The typical pattern in many small businesses is that they start with a monthly revenue line that is relatively flat and a similar-looking profit line (or rather a lack-of-profit line), along with a cash-flow line that points 45 degrees downhill.

As the business starts gaining a little traction and more deals come in, at some point, there will be an exponential increase in deal sizes. Often, the increase in deal size somehow triggers a signal to the entrepreneur that they have now hit the big time, that the struggle is over, and their success is imminent. The entrepreneur might let ego and complacency creep in at this point. The entrepreneur may start exhibiting typical behaviour consistent with a false start.

Are you perhaps susceptible to a false start? Join Allon Raiz in episode five of his podcast series 20 Lessons Over 20 Years to determine what you can do to give yourself the best chance of long-term success in business.