The 6 Magic Numbers in Your Business

Happy 2016!

Time to start your new year with a bit of magic – you may have not ever thought numbers were magic but keep reading and you’ll see what I mean.

At AdviCoach (the coaching organization I am part of), we use a tool called The Profit Equation to show how these 6 Magic Numbers impact the profit (cash) you take home at the end of the day, week year. And yes.. the goal of owning a business is to get cash out on a regular basis and to create a company that is steady, predictable and scaleable so that it becomes an asset that you sell or transfer to family someday so it does the same thing for the next owner.

This is an introduction to the numbers you must impact in your business to grow – we’ll be expanding on each in the weeks ahead.

The 6 Magic numbers of Your Business:

  1. Lead Generation – Potential customers who want the solution you are offering.  This is not just any potential customer in the universe. This is someone who you could potentially reach and provide a solution for.  Specifically:
    1. They may not know about your product or company yet
    2. They may know about it but not understand how you could help them
    3. They may want to buy but not yet
  2. Lead Conversion % – Potential customers who turn into buyers. Calculate this by taking # Sales / # Leads.
  3. Average Revenue per Customer – Does your customer spend $100 each time or $10,000?  Calculate this by taking Total Sales / # of buyers (customers)
  4. Gross Margin (or Cost of Goods Sold)  – What you spend to produce your products or services These costs vary in proportion to sales and are the “pure” costs of making your beautiful widget. Not office supplies or rent or expenses like that.
  5. Fixed Costs  – The costs in your business that you will spend whether you sell anything or not.  Examples are Rent, Utilities, Office supplies and probably some of your Salary expenses.. including yours.
  6. Your Happiness Factor – If you’re not happy with what you are making, achieving or life in general.. it will show up in your business. Owning a business can be lonely, frustrating and exhilarating. Talk to a friend, a coach, a counselor or your mother and figure out what needs to change first. Focus on what matters to your life and your business. In that order! You can make changes that move you in your right direction.

The Magic Numbers all work in relationships that produce your Net Income. Net income is what you keep and take home beyond your salary if you are able to collect the cash for the goods/services you have sold. (that topic is for another day)

 If you do not have a positive Net Income number, you are either using up savings or increasing debt. No Net income = No Cash that belongs to you. That old expression “Cash is King” is very true if you want to stay in business.

In my next post, we will look at the Profit Equation to see how these numbers really create a magical result and even more importantly… how YOU can start making changes that grow your Net income.

If you’d like to have a quick chat about any of this, email me at or use the contact form.



Cash is king.. except when disguised in false clothes



Which method of accounting do you use: Cash or Accrual?  

Most people who are not accountants say that they don’t understand the difference.

Accrual method includes both your Accounts Receivable and your Accounts Payable and therefore reflects the best feedback for how your business is doing because it includes what you’ve earned and what you owe.

Cash method only includes what you’ve actually collected and deposited and what you’ve paid out.

If you don’t have accounts receivable and you pay your vendors and your credit card balance in full the minute the bill comes in (yes.. some people have businesses like this!) then your cash basis is pretty much same as accrual for you.  For most of the rest of us, accrual is more accurate.

Your cash balance is important.. in fact it’s crucial.  If you don’t have enough cash to pay your bills and payroll, you’ll be using your savings, adding debt or jeopardizing your credit score until you do!

Spoiler alert!  If you use the Cash method… have a big cash balance and a lot of unpaid bills and a credit card balance that hasn’t been recorded, you’re not seeing the true picture of how your business is doing.  On the flip side if you bill your customers by using a Word document and don’t record them as Accounts Receivable invoices in your QuickBooks or accounting systems, you’re understating your net income.  

You could be doing much better or much worse than you think you are!

Take the necessary steps to reveal the true picture of your company’s financial health.  More about that in my next post.






Creating freedom with and from your business

Creating freedom with and from your business

20140705-094117-34877536.jpg Happy 5th of July!

I’m happy to say that I didn’t do computer work on the 4th.. and for me, that’s freedom! I also cooked, had friends and family over (BIG goal for husband and I) and got to read… more freedom! Because I’m a goal nerd and a linear thinker (my sister might compare me to Mr. Spock), I had to define what’s meaningful to me so I could make sure I was doing those things.

Being busy (which does not = doing the best things with my time) is what I both enjoy and have to fight. Being busy too much of the time can bring about loss of creativity, loss of enjoyment.. loss of self! (Been there, done that and trying not to keep doing that!)

You created your business to give you more freedom than you had as an employee. How’s that working for you?  For a lot of us, it’s not! We often find that we’re:

– Working more hours- Taking less “real” time off

– Making a smaller income

– Worrying, worrying, worrying…

This is NOT the freedom we dreamed of when we started!

It’s the weekend now. Make yourself take an hour to be quiet.. get away from everyone and breathe a little. Think again about what freedom you want to create in your life and how your business can help bring that about.

Could you give up some income i.e. pay someone else to do tasks that would free you up?

Could you gather your work team and strategize on how to solve some issues that keep you tied up too much?

Could you take a work retreat day and think about where you are in your business and how you can keep moving to more mature levels and solve new problems rather than the same ones over and over?

Could you schedule a day or two off.. a week (gasp!).. I mean, really… it’s your company and you’re making this thing up as you go like all of us, aren’t you? I sometimes find myself following some unspoken, undefined plan like a zombie sometimes because it just didn’t occur to me to do things differently. Wake up and take a day off!

Would it help to talk to someone about the freedom you want to create?

Make this a great weekend. Sleep late, take a nap, jump in the pool or the lake, get in the hammock, paint the guest room, read 2 more chapters, have a really cold beer or whatever gives you a moment of peace. Savor it..And then be thankful for all of the people who helped you enjoy that moment of freedom, past and present. Today really is a gift. To freedom!

I get by with a little help from my.. strategic plan?

I was recently at an event in the North Carolina mountains… and found myself driving a very curvy road late at night with white knuckles because I couldn’t see what was ahead. The next day I did the same drive in the daytime and it wasn’t at all stressful.. in fact it was a little exhilarating! I realized that being able to see a bit farther ahead (strategic planning anyone?) took a lot of the tension away because I could see where I was going. Making a plan, comparing to a plan, tossing the plan out and making a better plan provide structure (like a fence for my beautiful lavender) and all keep me focused and less fearful. Less fear is definitely the big plan! The more I use some structural tool, like a strategic plan, to keep me focused, the more I’m able to see that I am getting “there”.. my own personal version of “there”… passionate, productive, persistent, present.

What do you want this season?

Twas the day before Christmas and all through the house,
Only two of us stirring, only one was a grouse.
The house was a mess but no one did care
Because we’re all family and this time together is rare.

What is your wish this season so bright?
Are you wishing you had done more to make it all right?
It’s time to reflect on the 2012 things you did well
Then move on to next year where possibilities dwell.

Were you hoping the numbers would give you a clue?
That QuickBooks would tell you what you need to do?
Or Facebook would put new clients your way?
That Twitter would show you the trend of the day?

The economy sputtered and rallied in waves,
The ups and the downs..seems like nothing behaves.
We all keep watching, hoping all will work out,
And I tell you it, I have absolutely no doubt.

If you focus on customers, employees and care
Quality, service and more if you dare,
Listening, thinking and doing your best,
Implementation will take care of the rest.

Enjoy this happy time, friends that are dear,
I’m glad to have been part of your lives this year,
Now dash away, dash away, dash away all,
There’s fun to be had ….Happy Holidays, all!

Thanks for letting me be part of your lives this year! Let’s make 2013 a fabulous year together!