Having a feel for your organisational culture, if you’re a CEO or company director, is a great aid in augmenting higher performance outcomes, but these tools also have personal and situational applications too.

Taking the Human Synergistics organisational culture measurement tool, we can customise the twelve styles to make them relevant personally.

There are three core areas: the constructive (blue); the passive/defensive (green); and the aggressive/defensive (red), each of which has four definable characterising features (shown in italics under the three key headings below).


Our learned personal behaviour should be mostly manifested from these styles. We can push for excellence in achievement, yet counter or temper it with the humanistic-encouraging and affiliative styles. This about trying our inclusive bests and taking a team with us, if necessary, in achieving transformational self-actualising goals.


These are the least favoured from an organisational viewpoint, yet from a personal standpoint there are certainly times and places for them. Humility is occasionally shown in approval and being dependent can counteract too much independence toward a sense of interdependence.

Both conventional and avoidant styles, however, are not desirable at all, as personally they add nothing but detract considerably. Consistent avoidant behaviour, for instance, is a sign of rampant denial–a sign of a hopeless life.


Not far behind the passive/defensive styles mentioned above, the aggressive/defensive styles need to be kept in check, as they make a person appear ignorant, arrogant and overpowering. Rather than exhibiting our personal power we should hone our influence.

We should occasionally oppose thoughts and ideas, but doing so constructively, not negatively. The oppositional and competitive person is seen as a road-block who wants to win at all costs. We want also to steer clear of perfectionism in our approach to life, as we quickly dispense with trusting people and get too detail-focused.

The Best Styles: Constructive… “achievement | self-actualising | humanistic-encouraging | affiliative”

The constructive styles are the main area for setting goals around, as we don’t want to be overly characterised by any of the other eight defensive styles, barring possibly an appropriate i.e. situational use of the ‘oppositional,’ ‘competitive,’ ‘approval,’ and ‘dependent’ styles. Hence, the remaining ‘conventional,’ ‘avoidance,’ ‘power,’ and ‘perfectionist’ styles should be shunned.

Being predominantly ‘blue,’ or assertive, in style as opposed to being overly ‘red’ (aggressive) or ‘green’ (submissive) is a good way to live a wise life. We should thus seek to very personally achieve and self-actualise ourselves (our goals), and bring this to bear with people-friendly humanistic-encouraging and affiliative methods with others (our methods in achieving our goals).

Copyright © 2009, S. J. Wickham. All Rights Reserved Worldwide.

Human Synergistics International – Research and Development by Robert A. Cooke Ph.D and J. Clayton Lafferty Ph.D.

Restaurant business is productive and a very worthwhile business option. If you have a business plan for starting a restaurant business or are planning to buy a decently run restaurant then get started with it now. This write up will give you enough reasons of why and how you should start a restaurant business. The first strong reason for starting a restaurant business is that you can earn a lot through it. Initially like every business this will also need some good amounts of inputs but in the longer run you will only enrich the profits. Starting a restaurant business is thus regarded to be rewarding.

The market analysis of the this particular business shows good figures which instills confidence for starting a restaurant business. In the next five years as the life style of almost every individual will change the need of a good food service provider will tend to increase many folds. For fulfilling this rising demand, starting a restaurant business can be considered as a smart move. If you love to socialize and build contacts then for you business will be the most ideal career option. Many people believe that doing a business in the restaurant industry offers many benefits to its owner. It allows him to meet a number of new people everyday and allows him to build strong contacts.

No time was more suitable than the present for starting a restaurant business because the changing life style brings people to restaurants more often. As more and more families are becoming nuclear now the transforming demographics supports the growth and success of every business. Your restaurant business can also earn great profits if you choose the location of your restaurants smartly and invest in good amount of money. People prefer to go to a restaurant which is affordable, has nice ambiance and offers good food. If your restaurant can offer a middle class individual some good quality services at price he can easily afford then you can see your business multiply in a very short span of time.

Target the middle class individual but provide services that are of good quality. This will obviously attract the middle class but the richer class will also use your services because you are good. If you are starting a restaurant business then do not commit a mistake of targeting the richer class initially because in this way you will not be able to earn much profit. So target the mass for running your business successfully. This is the perfect way to make good profits.

So get started with it, make a business plan, and look out for a perfect location. Buy that spot or take it on rent and ask a builder to build a perfect restaurant for you. All this will take time to fall into place. Have patience and let your restaurant establish. You will soon see it grow and earn good amount of profits for you. Starting your restaurant business at the right time and right …

As we know, the major sources of public revenue are taxes, fees, prices, special assessments, rates, gifts etc., etc. If during a given period of time, the government expenditure proceeds government revenue and the deficit is met by borrowing, it is called deficit financing or income creating finance. In order to have a significant expansion effects therefore, a program of public investment should be financed by borrowing rather than taxation. This kind of borrowing or loan expenditure is often called deficit financing.

Deficit financing is said to have been practiced if state adopts any one or all the methods stated below:

(A) The government draws upon the cash balances of the past.

(B) The government borrows from the central bank against government securities.

(C) The government creates money by printing of paper currency and thus meets the expenditure over receipts.

(D) The government borrows externally.

Deficit financing was considered to be a very dangerous weapon by the classical economists. The modern economists are, however, leaning towards it and recommend it to be used for accelerating economic development and achieving high level employment in the country.

The problem to be solved here is:

(I) Whether income generating finance should be adopted for increasing total effective demand.

(Ii) If deficit financing is desirable for ensuring high level of employment, then to what extent should it be carried out.

(Iii) What are its good and bad effects?

Deficit financing is being practiced by advanced as well as underdeveloped countries. The advanced countries use it as an instrument of increasing effective demand where the underdeveloped countries employ it for increasing the rate of capital formation.

The scope of deficit financing for accelerating economic growth in backward economy is very bright as they are covered in a vicious circle of underdevelopment. They use funds for investment when the resources of the country are not adequate to initiate the processes of take off. So arises the need for deficit financing.

The underdeveloped countries are confronted with the following problems:

(I) The rate of growth of population is faster than the rate of economic development.

(Ii) The State revenue received through taxes, fees, etc., is not sufficient to provide full employment to the labor force.

(Iii) The per capita income is extremely low and so is the capacity to save.

(Iv) Foreign loans for development purposes are not without strings and are also not available in desired quantity.

(V) There is a dearth of stock of capital in the country.

(Vi) People lack initiative and entrepreneurial ability.

(Vii) People are mostly extravagant and there is less voluntary savings.

(Viii) A greater portion of the population lives in villages and are contended with their lot.

(Ix) The government can not incur the displeasure of the people by enhancing the tax rates beyond a certain limit. It can not also impose additional taxes for the same reason.

(X) So there is too much evasion of taxes.

Under the conditions stated above, the reader can easily visualize the state of …

An insurance agency elevator pitch is a succinct summary used to quickly describe your insurance agency, products and services. It should include your unique agency value proposition, and must be delivered within the time span of an elevator ride, in about 30 to 60 seconds. This can be much harder than many agents might initially think, and should be scripted, vetted, rehearsed, and timed. The elevator pitch is a truly important and fundamental component of your insurance agency marketing and insurance agency prospecting efforts.

A great exercise for agents or agency executives is to ask a variety of people in your agency to tell you their version of the agency elevator pitch. Don’t be surprised if the pitch varies dramatically from person to person. Does the pitch adequately describe your value proposition? Does it highlight the products, services and solutions which best showcase your agency expertise? Did the litany of pitches even sound remotely alike?

Some years ago, I met with the executive team and senior managers of a small company, which at that time employed less than 100 people. I asked each of the dozen people I met to provide me with an elevator pitch about their organization. Some people were taken completely by surprise. Others sat and thought, and struggled to articulate an elevator pitch, or even describe their value proposition. The pitches I heard varied drastically.

Elevator pitches are an important digital asset for every agency. They should be vetted, scripted, practiced, and preached. I call it an asset, as it is a fundamental component in the marketing of any agency. And every member of an insurance agency, from agent to receptionist, to customer service representative to executive team should be able to promptly and professionally deliver their insurance agency elevator pitch.

Your sales and marketing efforts are built upon a well articulated and easily repeatable value proposition, which should be a microcosm of your elevator pitch. If you cannot communicate your value proposition in less than 30 seconds, or stumble when trying to express it, it’s time to write it down, rehearse it and communicate your value proposition with everyone in your agency. Once that is done, turn it into a 30 to 60 second elevator pitch. Practice makes perfect, try repeating both of these in monthly management meetings and sales meetings, and it’s important to note that your elevator pitch might vary based on your target niches (P&C versus Group Benefits for example).

Here are a few best practices when it comes to your insurance elevator pitch:

  • Be succinct – 30 seconds is much better than 60 seconds (you may not have 60 seconds!)
  • Create empathy – For example, “We work exclusively with New York contractors” or “we work with trucking companies with 5 to 50 power units” or we specialize in groups between 50 and 150 participating employees”
  • Verticalize – a vertical pitch is easier to differentiate, allowing you to better articulate your unique pitch. “We insure restaurants addressing their unique risks.”
  • Be different

After reading this article, you will be ready to start applying your knowledge and reach your American Dream of owning a business. This comes with a serious effort on your part; however, by reading this article, I assume you’ve decided to take this long journey and start making a change in your life. I’m going to introduce you to some easy ways to get the money you need through the modern-day miracle of leverage. We’ll start with an approach that enables you to make the business actually pay for itself without requiring you to reach for your wallet.

Question: Is it true that the method of taking money out of the company’s cash flow is reserved exclusively for financial gurus?

Answer: It is partly true. Most leveraging techniques have that reputation. And frankly, they shouldn’t. If more people knew about them, many entrepreneurs would have been in business long ago. Such techniques only seem to be reserved for financial experts because they [the techniques] appear more frequently in strategic financial markets. You hear of many major acquisitions worth billions of dollars. Yet, you will never hear how it happened or what was involved. This information never goes public. As will be mentioned in Strategy 4, by developing a strong network with corporate leaders, you will definitely have access to that valuable information even though you might not work in the field.

These are actually hidden secrets that I’m revealing to you right now. The power of information will allow you to go far. However, it’s up to you to make the effort in searching for more information about the company that you want to acquire. Remember, the most powerful tool you have while you are dealing with the seller is showing him your knowledge in the industry and how it can be beneficial for him (and yourself, of course) to sell you the business. And, believe me, you too can put these powerful, yet simple, tools to use immediately.

Question: What is the easiest way to explain how to use a business’s cash flow for financing purposes?

Answer: Let me start by giving you some perspective on how much money we’re really talking about. One expert explains it this way:

“The amount of cash an average business puts into its cash register over just two or three weeks is usually enough to cover the down payment to buy that business”.

Think about it. The cash that collects in just a matter of days is usually enough so that, with some creativity, you can use it to satisfy the seller’s down payment. That can work no matter what type of business you are pursuing. Since there is no law that says you can’t “borrow” that money, all you have to do is figure out how to use the cash collected to pay for the business once you have acquired it. This easy if you have a C.P.A to calculate your cash flow in order to know how to approach the seller …

It is not easy running a construction business. There are many pitfalls and ways to lose money but if you follow some basic steps you can not only make a living but become very wealthy. Many successful construction contractors have learned there are certain things you absolutely must do right all the time and certain skills you must have or acquire in order to make it in this very competitive industry. In this article I will summarize what it takes to be a successful construction contractor in their order of importance.

Most Important Factor: Hands On Experience

Do not even think about starting a construction contractor business unless you have at least five years of broad (meaning general, not specialized) construction experience. The only exception to this is if you intend on specializing in one area and one area only. We call this a niche. Niche’s can be very profitable, but they can also go away, change or be replaced by technology, new products, changes in the industry or societal changes. The best chance for success in the general contractor business is to gain experience doing everything. This general experience has many benefits. It gives you the ability to identify and hire competent individuals, fire incompetent ones, evaluate good work product and identify poor work product. Probably the most important thing it gives you is the ability to transition from being a technician to being a manager. The best experience comes from small to mid-sized construction companies that require you to be a jack of all trades. Larger companies have a tendency to pigeonhole you into niches. That is fine if your business model is a niche, but if you start a general contractor construction business with skills in only a few niche areas, you will fail unless you hire to your weaknesses.

Second Most Important Factor: Outstanding Accounting System

If you do not have a sound accounting system your construction business will eventually fail. This CPA has witnessed this too many times than I care to recount. Sound accounting systems allow you to evaluate whether or not you make a profit on a job by job basis. Going with gut instinct is dangerous and fraught with risk. A sound accounting system helps you identify those things you do right on each job as well as the mistakes you’ve made. Numbers don’t lie. Unfortunately, my experience has shown me that most construction contractors pay little attention to their system of accounting. There is a fear that proper accounting will set the business owner up for higher taxes. Thus, cash received on a job and cash disbursed go unreported in an effort to avoid tax. What a mistake. I don’t care how great your gut feeling is on each job, if you don’t have an accounting of every penny on each job, you can rest assured you are flying blind and losing money on each job. You will go out of business and your family life will suffer. If you decide …

Public liability insurance is an important insurance policy that protects your business during the time of adversities. Especially, if your business handles risky activities like construction, plumbing, etc., or if the public enters into your business premises like in retailing, then this insurance plan is a must have. Owing to the uncertainty of accidents and the huge costs of legal claims, your business may run into crisis if you are not properly guarded by the right insurance plan, i.e. public liability insurance.

This article gives you a little insight into the consequences your business might face, if you do not have public liability insurance coverage.

Financial burden: Depending on the damage or loss caused to the third-party, the amount claimed may vary. But the third parties generally sue the company for heavy amounts as small amounts do not matter for both company and the sufferers. These claims will add up to the company’s existing costs and become a financial burden to the company. Managing the finances between the company’s needs and legal claims is not wise as it halts the business operations.

Legal battles: Apart from the amount to be reimbursed, a company has to face legal battles which occur as a result of lawsuits filed against the business by the third parties. The legal costs and expenses are generally high. You need to deal legal authorities with utmost care. These legal battles are hectic. The time and effort required to fight these legal battles is also high. It diverts you from your core business. But if you have a public liability policy, the insurance company assists you and takes charge in fighting these legal battles till the case is closed, besides paying the legal expenses.

Chances of bankruptcy: Inability to pay the outstanding charges claimed by the third parties may lead the business to go bankrupt. Unless a business has outstanding capital, it cannot afford to pay these legal expenses. Moreover, you are needed to provide additional financial assistance in the form of medical aid as in case of accidents and repairing charges in case of property damage, besides paying the lump sum amount and the legal costs.

Investment at risk: In case your business is facing a third-party legal claim, and if you are in a position where you cannot pay the claimed amount instantly, then, the bank or the court gives permission to seize your various monetary investments or fixed assets such as land, furniture or machinery to cover the legal expenses and the claimed amount.

Lack of mental peace: With the all the above issues, you will surely lose mental peace. These legal claims not only eat away the business’ time and effort but in some cases may ruin the business’ existence. Legal claims should be dealt instantly; any delay will only aggravate the tension and loss.

A good business will always be prepared for the future crisis. Having a public liability insurance policy is a wise decision. It provides timely financial help to pay the …

The analysis of a real estate investment calls for an understanding of the time value of money. Primarily because real estate investors are aware that possessing $100 right now is preferable to acquiring that same amount of money in one or more years due to the fact that inflation erodes purchasing power over time.

The significance of time value of money can be illustrated this way.

Imagine that you just won a $1,000,000 lottery and will be paid in equal $50,000 payments over the next 20 years. If each future payment is reduced 8% annually the present value of your twentieth payment is worth just $11,586; the sum total of all your winnings after the 20 years has a present worth of about $530,180.

So it is with the value of money collected over time-its power to buy things becomes less and less as time goes by. Fair enough.

So let’s consider the basic concepts and definitions behind time value of money.

Present Value The value or worth (today) of a cash flow or series of cash flows that will be available at a specified time or times in the future. For example, our lottery winnings have a present value of $1,000,000.

Future Value The future value or worth (tomorrow) is what a cash flow or series of cash flows will be worth at a specified time in the future. In this case we saw that the sum total of our lottery winnings, when collected over the twenty-years, have a future value of $530,180.

Compounding This is the mathematical procedure for determining future value. When money is placed in an interest-bearing account, for instance, it is compounded by some rate that grows it to a larger amount up to some specified time in the future.

Discounting This is the mathematical procedure for determining present value. In this case, we saw that the final $50,000 payment we collect in 20 years, when discounted back annually at a rate of 8.0%, has a present value of just $11,586.

Annuity This concerns a series of equal cash flows made at equal time intervals. The $50,000 lottery payment we collect each year for each of the next twenty years, for example thanks to our good fortune, would be an annuity. It would not qualify as such if it were varying amounts of cash or at irregular intervals.

Annuity Due This constitutes a series of uniform cash flows that are made at equal intervals with the payment being made at the beginning of each interval.

If we collect a $50,000 payment immediately along with a payment at the beginning of each future year, for instance, then our winnings would fall in this category.

Ordinary Annuity This constitutes a series of uniform cash flows that are made at equal intervals with the payment being made at the end of each interval. In this case, say we don’t collect our first $50,000 payment for twelve months and each of our other payments every twelve months thereafter. Then …

Self-control is among the diverse categories of personal development. It is the actual ability to inspire yourself to choose the important things in your life and restrain from our animal-like desires. Yet, the foundation of this personal development is situated in a powerful perseverance and correcting of oneself. Self-control creates a type of self-confidence within us towards things that we believe are hard to accomplish. It creates some sort of drive connected with determination within us which make us attain our desired goals.

However, it is necessary that a good amount of relaxation be obtained to adequately implement self-control in our everyday life. A person needs to find ways to de-stress themselves. It can be by simply listening to music or work out along with other things that will enhance one’s energy level. This will make it possible for the person to complete their task. For example, when there is a student who would like to finish a goal of finishing their entire study course in one day for a specific topic, then he would be studying the entire day. But, this could produce a lot of pressure for his mind and hinder his ability associated with learning. Therefore he might consider breaks in between to unwind himself, then this will decrease stress and increase efficiency.

Self-awareness will be the main factor that needs to be resolved for successful self-control. One should first examine one’s personal character and figure out the strengths and weaknesses. Next, be ready to endure the temptation that you will face in your everyday life with regards to your weakness. For instance, lets say you like candy and you are used to having it every day, you will need to make efforts to limit it to only two times a week. This is one way you can strengthen yourself and contribute to your own personal development of self-control.

So we can say that self-control is really the ability to deny one’s own temptation to a particular thing or even a task. This brings us to another part of self-control I.e. positive perseverance. Our commitment causes us to have a serious choice to accomplish a task. Most of us have the habit to make up our mind for a mission, but because of our laziness or wish for other comforts, we are not able to abide to it. The most typical example of this can be working out in the morning, which most of us usually stop simply because we don’t want to give up our sleep. Here is where many of us clearly realize the heart and soul of a solid commitment. A person having a strong commitment will give up his conveniences and create his goal.

Lastly, is the element of self-discipline. All these 3 aspects of self-control are of course interconnected. However, each of them offers a distinct role to play. Self-discipline pertains to battling with one’s personal emotions. In this, one has to uncover the real trigger associated with one’s temptation and purposely …

Using a “Multiple of Earnings” is the most popular way to value small businesses that are for sale.

But that raises a difficult question: By what number do you multiply your earnings?

Much of what has been written about valuation multiples states that most businesses are sold with a multiple that ranges from 1-5.

But in truth, smaller businesses that sell for 4 or 5 time their earnings are rare – at least when it comes to owner-managed businesses.

In smaller businesses with an owner’s benefit of $50,000 to about $250,000, the owner will usually also manage the business on a day to day basis. The buyer is in truth “buying a job”. Their return on investment is much lower because they are investing not just there money but there time.

In larger businesses, where there is enough cash flow to hire a full time, professional manager the owner can make a return on his investment without a full time commitment – so that business will be valued at a much higher level. That’s not to say you can’t sell your business for a multiple of 4 or 5, but in my experience the vast majority of smaller businesses sell for a figure much closer to 1 to 3.

So I suggest you start with a multiple of 2.0 and use the list of factors below to adjust the multiple up and down based on your specific situation and you company’s performance.

This is just a partial list to get you started, there are bound to be unique factors that affect your business that are not listed here.

Positive Factors That Can Increase the Multiple

*Sales and profits have risen consistently each year for at least 3 years.

*A significant amount of sales come from repeat customers. Even better is revenue that comes from automatically recurring charges. Web hosting, alarm monitoring and self storage are few examples of business that may have reliable repeat revenue each month.

*Proprietary products, patents and/or trademarks.

*Exclusive rights to a territory.

*Less warranty exposure than is typical in your industry.

*Management And /or employees will stay on after the sale. The more experienced or uniquely talented these people are, the better.

*The business is a franchise of a well established – And well known – company. For many buyers, the support and training they get from the franchisor is a major plus – one they are willing to pay for.

*Your industry is growing and the future appears bright.

*Important ratios such as profit margin And cost of sales are above average for you industry.

*You are offering above average financing terms

For these last two items you should check with any trade associations that serve your industry. They may be able to provide you with facts and statistics that can help you show the buyer that your business is part of a growing industry or trend.

Negative Factors That Can Decrease the Multiple

*Sales and profits have been trending down recently.

*Sale and …