Andy Lapointe wrote an interesting article called Forget the Question…Change the Answer. In it he states that “For years…business owners…have wrestled with a number of questions about maintaining and growing market share and profitability.” Questions like “How can I increase my profits?”

Andy goes on to show how over the decades the question doesn’t change, but the answer does.

For instance, take the question, How Can I increase my profits? In the mid 19^th century the answer may have been: “Forget the pony express, start a railroad company.” Yet, by the late 20^th century the answer to the same question might be: “Start an technology-based Internet company.”

That might work for the large corporation or the v.c. startup. But these are not the kind of questions that small business owners need to be asking.

Why? Because these questions put the cart way before the horse.

Should you want to increase your profits or gain marketshare - absolutely! But for most small businesses, gaining marketshare doesn’t need to be the focus.

So what does need to be your focus? What questions should small business owners ask themselves as they begin or look to grow their business?