Layering is a marketing technique that moves new clients through an extended sales process and allows them to pick what they need from you.
A version of this post was previously published in the Financial Post
Entrepreneurs who make the transition from corporate worker to independent business operator invariably face one major hurdle that hobbles their... 
Older independent professionals can’t compete against younger people on speed, idea generation, and technology understanding. But they can stand out if they apply their wisdom and analytical skills and reinvent themselves as hired mentors.
Many years ago, while training in project management, I undertook a role-playing exercise in corporate... 
When they begin independent businesses, older skilled people have a wealth of valuable experience in their particular specialty. But that experience can also lead to a sometimes arrogant belief that they know everything there is to know. They don’t.
An infographic from ContactMe, the software people, points out that the average age of entrepreneurs ... 
In the last post, we mentioned that one of the best things you can do when going independent is to learn how to run an entrepreneurial business. Now we’ll explore that through the lens of the traditional grid of management functions.
Strategy. Most people think this means writing a business plan. It doesn’t. A business plan, while containing some strategic aspects,... 
Mid-life entrepreneurs have a distinct advantage because their brains are better.
If you have fled the corporate straight-jacket for your own entrepreneurial professional business, you’ve probably worried often how you’re going to keep up with all those young hotshots out there.
Maybe you saw glimpse of that in your old workplace. For 20 years you toiled in the... 