Business Education

Is This the Most Valuable Business Lesson of the Ukraine War?

Sensational headlines about ending the Ukraine-Russia war dominated the news last week and will likely continue for several days, weeks, or months. It’s a huge international affair that’s gripped the Western world since the conflict began. Now, attempts to bring the fighting to a peaceful resolution are underway and there’s a valuable business lesson entrepreneurs can take from such circumstances.

Negotiations, in all shapes and sizes, take time to bring about desired outcomes for all parties involved. Concessions are inevitably made, which creates an ostensible win/lose situation. However, the most skilled negotiators know that it’s entirely possible to sit at the bargaining table and still have leverage, even from a weekened position.

Negotiation Strategies for Small Business Owners in a Weakened Bargaining Position

Negotiating from a position of strength is every small business owner’s dream. However, reality often presents challenges that leave business owners feeling like they are negotiating from a weaker position. Small business owners can still secure favorable deals by employing smart negotiation tactics, Whether due to financial constraints, market conditions, or other external factors. With this in mind, let’s take a few minutes to look at some strategies that can help turn the tide in your favor:

1. Preparation is Key

Knowledge is power. So, research thoroughly. Understand the market, the value of what you are negotiating for, and the needs and goals of the other party. Also, know your limits. Identify your best alternative to a negotiated agreement (BATNA). Knowing your fallback plan will give you confidence and leverage during negotiations. Then, gather data. Compile relevant data and case studies that support your position. Facts and figures can be compelling and help make your case stronger. Next, take the following steps.

2. Build Relationships

Establish rapport. People are more likely to negotiate favorably with those they know and trust. Take the time to build a positive relationship with the other party.
Find common ground. Look for shared interests and values. Emphasizing common goals can create a sense of partnership rather than adversarial negotiation.

3. Focus on Value, Not Price

Highlight value. Instead of fixating on price, focus on the unique value your product or service offers. Demonstrate how your offerings can solve the other party’s problems or meet their needs better than competitors.
Offer creative solutions. Be open to alternative arrangements such as extended payment terms, bundling services, or additional support. Flexibility can create win-win situations.

4. Effective Communication

Listen actively. Pay close attention to the other party’s concerns and priorities. Understanding their perspective can help you tailor your proposals to better align with their needs.
Articulate clearly. Present your case confidently and clearly. Avoid ambiguity and ensure that your key points are well understood.

5. Leverage Timing

Choose the right moment. Timing can significantly impact negotiation outcomes. Try to negotiate when the other party is more likely to be receptive or under pressure to close a deal.
Be patient. Avoid rushing the negotiation process. Patience can convey confidence and help you avoid making hasty concessions.

6. Seek Win-Win Outcomes

Collaborative approach. Frame the negotiation as a collaborative effort to find mutually beneficial solutions. This mindset can foster goodwill and lead to more favorable results.

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When You Bring Your Child to Work, Teach these Lessons

July 22, 2021 No Comments

If you’re hoping to eventually hand your business down to your kids, teaching them the numbers is only half the job. The other half, how you treat employees, vendors, and even competitors, is just as important, and it’s the part too many owners overlook. Here are three lessons worth teaching the next time your child tags along to work.

An image of Roof on a residential house.

How C&S Roofing Grew Revenue 400% Without Losing a 60-Year Family Legacy

September 11, 2026 No Comments

A Family Legacy at a Crossroads C&S Roofing traces its roots back to 1958, when Harold Benard Patterson founded a small Phoenix-area construction company built on honest work and lasting relationships. More than sixty years later, the business — now run by his grandson Collin Patterson and Collin’s wife, Susan, under the DBA C&S Roofing — has never had a single complaint filed against its contractor’s license. That kind of track record is rare. But by 2020, Collin and Susan realized that reputation alone wouldn’t carry the company to its next stage of growth. The business had hit a plateau, and they knew it was time to bring in outside expertise. “I have worked with John for quite some time now, and it has been amazing. They have helped guide myself and my team with a very aggressive growth and have done an amazing job. We have hit our growth goals for the 2021 year and are looking forward to growing with the Waters Group in 2022,” said Collin Patterson, co-owner of C&S Roofing. Uncovering the Gaps When Waters Business Consulting Group (WBCG) began working with C&S Roofing, the picture that emerged was a familiar one for fast-growing family businesses: strong craftsmanship, but disorganized workflows, unclear project management processes, and financial forecasting that couldn’t keep pace with the company’s ambitions. Collin and Susan had a solid handle on their current financials, but cash flow tracking and revenue forecasting were largely reactive rather than strategic. Roles within the organization were loosely defined, which created friction as more people joined the team, and the company lacked a clear enough view of its capital needs to build the credit foundation required for serious growth. Building Structure Around a Strong Foundation Rather than reinvent what was already working, WBCG focused on giving the Pattersons the systems and visibility they needed to scale with confidence. That started with a full financial model — one that tracked expense margins and revenue generated per sale, and connected the dots between product sold and the growth targets the company was chasing. From there, the team built an organizational structure that clarified roles and responsibilities, mapped out a workflow process from the first customer call through project completion, and introduced key performance indicators so every employee understood what they were accountable for and how their work tied back to results. Just as important, the engagement helped the Pattersons step back and define the vision and culture they wanted to build the company around — the kind of clarity that turns a family business into an organization other people want to be part of. The Payoff: Structure That Scales The results showed up quickly and kept compounding. Since 2020, C&S Roofing has grown revenue by 400%, with record sales projected to surpass $8,000,000 in 2022 alongside improving net profit margins. The company added key talent that fit its culture, freeing Collin and Susan to focus on leadership and vision rather than day-to-day firefighting. C&S Roofing has since partnered with two national builder clients and one international client on major projects across the Phoenix and Tucson markets, and was actively bidding with two additional national builders at the time of this case study. Just as meaningfully, the ownership team now has real clarity and confidence in the direction of the business. Responsibilities are clearly assigned, metrics are tracked across the pipeline and financials, and marketing has stabilized into a predictable growth engine — a far cry from the plateau the company was facing just a couple of years earlier. Ready to Build That Kind of Structure Into Your Business? Every growing company eventually hits the same wall C&S Roofing did — great work, but not enough structure to scale it. If your business is ready to move from reactive to strategic, Waters Business Consulting Group can help you build the financial clarity, organizational structure, and accountability systems to get there. Contact Waters Business Consulting Group to schedule a free consultation.

Beware Entrepreneurs, This is Your Biggest Failing Point (but You Can Get Past It)

March 25, 2021 No Comments

Ask entrepreneurs what their biggest enemy is and you’ll hear about self-doubt, lack of capital, or too little focus. But surprisingly, one of the most counterproductive traits is an unshakeable belief that they can make any relationship work — even the ones that clearly aren’t. Sometimes ending a bad business relationship is exactly what opens the door to a healthier one. Here’s how to know when it’s time to let go.