Ask Norm
Our popular CEO columnist answers some of the queries that have been crossing his transom lately, including tips on rolodex funding, negotiating and survivin... Read more
Street Smarts
Norm Brodsky
Recent Street Smarts Articles
The Right Stuff
The key to entrepreneurial success isn't just spotting the hot business opportunity, it's developing the discipline and stamina to stay focused on it. Read more
You Don't Ask, You Don't Get
You always hear that to be a good salesperson, you have to overcome rejection, but what you really need to overcome is the fear of asking for what you want Read more
A Moving Experience
Relocating your business can be an agonizing and expensive experience. But when you weigh the benefits against the costs, moving could be the best thing you ... Read more
Bubble.com
Sure, some people are making millions starting Internet companies, but the path to success is a tricky one. Here are some rules that can keep you from gettin... Read more
Parting Company
There's nothing wrong with quitting your job to start a business that competes with your former employer. But going about it the wrong way can ruin your most... Read more
Hiring the Best
Don't assume you can't afford top-notch executives for your small company. Given steady incomes and space to perform, they'll soon pay for themselves. Read more
How to Profit in the Coming Recession
CEO Brodsky explains why the imminent economic recession could actually benefit your business if you know how to prepare. He offers four steps to turning a f... Read more
The First Salesperson
Hiring your first salesperson can cause long-term damage to your business if it isn't ready to grow. Here are three pitfalls you should consider before incre... Read more
Hurry Up and Wait
CEO Brodsky describes how budding entrepreneurs often make poor business decisions because they're too impatient to think them through. He gives advice on le... Read more
Where the Money Is
CEO Brodsky explains how to prepare before a meeting with venture capitalists or private investors. He describes the philosophies of investors and how to lea... Read more
Size Matters
CEO Brodsky explains how mergers and roll-ups can create great opportunities for the smaller companies that remain independent. Read more
Caveat Emptor
CEO Brodsky explains why it's riskier for a first-time entrepreneur to purchase an existing business than it is to build one from the ground up. Read more
Hiring for Growth
CEO Brodsky gives four rules for hiring salespeople who will be loyal and represent you well. Read more
Multilevel Mischief
CEO Brodsky recounts the experiences of a friend who went to work for a multilevel marketing company. He explains why very few people get rich from MLM ventu... Read more
Buying Blind
CEO Norm Brodsky says you shouldn't buy a business merely out of hatred for your old job. You should make sure you fully understand what the business entails... Read more
Don't Worry, Be a Little Unhappy
CEO Brodsky suggests that legal disputes rarely yield an ideal solution for either party. If you're prepared to be a little unhappy with the outcome, you'll ... Read more
I've Got a Secret...
CEO Brodsky explains that the key to successful business negotiation is to listen carefully to the other party, keep your real priorities a secret, and then ... Read more
Due Diligence
CEO Norm Brodsky explains that a complex business plan drawn up for investors can yield unrealistic numbers or mistakes. He suggests that entrepreneurs first... Read more
Forget Spreadsheets
Brodsky stresses that the best way to track monthly sales and gross margins is to do it by hand. Read more
When the Price Isn't Right
A veteran entrepreneur explains that to win loyalty, you have to offer more than a discount. Read more
The Return of Customer Loyalty
A vetern entrepreneur explains why it's more important than ever to keep the customers you already have. Read more
We Have Met the Enemy, and He Is Us
A veteran entrepreneur explains why it's usually employers, not employees, who create poor customer service. Read more
What's Good About Bankers
A veteran entrepreneur explains why every business needs a banker, even though bankers are bad salespeople. Read more
Improving Your Luck
A veteran entrepreneur explains how luck plays a role in business, but only to a point. Read more
Listen and Earn
A veteran entrepreneur explains why it's important to relearn the lost art of listening to customers. Read more
A Niche in Time
A veteran entrepreneur explains why sometimes the only way to help your company to survive is by changing businesses. Read more
The Best-Laid Plans
A vetern entrepreneur explains why you have to know where you want to be before you let your company take you there. Read more
Who Are the Real Entrepreneurs?
A noted entrepreneur explains why many people who share that lable are not really entrepreneurs. Read more
A Whack on the Head
A past Inc. 500 business owner explains how, when you're ready to learn, failure can be the best teacher. Read more
Paying for Growth
Entrepreneur explains: to be in control of your business, know how much cash you need for every added dollar in sales. Read more
The Capacity Trap
A veteran entrepreneur explains why cutting prices to sell unused capacity is not as good an idea as it may seem. Read more
No Accounting for Success
A veteran entrepreneur presents a cautionary tale of what happens if you use your accountant as a business adviser. Read more
The Three Criteria for a Successful New Business
A veteran entrepreneur explains why you need more than a revolutionary product to have a successful start-up. Read more
The Truth About Selling
A highly successful entrepreneur details the difference between a good and bad sale and how to avoid the latter. Read more
Why Start-ups Fail
A veteran entrepreneur explains that the capital problems start-ups have usually are a result of bad planning. Read more
