Written by: Kate Volman, Greater Boca Raton Chamber of Commerce
I just got home from an event where Matthew Kelly spoke about “Becoming-the-Best-Version-of-Yourself” and I am confident that everyone in that room left feeling a bit more inspired than they did when they first got there. He always amazes me with his messages… They seem so simple, yet it can be so easy to stray from what we know we should be doing in order to reach our goals.
Best-selling author Matthew Kelly helps companies of all sizes discover their dreams and provides the tools to achieve them. His book, The Dream Manager inspires us all to run towards our dreams. Don't let a challenging economy stop you and/or your company from reaching its goals! Now, more than ever, we need to fight for our dreams and do what it takes to accomplish what may sometimes seem impossible. Some dreams are large, others are small, but all are extremely powerful.
Matthew says that "you and I are most fully alive when we are chasing our dreams" and now, more than ever, we must work smarter and harder to reach our goals. The GBRCC is committed to your success and we hope that you take advantage of the amazing opportunity to spend the day with Matthew Kelly at the Living the Dream event. Click here for more information.
Friday, December 12, 2008
Thursday, December 11, 2008
Small Business
Written by: Ian M. Berkowitz, Berkowitz & Associates, P.A.
As many small business owners continue to struggle in these tough economic times and the "official" recession progresses, die-hard entrepreneurs of all kinds try their very best to develop and implement new ways keep their heads above water and maybe even grow their businesses. Many of the most highly successful business men and women have been created during the most challenging times in our economic history. I believe that if you take advantage of these challenging times by challenging yourself to be open to new ideas and networking opportunities then you might begin to reap some new and unexpected benefits.
One new and exciting opportunity that I suggest you take advantage of as soon as possible is to join a chamber of commerce. In my humble opinion, you have no idea how many business connections, benefits and opportunities you are missing out on by not joining a chamber of commerce. Case in point, last week I was privileged to have participated as a panelist at an event for the Greater Boca Raton Chamber of Commerce called back to Basics, A Guide to Business Survival. I, along with two highly successful business leaders presented numerous answers to questions such as: How to get government money for your business; how to market your business more cost effectively; how to reorganize your daily routine to make your operations and sales more efficient and what are the three biggest areas for business owners to focus on during these tough economic times? The amazing thing is that it was free and there were over 100 other business owners present with whom to network.
As defined by Wikipedia, a chamber of commerce, also referred to in some circles as a board of trade, is a form of business network. Business owners in towns and cities form these local societies to advocate on behalf of the business community. Generally, chambers of commerce serve the following purposes: to create a strong local economy, promote the community for businesses, provide networking opportunities, educate business owners on all types of areas to become more effective business owners, speak with all levels of government entities that affect the local community on behalf of businesses and participate in political action, such as getting pro-business candidates elected to office. In case you might not be aware, it is believed that the first chambers of commerce were founded in 1599 in continental Europe specifically Marseille, France and Brugge, Belgium. An equally interesting fact is that the world's oldest English-speaking chamber of commerce is Glasgow, Scotland, which was established in 1783.
Each and every day business owners like you and me are looking to reach out to more customers and clients and turn them into loyal and supportive paying patrons. Joining a chamber can and will provide you with a substantial amount of opportunities to meet potential customers, develop a network of like-minded business owners to refer you business, gain knowledge on the business issues in your community, and learn all types of new skills to enhance yourself and your business.
Here is a fact and a thought for your consideration. Our Greater Boca Raton Chamber of Commerce is composed of more than 1,700 companies representing well over 35,000 employees. Is reaching out to that number of businesses in our local community worth it to you? I know it is to me and that's why I am a proud member and supporter of our chamber. If your goal is to add one new thing to your list of networking and educational opportunities with the potential impact of growing your business then I would strongly urge you to consider membership in one of the local chambers of commerce.
As many small business owners continue to struggle in these tough economic times and the "official" recession progresses, die-hard entrepreneurs of all kinds try their very best to develop and implement new ways keep their heads above water and maybe even grow their businesses. Many of the most highly successful business men and women have been created during the most challenging times in our economic history. I believe that if you take advantage of these challenging times by challenging yourself to be open to new ideas and networking opportunities then you might begin to reap some new and unexpected benefits.
One new and exciting opportunity that I suggest you take advantage of as soon as possible is to join a chamber of commerce. In my humble opinion, you have no idea how many business connections, benefits and opportunities you are missing out on by not joining a chamber of commerce. Case in point, last week I was privileged to have participated as a panelist at an event for the Greater Boca Raton Chamber of Commerce called back to Basics, A Guide to Business Survival. I, along with two highly successful business leaders presented numerous answers to questions such as: How to get government money for your business; how to market your business more cost effectively; how to reorganize your daily routine to make your operations and sales more efficient and what are the three biggest areas for business owners to focus on during these tough economic times? The amazing thing is that it was free and there were over 100 other business owners present with whom to network.
As defined by Wikipedia, a chamber of commerce, also referred to in some circles as a board of trade, is a form of business network. Business owners in towns and cities form these local societies to advocate on behalf of the business community. Generally, chambers of commerce serve the following purposes: to create a strong local economy, promote the community for businesses, provide networking opportunities, educate business owners on all types of areas to become more effective business owners, speak with all levels of government entities that affect the local community on behalf of businesses and participate in political action, such as getting pro-business candidates elected to office. In case you might not be aware, it is believed that the first chambers of commerce were founded in 1599 in continental Europe specifically Marseille, France and Brugge, Belgium. An equally interesting fact is that the world's oldest English-speaking chamber of commerce is Glasgow, Scotland, which was established in 1783.
Each and every day business owners like you and me are looking to reach out to more customers and clients and turn them into loyal and supportive paying patrons. Joining a chamber can and will provide you with a substantial amount of opportunities to meet potential customers, develop a network of like-minded business owners to refer you business, gain knowledge on the business issues in your community, and learn all types of new skills to enhance yourself and your business.
Here is a fact and a thought for your consideration. Our Greater Boca Raton Chamber of Commerce is composed of more than 1,700 companies representing well over 35,000 employees. Is reaching out to that number of businesses in our local community worth it to you? I know it is to me and that's why I am a proud member and supporter of our chamber. If your goal is to add one new thing to your list of networking and educational opportunities with the potential impact of growing your business then I would strongly urge you to consider membership in one of the local chambers of commerce.
Monday, December 8, 2008
St. Pete Beach: Troubling Developments in a "Hometown Democracy" Testing Ground
Written by: Ryan Houck, Floridians for Smarter Growth
In 2006, St. Pete Beach became the only city in Florida to adopt a local Hometown Democracy (HD) measure, requiring voter approval for all comprehensive plan changes. Since becoming an HD test case, residents of the small Pinellas County town have endured seemingly endless legal battles, unavoidably chaotic elections, and serious economic setbacks. The local tourism-based economy has stagnated and costly legal and administrative delays have prevented the city from complying with state growth mandates.
Playing by Hometown Democracy rules, community leaders in St. Pete Beach organized an effort to reinvigorate the local economy by placing four comprehensive plan changes on the ballot. Eager to end the legal and economic malaise, the voters of St. Pete Beach decisively approved all four plan changes in a special election on June 3rd, 2008.
Lawsuits soon followed. Indeed, the same anti-growth activists who championed the "right to vote" are now seeking to overturn a free and fair election. In fact, Hometown Democracy disciples have filed nearly a dozen lawsuits aimed at stopping, stalling or invalidating the will of the people in St. Pete Beach.
In a recent development, Florida Hometown Democracy (FHD) Co-chairman Ross Burnaman filed a legal challenge that seeks to overturn the election. Most Floridians will marvel at the brazen hypocrisy of a group that preaches "power to the people" while simultaneously seeking to frustrate elections at every turn.
FHD leaders have claimed that Hometown Democracy is all about the voice of the people. However, the message they are now sending to the residents of St. Pete Beach is perhaps closer to the truth: "you can have any opinion you want, as long as it’s ours."
This is the natural result of a system that encourages conflict rather than compromise. In fact, most observers will not be surprised that the same Hometown Democracy supporters who campaigned on ‘the right to vote’ now seek to overturn an election. They don’t really want to empower people; they want to stop all growth at any cost.
If Hometown Democracy is aimed at stopping growth, then its leaders should have the intellectual courage to say so. However, if their idea is really about letting the will of the people prevail then FHD leaders should withdraw their legal challenge and let the election stand.
Although it did not appear on the 2008 ballot, we can expect a full-fledged campaign in 2010.
With your help, Floridians for Smarter Growth (FSG) remains dedicated to building that campaign and alerting every community to the dangers of this radical proposal. If you want to get involved, please visit the Floridians for Smarter Growth website at www.Florida2010.org.
Friday, December 5, 2008
Vision for Today's Family
Written by: Dr. Stephanie May, Families by Design
The idea of "today's family" has transformed many times over in the last several decades. Our lives seem anything but simple. Everyone is going in different directions at different times. And so, in this hectic time where people would rather text message than talk, we would love to inspire you and your family to connect.
Our message is simple: Learn about yourselves and each other! Learn like you are mastering something. And even better, Learn Proactively! This is what creates connection. So many times, parents turn to us once a problem has already occurred; and while there are effective solutions to assist a family in this place, we ask you now...Why wait until then??? Do you really want to live your life being in reaction to this problem or that surprise? Or do you want to take active steps to be as healthy and happy as possible?
Below you will find some key suggestions in creating connection in your family and learning more about yourselves and each other:
Create a Family Contract which outlines agreements between all family members as to how they interact with one another. Some possibilities include: Talk to each other with respect- or- Call if you are running late. Just like the vision statement, this should be written together and then posted in a visible locale. Enroll in personal development opportunities. There are a multitude of workshops, trainings, and courses for this reason. No one gave you a manual on being a parent for example, so this is the perfect thing to seek growth about proactively. Listen with your full attention when you ask each other about your day. Be aware of what differences you create when you are truly fully present with them versus when you are distracted. And lastly, sit down together. Let this time be focused and dedicated to what activity you have chosen. Turn cell phones, television, and even computers off. Yes that includes Mom and Dad too. We certainly hope that you will use all or some of the suggestions presented here. Even our own experience tells us that it all starts just by having a vision- a purpose- and then living by it each and every day to the best of our ability until the results show up that we had originally intended. This is exactly how our Families By Design team was created, and we are honored to share our vision, purpose, and passion with you.
For further information about Families by Design and our services, please go to http://www.familiesbydesign.net/ or call 561-994-7222.
The idea of "today's family" has transformed many times over in the last several decades. Our lives seem anything but simple. Everyone is going in different directions at different times. And so, in this hectic time where people would rather text message than talk, we would love to inspire you and your family to connect.
Our message is simple: Learn about yourselves and each other! Learn like you are mastering something. And even better, Learn Proactively! This is what creates connection. So many times, parents turn to us once a problem has already occurred; and while there are effective solutions to assist a family in this place, we ask you now...Why wait until then??? Do you really want to live your life being in reaction to this problem or that surprise? Or do you want to take active steps to be as healthy and happy as possible?
Below you will find some key suggestions in creating connection in your family and learning more about yourselves and each other:
For further information about Families by Design and our services, please go to http://www.familiesbydesign.net/ or call 561-994-7222.
Wednesday, December 3, 2008
Tips to Keep Your Holidays ‘Lite’
Written by: Jodi McCarty, Lite For Life of Boca Raton
As the holidays approach, many of us are dreading the inevitable weight gain in December, and the annual New Year’s Resolution to lose weight in January. End the cycle this year by following these tips to keep ‘lite’ during the holiday season!
1. Make a commitment to yourself and your goals.
Put your goal to maintain your current weight through the holidays in writing. Read your goal daily and don’t let anyone or anything derail you.
2. Plan ahead, in detail, for social events.
Make a firm plan of action such as sticking to the vegetable tray. “I’ll just watch what I eat” won’t work. You’ll watch yourself eat everything in sight.
3. Eat normally and have a healthy snack just before leaving the house.
If you starve yourself during the day, you will overindulge later. Eating most of your calories in one big meal is the worst way to eat and to watch your weight.
4. Slow down and savor your food.
Put your fork/utensil down after every bite. Chew thoroughly and enjoy the taste of your food. Eating in and of itself should be an enjoyable experience!
5. Take a 20 minute break before having more food.
It takes 20 minutes for your brain to register that you are full. Take a break and let your body communicate internally before you head back to the buffet line.
6. Drink plenty of water throughout the event.
Adequate hydration is imperative for your body to function efficiently and effectively. Plus, if you are full from your water intake you will eat less food.
7. Use alcohol in moderation or not at all.
Alcohol is full of empty calories and a high amount of sugar. The body has no way to store alcohol so it metabolizes quickly for immediate energy, pushing food into the fat storage queue.
8. Stick with coffee or tea if rich desserts are offered.
If you feel self conscious, accept a small portion and leave it on the plate.
9. Schedule in exercise.
Regular exercise goes a long way toward controlling holiday stress and helps promote better sleep. Both are keys to keeping your weight steady through the holidays.
10. Don’t use exercise as an excuse to overeat.
Most people overestimate the number of calories they can burn during a workout.
11. Don’t call attention to the fact that you are watching your weight.
If it’s not brought up, people won’t notice!
12. Offer to bring a favorite dish to a friend’s event.
Your host/hostess will appreciate the gesture and you will be sure to have a healthy dish to enjoy.
13. When hosting, get rid of the leftovers.
Remove the temptation from your kitchen; send leftovers home with your guests.
14. If you overindulge at event, get right back on track.
Don’t let one or two setbacks undo your plan for the season. Learn from the mistakes and take action steps to better handle similar situations in the future.
15. Set up a reward system for yourself.
Sticking to your plan and meeting your goals is cause for celebration. Treat yourself to a massage, a spa day, or a new outfit. You and your health are worth it!
As the holidays approach, many of us are dreading the inevitable weight gain in December, and the annual New Year’s Resolution to lose weight in January. End the cycle this year by following these tips to keep ‘lite’ during the holiday season!
1. Make a commitment to yourself and your goals.
Put your goal to maintain your current weight through the holidays in writing. Read your goal daily and don’t let anyone or anything derail you.
2. Plan ahead, in detail, for social events.
Make a firm plan of action such as sticking to the vegetable tray. “I’ll just watch what I eat” won’t work. You’ll watch yourself eat everything in sight.
3. Eat normally and have a healthy snack just before leaving the house.
If you starve yourself during the day, you will overindulge later. Eating most of your calories in one big meal is the worst way to eat and to watch your weight.
4. Slow down and savor your food.
Put your fork/utensil down after every bite. Chew thoroughly and enjoy the taste of your food. Eating in and of itself should be an enjoyable experience!
5. Take a 20 minute break before having more food.
It takes 20 minutes for your brain to register that you are full. Take a break and let your body communicate internally before you head back to the buffet line.
6. Drink plenty of water throughout the event.
Adequate hydration is imperative for your body to function efficiently and effectively. Plus, if you are full from your water intake you will eat less food.
7. Use alcohol in moderation or not at all.
Alcohol is full of empty calories and a high amount of sugar. The body has no way to store alcohol so it metabolizes quickly for immediate energy, pushing food into the fat storage queue.
8. Stick with coffee or tea if rich desserts are offered.
If you feel self conscious, accept a small portion and leave it on the plate.
9. Schedule in exercise.
Regular exercise goes a long way toward controlling holiday stress and helps promote better sleep. Both are keys to keeping your weight steady through the holidays.
10. Don’t use exercise as an excuse to overeat.
Most people overestimate the number of calories they can burn during a workout.
11. Don’t call attention to the fact that you are watching your weight.
If it’s not brought up, people won’t notice!
12. Offer to bring a favorite dish to a friend’s event.
Your host/hostess will appreciate the gesture and you will be sure to have a healthy dish to enjoy.
13. When hosting, get rid of the leftovers.
Remove the temptation from your kitchen; send leftovers home with your guests.
14. If you overindulge at event, get right back on track.
Don’t let one or two setbacks undo your plan for the season. Learn from the mistakes and take action steps to better handle similar situations in the future.
15. Set up a reward system for yourself.
Sticking to your plan and meeting your goals is cause for celebration. Treat yourself to a massage, a spa day, or a new outfit. You and your health are worth it!
Wednesday, November 26, 2008
How Boca Police’s VIPER VANTAGE Benefits Businesses And Community
Written by: Boca Raton Police Chief Dan Alexander
Boca Raton Police Services Department’s new VIPER VANTAGE is an aggressive citywide interactive multi-generational initiative of the department’s VIPER program that features new programs, services, partnerships, and communications channels to promote a collective communitywide participatory “crime prevention” mindset and everyday approach to safety.
Promoting consistent messaging of “Together Let’s VIPER-IZE Crime”, components engage and enlist neighborhoods, corporations, small businesses, schools, universities, retailers, entertainment venues, restaurants, hotels, etc. in the strategic VIPER mission. The integrated VIPER VANTAGE communications/branding program, emphasizes, educates, and promotes that crime prevention does not rely on one single VIPER component (Visibilty, Intelligence, Partnerships, Education, Resources), but rather a cumulative results-driven interactive and participatory program of all components to keep Boca safe.
Initiative components include, but are not limited to:
· VIPER Shield Signage-posted at city entrances to remind those coming in that Boca Raton is a VIPER Shield Community…warning that crime will not be tolerated within the city.
· VIPER Branded Crime Prevention Signage-posted at parks, public spaces, surveillance sites.
· VIPER Branded Police Cars-logo posted fleetwide.
· VIPER Alerts-daily e-alert service that updates subscribers on the latest crime news within a radius (up to a mile) of any selected location.
· FDLE Offender and Predator Email Alerts-frequent e-alert service that updates subscribers when sexual offenders and child predators move into their neighborhoods.
· New Interactive Website-featuring frequent crime news updates; crime surveillance videos; increased interaction opportunities; social network connection to FaceBook, MySpace, and Twitter; a virtual crime view program; a VIPER Kids page; event calendar; and video messages from the Police Chief.
· New VIPER Kids Program-to engage Boca Raton’s youngest generation in safety awareness, with http://www.bocaviperkids.com/, a youth-oriented website with separate domain from main site; a VIPER Ambassador Mascot; and VIPER Visits from police officers and mascot for safety awareness programming that includes posters, bookmarks, coloring sheets, etc.
· WATCH YOUR BAG BOCA!™ -awareness campaign designed to encourage those who live, work, play, and visit the City of Boca Raton to take a more active role in personal and community safety. Highly visible reminders — via window clings; posters; street signage; and transit, print, and movie screen ads — focus on protection of personal property, from shopping bags, handbags, and briefcases to backpacks, and gym, baby, and grocery bags.
· Community Partners-comprised of businesses, residential communities/HOAs, schools, nonprofits, and individuals committed to championing VIPER as message promoters, safety communicators, advocates, and ambassadors. They post Community Partner decals, posters, and window clings; distribute brochures; provide display space; host crime prevention sessions/talks for employees, tenants, customers, and members; become a VIPER Video surveillance site; participate in Watch Your Bag Boca!; link website to http://www.bocaviper.com/, provide in-kind services, etc. Partners receive an official certificate, Community Partner Pin, logo on VIPER website, invitations to VIPER-related events, etc.
To learn more or register for VIPER services/programs, visit http://www.bocaviper.com/.
Boca Raton Police Chief Dan Alexander, a 19-year law enforcement veteran, is supported by a sworn force of 198 officers, 96 civilian employees, and a volunteer corp serving a population of more than 86,000. VIPER is a crime prevention program of the Boca Raton Police Services Department.
Boca Raton Police Services Department’s new VIPER VANTAGE is an aggressive citywide interactive multi-generational initiative of the department’s VIPER program that features new programs, services, partnerships, and communications channels to promote a collective communitywide participatory “crime prevention” mindset and everyday approach to safety.
Promoting consistent messaging of “Together Let’s VIPER-IZE Crime”, components engage and enlist neighborhoods, corporations, small businesses, schools, universities, retailers, entertainment venues, restaurants, hotels, etc. in the strategic VIPER mission. The integrated VIPER VANTAGE communications/branding program, emphasizes, educates, and promotes that crime prevention does not rely on one single VIPER component (Visibilty, Intelligence, Partnerships, Education, Resources), but rather a cumulative results-driven interactive and participatory program of all components to keep Boca safe.
Initiative components include, but are not limited to:
· VIPER Shield Signage-posted at city entrances to remind those coming in that Boca Raton is a VIPER Shield Community…warning that crime will not be tolerated within the city.
· VIPER Branded Crime Prevention Signage-posted at parks, public spaces, surveillance sites.
· VIPER Branded Police Cars-logo posted fleetwide.
· VIPER Alerts-daily e-alert service that updates subscribers on the latest crime news within a radius (up to a mile) of any selected location.
· FDLE Offender and Predator Email Alerts-frequent e-alert service that updates subscribers when sexual offenders and child predators move into their neighborhoods.
· New Interactive Website-featuring frequent crime news updates; crime surveillance videos; increased interaction opportunities; social network connection to FaceBook, MySpace, and Twitter; a virtual crime view program; a VIPER Kids page; event calendar; and video messages from the Police Chief.
· New VIPER Kids Program-to engage Boca Raton’s youngest generation in safety awareness, with http://www.bocaviperkids.com/, a youth-oriented website with separate domain from main site; a VIPER Ambassador Mascot; and VIPER Visits from police officers and mascot for safety awareness programming that includes posters, bookmarks, coloring sheets, etc.
· WATCH YOUR BAG BOCA!™ -awareness campaign designed to encourage those who live, work, play, and visit the City of Boca Raton to take a more active role in personal and community safety. Highly visible reminders — via window clings; posters; street signage; and transit, print, and movie screen ads — focus on protection of personal property, from shopping bags, handbags, and briefcases to backpacks, and gym, baby, and grocery bags.
· Community Partners-comprised of businesses, residential communities/HOAs, schools, nonprofits, and individuals committed to championing VIPER as message promoters, safety communicators, advocates, and ambassadors. They post Community Partner decals, posters, and window clings; distribute brochures; provide display space; host crime prevention sessions/talks for employees, tenants, customers, and members; become a VIPER Video surveillance site; participate in Watch Your Bag Boca!; link website to http://www.bocaviper.com/, provide in-kind services, etc. Partners receive an official certificate, Community Partner Pin, logo on VIPER website, invitations to VIPER-related events, etc.
To learn more or register for VIPER services/programs, visit http://www.bocaviper.com/.
Boca Raton Police Chief Dan Alexander, a 19-year law enforcement veteran, is supported by a sworn force of 198 officers, 96 civilian employees, and a volunteer corp serving a population of more than 86,000. VIPER is a crime prevention program of the Boca Raton Police Services Department.
Monday, November 24, 2008
Give Your Business a Makeover
Written by: SCORE Counselors to America's Small Business
Is your small business stuck in a rut? Perhaps your customers no longer seem excited and your staff has stopped offering fresh new ideas. Or maybe the competition has been giving you fits.
Now could be a good time to give your business a makeover. It could be a major makeover or a minor makeover. What’s most important is that you find a way to breathe new life into your profits and get the business back on the fast track. Small, agile businesses have a big advantage in this area over the big and slow ones. You can move quickly to spot changing conditions and put changes into operation.
Stand back and take a top-to-bottom look at your business. In order to identify where changes are most needed, you’ll have to dig for details about your products or services, your marketing and sales efforts, customer service, competition and more. Has your customer base changed since you first started? If so, this could be one area where you need to make changes. Is it broader or narrower? Older or younger? More upscale or less? You may need a new image, revved-up branding or perhaps just a rewrite of your marketing materials to address the needs of this changing customer base.
Take a hard look at whether your products or services are performing to customer expectations. Remember that your goal should be to exceed expectations, not simply meet them. If customers are luke warm on your business, find out why. Perhaps competitors are doing a better job, or maybe they’ve created add-on products and services that you haven’t. Your own customers can help with your makeover if you ask them for feedback.
If your marketing message has never changed, perhaps it’s time to reevaluate and devise a new one. Try revisiting your original business plan. You might be able to recapture some of the insight and enthusiasm you originally had from that document. Think back to your most successful promotions, presentations or sales efforts. Rather than reinventing the wheel, you might be able to update and expand an approach that has already worked for your business.
Some old-fashioned brainstorming sessions can help rekindle your managerial flame. Meet with your most trusted advisors, partners, employees, friends and outside consultants. Ask for their view on what your business can do to improve it.
Is your small business stuck in a rut? Perhaps your customers no longer seem excited and your staff has stopped offering fresh new ideas. Or maybe the competition has been giving you fits.
Now could be a good time to give your business a makeover. It could be a major makeover or a minor makeover. What’s most important is that you find a way to breathe new life into your profits and get the business back on the fast track. Small, agile businesses have a big advantage in this area over the big and slow ones. You can move quickly to spot changing conditions and put changes into operation.
Stand back and take a top-to-bottom look at your business. In order to identify where changes are most needed, you’ll have to dig for details about your products or services, your marketing and sales efforts, customer service, competition and more. Has your customer base changed since you first started? If so, this could be one area where you need to make changes. Is it broader or narrower? Older or younger? More upscale or less? You may need a new image, revved-up branding or perhaps just a rewrite of your marketing materials to address the needs of this changing customer base.
Take a hard look at whether your products or services are performing to customer expectations. Remember that your goal should be to exceed expectations, not simply meet them. If customers are luke warm on your business, find out why. Perhaps competitors are doing a better job, or maybe they’ve created add-on products and services that you haven’t. Your own customers can help with your makeover if you ask them for feedback.
If your marketing message has never changed, perhaps it’s time to reevaluate and devise a new one. Try revisiting your original business plan. You might be able to recapture some of the insight and enthusiasm you originally had from that document. Think back to your most successful promotions, presentations or sales efforts. Rather than reinventing the wheel, you might be able to update and expand an approach that has already worked for your business.
Some old-fashioned brainstorming sessions can help rekindle your managerial flame. Meet with your most trusted advisors, partners, employees, friends and outside consultants. Ask for their view on what your business can do to improve it.
Tuesday, November 4, 2008
Sellutions - The Experience Economy
Written by Greta Schulz, ProActive Training & Consulting
I really admire Starbucks. They get it, they really do. I go there, I meet business associates there, on my suggestion or other peoples. That being said, I do not like their coffee. That’s right. It is way too strong for me, and for lots of other people for that matter, but I still go there and would encourage others to as well.
Howard Schultz, no relation to me, unfortunately, has figured it out. He has created an experience like no other. Except for the copy-cats and maybe “Central Perk” of “friends” fame, it is completely unique.
So let’s get back to why I go there and others too, if we don’t like the coffee. The coffee is only one part of the “experience”. There are the comfy couches, how many people would rather sit on a hard stool as opposed to a comfy, cozy, ‘I should be in my pajamas’ couch? How about the soft unique music that plays ever so slightly in the background and the wi-fi. Do others offer this now? Sure but I believe they were the first. The walls are dark and have nice artwork. I am experiencing my living room and not a coffee shop.
So how do we accomplish this in our own businesses?
First of all, it isn’t about having the best product if that is all that you have. Best is merely subjective anyway. Have you ever told someone that your company was ranked #1 in the industry? Woopie! If that was so important everyone would switch to you and there would be no #2. I could be wrong but I am going to take a shot in the dark here and assume you probably have at least one form or another of competition.
So what is the experience you are leaving them with? What feeling are they getting when working with you? Is it unique and different? Can they not achieve it anywhere else? Are they getting a good feeling from working with you or are they feeling like you do a good job? A good job is intellectual, “I got what I paid for”. Feeling good is an emotion. Emotion is the extra something, the WOW factor, the beyond the expectation. It’s the comfy, cozy, I feel like I am in my pajamas, couch.
What are some things that you do to create the WOW factor? That something extra, the special, unique experience in working with you that makes you different from your competitors. If you want to create more of the experience, you should brainstorm. Meet with a few people that you admire and shoot around some ideas. Hey maybe you can do that at your local Starbucks. Try the Carmel Apple Cider.
I would like to hear from you. Please email me and tell me about the WOW that you give. I would like to share these with all of our readers so more of you can create “the experience”. I would like to hear from you. Please email me and tell me about the experience that you give. I would like to share these with all of our readers in an upcoming issue so that more of you can learn from each other and create this experience for your customers.
I really admire Starbucks. They get it, they really do. I go there, I meet business associates there, on my suggestion or other peoples. That being said, I do not like their coffee. That’s right. It is way too strong for me, and for lots of other people for that matter, but I still go there and would encourage others to as well.
Howard Schultz, no relation to me, unfortunately, has figured it out. He has created an experience like no other. Except for the copy-cats and maybe “Central Perk” of “friends” fame, it is completely unique.
So let’s get back to why I go there and others too, if we don’t like the coffee. The coffee is only one part of the “experience”. There are the comfy couches, how many people would rather sit on a hard stool as opposed to a comfy, cozy, ‘I should be in my pajamas’ couch? How about the soft unique music that plays ever so slightly in the background and the wi-fi. Do others offer this now? Sure but I believe they were the first. The walls are dark and have nice artwork. I am experiencing my living room and not a coffee shop.
So how do we accomplish this in our own businesses?
First of all, it isn’t about having the best product if that is all that you have. Best is merely subjective anyway. Have you ever told someone that your company was ranked #1 in the industry? Woopie! If that was so important everyone would switch to you and there would be no #2. I could be wrong but I am going to take a shot in the dark here and assume you probably have at least one form or another of competition.
So what is the experience you are leaving them with? What feeling are they getting when working with you? Is it unique and different? Can they not achieve it anywhere else? Are they getting a good feeling from working with you or are they feeling like you do a good job? A good job is intellectual, “I got what I paid for”. Feeling good is an emotion. Emotion is the extra something, the WOW factor, the beyond the expectation. It’s the comfy, cozy, I feel like I am in my pajamas, couch.
What are some things that you do to create the WOW factor? That something extra, the special, unique experience in working with you that makes you different from your competitors. If you want to create more of the experience, you should brainstorm. Meet with a few people that you admire and shoot around some ideas. Hey maybe you can do that at your local Starbucks. Try the Carmel Apple Cider.
I would like to hear from you. Please email me and tell me about the WOW that you give. I would like to share these with all of our readers so more of you can create “the experience”. I would like to hear from you. Please email me and tell me about the experience that you give. I would like to share these with all of our readers in an upcoming issue so that more of you can learn from each other and create this experience for your customers.
Business Management - Take It Back From the Accountants
Written by: Jackie Reeves, Bell Rock Capital, LLC
I firmly believe it is time for the business leaders, the entrepreneurs, the visionaries to take back the reigns of their companies’ from the accountants! For as long as I can remember, business leaders have pursued long term goals, laid out 3-5 year business plans for their respective Board’s of Directors and at times, cursed the scrutiny of “going public” primarily because it forced them to think and more importantly, act on a short term, that is, quarterly basis. I’ll save the woes of being a public company for another time. Many CEO’s are likely looking back to those time as “the good ‘ole days.”
This week I was struck by the awareness of the CNBC commentators as they realized through an interview with a sells-side analyst that the financial institutions’ management teams had accounting limitations placed upon them as to what and when they could or could not write-down assets! Now, perhaps because I have been wrapped in the world of financial institutions for so long, I thought this point was well vetted by now, but I am beginning to think not!
Now is as good a time as any to make a stance, especially since there is consideration that GAAP, Generally Accepted Accounting Practices, may be replaced by IFRS, International Financial Reporting Standards, or perhaps a blend of the two disciplines. I am in favor of a back-to-basics approach.
From my perspective, the move to full balance sheet mark-to-market accounting was quite intriguing when the march towards that goal began at least ten years ago. It sparked many an intellectual conversation as well as more sophisticated mathematical skills to be applied to analyze books of business both on and off the balance sheet. However, is it a prudent and reasonable practice in the real world?
I have come to believe that it is not a prudent real world practice. Not all assets have a market in which to mark the assets each and every day, but in this accounting world, it is being forced to occur. So, when an asset does not have a buyer, is the true value zero? Is it 25% below where it had previously traded or 50% lower? Maybe 75% lower? Also, even though these financial institutions report quarterly, the daily movements of credit spreads have created tremendous volatility across this sector because of the interpretation of the accounting impact these movements may have on earnings. Then, add to this mix the rating agencies playing catch-up with reality and companies are required, under accounting guidelines, to write-down these downgraded instruments.
In essence, I believe what the accountants are saying with these rules is do not underwrite or facilitate transactions of assets that may not have a daily price because these companies will be called upon to validate it at least every quarter, if not more frequently. So, I believe it is a few accounting rules that are stymieing the credit process.
To be sure, I am all for increased granularity, transparency, and I simply love more and more data. And I can say that I was very curious about how all of these new accounting rules world play out as they were unfolding, because I love math and I too was thinking well, more is good! In application, however, these rules are forcing senior managements to do things simply because the accounting rules exist, rather than focusing on running and growing their businesses for the long term. I have recently taken a few steps back and looked at the big picture, and these accounting rules seem completely out of synch with running a global business for the long term.
Now, unfortunately many of the current bulge-bracket CEOs have only recently occupied the corner office and these accounting rules may not necessarily be addressed during their first 90 days. But, I believe as they peel back the onion and reflect back on their prior experiences, they too will realize that they need to take the business of business back from the accountants.
I firmly believe it is time for the business leaders, the entrepreneurs, the visionaries to take back the reigns of their companies’ from the accountants! For as long as I can remember, business leaders have pursued long term goals, laid out 3-5 year business plans for their respective Board’s of Directors and at times, cursed the scrutiny of “going public” primarily because it forced them to think and more importantly, act on a short term, that is, quarterly basis. I’ll save the woes of being a public company for another time. Many CEO’s are likely looking back to those time as “the good ‘ole days.”
This week I was struck by the awareness of the CNBC commentators as they realized through an interview with a sells-side analyst that the financial institutions’ management teams had accounting limitations placed upon them as to what and when they could or could not write-down assets! Now, perhaps because I have been wrapped in the world of financial institutions for so long, I thought this point was well vetted by now, but I am beginning to think not!
Now is as good a time as any to make a stance, especially since there is consideration that GAAP, Generally Accepted Accounting Practices, may be replaced by IFRS, International Financial Reporting Standards, or perhaps a blend of the two disciplines. I am in favor of a back-to-basics approach.
From my perspective, the move to full balance sheet mark-to-market accounting was quite intriguing when the march towards that goal began at least ten years ago. It sparked many an intellectual conversation as well as more sophisticated mathematical skills to be applied to analyze books of business both on and off the balance sheet. However, is it a prudent and reasonable practice in the real world?
I have come to believe that it is not a prudent real world practice. Not all assets have a market in which to mark the assets each and every day, but in this accounting world, it is being forced to occur. So, when an asset does not have a buyer, is the true value zero? Is it 25% below where it had previously traded or 50% lower? Maybe 75% lower? Also, even though these financial institutions report quarterly, the daily movements of credit spreads have created tremendous volatility across this sector because of the interpretation of the accounting impact these movements may have on earnings. Then, add to this mix the rating agencies playing catch-up with reality and companies are required, under accounting guidelines, to write-down these downgraded instruments.
In essence, I believe what the accountants are saying with these rules is do not underwrite or facilitate transactions of assets that may not have a daily price because these companies will be called upon to validate it at least every quarter, if not more frequently. So, I believe it is a few accounting rules that are stymieing the credit process.
To be sure, I am all for increased granularity, transparency, and I simply love more and more data. And I can say that I was very curious about how all of these new accounting rules world play out as they were unfolding, because I love math and I too was thinking well, more is good! In application, however, these rules are forcing senior managements to do things simply because the accounting rules exist, rather than focusing on running and growing their businesses for the long term. I have recently taken a few steps back and looked at the big picture, and these accounting rules seem completely out of synch with running a global business for the long term.
Now, unfortunately many of the current bulge-bracket CEOs have only recently occupied the corner office and these accounting rules may not necessarily be addressed during their first 90 days. But, I believe as they peel back the onion and reflect back on their prior experiences, they too will realize that they need to take the business of business back from the accountants.
Wednesday, October 22, 2008
Preventing Accidents at Roofing and Carpentry Workplaces
Written by: Darlene Fossum Area Director, OSHA
Many workers, who specialize in the labor of roofing and carpentry for small employers with 10 or less employees, expire each year at their workplace in Central and South Florida.
In the past five years the Occupational Safety and Health Administration (OSHA), investigated 29 fatalities related with these industries. Sixty percent (60%) of these losses of human lives were directly related with falls while conducting daily labor.
The fundamental task of OSHA is to save lives, prevent injuries and illnesses, and protect workers in the United States. In an effort to reduce the number of fatalities in roofing and carpentry industries, our Agency is providing information to educate employers and employees on how to identify and avoid possible accident factors. This information contains assistance on the development and implementation of Safety and Health Management Systems. Similarly, OSHA is also increasing inspections and other activities in work areas to aid in the reduction of accidents and fatalities in the construction industry within Central and South Florida.
OSHA does not only provide assistance for employers and employees to understand and comply with established laws by the Federal government, but it also offers free consultation on subjects related to safety and occupational health through an independent program with the University of South Florida (USF). This program is confidential and does not bear penalties or fines, when violations are discovered.
With your assistance, the goal for OSHA is to prevent and reduce accidents and illnesses within workplaces during 2008.
*For more information about OSHA programs, visit our website http://www.osha.gov/. You could also call us at the following telephone number (954) 424-0242 or visit the office located at 8040 Peters Road, Suite H-100, Fort Lauderdale, FL 33324.
Monday, September 29, 2008
Who...What...Where
Written By Ted Fangos, Victory Business Coaching
SlowEconomyStrategies.com
As a business coach, It’s my job to be a positive influence on my clients… but I guess even I have to admit this economy is getting to be... lets just say, a bit challenging.
One of the biggest mistakes I see business owners make during a downturn is pulling back on marketing & advertising. Are you kidding me? I understand your cash flow may be down (we’ll address that in a minute) but this economic situation can be great time for your company in the long run if we apply a little strategy. (Luis Mago would be so proud of me for saying that!) The companies who figure out how to grow (and last) now, will have much less competition when this is over.
Marketing Awareness
Do you remember when Robert Di Niro asked the mirror in Taxi Driver… “Are you talkin’ to me”? Well, unfortunately I see a lot of marketing and advertising that has potential customers thinking the same thing… And that’s not good. Any vagueness in your marketing is equal to driving down Dixie Highway throwing $20 bills out the window. Remember the cash flow thing? You can reduce your marketing budget and grow your business at the same time by applying…
Strategy #1… Who, What, When, Where, Why, & How?
Who? Who is your target market? I don’t mean male or female between the ages of blank. I mean take some time and write a paragraph describing in detail what your customer looks like.
Ex: Small business owner with 2 to 10 employees, in business for 2 or more years, 50 years old or older, with 2.5 kids in or getting ready for college, a nice big fat mortgage, nice cars, perhaps a boat, a spouse who loves to shop and take nice vacations and is looking forward to a fun retirement. You think I’m kidding? Tell me that person doesn’t have a burn to build a business that will prosper him/her for lifetime. The point is, do you see how a vivid description like that will help me direct my marketing like a laser to the correct people?
What? What (exactly) do they buy from you? If you are a realtor, do the buy a house from you? No, they buy it from the owner, right? What they pay you for is to be their consultant, their expert, their advocate to make sure they don’t make any big mistakes etc. Does your marketing convey that??? Write a paragraph applying this to your product or service and watch what happens to your sales!
When? When do they look for you? What has to be happening in their lives at the moment when they start thinking they need you! Pending retirement, new baby, marriage, children’s college, broken lawn mower, dirty pool… get it. If you think hard about this one, you can invest in your marketing when it makes the most sense and pull back a little at times to conserve capital without losing too much. Where I come from, hardware stores don’t buy newspaper ads for snow shovels in July… do you?
Where, Why, & How are really cool…
to be continued…
Victory Business Coaching helps small business owners grow their companies with world class strategies for Marketing, Sales, Employee Motivation, Time Management, Financial Analysis and more… delivered in a format that is designed to be affordable for a small business budget. www.VictoryBusinessCoaching.com
SlowEconomyStrategies.com
As a business coach, It’s my job to be a positive influence on my clients… but I guess even I have to admit this economy is getting to be... lets just say, a bit challenging.
One of the biggest mistakes I see business owners make during a downturn is pulling back on marketing & advertising. Are you kidding me? I understand your cash flow may be down (we’ll address that in a minute) but this economic situation can be great time for your company in the long run if we apply a little strategy. (Luis Mago would be so proud of me for saying that!) The companies who figure out how to grow (and last) now, will have much less competition when this is over.
Marketing Awareness
Do you remember when Robert Di Niro asked the mirror in Taxi Driver… “Are you talkin’ to me”? Well, unfortunately I see a lot of marketing and advertising that has potential customers thinking the same thing… And that’s not good. Any vagueness in your marketing is equal to driving down Dixie Highway throwing $20 bills out the window. Remember the cash flow thing? You can reduce your marketing budget and grow your business at the same time by applying…
Strategy #1… Who, What, When, Where, Why, & How?
Who? Who is your target market? I don’t mean male or female between the ages of blank. I mean take some time and write a paragraph describing in detail what your customer looks like.
Ex: Small business owner with 2 to 10 employees, in business for 2 or more years, 50 years old or older, with 2.5 kids in or getting ready for college, a nice big fat mortgage, nice cars, perhaps a boat, a spouse who loves to shop and take nice vacations and is looking forward to a fun retirement. You think I’m kidding? Tell me that person doesn’t have a burn to build a business that will prosper him/her for lifetime. The point is, do you see how a vivid description like that will help me direct my marketing like a laser to the correct people?
What? What (exactly) do they buy from you? If you are a realtor, do the buy a house from you? No, they buy it from the owner, right? What they pay you for is to be their consultant, their expert, their advocate to make sure they don’t make any big mistakes etc. Does your marketing convey that??? Write a paragraph applying this to your product or service and watch what happens to your sales!
When? When do they look for you? What has to be happening in their lives at the moment when they start thinking they need you! Pending retirement, new baby, marriage, children’s college, broken lawn mower, dirty pool… get it. If you think hard about this one, you can invest in your marketing when it makes the most sense and pull back a little at times to conserve capital without losing too much. Where I come from, hardware stores don’t buy newspaper ads for snow shovels in July… do you?
Where, Why, & How are really cool…
to be continued…
Victory Business Coaching helps small business owners grow their companies with world class strategies for Marketing, Sales, Employee Motivation, Time Management, Financial Analysis and more… delivered in a format that is designed to be affordable for a small business budget. www.VictoryBusinessCoaching.com
Monday, September 15, 2008
What is Fear Anyway?
Written by: By Mario Anthony Salvi
Let’s face it: fear is the number one thing that stops most people from achieving their goals.
Although fear can be a healthy response to some real-life situations and dangers—such as muggers, bears or fires—in most cases, fear is a response to the worry and uncertainty we conjure up in our imaginations. What is fear anyway? Encarta defines fear as: “an unpleasant feeling of anxiety or apprehension caused by the presence or anticipation of danger.” The second definition is: “an idea, thought, or other entity that causes feelings of fear.” In any definition of fear, the key word is: “feeling.” Actually, fear is usually nothing more than misguided feelings, based on a misuse of the imagination you were given.
To overcome your fears, first you need to understand the way your fears are coloring your perception of the world, and how that perception is affecting your reality. You must understand where your fears are showing up in your life, and how they’re stopping you from achieving your goals. If you truly want to turn your dreams into reality: you must step out in front of the fears that are limiting you, you must take the risk to move outside your comfort zone, you must move yourself from the unconscious to the conscious. Acknowledge your fears, but don’t focus on them. If you’re willing to identify your fears, acknowledge how they’re stopping you in your life and work to overcome them without avoiding them—you will unlock the door to a successful life.
People don’t become heroes because they have no fears; people become heroes because they face their fears and move beyond them. Every time you see a dark door that you’re afraid to open because it might be dangerous, face your fear and open it: success lies waiting just inches away, on the other side. When you walk through that door, you will become the hero of your own story.
Let’s face it: fear is the number one thing that stops most people from achieving their goals.
Although fear can be a healthy response to some real-life situations and dangers—such as muggers, bears or fires—in most cases, fear is a response to the worry and uncertainty we conjure up in our imaginations. What is fear anyway? Encarta defines fear as: “an unpleasant feeling of anxiety or apprehension caused by the presence or anticipation of danger.” The second definition is: “an idea, thought, or other entity that causes feelings of fear.” In any definition of fear, the key word is: “feeling.” Actually, fear is usually nothing more than misguided feelings, based on a misuse of the imagination you were given.
To overcome your fears, first you need to understand the way your fears are coloring your perception of the world, and how that perception is affecting your reality. You must understand where your fears are showing up in your life, and how they’re stopping you from achieving your goals. If you truly want to turn your dreams into reality: you must step out in front of the fears that are limiting you, you must take the risk to move outside your comfort zone, you must move yourself from the unconscious to the conscious. Acknowledge your fears, but don’t focus on them. If you’re willing to identify your fears, acknowledge how they’re stopping you in your life and work to overcome them without avoiding them—you will unlock the door to a successful life.
People don’t become heroes because they have no fears; people become heroes because they face their fears and move beyond them. Every time you see a dark door that you’re afraid to open because it might be dangerous, face your fear and open it: success lies waiting just inches away, on the other side. When you walk through that door, you will become the hero of your own story.
Sunday, September 7, 2008
I'll Give it a Try
Written by: Greta Schultz
Have you ever tried to pick up a pencil? Have you ever tried to take a drink of water? Of course not. You just do it.
Here’s another news flash: lack of commitment is why many salespeople fail. Their clients, too.
“I tried” is the lamest excuse I’ve ever heard, and I’d like to illustrate this point using the example of advertising.
There are approximately 120,000 salespeople selling some form of advertising in America. Each of those sales people will make “prospecting calls” to an average of three business owners per day. One business owner out of twelve will say “Well, maybe it does make sense for my business. I’ll go ahead and buy a small schedule and ‘give it a try’. And if it works, I’ll use your station/ paper product / (fill in the blank) on a regular basis.”
Sounds pretty good, right?
It’s one of the dumbest things I’ve ever heard. Let me share a similar example with you to prove my point. Let’s say you’re in Vegas. You’re standing at the roulette table thinking “I’m going to place a small bet on black and if I win, I’ll start betting black on a regular basis.”
Sounds ridiculous, doesn’t it?
There are thousands of business owners who make the decision to “give it a try” every day. And most of them experience poor results. Are they disappointed? Yes. Surprised? No. Because they have “given it a try” before, with very limited success.
Why would business owners do what they’ve done before, but expect different results? Because bad salespeople taught them to. Not every product or service works this way. But if you’ve ever heard the old adage “over promise and under deliver,” you’ll get the same result.
“I’ll give it a try” or “Let me test the waters” are the signature phrase of an uncommitted customer. I think we’d be hard pressed to find them experiencing a high degree of reward from their efforts because there is non. With risk comes reward. Show me a committed and focused client and I’ll show you success in the making.
Have you ever tried to pick up a pencil? Have you ever tried to take a drink of water? Of course not. You just do it.
Here’s another news flash: lack of commitment is why many salespeople fail. Their clients, too.
“I tried” is the lamest excuse I’ve ever heard, and I’d like to illustrate this point using the example of advertising.
There are approximately 120,000 salespeople selling some form of advertising in America. Each of those sales people will make “prospecting calls” to an average of three business owners per day. One business owner out of twelve will say “Well, maybe it does make sense for my business. I’ll go ahead and buy a small schedule and ‘give it a try’. And if it works, I’ll use your station/ paper product / (fill in the blank) on a regular basis.”
Sounds pretty good, right?
It’s one of the dumbest things I’ve ever heard. Let me share a similar example with you to prove my point. Let’s say you’re in Vegas. You’re standing at the roulette table thinking “I’m going to place a small bet on black and if I win, I’ll start betting black on a regular basis.”
Sounds ridiculous, doesn’t it?
There are thousands of business owners who make the decision to “give it a try” every day. And most of them experience poor results. Are they disappointed? Yes. Surprised? No. Because they have “given it a try” before, with very limited success.
Why would business owners do what they’ve done before, but expect different results? Because bad salespeople taught them to. Not every product or service works this way. But if you’ve ever heard the old adage “over promise and under deliver,” you’ll get the same result.
“I’ll give it a try” or “Let me test the waters” are the signature phrase of an uncommitted customer. I think we’d be hard pressed to find them experiencing a high degree of reward from their efforts because there is non. With risk comes reward. Show me a committed and focused client and I’ll show you success in the making.
Friday, September 5, 2008
Planning For The Unexpected This Hurricane Season
Written by: Margo Herget, Insurance Repair Specialist, Inc.
Did you know when disaster strikes 43% of businesses never reopen?23% of companies close within a year?17% of companies close within two years?Many businesses today have developed a written disaster pre-plan that deals with various issues in the event of a hurricane or other disaster, such as the evacuation of an occupied building and the prevention of lost data.Why is such a document important? When a business is affected by a disaster there are suddenly a number of critical issues that must be dealt with and pressing decisions to make very quickly. How much damage has occurred? Will data be damaged or lost? How will the business be affected? Will revenue be severely impacted? Can anyone rebuild the damaged property? How long will it take to get the business up and running again? A disaster pre-plan can answer these questions and will give the building or business owner peace of mind.A disaster pre-plan is essentially a guide for what to do when something happens that can impact either the continued operation of a facility or a tenants business or occupancy. It is a condensed policy book for facility managers and business owners that clearly outlines what to do in case of a loss. It is also a quick, easy reference for those who need to be notified in the event of a disaster, complete with their contact numbers and who to call immediately for emergency service.The types of disasters covered by pre-plans can be anything from vehicle impact damage or water damage arising from any number of causes, from an ice maker waterline leak to a major sprinkler malfunction .Other types of damage could include fire damage, ranging from equipment smoke odor to a major structural fire, or a natural disaster such as a hurricane, tornado, or flood.A disaster pre-plan is needed by any facility that has customers or tenants that may be lost because a facility is closed down, or by any business that would be adversely affected by a protracted interruption caused by a natural or man made disaster. Essentially, a disaster plan is needed at every owned or managed facility, and by extension, any insured facility.If a business facility is shut down, it means loss of service, production, and/or rent and that means the loss of customers. In addition, most insurance policies require that the business owner or tenant do everything possible to minimize the loss and prevent further damage from occurring.
A key element to any written pre-plan should include pre-selecting a multi-faceted restoration contractor. A full service restoration company should offer facility managers and business owners a complete solution for disaster pre-planning and emergency response and should have all the experts necessary at their immediate disposal to keep a catastrophe from causing a major interruption to one's business.A highly qualified emergency response contractor will be able to provide business continuity planning, along with performing the technical restoration services required resulting from any damage situation. This includes the capability of providing all essential pre-planning to minimize business interruption and/or the loss of data, and ensuring that post-disaster recovery is addressed effectively and quickly.
Did you know when disaster strikes 43% of businesses never reopen?23% of companies close within a year?17% of companies close within two years?Many businesses today have developed a written disaster pre-plan that deals with various issues in the event of a hurricane or other disaster, such as the evacuation of an occupied building and the prevention of lost data.Why is such a document important? When a business is affected by a disaster there are suddenly a number of critical issues that must be dealt with and pressing decisions to make very quickly. How much damage has occurred? Will data be damaged or lost? How will the business be affected? Will revenue be severely impacted? Can anyone rebuild the damaged property? How long will it take to get the business up and running again? A disaster pre-plan can answer these questions and will give the building or business owner peace of mind.A disaster pre-plan is essentially a guide for what to do when something happens that can impact either the continued operation of a facility or a tenants business or occupancy. It is a condensed policy book for facility managers and business owners that clearly outlines what to do in case of a loss. It is also a quick, easy reference for those who need to be notified in the event of a disaster, complete with their contact numbers and who to call immediately for emergency service.The types of disasters covered by pre-plans can be anything from vehicle impact damage or water damage arising from any number of causes, from an ice maker waterline leak to a major sprinkler malfunction .Other types of damage could include fire damage, ranging from equipment smoke odor to a major structural fire, or a natural disaster such as a hurricane, tornado, or flood.A disaster pre-plan is needed by any facility that has customers or tenants that may be lost because a facility is closed down, or by any business that would be adversely affected by a protracted interruption caused by a natural or man made disaster. Essentially, a disaster plan is needed at every owned or managed facility, and by extension, any insured facility.If a business facility is shut down, it means loss of service, production, and/or rent and that means the loss of customers. In addition, most insurance policies require that the business owner or tenant do everything possible to minimize the loss and prevent further damage from occurring.
A key element to any written pre-plan should include pre-selecting a multi-faceted restoration contractor. A full service restoration company should offer facility managers and business owners a complete solution for disaster pre-planning and emergency response and should have all the experts necessary at their immediate disposal to keep a catastrophe from causing a major interruption to one's business.A highly qualified emergency response contractor will be able to provide business continuity planning, along with performing the technical restoration services required resulting from any damage situation. This includes the capability of providing all essential pre-planning to minimize business interruption and/or the loss of data, and ensuring that post-disaster recovery is addressed effectively and quickly.
Wednesday, August 20, 2008
7 Steps to Discovering What Your Customers Really Want: Strategies for Effective Market Research
Written by: Joyce Valley, NCCI Holdings, Inc.
As marketing research becomes more Web-based, it’s a luxury to gain face time with customers, but, at the same time, can make good business sense. When you know what to provide, you can turn a one-time customer into a repeat customer.
One local in-house marketing research professional and her research team complete nearly 70 in-depth research surveys each year. Their company provides services to 600 member companies, responds to nearly 500,000 customer inquiries, and hosts educational forums throughout the US. Surveys help identify areas of potential improvement.
Consumer companies with huge customer bases can sample their audiences electronically, but conducting online surveys among smaller audiences typically yields a smaller response than a personal call. Online surveys are also more difficult to control, because they are self-administered.
Many departments within the company have asked the research team to conduct surveys to determine if the company is meeting the customers’ needs. Is Customer Service helpful, quick to respond, thorough on the first call? Is the quality and format of materials that the customers receive easy to use and valuable to them? Recently, she conducted a survey for the company’s outside cafeteria vendor.
As a result of the survey, they upgraded their technology to make the cashier lines faster. They realized, from the survey, that it was a matter of some urgency.
The following seven steps are important for every successful survey.
Project planning and design—meet with the department head to determine the goals, budget, and survey methodology (telephone interviews, electronic survey, or face-to-face interviews)
Sample generation—determine the appropriate survey audience and the number of people to include
Data collection/field work—conduct a pre-test, which helps to ensure that the responses will meet survey objectives
Data processing and analysis—edit out ambiguous and inconsistent answers, and code or categorize the data to reduce responses to answers that can be tabulated and analyzed
Conclusions and report preparation—prepare a clearly written, concise executive summary and a detailed report with recommendations
Report review—conduct a final quality check of the report’s numbers and interpretations
Deployment—present the findings and discuss recommendations and action plans with the client (event or program leader)
The detail in surveys is sometimes excruciating, but that’s how to find out how you can improve. Many times, small changes have yielded big results.
As marketing research becomes more Web-based, it’s a luxury to gain face time with customers, but, at the same time, can make good business sense. When you know what to provide, you can turn a one-time customer into a repeat customer.
One local in-house marketing research professional and her research team complete nearly 70 in-depth research surveys each year. Their company provides services to 600 member companies, responds to nearly 500,000 customer inquiries, and hosts educational forums throughout the US. Surveys help identify areas of potential improvement.
Consumer companies with huge customer bases can sample their audiences electronically, but conducting online surveys among smaller audiences typically yields a smaller response than a personal call. Online surveys are also more difficult to control, because they are self-administered.
Many departments within the company have asked the research team to conduct surveys to determine if the company is meeting the customers’ needs. Is Customer Service helpful, quick to respond, thorough on the first call? Is the quality and format of materials that the customers receive easy to use and valuable to them? Recently, she conducted a survey for the company’s outside cafeteria vendor.
As a result of the survey, they upgraded their technology to make the cashier lines faster. They realized, from the survey, that it was a matter of some urgency.
The following seven steps are important for every successful survey.
Project planning and design—meet with the department head to determine the goals, budget, and survey methodology (telephone interviews, electronic survey, or face-to-face interviews)
Sample generation—determine the appropriate survey audience and the number of people to include
Data collection/field work—conduct a pre-test, which helps to ensure that the responses will meet survey objectives
Data processing and analysis—edit out ambiguous and inconsistent answers, and code or categorize the data to reduce responses to answers that can be tabulated and analyzed
Conclusions and report preparation—prepare a clearly written, concise executive summary and a detailed report with recommendations
Report review—conduct a final quality check of the report’s numbers and interpretations
Deployment—present the findings and discuss recommendations and action plans with the client (event or program leader)
The detail in surveys is sometimes excruciating, but that’s how to find out how you can improve. Many times, small changes have yielded big results.
Tuesday, August 19, 2008
So, what do you do for a living?
Written by: Ted Frangos, Licensed Professional Business Coach
If I were to ask you “what do you do for a living”, what would you say? Would you say, I am a chiropractor, a plumber, a sales rep for xyz company, an insurance agent? If you were to ask me what I do, I’ll tell you what I would not say. I would not say I am a business coach, even though that’s exactly what I am.
Why not, you ask… Because if I were to say that to you, you would say, “oh that’s nice” or “that’s interesting”, and you may not even know what a business coach is. The chances are much less that you would know what a business coach could do for your company. More importantly, those are not the responses I want you to give me. How many times have you told someone “I am a _______ and heard a similar response followed by an uncomfortable silence? I hate when that happens! So, let’s work on this a bit.
Take out a piece of paper and write down two or three benefits you provide to your customers/clients. Make them short and sweet. Now with them in mind, write down a few problems that those benefits solve. C’mon, get a piece of paper and do it, this is really simple, will only take a few minutes and I promise it will make you money.
Done? Ok. Now all you have to do the next time someone asks you what you do for a living is answer them by saying… “You know how? [the problem you wrote down]. What I do is [tell them the benefits you wrote down]. Then wrap it up with another benefit statement. And make it a strong benefit statement.
Ex: You: What do you do Ted?
Me: You know how small business owners are so passionate about growing their
Companies, but they often feel overwhelmed, alone, or get stuck on solving
the same problems over and over again?
You: Yea, uh huh…
Me: Well, what I do is help them clearly define exactly what they need to
do, teach them exactly how to do it…then I work with them on a continuing
basis to make sure that everything keeps getting done (pause) so they can
finally enjoy the business, lifestyle [Time & Money] they’ve always wanted.
(italics added for emphasis)
Me: (at some point near the end of the conversation…be cool)
May I give you my card in case you know of anyone I can help with my
services? Do you have a card?
Like it? It’s yours to use. However it wont’t work unless you employ the answer to the old joke, How do you get to Carnegie Hall?... Practice. (Sorry, my wife and I took a few days off last week to walk around Manhatten and I get that one stuck in my head every time we walk up 57th street).
Important: This must be turned into a flowing conversation. If it sounds “canned” or like a 30 second networking commercial (which it can be also) it will not produce the desired effect. So practice. Practice with your spouse, friends, your staff, or anyone else who will help you…even with your business coach!
Ted Frangos is licensed by the Professional Business Coaches Alliance www.PBCA.biz and is the President of Victory Business Coaching Corp., in Boca Raton. www.VictoryBusinessCoaching.com
If I were to ask you “what do you do for a living”, what would you say? Would you say, I am a chiropractor, a plumber, a sales rep for xyz company, an insurance agent? If you were to ask me what I do, I’ll tell you what I would not say. I would not say I am a business coach, even though that’s exactly what I am.
Why not, you ask… Because if I were to say that to you, you would say, “oh that’s nice” or “that’s interesting”, and you may not even know what a business coach is. The chances are much less that you would know what a business coach could do for your company. More importantly, those are not the responses I want you to give me. How many times have you told someone “I am a _______ and heard a similar response followed by an uncomfortable silence? I hate when that happens! So, let’s work on this a bit.
Take out a piece of paper and write down two or three benefits you provide to your customers/clients. Make them short and sweet. Now with them in mind, write down a few problems that those benefits solve. C’mon, get a piece of paper and do it, this is really simple, will only take a few minutes and I promise it will make you money.
Done? Ok. Now all you have to do the next time someone asks you what you do for a living is answer them by saying… “You know how? [the problem you wrote down]. What I do is [tell them the benefits you wrote down]. Then wrap it up with another benefit statement. And make it a strong benefit statement.
Ex: You: What do you do Ted?
Me: You know how small business owners are so passionate about growing their
Companies, but they often feel overwhelmed, alone, or get stuck on solving
the same problems over and over again?
You: Yea, uh huh…
Me: Well, what I do is help them clearly define exactly what they need to
do, teach them exactly how to do it…then I work with them on a continuing
basis to make sure that everything keeps getting done (pause) so they can
finally enjoy the business, lifestyle [Time & Money] they’ve always wanted.
(italics added for emphasis)
Me: (at some point near the end of the conversation…be cool)
May I give you my card in case you know of anyone I can help with my
services? Do you have a card?
Like it? It’s yours to use. However it wont’t work unless you employ the answer to the old joke, How do you get to Carnegie Hall?... Practice. (Sorry, my wife and I took a few days off last week to walk around Manhatten and I get that one stuck in my head every time we walk up 57th street).
Important: This must be turned into a flowing conversation. If it sounds “canned” or like a 30 second networking commercial (which it can be also) it will not produce the desired effect. So practice. Practice with your spouse, friends, your staff, or anyone else who will help you…even with your business coach!
Ted Frangos is licensed by the Professional Business Coaches Alliance www.PBCA.biz and is the President of Victory Business Coaching Corp., in Boca Raton. www.VictoryBusinessCoaching.com
Tuesday, July 22, 2008
The Small Business Owner Challenge: Keeping Your Eye on the Bottom Line While Dealing with “High Drama” Employees
Written by: Natalie Ivey, Results Performance Consulting, Inc.
Most business owners have to watch their P&L’s like a hawk, especially in this tough economy. The problem is, many business owners are too busy dealing with “problem child” employees and petty workplace drama.
Every workplace has a few “Betty Crocker” employees—the ones who like to “stir the pot.” A great place to see this in action is at your local doctor’s office. The busy doc desperately wants to get back to see his patient in Exam Room 2…when one of the high drama staff members “gets into it” with a co-worker and pulls the doc in to referee. The doc just sighs and thinks, “If only I could just do my job and not have to deal with these employee issues…”
Well, avoiding employee issues would be utopia for most business owners. However, the reality is that running a business with employees requires balancing a focus on passion, profit, and people.
Most business owners get into business because of the passion and the profit part, not necessarily the people part. For example, doctors get into business because they’re passionate about practicing medicine. Chefs open restaurants because they’re passionate about cooking. And, hair stylists open salons because they’re passionate about beauty. The reality is that business owners, and the managers who work for them, frequently spend too much time doing and not enough time leading.
Too much time is spent on accomplishing tasks, often because of poor delegation skills, and people issues tend to get put on the back burner or avoided altogether. Typically, business owners and managers tend to put off people issues until they HAVE to intervene… This is called the passive-aggressive approach, only jumping in to handle employee issues when the situation becomes intolerable. A good example of this is when the boss “blows a gasket” and barks out at employees, sometimes in front of customers. Not good.
When business owners spend too much time doing (seeing patients, cooking, or cutting hair) and fail to demonstrate good leadership by giving clear direction and confronting difficult employees, the work environment continues to deteriorate. The reason? The other employees get tired of dealing with the high drama employee’s behavior, especially if they’ve tried to handle him/her on their own. So, they complain to the owner, and on and on the workplace drama goes.
So how do business owners balance their focus on the bottom line--and handle employee drama? It starts with improving leadership skills. Business owners first need to learn how to set clear, measurable goals for the business and translate those goals into daily tasks for their managers and employees. Employees need to know what behavior is expected of them everyday and what individual accomplishments they must make to help the owner achieve the bigger picture, company goals.
In other words, owners need to engage employees by giving them a purpose for their work. Employees need to understand and share a similar passion about accomplishing business goals—including why it’s important to increase the bottom line. Why? Because, it’s tough for business owners to make a profit if they’re the only ones who are passionate about making that happen.
Also, business owners need to hold employees accountable who are demonstrating behavior that is detrimental to the business or are performing below expectations. Owners need to sit down with them, giving specifics about what they need to do to correct their behavior and/or improve their performance. Because, the old saying is true: it takes one bad apple to spoil the whole bunch.
Below is a simple technique for giving employees constructive feedback to improve their behavior and performance. This should be prepared, ahead of time, by jotting down notes of specific behavioral examples and/or examples of poor performance. Also, the meeting with the employee must be held in a private area, out of earshot of other employees.
Prior to meeting with an employee, jot down:
Ø What did the difficult employee say or do that failed to meet expectations, or created a problem in the workplace?
Ø What does he/she need to do, specifically, to change behavior or performance?
Ø By when does he/she need to change behavior or performance?
Ø What are the Consequences if behavior isn’t changed or performance improved?
By giving the employee specific examples of poor behavior or performance, business owners focus on the problem—not on the person. It lessens defensiveness and focuses on action steps for improvement. However, keep in mind that if after using the technique an employee is still demonstrating poor behavior or is performing below expectations —it is then time for more serious disciplinary steps.
Like it or not, business owners have to learn how to be good leaders. This means learning how to set employee performance expectations, how to recognize and reward employees—and it means learning how to handle conflict. Remember, running a business with employees requires balancing a focus on passion, profit, and people.”
Natalie Ivey is President & CEO of Results Performance Consulting, Inc. (www.rpchr.com) a Boca Raton-based company that helps employers manage, train, and retain employees. Ms. Ivey is a certified Senior Professional in Human Resources (SPHR), and has more than twenty years of leadership and HR experience with Fortune 500 organizations. She can be reached at (561) 208-6480 or Natalie@rpchr.com.
Most business owners have to watch their P&L’s like a hawk, especially in this tough economy. The problem is, many business owners are too busy dealing with “problem child” employees and petty workplace drama.
Every workplace has a few “Betty Crocker” employees—the ones who like to “stir the pot.” A great place to see this in action is at your local doctor’s office. The busy doc desperately wants to get back to see his patient in Exam Room 2…when one of the high drama staff members “gets into it” with a co-worker and pulls the doc in to referee. The doc just sighs and thinks, “If only I could just do my job and not have to deal with these employee issues…”
Well, avoiding employee issues would be utopia for most business owners. However, the reality is that running a business with employees requires balancing a focus on passion, profit, and people.
Most business owners get into business because of the passion and the profit part, not necessarily the people part. For example, doctors get into business because they’re passionate about practicing medicine. Chefs open restaurants because they’re passionate about cooking. And, hair stylists open salons because they’re passionate about beauty. The reality is that business owners, and the managers who work for them, frequently spend too much time doing and not enough time leading.
Too much time is spent on accomplishing tasks, often because of poor delegation skills, and people issues tend to get put on the back burner or avoided altogether. Typically, business owners and managers tend to put off people issues until they HAVE to intervene… This is called the passive-aggressive approach, only jumping in to handle employee issues when the situation becomes intolerable. A good example of this is when the boss “blows a gasket” and barks out at employees, sometimes in front of customers. Not good.
When business owners spend too much time doing (seeing patients, cooking, or cutting hair) and fail to demonstrate good leadership by giving clear direction and confronting difficult employees, the work environment continues to deteriorate. The reason? The other employees get tired of dealing with the high drama employee’s behavior, especially if they’ve tried to handle him/her on their own. So, they complain to the owner, and on and on the workplace drama goes.
So how do business owners balance their focus on the bottom line--and handle employee drama? It starts with improving leadership skills. Business owners first need to learn how to set clear, measurable goals for the business and translate those goals into daily tasks for their managers and employees. Employees need to know what behavior is expected of them everyday and what individual accomplishments they must make to help the owner achieve the bigger picture, company goals.
In other words, owners need to engage employees by giving them a purpose for their work. Employees need to understand and share a similar passion about accomplishing business goals—including why it’s important to increase the bottom line. Why? Because, it’s tough for business owners to make a profit if they’re the only ones who are passionate about making that happen.
Also, business owners need to hold employees accountable who are demonstrating behavior that is detrimental to the business or are performing below expectations. Owners need to sit down with them, giving specifics about what they need to do to correct their behavior and/or improve their performance. Because, the old saying is true: it takes one bad apple to spoil the whole bunch.
Below is a simple technique for giving employees constructive feedback to improve their behavior and performance. This should be prepared, ahead of time, by jotting down notes of specific behavioral examples and/or examples of poor performance. Also, the meeting with the employee must be held in a private area, out of earshot of other employees.
Prior to meeting with an employee, jot down:
Ø What did the difficult employee say or do that failed to meet expectations, or created a problem in the workplace?
Ø What does he/she need to do, specifically, to change behavior or performance?
Ø By when does he/she need to change behavior or performance?
Ø What are the Consequences if behavior isn’t changed or performance improved?
By giving the employee specific examples of poor behavior or performance, business owners focus on the problem—not on the person. It lessens defensiveness and focuses on action steps for improvement. However, keep in mind that if after using the technique an employee is still demonstrating poor behavior or is performing below expectations —it is then time for more serious disciplinary steps.
Like it or not, business owners have to learn how to be good leaders. This means learning how to set employee performance expectations, how to recognize and reward employees—and it means learning how to handle conflict. Remember, running a business with employees requires balancing a focus on passion, profit, and people.”
Natalie Ivey is President & CEO of Results Performance Consulting, Inc. (www.rpchr.com) a Boca Raton-based company that helps employers manage, train, and retain employees. Ms. Ivey is a certified Senior Professional in Human Resources (SPHR), and has more than twenty years of leadership and HR experience with Fortune 500 organizations. She can be reached at (561) 208-6480 or Natalie@rpchr.com.
Sunday, July 13, 2008
What is your Marketing IQ?
Written by: Ted Frangos, Victory Business Coaching
Read each statement and score each competency on a scale of 1-10
(1=poor, 10=excellent). Answer every question not only from your
own perspective but as a client or customer would answer for you.
1. I see every contact with my customers and prospects as marketing. My words, attitudes and actions are all intentional and based on my marketing goals.
2. I look at all of my marketing from the customer's point of view. I consistently make time to ask my customers and prospects what is it they really want.
3. I am aggressive in my marketing efforts.
4. My marketing attack includes an assortment of strategies. I make use of many of the 100 marketing weapons.
5. If I surveyed my customers today they would agree that I follow-up in a consistent and timely manner.
6. I consistently use a marketing calendar to track and measure the effectiveness of my marketing weapons.
7. My friends, prospects and customers would all say I am enthusiastic and consistently positive in all my interactions.
8. I focus on having a clearly defined marketing niche.
9. I have a clear and specific marketing plan that guides my weekly action steps.
10. I use online marketing as one of my major marketing weapons. I utilize email, a website and the vast power of the Internet to reach new prospects and communicate with customers.
11. I build strong one-to-one relationships with my prospects and customers knowing that people buy from friends rather than strangers.
12. My business is oriented to giving. We often provide free consultations, tips, gifts and information. We make generosity a part of our overall marketing plan.
13. I look for ways to amaze my customers with exceptional service.
14. I consistently use my imagination to develop marketing strategies that are unconventional and will capture the attention of my target market.
15. I actively work on developing marketing partnerships with other businesses.
16. I take consistent action on my marketing plan. Entrepreneurship is like camping. You're complaining the whole time, but when you look back at it, you think, "That was pretty neat."
The 16 Marketing Competencies
Record YOUR scores to this chart and track your competency scores for the next three Months.
Competency
1. Intentionality
2. Sensitivity
3. Aggressiveness
4. Assortment
5. Follow-up
6. Measurement
7. Enthusiasm
8. Niche
9. Marketing Plan
10 Internet marketing
11. Relationships
12. Giver Stance
13. Outstanding Service
14. Imagination
15. Marketing Partners
16. Consistent Action
TOTAL
160 – 140, Excellent, you should be in the Bahamas.
139 – 109, Good to Fair, you can do better and gain more results.
109, Poor, Get some help or choose to do something else.
Read each statement and score each competency on a scale of 1-10
(1=poor, 10=excellent). Answer every question not only from your
own perspective but as a client or customer would answer for you.
1. I see every contact with my customers and prospects as marketing. My words, attitudes and actions are all intentional and based on my marketing goals.
2. I look at all of my marketing from the customer's point of view. I consistently make time to ask my customers and prospects what is it they really want.
3. I am aggressive in my marketing efforts.
4. My marketing attack includes an assortment of strategies. I make use of many of the 100 marketing weapons.
5. If I surveyed my customers today they would agree that I follow-up in a consistent and timely manner.
6. I consistently use a marketing calendar to track and measure the effectiveness of my marketing weapons.
7. My friends, prospects and customers would all say I am enthusiastic and consistently positive in all my interactions.
8. I focus on having a clearly defined marketing niche.
9. I have a clear and specific marketing plan that guides my weekly action steps.
10. I use online marketing as one of my major marketing weapons. I utilize email, a website and the vast power of the Internet to reach new prospects and communicate with customers.
11. I build strong one-to-one relationships with my prospects and customers knowing that people buy from friends rather than strangers.
12. My business is oriented to giving. We often provide free consultations, tips, gifts and information. We make generosity a part of our overall marketing plan.
13. I look for ways to amaze my customers with exceptional service.
14. I consistently use my imagination to develop marketing strategies that are unconventional and will capture the attention of my target market.
15. I actively work on developing marketing partnerships with other businesses.
16. I take consistent action on my marketing plan. Entrepreneurship is like camping. You're complaining the whole time, but when you look back at it, you think, "That was pretty neat."
The 16 Marketing Competencies
Record YOUR scores to this chart and track your competency scores for the next three Months.
Competency
1. Intentionality
2. Sensitivity
3. Aggressiveness
4. Assortment
5. Follow-up
6. Measurement
7. Enthusiasm
8. Niche
9. Marketing Plan
10 Internet marketing
11. Relationships
12. Giver Stance
13. Outstanding Service
14. Imagination
15. Marketing Partners
16. Consistent Action
TOTAL
160 – 140, Excellent, you should be in the Bahamas.
139 – 109, Good to Fair, you can do better and gain more results.
109, Poor, Get some help or choose to do something else.
Monday, June 2, 2008
Bullet-Proof Your Small Business with Insurance Planning
Written by: Jon W. Ulin, CFP, Advanced Financial Advisor, Ameriprise
Financial, Inc.
Your business represents a substantial investment of your ideas, time, and money (in addition to your sweat and elbow grease). Because your business faces a variety of risks (e.g., property damage, theft, personal injury claims, and natural disasters), you'll want to protect your investment (and
family) with various types of business insurance strategies for reasons noted below.
1. To protect against risks and perils to property Property and casualty insurance protects against the loss, damage, or theft of physical assets such as buildings and equipment which could result in an interruption of the business and maybe even a complete shutdown. The right combination of insurance coverage can mean the difference between a temporary shutdown or a permanent closure.
2. To protect against liability claims
Through contact with the public and through personal injuries suffered on your business premises, your company could face liability claims and lawsuits.
3. To protect human assets
Your business can protect itself against the loss of human assets, such as the loss of services of key employees through the use of company-owned life and disability coverage on key personnel. If a covered owner or employee dies or becomes disabled, the policy provides payments to cover the loss of income generated by that person. Funds provided by the policy can help your business continue operations and remain competitive.
4. To attract and retain employees
Insurance can be used to help your business attract and retain quality employees. Group coverage such as life, health, disability, and long-term care insurance can be offered as part of your company's employee benefits package.
5. Because facility coverage may be required under the terms of your contract If you rent or lease your business facility, the contract with your landlord probably requires that your business carry its own insurance in addition to worker’s compensation.
6. Because businesses are not included in homeowners coverage Businesses are specifically excluded from coverage under a homeowners policy. If you're involved in a business activity in your home, your homeowners policy will not cover you for liability or medical payment issues. This means that your policy will not reimburse you for medical care required by a client who falls off his chair in your home office when you tell him how much tax he owes.
Footer:
The office of Jon W. Ulin, CFP, Advanced Financial Advisor, Ameriprise
Financial, Inc. is located in Boca Raton
Financial, Inc.
Your business represents a substantial investment of your ideas, time, and money (in addition to your sweat and elbow grease). Because your business faces a variety of risks (e.g., property damage, theft, personal injury claims, and natural disasters), you'll want to protect your investment (and
family) with various types of business insurance strategies for reasons noted below.
1. To protect against risks and perils to property Property and casualty insurance protects against the loss, damage, or theft of physical assets such as buildings and equipment which could result in an interruption of the business and maybe even a complete shutdown. The right combination of insurance coverage can mean the difference between a temporary shutdown or a permanent closure.
2. To protect against liability claims
Through contact with the public and through personal injuries suffered on your business premises, your company could face liability claims and lawsuits.
3. To protect human assets
Your business can protect itself against the loss of human assets, such as the loss of services of key employees through the use of company-owned life and disability coverage on key personnel. If a covered owner or employee dies or becomes disabled, the policy provides payments to cover the loss of income generated by that person. Funds provided by the policy can help your business continue operations and remain competitive.
4. To attract and retain employees
Insurance can be used to help your business attract and retain quality employees. Group coverage such as life, health, disability, and long-term care insurance can be offered as part of your company's employee benefits package.
5. Because facility coverage may be required under the terms of your contract If you rent or lease your business facility, the contract with your landlord probably requires that your business carry its own insurance in addition to worker’s compensation.
6. Because businesses are not included in homeowners coverage Businesses are specifically excluded from coverage under a homeowners policy. If you're involved in a business activity in your home, your homeowners policy will not cover you for liability or medical payment issues. This means that your policy will not reimburse you for medical care required by a client who falls off his chair in your home office when you tell him how much tax he owes.
Footer:
The office of Jon W. Ulin, CFP, Advanced Financial Advisor, Ameriprise
Financial, Inc. is located in Boca Raton
Elephants, Deer and Rabbits: Are you hunting the right business?
Written by: Greta, ProActive Training & Consulting
A few years ago, I heard this great story about hunting. Hunting??? Well, only because it’s directly related to sales (isn’t it amazing how everything seems to relate to sales)?
Your ability to sleep at night is directly related to the quality and quantity of new business that you and/or your sales team bring in. That’s a fact. So how do you decide what’s good or not so good? How do you aim in the right direction so that the all-important business comes in?
Here’s a test: list your six best customers. Identify the measurable criteria common to those six (size, profitability, distance, your product fit to their needs, etc.). Now, list the common criteria you can’t measure (what you value about them, what they value about you, etc. Think of things like “they place value on your contributions, they want to partner with you, they don’t beat you down on price, they pay for performance,” etc.).
Now rank the top five criteria on each list. Give each customer a score on a scale of 0-10. Two lists with five items each will yield a possible score of 100 points. Grade each customer and study the results. Now apply the 80/80 test: if 80% of your customers don’t score 80 or more points, your sales force in hunting in the wrong place, the wrong way, or both.
So here’s how to get them hunting the right business:
The first thing to do is have your sales team identify your accounts by category: A, B, or C.
Category C is rabbits. Rabbits are plentiful. In the world of hunting for food, if you shoot a rabbit, you’ll eat for a day.
Category B is deer. Deer are a bit more challenging. You have to be a little savvier, and a bit better than your competitors. But if you shoot a deer, your village will eat for a week.
Category A is elephants. Elephants are tough. Everyone wants one. They’re only in one part of the country. It takes real skill and a long time to develop the strategy and plan the attack to get one. If you shoot an elephant, your village will eat for a month. But if you miss, you’ll starve.
So how does this relate to sales? Because we usually only want the elephant account. We spend all of our time and energy going after this most elusive of prey. So is everyone else! Meanwhile, your plentiful rabbit accounts are always there if you do a good job and get plenty of referrals.
A deer is in the middle. It’s an account you establish a good, strong relationship with. You’re seen as a consultant and you directly help them. They pay you on time because there’s no “red tape”, and you can get directly to the decision makers.
So here’s the big question: why do we waste so much time on “the big gray ones”? It might be ego, or it could be the thrill of the chase. Maybe it’s something else. But here’s the truth: if you only chase elephants, you’ll starve.
So here’s some homework to keep from starving, and to make sure plenty of business is on your table. Take a good look at your accounts and prospects. Categorize them. Who are the elephants? Who are the deer? And who are the rabbits? Once you decide, work your plan. It should consist of 60% deer, 20% elephants and 20% rabbits.
20 million years ago, our ancestors lived or died based on how well they hunted the right opportunities. They had a plan. So how’s yours?
A few years ago, I heard this great story about hunting. Hunting??? Well, only because it’s directly related to sales (isn’t it amazing how everything seems to relate to sales)?
Your ability to sleep at night is directly related to the quality and quantity of new business that you and/or your sales team bring in. That’s a fact. So how do you decide what’s good or not so good? How do you aim in the right direction so that the all-important business comes in?
Here’s a test: list your six best customers. Identify the measurable criteria common to those six (size, profitability, distance, your product fit to their needs, etc.). Now, list the common criteria you can’t measure (what you value about them, what they value about you, etc. Think of things like “they place value on your contributions, they want to partner with you, they don’t beat you down on price, they pay for performance,” etc.).
Now rank the top five criteria on each list. Give each customer a score on a scale of 0-10. Two lists with five items each will yield a possible score of 100 points. Grade each customer and study the results. Now apply the 80/80 test: if 80% of your customers don’t score 80 or more points, your sales force in hunting in the wrong place, the wrong way, or both.
So here’s how to get them hunting the right business:
The first thing to do is have your sales team identify your accounts by category: A, B, or C.
Category C is rabbits. Rabbits are plentiful. In the world of hunting for food, if you shoot a rabbit, you’ll eat for a day.
Category B is deer. Deer are a bit more challenging. You have to be a little savvier, and a bit better than your competitors. But if you shoot a deer, your village will eat for a week.
Category A is elephants. Elephants are tough. Everyone wants one. They’re only in one part of the country. It takes real skill and a long time to develop the strategy and plan the attack to get one. If you shoot an elephant, your village will eat for a month. But if you miss, you’ll starve.
So how does this relate to sales? Because we usually only want the elephant account. We spend all of our time and energy going after this most elusive of prey. So is everyone else! Meanwhile, your plentiful rabbit accounts are always there if you do a good job and get plenty of referrals.
A deer is in the middle. It’s an account you establish a good, strong relationship with. You’re seen as a consultant and you directly help them. They pay you on time because there’s no “red tape”, and you can get directly to the decision makers.
So here’s the big question: why do we waste so much time on “the big gray ones”? It might be ego, or it could be the thrill of the chase. Maybe it’s something else. But here’s the truth: if you only chase elephants, you’ll starve.
So here’s some homework to keep from starving, and to make sure plenty of business is on your table. Take a good look at your accounts and prospects. Categorize them. Who are the elephants? Who are the deer? And who are the rabbits? Once you decide, work your plan. It should consist of 60% deer, 20% elephants and 20% rabbits.
20 million years ago, our ancestors lived or died based on how well they hunted the right opportunities. They had a plan. So how’s yours?
Friday, May 30, 2008
Living with Wildlife in South Florida
Written by: Shelby Via, Director of Animal Care, SPCA Wildlife Care Center
As the human population in South Florida expands and encroaches upon an already diminishing natural and unique ecosystem, wildlife becomes exceedingly displaced as their habitat is destroyed, thus making the education of co-existence between humans and wildlife crucial.
Between the months of March and October, the primary reason wildlife chooses to shelter in, around, and under a home is because they need a safe place to give birth and raise their young. Although you may only see a single animal, during this time of year you should assume that it is a mother with dependant babies. Trapping, removing, and relocating often has tragic consequences for the animal and its babies and is only a temporary solution for your “nuisance wildlife problem”. With few “wild” places left to live in, another animal will simply move in to fill the niche you have just created. The new animal is often more of a “nuisance” than the previous one.
Although trapping and relocating wildlife may seem like a humane solution for the homeowner, it is not in the best interest of the animal. Wild animals do not “settle in” quickly to new surroundings, especially since the new surroundings are, more often than not, another animal’s territory. It now has to fight and compete with the resident animal for a limited food supply and nesting area. In nearly all cases, it is the newcomer that loses. Many die of infections from bite wounds, while others are killed by cars in an attempt to return to their original habitat and their young that were left behind. Meanwhile, the babies are unintentionally orphaned and left to slowly die of starvation.
In addition, trapping and relocating wildlife is illegal unless you are a licensed trapper. If you choose to hire a licensed trapper, make sure that it is a humane trapper, one that doesn’t euthanize unnecessarily. Also, understand that the financial cost of the trapper falls on you, the homeowner, and that this cost can sometimes be upwards of $200 per animal. There is no free government agency that will trap and relocate for you.
We recommend that if you discover wildlife nesting in or around your home, patience is the best solution. You can be assured that once the young are big enough, the birth den will have served its purpose and the animals will move out. The nesting season is short; tolerance and patience until the family has vacated will prove to serve in the animal’s, its young and your own best interest.
As the human population in South Florida expands and encroaches upon an already diminishing natural and unique ecosystem, wildlife becomes exceedingly displaced as their habitat is destroyed, thus making the education of co-existence between humans and wildlife crucial.
Between the months of March and October, the primary reason wildlife chooses to shelter in, around, and under a home is because they need a safe place to give birth and raise their young. Although you may only see a single animal, during this time of year you should assume that it is a mother with dependant babies. Trapping, removing, and relocating often has tragic consequences for the animal and its babies and is only a temporary solution for your “nuisance wildlife problem”. With few “wild” places left to live in, another animal will simply move in to fill the niche you have just created. The new animal is often more of a “nuisance” than the previous one.
Although trapping and relocating wildlife may seem like a humane solution for the homeowner, it is not in the best interest of the animal. Wild animals do not “settle in” quickly to new surroundings, especially since the new surroundings are, more often than not, another animal’s territory. It now has to fight and compete with the resident animal for a limited food supply and nesting area. In nearly all cases, it is the newcomer that loses. Many die of infections from bite wounds, while others are killed by cars in an attempt to return to their original habitat and their young that were left behind. Meanwhile, the babies are unintentionally orphaned and left to slowly die of starvation.
In addition, trapping and relocating wildlife is illegal unless you are a licensed trapper. If you choose to hire a licensed trapper, make sure that it is a humane trapper, one that doesn’t euthanize unnecessarily. Also, understand that the financial cost of the trapper falls on you, the homeowner, and that this cost can sometimes be upwards of $200 per animal. There is no free government agency that will trap and relocate for you.
We recommend that if you discover wildlife nesting in or around your home, patience is the best solution. You can be assured that once the young are big enough, the birth den will have served its purpose and the animals will move out. The nesting season is short; tolerance and patience until the family has vacated will prove to serve in the animal’s, its young and your own best interest.
Monday, May 5, 2008
The Take Away
Written by: Greta Shultz
“Sue, I’m really not sure that what I’ve seen does anything for me,” said Phil, the prospect. “Actually,” he continued, “your color choices are nowhere near as extensive as your competitor’s. In fact, he was just in here showing me some new additions this morning.”
Sue detested this type of prospect. And unfortunately, this is the only type she’d had for the past six months. Sue knew that this would be another one of those meetings where the prospect objects a thousand times and she would have to come up with a way to beat them all down. “There’s got to be a better way to make a living,” she thought.
“I didn’t know you had met with ABC Competition,” Sue said.
“Well I really feel obligated to shop around. And to be perfectly honest with you, their prices are looking pretty good. I doubt you’ll be able to beat them.”
Alright, let’s get started fighting the objections... “Let’s talk about colors. Our colors are by far the…” Sue droned. An hour and a half later, she crawled out of the office exhausted and a feeling of being beaten, but walked in with an order.
Sue’s sales manager greeted her with a “good work” and a pat on the back. But after a glance at the dollar amount sold, he asked “why’s Phil ordering less than he did last time?”
“ABC Competition had a proposal on the table. You wouldn’t believe what I just went through to get that much.” Feeling 2nd rate, she added, “I’m going back there next week to see if I can get the rest back.”
Sue was so afraid she was going to lose Phil as a client that she was prepared to do just about anything to keep his business. In fact, she had the guts to spend another hour and a half confronting Phil’s objections, but not enough guts to ask the questions to find out if all the objections were real or a test on his part.
Taking a sale away, or taking yourself out of the running, and then waiting for a response from the prospect takes some serious guts. This technique is not for those with weak knees.
No one can hold Sue responsible for her commitment to ask. In fact, most salespeople and sales managers would agree that in the situation above, the best thing to do is simply “gut it out.” But there is something else that could have been done. Before Sue began answering every objection Phil had, she could have very simply said, “You know, you mentioned that ABC Competition has more colors, a better price, and they were already here this morning”. So I’m confused, between you and me, why didn’t you order from them? I mean we can’t do all of that so I guess you’re not ordering from me today, huh?!”
In order for “the take away” technique to work, you must honestly be prepared to lose the sale and walk out the door without looking back. If you’re not able to do this, the technique may backfire right in your face. But if you’re 100% committed to making it work, then this technique is incredibly compelling when it comes to eliminating objections. Your task is simply to mirror back what your prospect is saying to you. For example, when they tell you how great and wonderful your competitor is, reply with “So you ordered from them.” Don’t speak until you get a response. If they did already order, it probably really is over for you. But if not, then you deserve to know the reasons why. And while your prospect is telling you why, you’re learning what you need to do to get their business.
The prospect’s famous last line is often “the other guy can do it better for less.” Well guess what…LET HIM!
“Sue, I’m really not sure that what I’ve seen does anything for me,” said Phil, the prospect. “Actually,” he continued, “your color choices are nowhere near as extensive as your competitor’s. In fact, he was just in here showing me some new additions this morning.”
Sue detested this type of prospect. And unfortunately, this is the only type she’d had for the past six months. Sue knew that this would be another one of those meetings where the prospect objects a thousand times and she would have to come up with a way to beat them all down. “There’s got to be a better way to make a living,” she thought.
“I didn’t know you had met with ABC Competition,” Sue said.
“Well I really feel obligated to shop around. And to be perfectly honest with you, their prices are looking pretty good. I doubt you’ll be able to beat them.”
Alright, let’s get started fighting the objections... “Let’s talk about colors. Our colors are by far the…” Sue droned. An hour and a half later, she crawled out of the office exhausted and a feeling of being beaten, but walked in with an order.
Sue’s sales manager greeted her with a “good work” and a pat on the back. But after a glance at the dollar amount sold, he asked “why’s Phil ordering less than he did last time?”
“ABC Competition had a proposal on the table. You wouldn’t believe what I just went through to get that much.” Feeling 2nd rate, she added, “I’m going back there next week to see if I can get the rest back.”
Sue was so afraid she was going to lose Phil as a client that she was prepared to do just about anything to keep his business. In fact, she had the guts to spend another hour and a half confronting Phil’s objections, but not enough guts to ask the questions to find out if all the objections were real or a test on his part.
Taking a sale away, or taking yourself out of the running, and then waiting for a response from the prospect takes some serious guts. This technique is not for those with weak knees.
No one can hold Sue responsible for her commitment to ask. In fact, most salespeople and sales managers would agree that in the situation above, the best thing to do is simply “gut it out.” But there is something else that could have been done. Before Sue began answering every objection Phil had, she could have very simply said, “You know, you mentioned that ABC Competition has more colors, a better price, and they were already here this morning”. So I’m confused, between you and me, why didn’t you order from them? I mean we can’t do all of that so I guess you’re not ordering from me today, huh?!”
In order for “the take away” technique to work, you must honestly be prepared to lose the sale and walk out the door without looking back. If you’re not able to do this, the technique may backfire right in your face. But if you’re 100% committed to making it work, then this technique is incredibly compelling when it comes to eliminating objections. Your task is simply to mirror back what your prospect is saying to you. For example, when they tell you how great and wonderful your competitor is, reply with “So you ordered from them.” Don’t speak until you get a response. If they did already order, it probably really is over for you. But if not, then you deserve to know the reasons why. And while your prospect is telling you why, you’re learning what you need to do to get their business.
The prospect’s famous last line is often “the other guy can do it better for less.” Well guess what…LET HIM!
Saturday, April 12, 2008
During Economic Downturns It’s Time Turn Up Your Marketing
Written by:
Bonnie S. Kaye, President, Kaye Communications, Inc.
When tough economic times threaten, the natural instinct for most business owners is to cut back rather than invest for success. However, true visionaries proactively use the downturn period to re-vision and ramp up investment in their marketing communications to bolster their brand awareness.
They know that, even in a shrinking marketplace, there is ample business out there, and they aggressively pursue their share. Effectively trumpeting their company’s distinctive features, advantages, and benefits in the most targeted way to qualified audiences who want or must use their products or services will propel them to surpass their competition.
Just as businesses rely heavily on the specialized advice of their attorneys and accountants, visionaries know the value of having a strategic communications counselor on their senior “think tank” team. Engaging an outside counselor, such as an integrated marketing and public relations firm, will:
assist in objectively reviewing, evaluating, and re-visioning to best capture market and news media opportunities today, while planning for future growth.
provide thought-provoking outside perspectives to prevent costly tunnel vision
save money (by averting detrimental mistakes in image building, branding, printing/production; and eliminate non-results-generating activities/initiatives)
help grow business by:
developing and managing a flexible strategic plan
identifying and introducing new and untapped markets, referral sources, and media opportunities
recommending on-line diversification and/or repositioning
increasing credibility by serving as your “market” ambassador
interacting with the firm’s established relationships
help avoid or navigate through an unanticipated crisis (The time to search for a crisis manager or plan for a crisis is not while you are in the midst of one!)
You want to engage a communications expert that embodies integrity, has market and media respect, a proven track record, provides one-stop integrated marketing and public relations services to ensure consistency of message, and is up for a challenge (because challenges will surface in this economy!).
To be results-hearted, you cannot be faint-hearted. Be open to new viewpoints, concepts, and technologies; and prepared to commit the sufficient financial resources to “get the job done right”; and be readily accessible and involved in the initiative.
Bonnie S. Kaye, President, Kaye Communications, Inc.
When tough economic times threaten, the natural instinct for most business owners is to cut back rather than invest for success. However, true visionaries proactively use the downturn period to re-vision and ramp up investment in their marketing communications to bolster their brand awareness.
They know that, even in a shrinking marketplace, there is ample business out there, and they aggressively pursue their share. Effectively trumpeting their company’s distinctive features, advantages, and benefits in the most targeted way to qualified audiences who want or must use their products or services will propel them to surpass their competition.
Just as businesses rely heavily on the specialized advice of their attorneys and accountants, visionaries know the value of having a strategic communications counselor on their senior “think tank” team. Engaging an outside counselor, such as an integrated marketing and public relations firm, will:
assist in objectively reviewing, evaluating, and re-visioning to best capture market and news media opportunities today, while planning for future growth.
provide thought-provoking outside perspectives to prevent costly tunnel vision
save money (by averting detrimental mistakes in image building, branding, printing/production; and eliminate non-results-generating activities/initiatives)
help grow business by:
developing and managing a flexible strategic plan
identifying and introducing new and untapped markets, referral sources, and media opportunities
recommending on-line diversification and/or repositioning
increasing credibility by serving as your “market” ambassador
interacting with the firm’s established relationships
help avoid or navigate through an unanticipated crisis (The time to search for a crisis manager or plan for a crisis is not while you are in the midst of one!)
You want to engage a communications expert that embodies integrity, has market and media respect, a proven track record, provides one-stop integrated marketing and public relations services to ensure consistency of message, and is up for a challenge (because challenges will surface in this economy!).
To be results-hearted, you cannot be faint-hearted. Be open to new viewpoints, concepts, and technologies; and prepared to commit the sufficient financial resources to “get the job done right”; and be readily accessible and involved in the initiative.
Monday, March 31, 2008
Get Out of Your Comfort Zone
Written by:
Greta Schulz, President of ProActive Training & Consulting
I heard this story and thought it is so telling about why some salespeople and for that matter businesspeople fail and why some are successful.
A famous Mountain Climbing resort in the Swiss Alps caters to businesses that encourage their employees to hike up the mountain trails together. The goal is to build camaraderie and to teach teamwork. Although it is about an eight-hour trek to the summit, anyone with normal walking ability can reach the top. Each morning, the hikers gather at the base of the mountain for a pep talk before starting the climb. Usually, the group is so excited, they can hardly wait to head up the slopes, to have a group picture taken, and to celebrate their victory.
They hike for several hours before taking a break. Approximately halfway up the mountain stands a quaint alpine restaurant. About noon, the weary hikers trudge into the restaurant, peel off their hiking gear, and plop down by the fireplace to have a cup of coffee, or drink some hot chocolate, and eat their lunch. With the mountain as their backdrop, the hikers savor the warm, cozy, picturesque setting.
Interestingly, after they are full and comfortable, less than half the hikers choose to continue climbing to the top of the mountain. It isn’t because they aren’t able; it isn’t because the climb is too difficult. Their reluctance to continue is simply because they are satisfied with where they are. They lose their drive to excel, to explore new horizons, to experience vistas they’d never previously imagined possible. They have tasted a bit of success, and they think. This is good enough.
In sales, similar happens. We have a goal to reach, like to lose some weight, or to pay off our credit cards. At first, we’re so excited. We’re fired up and we go for it! But over time, we get lazy; we get complacent. Maybe we see a little improvement, but then we get comfortable where we land. Where we are may not be a bad place, but we know it’s not where we’re supposed to be. We’re not stretching ourselves. We’re not pursuing the excellence that we have inside of us.
“Well, Steve, I’m doing pretty well with my goal,” one man said. “I used to smoke two packs of cigarettes a day, and now I smoke only one.” Another person said, “I used to be fifty pounds overweight, but I’ve lost ten pounds recently.”
That’s a good start, and it took some real effort to get where you are. But don’t get comfortable. Don’t be satisfied with a little improvement. Begin believing for better progress, and press on to do your best.
Maybe in sales and you’ve experienced a bit of success. Lately, however, you’ve been thinking that perhaps you’ve reached your limits. You’re not stretching yourself. You aren’t believing that you can reach that next level, you are satisfied with where you are.
You need to step out of your comfort zone. You have so much more in you. Keep pursuing and keep believing. It doesn’t take any more effort to believe and stay filled with drive than it takes to develop a negative and defeated attitude. I am amazed what people can achieve if they want to. So go ahead, want to! Satisfaction is the death of sales and business. Never be satisfied. Once you are, it’s over.
Greta Schulz, President of ProActive Training & Consulting
I heard this story and thought it is so telling about why some salespeople and for that matter businesspeople fail and why some are successful.
A famous Mountain Climbing resort in the Swiss Alps caters to businesses that encourage their employees to hike up the mountain trails together. The goal is to build camaraderie and to teach teamwork. Although it is about an eight-hour trek to the summit, anyone with normal walking ability can reach the top. Each morning, the hikers gather at the base of the mountain for a pep talk before starting the climb. Usually, the group is so excited, they can hardly wait to head up the slopes, to have a group picture taken, and to celebrate their victory.
They hike for several hours before taking a break. Approximately halfway up the mountain stands a quaint alpine restaurant. About noon, the weary hikers trudge into the restaurant, peel off their hiking gear, and plop down by the fireplace to have a cup of coffee, or drink some hot chocolate, and eat their lunch. With the mountain as their backdrop, the hikers savor the warm, cozy, picturesque setting.
Interestingly, after they are full and comfortable, less than half the hikers choose to continue climbing to the top of the mountain. It isn’t because they aren’t able; it isn’t because the climb is too difficult. Their reluctance to continue is simply because they are satisfied with where they are. They lose their drive to excel, to explore new horizons, to experience vistas they’d never previously imagined possible. They have tasted a bit of success, and they think. This is good enough.
In sales, similar happens. We have a goal to reach, like to lose some weight, or to pay off our credit cards. At first, we’re so excited. We’re fired up and we go for it! But over time, we get lazy; we get complacent. Maybe we see a little improvement, but then we get comfortable where we land. Where we are may not be a bad place, but we know it’s not where we’re supposed to be. We’re not stretching ourselves. We’re not pursuing the excellence that we have inside of us.
“Well, Steve, I’m doing pretty well with my goal,” one man said. “I used to smoke two packs of cigarettes a day, and now I smoke only one.” Another person said, “I used to be fifty pounds overweight, but I’ve lost ten pounds recently.”
That’s a good start, and it took some real effort to get where you are. But don’t get comfortable. Don’t be satisfied with a little improvement. Begin believing for better progress, and press on to do your best.
Maybe in sales and you’ve experienced a bit of success. Lately, however, you’ve been thinking that perhaps you’ve reached your limits. You’re not stretching yourself. You aren’t believing that you can reach that next level, you are satisfied with where you are.
You need to step out of your comfort zone. You have so much more in you. Keep pursuing and keep believing. It doesn’t take any more effort to believe and stay filled with drive than it takes to develop a negative and defeated attitude. I am amazed what people can achieve if they want to. So go ahead, want to! Satisfaction is the death of sales and business. Never be satisfied. Once you are, it’s over.
Wednesday, March 12, 2008
Do the Best Companies Join Chambers of Commerce?
Alexandria, VA - (March 11, 2008) - The best places to work tend to belong to their local chamber of commerce, according to a recent study by the American Chamber of Commerce Executives (ACCE). Of Fortune magazine's "100 Best Companies to Work For" in the United States and Canada this year, 94 are members of their local chamber, including all of the top 24.
Separately, ACCE found that in a random sample of 100 companies in the Fortune 1000, at least 75 were members of their local chamber.
"This 'Best Companies to Work For' information is one more indication that the best companies tend to be chamber members," according to ACCE President Mick Fleming. "If a company cares about its employees, there's a good chance it also cares about its community and the chamber is the way that great employers invest in both."
Local chambers of commerce are associations of businesses that come together to improve the local economic climate and help members network and find new business. Strong employers link with and learn from like-minded peer companies through business-led civic organizations - chambers of commerce.Here is the Fortune list of the best places to work:http://money.cnn.com/magazines/fortune/bestcompanies/2008/ Consumers seem to expect chamber members to be better-than-average companies. A study by the Atlanta-based Schapiro Group last August found that consumers are 63 percent more likely to buy products from companies that they believe are chamber members.
John Bachmann, senior partner at Edward Jones (St. Louis, MO), which placed No. 4 on the "Best Places to Work For" list, said, "I find in my experience, both locally and nationally, that the single most effective voice on issues is the chamber. Because of that, we want to be involved. Whether it is healthcare, performing arts, public schools or universities, people most interested in the community are members of the local chamber." Bachmann is a former chair of both the St. Louis Regional Chamber and Growth Association and the U.S. Chamber of Commerce.
Paul Speranza Jr. is vice chairman of Wegman's Food Markets (Rochester, NY), which placed No. 3 on the Fortune list. His company is active in the local, state, and U.S. Chamber, of which he is the current chair. He's travelled to many local chambers and appreciates what they do. "It is easy for me to see the great value that many of these chambers provide their members in so many areas, including education and workforce development - showing member companies how to be excellent and appreciated employers by partnering in developing great programs and sharing best practices."
ACCE plans to probe further into which kinds of companies join their local chamber and which ones don't. "We are not surprised that many of the best companies join chambers of commerce," said Mick Fleming. "And, I believe when more people are aware of this, we're going to see still more firms joining their local chamber."
* * *
Established in 1914, ACCE serves the professional development needs of chamber executives throughout the United States and Canada. Representing more than 7,000 individuals, ACCE enhances the knowledge, leadership skills, and management effectiveness of chamber executives and their staff through education, benefits programs, trend analysis, benchmarking, and network development. ACCE supports and develops chamber professionals to lead businesses and their communities. To learn more about ACCE, visit www.acce.org.
Separately, ACCE found that in a random sample of 100 companies in the Fortune 1000, at least 75 were members of their local chamber.
"This 'Best Companies to Work For' information is one more indication that the best companies tend to be chamber members," according to ACCE President Mick Fleming. "If a company cares about its employees, there's a good chance it also cares about its community and the chamber is the way that great employers invest in both."
Local chambers of commerce are associations of businesses that come together to improve the local economic climate and help members network and find new business. Strong employers link with and learn from like-minded peer companies through business-led civic organizations - chambers of commerce.Here is the Fortune list of the best places to work:http://money.cnn.com/magazines/fortune/bestcompanies/2008/ Consumers seem to expect chamber members to be better-than-average companies. A study by the Atlanta-based Schapiro Group last August found that consumers are 63 percent more likely to buy products from companies that they believe are chamber members.
John Bachmann, senior partner at Edward Jones (St. Louis, MO), which placed No. 4 on the "Best Places to Work For" list, said, "I find in my experience, both locally and nationally, that the single most effective voice on issues is the chamber. Because of that, we want to be involved. Whether it is healthcare, performing arts, public schools or universities, people most interested in the community are members of the local chamber." Bachmann is a former chair of both the St. Louis Regional Chamber and Growth Association and the U.S. Chamber of Commerce.
Paul Speranza Jr. is vice chairman of Wegman's Food Markets (Rochester, NY), which placed No. 3 on the Fortune list. His company is active in the local, state, and U.S. Chamber, of which he is the current chair. He's travelled to many local chambers and appreciates what they do. "It is easy for me to see the great value that many of these chambers provide their members in so many areas, including education and workforce development - showing member companies how to be excellent and appreciated employers by partnering in developing great programs and sharing best practices."
ACCE plans to probe further into which kinds of companies join their local chamber and which ones don't. "We are not surprised that many of the best companies join chambers of commerce," said Mick Fleming. "And, I believe when more people are aware of this, we're going to see still more firms joining their local chamber."
* * *
Established in 1914, ACCE serves the professional development needs of chamber executives throughout the United States and Canada. Representing more than 7,000 individuals, ACCE enhances the knowledge, leadership skills, and management effectiveness of chamber executives and their staff through education, benefits programs, trend analysis, benchmarking, and network development. ACCE supports and develops chamber professionals to lead businesses and their communities. To learn more about ACCE, visit www.acce.org.
Tuesday, March 4, 2008
Leadership
Leadership and management are often misunderstood as one in the same. They are not! Certainly a good leader should be able to manage and visa-versa. But, it is important to understand the difference. Both are important to the success of an organization.
The key difference between the two is that management is about processes and leadership is about people. You manage your accounts payables but you lead your accounts payable administrator. Understanding this is the key to motivating, coaching and growing your people to the very best of their ability.
This happens in an organization for many different reasons. Most often it is because we promote people for all of the wrong reasons. The most common ones are length of service, the next manager is the one who has worked there the longest, and the other is that they are good at the task at hand. For example they have had the best sales record so they become the sales manager; they have had the least mistakes in accounting so they become the accounting manager etc.
Unfortunately, we learn management skills as opposed to leadership skills very early on. Our parents tell us what to do as opposed to teaching us to think of the answer to questions on our own. This is one among several reasons why management as opposed to leadership is how we typically run an organization.
Management is about effecting positive change in the organization by recognizing process problems, correcting those process problems and teaching others how to implement the new processes.
The top 4 most important aspects of leadership are;
1) Recruiting. The ability to attract and retain the best is imperative in success of an organization. Recruitment should be an ongoing process and should never wait for a need. There is always a need for someone better then your best person isn’t there?
2) Coaching. Coaching is always teaching, rarely telling. Teaching is helping subordinates self realize the answer on their own and not always blurting out the answer for them. The old adage, “Give someone a fish, they eat for a day, teach them how to fish, they eat for a lifetime”. There is a real pride in coming up with answers on their own which is what we all strive for in an employee.
3) Accountability. Creating a clear and detailed written plan that involves a 30-60-90 day written goal that not only involves revenue goals but behavior goals as well. Behavior goals are the action steps that are taken to prospect daily, weekly and monthly.
4) Motivating. Understanding what motivates each individual is what will elevate
them to the next level. Motivation is different for each individual and a true leader
knows how to unlock it.
So are you a good leader or just a manager? How about your sales manager? Better ask the questions. You never know what you might learn.
Danielle MooreProActive Training & Consulting
The key difference between the two is that management is about processes and leadership is about people. You manage your accounts payables but you lead your accounts payable administrator. Understanding this is the key to motivating, coaching and growing your people to the very best of their ability.
This happens in an organization for many different reasons. Most often it is because we promote people for all of the wrong reasons. The most common ones are length of service, the next manager is the one who has worked there the longest, and the other is that they are good at the task at hand. For example they have had the best sales record so they become the sales manager; they have had the least mistakes in accounting so they become the accounting manager etc.
Unfortunately, we learn management skills as opposed to leadership skills very early on. Our parents tell us what to do as opposed to teaching us to think of the answer to questions on our own. This is one among several reasons why management as opposed to leadership is how we typically run an organization.
Management is about effecting positive change in the organization by recognizing process problems, correcting those process problems and teaching others how to implement the new processes.
The top 4 most important aspects of leadership are;
1) Recruiting. The ability to attract and retain the best is imperative in success of an organization. Recruitment should be an ongoing process and should never wait for a need. There is always a need for someone better then your best person isn’t there?
2) Coaching. Coaching is always teaching, rarely telling. Teaching is helping subordinates self realize the answer on their own and not always blurting out the answer for them. The old adage, “Give someone a fish, they eat for a day, teach them how to fish, they eat for a lifetime”. There is a real pride in coming up with answers on their own which is what we all strive for in an employee.
3) Accountability. Creating a clear and detailed written plan that involves a 30-60-90 day written goal that not only involves revenue goals but behavior goals as well. Behavior goals are the action steps that are taken to prospect daily, weekly and monthly.
4) Motivating. Understanding what motivates each individual is what will elevate
them to the next level. Motivation is different for each individual and a true leader
knows how to unlock it.
So are you a good leader or just a manager? How about your sales manager? Better ask the questions. You never know what you might learn.
Danielle MooreProActive Training & Consulting
Wednesday, February 27, 2008
Make a Match, Make a Difference
The Greater Boca Raton Chamber of Commerce invites the community to join them for the pre-planning party for Boca Festival Days, a month-long city-wide celebration of events partnering local non-profit and for-profit organizations to benefit the community.
When Boca Festival Days was created in 1970, it was initially intended to boost business during what was traditionally Boca Raton’s “slow” month of August, but has now evolved into the Chamber’s commitment to the non-profit community. Boca Festival Days is the result of local business leaders and representatives from area non-profit and media groups working together to plan and promote events throughout the month of August. Boca Festival Days grows each year and now boasts events of all varieties and hosts thousands of participants.
“Boca Festival Days function as a way to raise mission awareness as well as much needed funds for non-profit organizations in our area. Last year, more than $200,000 was raised for participating organizations. The Greater Boca Raton Chamber of Commerce is proud to promote the events that take place and asks that the community give their support to the organizations that in turn support our educational, cultural, and fundamental needs,” says Festival Chair Lisa Elkan, Assistant V.P., Eastern Financial Florida Credit Union, Palm Beach County.
“The community is invited to join us as we get together to plan potential Boca Festival Days 2008 events at ‘Make a Match, Make a Difference’,” adds Festival Co-Chair Linda Gove, Executive Director of Boca Helping Hands. “Our goal is to create an opportunity for local for-profit companies to get some hands-on involvement in the community for a good cause.”
Get exposure for your business and become "Socially Conscious" by supporting a charitable organization during Boca Festival Days 2008 . If you would like to be involved, please join us at “Make a Match, Make a Difference”, which will be held on Wednesday, March 19th, from 5:30pm to 7:00pm at Gatsby's Boca (5970 SW 18th St., Boca Raton, FL 33433). This pre-Boca Festival Days network will give the non-profit and for-profit businesses the ability to meet and come up with event ideas for Boca Festival Days 2008.
RSVP’s are a MUST! For more information or to RSVP, please visit our website, www.bocaratonchamber.com (events calendar), contact Desiré Salazar at 561.395.4433 ext. 235 or dsalazar@bocaratonchamber.com.
When Boca Festival Days was created in 1970, it was initially intended to boost business during what was traditionally Boca Raton’s “slow” month of August, but has now evolved into the Chamber’s commitment to the non-profit community. Boca Festival Days is the result of local business leaders and representatives from area non-profit and media groups working together to plan and promote events throughout the month of August. Boca Festival Days grows each year and now boasts events of all varieties and hosts thousands of participants.
“Boca Festival Days function as a way to raise mission awareness as well as much needed funds for non-profit organizations in our area. Last year, more than $200,000 was raised for participating organizations. The Greater Boca Raton Chamber of Commerce is proud to promote the events that take place and asks that the community give their support to the organizations that in turn support our educational, cultural, and fundamental needs,” says Festival Chair Lisa Elkan, Assistant V.P., Eastern Financial Florida Credit Union, Palm Beach County.
“The community is invited to join us as we get together to plan potential Boca Festival Days 2008 events at ‘Make a Match, Make a Difference’,” adds Festival Co-Chair Linda Gove, Executive Director of Boca Helping Hands. “Our goal is to create an opportunity for local for-profit companies to get some hands-on involvement in the community for a good cause.”
Get exposure for your business and become "Socially Conscious" by supporting a charitable organization during Boca Festival Days 2008 . If you would like to be involved, please join us at “Make a Match, Make a Difference”, which will be held on Wednesday, March 19th, from 5:30pm to 7:00pm at Gatsby's Boca (5970 SW 18th St., Boca Raton, FL 33433). This pre-Boca Festival Days network will give the non-profit and for-profit businesses the ability to meet and come up with event ideas for Boca Festival Days 2008.
RSVP’s are a MUST! For more information or to RSVP, please visit our website, www.bocaratonchamber.com (events calendar), contact Desiré Salazar at 561.395.4433 ext. 235 or dsalazar@bocaratonchamber.com.
Wednesday, February 20, 2008
Strength Training Can Strengthen Your Business
To be at the top of your game today in an ever-changing competitive business environment, it not only takes astute business acumen and exemplary fiscal fitness, but also empowering physical fitness and unwavering self-confidence. While there are many options available for invigorating exercise regimens – from gym memberships to video workouts, Pilates, power walking, jogging and biking – that can help you achieve this, strength training should be a key component.
After the age of 25 our bodies lose a little more than half a pound of muscle each year. That is why we may weigh the same as in high school, but can not fit into the same clothes as the muscle loss in weight has been replaced with the same weight of fat.
In those who do not engage in strength training, a reduction of 5% per decade is typical, and this loss in metabolic function leads to fat gain. As our muscle mass decreases and our diets remain the same, there is less muscle mass to burn the calories so we slowly start to store the unburned calories as fat. Eventually, as we age, our metabolism decelerates, but this and other factors that accompany the aging process can be slowed with significant noticeable results with an appropriate strength training program.
In addition to gaining muscle strength, improving cardiovascular fitness and overall health, and increasing metabolism for optimum fat loss, a regular strength training program also increases endurance, stamina and energy; improves muscle tone, body shape, bone density, and flexibility; decreases tension and stress and reduces injuries. Such a fitness protocol also helps reduce the symptoms of numerous diseases and chronic conditions, such as heart disease, osteoporosis, diabetes, obesity, rheumatoid arthritis, back pain, osteoarthritis, and depression. It can even help you sleep better!
It is important to start strength training conservatively and progress slowly. Working under the supervision of a certified instructor is key as they will help ensure that your exercise form is correct for maximum results. To begin, you should ask for a sample workout.
Make a commitment to your health, and the health of your business. Start your strength training regimen today.
Gail Case, Owner, SuperSlow ® Zone, home of the SuperSlow® Strength Training Protocol located in Plum Park (141 N.W. 20th Street, Suite H1, Boca Raton)
561.392.3348
After the age of 25 our bodies lose a little more than half a pound of muscle each year. That is why we may weigh the same as in high school, but can not fit into the same clothes as the muscle loss in weight has been replaced with the same weight of fat.
In those who do not engage in strength training, a reduction of 5% per decade is typical, and this loss in metabolic function leads to fat gain. As our muscle mass decreases and our diets remain the same, there is less muscle mass to burn the calories so we slowly start to store the unburned calories as fat. Eventually, as we age, our metabolism decelerates, but this and other factors that accompany the aging process can be slowed with significant noticeable results with an appropriate strength training program.
In addition to gaining muscle strength, improving cardiovascular fitness and overall health, and increasing metabolism for optimum fat loss, a regular strength training program also increases endurance, stamina and energy; improves muscle tone, body shape, bone density, and flexibility; decreases tension and stress and reduces injuries. Such a fitness protocol also helps reduce the symptoms of numerous diseases and chronic conditions, such as heart disease, osteoporosis, diabetes, obesity, rheumatoid arthritis, back pain, osteoarthritis, and depression. It can even help you sleep better!
It is important to start strength training conservatively and progress slowly. Working under the supervision of a certified instructor is key as they will help ensure that your exercise form is correct for maximum results. To begin, you should ask for a sample workout.
Make a commitment to your health, and the health of your business. Start your strength training regimen today.
Gail Case, Owner, SuperSlow ® Zone, home of the SuperSlow® Strength Training Protocol located in Plum Park (141 N.W. 20th Street, Suite H1, Boca Raton)
561.392.3348
Wednesday, February 13, 2008
Tomorrow's Profits Won't Happen Without Today's Planning
"Why do I need a Business Plan? I know what I'm doing".
Many aspiring small business owners have made that statement. Too often, their dreams of becoming successful entrepreneurs have turned into nightmares. While one may be familiar with the ins and outs of running a business, that knowledge may not cover every possible scenario. That's why a Business Plan is a must for veteran business owners and newcomers alike. This plan of action for building a successful small business examines the environment in which a business operates, including potential problems, cyclical trends, and opportunities. More importantly, the plan provides the business owner with contingencies for dealing with these situations.
Putting your ideas in writing also forces you to think realistically about sales, expenses, and short and long-term goals. The Business Plan should identify target customers and how you will attract them; timelines for adding staff and infrastructure; product and business differences between you and your competitors; and many necessary factors. In addition, if you plan to seek financing, it is all but certain that a lender will require a Business Plan as part of the application.
A Business Plan benefits startup businesses, as well as established enterprises, that need it to reassess their goals and strategies. A professional business counselor can provide confidential guidance, (sometimes even free of charge) to help you prepare and improve a winning Business Plan, and help you with any and all aspects of your business, whether it is still a dream or an established part of your life.
Also, the free workbook, "How to Really Start Your Business", provides a helpful framework for developing a Business Plan, plus key questions that will influence how your business operates.
Article provided by SCORE
Many aspiring small business owners have made that statement. Too often, their dreams of becoming successful entrepreneurs have turned into nightmares. While one may be familiar with the ins and outs of running a business, that knowledge may not cover every possible scenario. That's why a Business Plan is a must for veteran business owners and newcomers alike. This plan of action for building a successful small business examines the environment in which a business operates, including potential problems, cyclical trends, and opportunities. More importantly, the plan provides the business owner with contingencies for dealing with these situations.
Putting your ideas in writing also forces you to think realistically about sales, expenses, and short and long-term goals. The Business Plan should identify target customers and how you will attract them; timelines for adding staff and infrastructure; product and business differences between you and your competitors; and many necessary factors. In addition, if you plan to seek financing, it is all but certain that a lender will require a Business Plan as part of the application.
A Business Plan benefits startup businesses, as well as established enterprises, that need it to reassess their goals and strategies. A professional business counselor can provide confidential guidance, (sometimes even free of charge) to help you prepare and improve a winning Business Plan, and help you with any and all aspects of your business, whether it is still a dream or an established part of your life.
Also, the free workbook, "How to Really Start Your Business", provides a helpful framework for developing a Business Plan, plus key questions that will influence how your business operates.
Article provided by SCORE
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