I met with a small business owner a couple months ago to talk about her company and her plans for growth. She shared some challenges that they've been working on—especially a sales cycle that takes too long, and the constant pressure to reduce price and terms to close deals. Pretty common stuff for any company trying to gain more business.
As we talked a little more, though, the problem changed. We found that the sales cycle did take too long, and they were getting beat up on price—but that wasn't the real issue. The issue was that she had no control over forecasting the company pipeline. Because she was unable to do that, she couldn’t make capital investments to grow the operation. So she was stressed to the point of exhaustion, and concerned that the company she once had control of, now had control of her.