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MANAGING BY FACTS - KNOW YOUR NUMBERS

Updated: Dec 16, 2019

"But in my opinion, all things in nature occur mathematically.” ― René Descartes


When I am assessing a business or leader of that business, I listen carefully during the first few minutes of the conversation for the sign of a number, any number! If I hear it, I draw a sigh of relief, knowing that I am talking to someone who is serious about the business. If I don't hear a number early on, I start to worry and ask a series of close ended questions to tease out some hope, such as: "What was your sales growth last year?", "What are your gross margins, or any margins for that matter?", "Can you tell me one or two key ratios?". This line of questioning invari