A small business primer, based on my 30 years of experience.


Does your business strategy put you in the top 5% of companies in your market?


If not, what are you doing to change that?

First, three brief questions:

  1. Do you have a clear and documented vision for your business?
  2. Do you have a clear differentiator that is a value add to your customer?
  3. Can you deliver on that value add 100% of the time?

If you answered “yes” to the above questions your business is most likely wildly successful and there’s no need for you to continue reading.

On the other hand, if you weren’t able to answer “yes” consider this fact:

The overwhelming majority CEOs, executives and business owners in America – up to 95% by some estimates – CANNOT answer the above questions in the affirmative

This represents an outstanding opportunity for your business.  Because by –

  •  defining your vision
  •  Documenting a compelling unique value proposition that your customer understand and agrees with
  •  consistently and effectively executing your plan

you will differentiate your company from 95% of American business – and perhaps, ALL of your key competitors.

My experience tells me that these actions will bring a razor-sharp competitive edge to your company.  An edge that will, in due time, produce a substantial and lasting improvement in your bottom line results.

Click here to order your copy of Bottom Line Focus

What you can expect from Bottom Line Focus: How To Take Your Business from Surviving To Thriving In 18 Proven Steps

I wrote this book to share what I’ve learned over the last 30 years about what it takes to: (1) Turn a vision into a tangible, documented plan of action and (2) Effectively execute that plan to produce superior bottom line results.

In Bottom Line Focus you get 192 pages of straight-up, no-nonsense recommendations and advice from someone who – figuratively anyway – has walked a mile in your shoes.

Simply put, I’ve been a successful CEO.  In 1997 Inc. Magazine pegged my company, Logistics Management, Inc., (LMI) as the 197th fastest growing company in the country.  At our peak we had 670 employees on two continents and $45,000,000 in annual sales.  After I cashed out of LMI, I worked for five years as CEO of a mid-size manufacturing company in the HVAC industry.

I also spent 10 years as a senior-level executive with a Fortune 500 corporation – where I learned a lot about what NOT to do.  That’s in the book, too.

What isn’t in the book is theoretical Harvard MBA mumbo-jumbo, the latest fads and gimmicks and hype and B.S.  Instead, Bottom Line Focus offers you practical, actionable advice written in crisp, plainspoken, easy-to-read English.

In twelve chapters covering planning and execution you’ll get a step-by-step blueprint for transforming your vision into a written plan of action…AND specific advice and recommendations on how to turn your vision and your plan into REALITY.

For example –

  • In chapter one, Don’t Kid Yourself, I write that “An undocumented plan is a daydream,” and list seven significant benefits to having a written plan of action. (Benefit # 2: It serves as a foundation for communicating direction, promoting teamwork and instilling motivation.)
  • In chapter four, Admit It Is What It Is,” I discuss a crucial part in the planning process that can help you take a big step toward turning your vision into reality…by avoiding one of the most common management failures.
  •  In chapter 8, Construct Your Dashboard, I make the case that managing your business by the P&L statement can actually be harmful to your company’s bottom line. You’ll also learn the value of collecting data and developing key metrics…along with the four basic criteria good metrics must meet. (Criterion # 2: The data must be collected and formatted so there is an audit trail to prove its validity.)
  • In chapter 11, Control Your Air Supply, I share an important lesson with you I learned about handling investment capital.  It’s a lesson that can keep you from making a big mistake when funding your business.

In the final six chapters I tackle the subject of leadership. In this section you’ll get –

  • proven tactics for getting everyone onboard with your vision and plan
  • recommendations on how to foster workplace accountability throughout your entire organization
  • pointers on how to motivate employees to accept the company’s goals as their own.

…and more.

In Bottom Line Focus: How To Take Your Business from Surviving To Thriving In 18 Proven Steps -

  •   Every word is written from “been there, done that,” experience.
  •   Every word is geared toward small and mid-size businesses.
  •   Every word focuses on the nuts and bolts, blocking and tackling, tactical and strategic actions you can take – starting today – to make your business more profitable.

Either the book helps you do that – to the tune of a $10,000 bottom line benefit – or you can return it to me at the end of a year for a 500% ($99.75) no-questions-asked refund.  Because I’ve built my coaching practice by delivering a strong ROI to my clients.  And it’s no different when it comes to my book.

Or, if you order the book, read it, and decide it’s not for you, simply return it to me within 60 days for a full refund of your purchase price.

I don’t want your money if your investment in my book doesn’t earn you a solid ROI.

Bottom Line Focus Book Information

6” x 9” ׀ Paperback

ISBN 9 780979 232541


Click here to order your copy of Bottom Line Focus

Vision, commitment, and perseverance are critical to success.  Vision breeds commitment.  Commitment empowers perseverance.  Perseverance produces success.

That last paragraph does a good job of summing up the essence of my book:

  1. Successful businesses start with a vision.
  2. Clarify your vision into a focused, written plan of action and you and all your stakeholders have a tangible symbol of your commitment. And a roadmap to guide you in following through on that commitment.
  3. The stronger and clearer your commitment is the more power you and your team will have to persevere.  And the bigger and more lasting your success will be.


I do hope you’ll pick up a copy and put my ideas, recommendations and business philosophy to the test.  If you do this and at the end of a year my book hasn’t helped you improve your bottom line by at least a $10,000 send it back to me and I’ll send you a 100% refund.

Bottom Line Focus Book Information

6” x 9” ׀ Paperback

ISBN 9 780979 232541


Click here to order your copy of Bottom Line Focus


Thanks for stopping by my website and for taking the time to read about my book.  I wish you continued success with your business.


Martin  Harsberger
Founder& President,
Measurable Results, LLC



Bottom Line Focus Print Version

Bottom Line Focus Book

NEW!  eBook Version

Click here to order


Marty Harshberger does an outstanding job of presenting a no nonsense common sense approach to ensure the profitability of any business. As a COO of a small business competing in the tremendously competitive market of government contracting, I found this book instrumental in providing the guidance necessary to keep our company successful. Whether you are just entering the market place or experiencing tremendous growth as a succesful business, "Bottom Line Focus" provides the step by step guidance necessary to be successful in the current challenging marketplace.  

Jack Holt COO
Crew Training Int'l

You can actually start using the methods in this book right away and you will see results immediately. Common sense approach to running your business. Read the book and start implementations, "You will see a difference".  

Robert Dexter CEO
Southern Components Inc.

Well, I finally finished your outstanding book!  It is a well written strategic blueprint for company success.   You mentioned that demand had yet to exceed supply but I bet that won’t always be the case.   The book is easy to read and full of practical advice for both small and large companies.

Thanks again for sending me a copy of your book. I thoroughly enjoyed it and I feel like it will be a great resource to me as I work with both start-up and mature companies at Insight Park.

Assistant Director
Insight Park - Oxford, Mississippi

Every page of this book addresses the secrets of surviving and winning in business. If you're in a key management position in a small to medium-sized business, this is a 'must-read.' You'll want to keep it handy and refer to it often.

Roger G. Lewandowski, CEO,
World Competition Consultants
Formerly President of Carrier Air Conditioning, Canada

Bottom Line Focus is a practical guide for improving the profitability of small and mid-size businesses. It's the perfect resource for business leaders with multiple demands on their time.

Rob Ferguson, CEO, Wurzburg, Inc.

Don’t read this book if you are looking for excuses for non-performance. The message is accountability, accountability, accountability. I can’t think of a more important lesson for business owners in today’s hypercompetitive environment.

John Slater, Partner,
Focus Investment Banking

No "silver bullet"... just a well-written, straightforward guide with clear explanations and practical solutions for improving your business and increasing your leadership effectiveness.

Ellen Fry