Found Money: Simple Strategies for Uncovering the Hidden Profit and Cash Flow in Your Business

Acknowledgments xi

Foreword xiii

Preface xv

Chapter 1 What’s the Purpose of Your Business? 1

What Do You Think Is the Purpose of Your Business?

So What Is the Purpose of Your Business?

The Found Money System Can Help

Five Keys to Success with the Found Money System

Chapter 2 When Does Your Business Make Money? 11

A Nasty Urban Legend

How Doesn’t Your Business Make Money?

How Does Your Business Make Money?

Triple Overlap—The Key to a Moneymaking Business

Watch Out for the Danger Zones

Chapter 3 Making Money: Net Profit 21

Net Profit

What Is Net Profit?

Controlling the Process of Net Profit

Chapter 4 Making Money: Return on Investment 33

Breaking It Down

Eating Soup with a Fork

Back to School

The Business Death Spiral

The Death Spiral in Action

Defeating the Death Spiral

Chapter 5 Making Money: Positive Cash Flow 51

What Is Cash Flow?

What Cash Flow Is Not Your Growth Limiter

Chapter 6 Is Your Business Making You Money? 61

Where Are You Now?

Is Your Business Making Money?

Chapter 7 Which Products Make You Money? (And Which Ones Don’t?) 67

Gross Margin—It’s Critical!

A Surprise forMe

The Ugly Duckling of a Successful Business

Gross Margin—What Is It?

Gross Margin versus Gross Profit

Gross Margin Analysis

Putting the Triple Overlap Together

Chapter 8 Gross Margin Math 87

Calculating Gross Margin

Chapter 9 Which Customers Make You Money? (And Which Ones Don’t?) 91

Moneymaking Customers

Customer Gross Profit

Customer ROI

Customer Cash Flow

CCM’s Cool, But Can It Make You Money?

Chapter 10 Your Customer Profitability Map 101

Your Very Own Drawbridge

Your Customer Profitability Map

Resonance Score

Back to the Customer Profitability Plot

Guard Your Drawbridge

Customer Profitability Map Tactics and Actions

Creating Your Own Customer Profitability Map

Analyzing Your Customer Profitability Map

Roll Up Your Sleeves

Chapter 11 Found Money Math (It’s Fun—Really) 131

Russian Roulette for Your Business

The Gross Profit Formula, Revisited

The Found Money Gross Profit Formula in Action

The Wizard of (Profit) Oz

It’s All About Leverage

Cost/Volume/Profit Analysis

CVPA as Your Business Roadmap

Getting There from Here

Chapter 12 Your Pricing Bootcamp 161

Some Thought-Provoking Questions

Your Found Money Replacement Factor

Step Toward Your Fear of Pricing

Your Found Money Price Cut Factor

Price Doesn’t Really Matter at All!

Your Price Strategy

Chapter 13 The End of the Line . . . and Just the Beginning 187

About the Author 189

Index 191