you.

No business, too much business, lots of sales but no money in the bank, feeling out of control - trapped and one guy told me he felt like his business was a prison.

There are people hurting out there - all good hard working family people that for whatever reason have lost their way.

A lack of some form of business education was the root cause of the issues I heard. Lack of strategy, thinking, planning.

Some simple yet critical things missing or done badly in their business causing them significant pain.

Here is what I know....(and it makes me happy that they all start with a C - simple things please simple minds)

1) Culture - poor culture is a killer. It leads to bad attitudes and poor performance from your people. And that was the number one biggest issue. Poor culture = piss poor people perform...