ADVICE FOR SMALL SUCCESSFUL BUSINESSES: The scariest words a new boss or manager can say are, ‘There are going to be changes made here.’

Such fatal words cause employees to freak out. Don’t panic; many bosses refuse to embrace change, too.

I speak from experience. Very much technophobic, I resisted when, during the 1980s, my wife suggested I consider the pluses of a PC over a typewriter.

Impressed, I went through the learning curve and bless the day she persuaded me to embrace change. Many businesses are held back by their owners’ reluctance to take advantage of change.

I recall a Managing Director spelling out the difference in American and British business attitudes. Previously a Marketing Director of an American corporation, he explained:

‘In America, when a salesman suggests something new, an appointment is made and the proposal considered. If the boss likes it, he acts decisively. If he doesn’t, he says no. ‘Here,’ the executive told me, ‘the hardest bit is getting a boss to even see you.’

A favourite cartoon depicts a sales rep trying to grab the attention of a medieval king directing a battle in which arrows are being exchanged. The salesman has on offer a Gatling machine gun and boxes of ammunition. A short burst would be a game-changer. Alas, the king is too busy to see him.

During the eighties, few retailers accepted plastic. I did, and business improved by 40 per cent. Vainly, I tried to convince a retailer to follow my example.

He was dismissive, and soon afterwards, his business collapsed. A nearby retailer, selling similar items, told me that 90 per cent of her business was done on credit or debit cards.

It was the same when cashpoints were first offered to retailers and petrol stations. A convenience store owner who had installed a cashpoint told me that it made more money than the rest of the shop. Others couldn’t or wouldn’t see it. Now, years later, the same retailers caught on and they now swear by them. Businesses, too, are peer-led. You can share this story on social media:

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THE BUSINESS BOOSTER Michael Walsh, during 20 years as an executive of the Guild of Master Craftsmen and Federation of Master Builders, helped thousands of businesses to increase profits whilst reducing overheads. EURO WEEKLY NEWS business advice columnist. Perfect gift for the self-employed, wherever you are in the world. https://michaelwalshbooks.wordpress.com/