I analyzed his day hour by hour and determined that he indeed wasn t spending enough time marketing. He was instead fixing computers, fighting overdue notices, and generally rectifying mistakes by his own staff. Surprised, I worked backwards and learned that he hired good people but only gave them minimal training and then sent the new hires to the wolves. Training after the first day was only when a mistake was made. The problem was those same wolves came back to bite him often.
Poor training creates poor motivation.
Poor motivation creates black holes of wasted money. Practice this plan. Tell your staff, show your staff, and then let them show it to you. Wait a day and ask them to show it to you again. Only then can you possess the ability to trust someone s competence to get things done.