Turn up the heat, Mr. Biden!

I’ve been ranting and raving here for over a year that small business has proven time and again that it represents the one and only solution to our continually sinking economy. And just because the temperature hit 94 here today doesn’t mean it’s time to turn down the heat.

     Mr. Biden, you told us this week to “Just look around” and check out the great economic recovery in full swing. Uh, and you’re looking where?

     Mr. Biden, America is emphatically NOT on the rebound track that you have the chutzpah to be delivering sound bites on. You’re flat out wrong about the picture you’re trying to paint of booming job creation scenarios and an economic turn-around that’s rushing us back into high-roller high times.

     It’s simply not true, Mr. Biden, and you know that it’s not. Period.

     In fact, if you’ll pardon my brashness, Sir, perhaps you could better be using the influence of your position to develop some MEANINGFUL small business job creation incentives that go beyond the empty, token proclamations of the U.S. Small Business Administration.

     The SBA is so out-of-touch with reality that it hasn’t had a clue about the trials, tribulations, challenges, and opportunities of small business since the day it was founded. Their latest “incentive” plans prove it!

     I served two consecutive 2-year federal appointment terms on what’s been called the country’s most important SBA regional advisory council (NY/NJ/CT and the USVI. I resigned because the two dozen membership seats were filled with major corporate executives. I and one other member were the only ones who owned and operated small businesses. The job of representing and cultivating small business interests was not getting done.

     It is not getting done now. You are not getting it done. Why have you not surrounded yourself with small business owners, and immersed yourself in the process of their day-to-day existences?

     Do you think that walking through a diner and glad-handing the employees is giving you some great small business insight, or that it’s endearing you to or helping small business?

     Do you think there is some other answer to our economic catastrophes outside the province of small business? I’d love to hear that answer.

     It is waaaaay past time to get involved with the only hope that remains: small business! Do it now. Roll up those white sleeves and get yourself in the trenches.

     Visit the farmers in your own State! Listen to the retailers who are suffering through low tourism. Meet with struggling automotive dealerships who have been thrown under the bus by the same automakers your boss is rewarding for their screw-ups by passing out truckloads of tax dollars in a feeble, misguided attempt at business management.

     When you’re put in charge of running what is arguably the world’s biggest business and you have no business or management experience, and you can easily see that small business  job creation is what turns around economies, why do you bury your head in the sand?

     Why do you choose paths of arrogance and abstinence instead of humility and outreach to bring in the experts. No one knows business like  small business owners. Listen to them. Act on their behalf. Help them create REAL new jobs.     

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Hal@Businessworks.US or 302.933.0116

“The price of freedom is eternal vigilance!” [Thomas Jefferson] 

Thanks for visiting. Go for your goals. God Bless You.

Make today a GREAT day for someone!

So go get a new family!

     Do these kinds of situations sound at all familiar, or am I just imagining…???

• The owner’s wife in charge of collecting receivables takes the task too personally because –through her eyes– she can only see that some deadbeat is preventing her from pleasing her husband since she can’t afford to serve him the kind of dinners he most enjoys.    
• The owner’s son is not as business-minded as his mother. She’s constantly berating him for wasting too much time playing around with creating new advertising approaches, and not paying enough attention to customer service, billing, and inventory.
• The two feuding sisters are always trying to outdo one another’s sales accomplishments, and neither is willing to handle growing staff problems.

     Having worked with hundreds of family businesses (from trash collection to surgery practices), I can assure you –since the popular shrink notion is that every family is dysfunctional– that your family business is not unique in it’s breadth and depth of problems.

     It is —on the other hand— unique inasmuch as it takes some very special give-and-take tolerance levels to be able to work day-in-and-day-out with the people you’re related to, and have grown up with.

     Having a history with others can be a positive and rewarding and affectionate experience, but working with those you have a history with can present many challenging opportunities.

     Opportunities? Aha! Therein lies the answer to family business problems. Would it be fair to say that the primary difference between whether someone views any given situation as a “problem” or as an “opportunity” reduces itself to how that person chooses to view it? 

Behavior is a choice… how we view it and how we do it!

     Okay, so some family members thrive on choosing “problems,”  yes? Oh, but you know what? It takes two to tango. YOU don’t have to choose to make a family-problem-chooser’s problems YOUR problems!

     Choose instead to walk away. Or choose to change the channel in your head from a confrontative talk station to easy listening. Or choose to offer choices.

     Above all, choose to be aware that it is a choice! That awareness alone will carry you through some of the rough spots and help keep others focused on what’s important. 

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But working harder

makes you smarter!

I’ve probably heard “Work smarter, not harder” a few hundred million times in my life (yeah, I know, that’s probably a few more than a million times a day or something. Anyway, it seems like it!)

     So, okay I tried this little “Work Smarter” rule of thumb like 75 million times, and blam! Nothing. I mean you couldn’t even BE smarter than I worked, but blam! Nothing. It was like a big empty room and nothing to do but get frenzied and frazzled about having nothing to do except hang out! (How do teenagers do it? Oh, right, txtg 4 fun n games!)

I tried so hard to work smarter that I was working myself to the bone just  trying to work smarter. And for some reason, I couldn’t get myself to think that I was putting myself on some wonderful new brightly lighted cheerful pathway that would pioneer me a new life through the gloom and darkness!

Then I started reading about great leaders I admired, and guess what? They all worked harder than everybody else. I remembered a boss I once had who commuted daily to Manhattan from Pennsylvania (2-hour train rides each way) and who arrived at the office at 7am and left at 6pm; you figure it out. Helluva life! Needless to say, he was not a happy camper most of the time.

     So what am I saying? There needs to be a point of diminishing returns in human productivity and pleasantness? Yah! Okay, so what’s yours? Have you actually pushed yourself to that point, or do you just talk it? Are you a closet workaholic? Or (Horrors!)  a real one?

Anyway, I’ve come to the conclusion that it’s perfectly okay to work like a maniac IF:

A) You enjoy what you do

B) You’re not using it as an excuse to avoid some form of intimacy with family, friends, associates, or significant others

C) You really and truly need to work (and it’s not just so you can afford the $100 wine that your neighbor drinks)

D) You’re a whacko entrepreneur and you know there’s no other way to get ahead in life and have a successful business than to knock yourself out doing whatever it takes…and you have a vacation planned!

E) You aspire to leadership greatness, and know that the best leaders rarely sleep…and you have a vacation planned!

NOTE: If ALL of the above alphabetized items apply to you, start looking up shrinks in your local phone book…you’re going to need someone you can get to, like lickity-split!

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hal@businessworks.US

STRATEGY/ CONTENT/ CONNECTION

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OPEN  MINDS  OPEN  DOORS

Make Today A Great Day For Someone!

The gun goes off!

     No, I’m not suggesting some form of warfare is needed for starting a business (though, at times it can feel like being on the edge of a military engagement). I’m talking about a starter’s gun, the kind that’s used to start events, that shoots blanks? Whew! Glad we got that straight.

     Starting a new business, or a new venture spinning out of an existing business–in case it’s been a while and you’ve forgotten–is very much like the beginning of a crew race. Okay, you live in the desert or the mountains and haven’t the foggiest idea about a crew race.

     Maybe you saw one once on TV? Crew races take place in rivers, lagoons, bays, and lakes. Skinny, lightweight 62-foot-long sculls (boats) with 8 rowers (each with a two-handed oar: 4 on the port side and 4 on the starboard side). Yes, there are also 4 and 2 and 1-rower sculls.

     Each oarsman/oarswoman has his or her feet strapped in, and each slides forward and backward on little butt-snuggling seats that actually have each rower precariously perched in such a manner as to practically hang out over the boat edges just inches above the water.

     There’s a “coxswain” (usually a featherweight athlete with  heavyweight vocal cords) in the bow (front) who steers the boat with guide wires and pounds the rhythm into blocks on the sides of the boat. This little person does a lot of yelling through a megaphone. Oh, thatcrew race! Sooo?

     Competing boats get positioned on the starting line, standing still, dead in the water. Oars and rowers ready. Let me try that headline again: The gun goes off! Every rower slams their oars as fast and furiously as they can in and out of the water in order to get some starting momentum and get the boats moving from their dead weight standstill positions.

     Once some forward motion is established (and assuming no capsizings or tangled oars with other crew teams), the coxswain starts in with a quick paced rhythm, calling “in” and “out” for rowers to coordinate oar placements in and out of the water.

     This builds the pace of movement in a smoother, more team-coordinated manner. The coxswain eventually calls out “stroke” as the pace lengthens out into longer harder quicker pulls.

     The coxswain is all the while banging on the boat because rowers cannot always hear the shouted ins and outs because of wind, but they can feel the vibrations of the pounding and respond to that.

     Rowers slide forward and back in time with lifting their oars up out of the water, twisting the handles so the oar blade skims back across the top of the water, then plunging the blade back in for the exhausting pull through the water, then repeating the motion again and again.

     Rowers must concentrate on staying in tandem (from a head-on view, an observer should see but one single rower when the team is in perfect sync). They must also focus on working to not “catch a crab” (getting an oar stuck out of rhythm with the other seven oars, going into or coming out of the water, and creating a splashy puddle).

“Catching a crab” can be serious enough to “catch” an oar blade and take the oar that’s fastened into the oarlock beyond the point of recovery. This will likely turn the entire boat over, which –aside from losing the race and likely damage to the expensive fragile boat– is not a fun thing in 50-degree water with a hooded sweatsuit!  

Are you beginning to see why this athletic ordeal reminds me of starting a business? Are you paddling fast and furiously to get some forward motion? Are you trying to row and steer your fragile, expensive boat at the same time? Are you missing hearing the steps you have to take but feeling the vibrations? Have you “caught a crab”? Are you lengthening out? Capsized?

Hey, there’s always another race!

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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When your back’s

against the wall…

lean!

     That’s right. Let the wall hold you up. It will keep you standing, give you a better position to fight back, and allow you a place to push off of. Besides, being backed against the wall is more likely to make you a tiger than a pussycat.

     Tigers win at business. Pussycats do not. Tigers growl and claw. Pussycats purr and head for the litter-box. [And who said a business blog couldn’t be like Animal Channel?]

     I read and hear and see it everyday. It’s as if a thin coat of discouragement Spackle has been swiped across America’s small businesses. There are not as many smiles. [Please don’t stop smiling. Even forced smiles will eventually lead to real ones, maybe even produce a laugh or two!]

     When your back’s against the wall, turn around and examine the wall. Odds are it’s stronger than you. It’s probably been around a few years, without food or water, or without even using the bathroom…though it does likely have a roof over its head.

     Next, talk to the wall (especially if it’s brick, so you finally will know what all those people mean who claim to liken their discussions with their hi-tech-self-absorbed teenagers being “like talking to a brick wall!”).

     Okay, so now you’ve leaned against the wall that your back’s up against, you’ve looked at and appreciated and respected the wall, you’ve talked to the wall…what’s next?

     We need only drift back a few wonderful years ago when that question was never openly posed for worldwide consideration but received an earth-shattering response nonetheless.

     Are you thinking back and remembering? The assertive response to a none-question, offered in a stern but reassuring tone of voice by none other than the great leader of the free world, who is clearly a “one of our greatest presidents” candidates:

“Mr. Gorbachev, tear down this wall!”  

I say to you here and now once more, in the immortal words of Ronald Reagan, as if he were here to consult you on your business trials and tribulations:

Tear down this wall!

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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Is your independence

going down the toilet?

     What better subject on Independence Day than our right to independent choice of healthcare coverage? But, STOP! Don’t click off! This concerns YOU, Dear Mr. or Ms. Entrepreneurially-Minded Business Leader!

     Mr. Obama (He’s only “Mr.” until he proves his citizenship) wants YOU and every other American to be required to buy a health insurance policy… regardless of whether you want it, whether you need it, or whether you can afford it. [Just imagine, if you can, what’s coming next if he gets his way with this. NON-Union Business survival? Right. Good luck!]

     Now get this reasoning: He says it’s the same thing as motorists being required to buy auto insurance.

BUT ISN’T DRIVING A PRIVILEGE?

ISN’T LIFE AND THE PURSUIT OF HAPPINESS (INCLUDING HEALTHCARE COVERAGE CHOICE) A RIGHT?

     You want to argue this? Go find me the place in our Constitution or our Bill of Rights that says the Federal Government has the authority to require the purchase of a health insurance policy as a condition of having been born!

     You think that’s a ridiculous exaggeration? Then tell me: WHERE IS FREEDOM when the Federal Government has the power to tell you how to spend after-tax dollars? What distinguishes disposable income from taxes?

     As for the proposal that the IRS be charged with fining citizens who do not purchase a health insurance policy, since the Federal Government just prints more paper money to pay debt, why is taxation or the IRS even necessary? Just shut down the IRS and transfer its budget to indigent care! [And won’t that satisfy all the screaming liberals?]

[With special appreciation for the inspiration and some of the wording to  “BenDoubleCrossed” editorial contributor to the June 26th Larchmont (NY) Gazette www.larchmontgazette.com]

    Before you jump to defend Mr. Obama on this issue, you should know that I speak from more years of healthcare business experience (including five years of National Committee of Quality Health Care membership, authorship of hundreds of healthcare-related articles, and two major books for and about doctors) than he has spent in a lifetime government career.

     His proposals are barking up the wrong tree. And he is continuing to alienate business and industry leaders, in whose hands rest the nation’s only hope for economic recovery! 

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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Stop shooting yourself

in the Subject Line!

     I had occasion today and yesterday to delete a few thousand emails that had accumulated at an old, unused email address. 99.9% of them (including substantial numbers from leading name companies) had subject line copy that was too stupid for a 6 year-old to consider opening.

     Okay, I realize the vast majority of these were spam, but you would have to be from Pluto or Uranus to think you could find value in clicking open emails with Subject copy like:

• Get Yore Advanced Collage Decree Today: EZ and cheep [I gather we’d not be talking about a Master of Fine Arts in Writing here.]  
• Women will cling to you day and night[This is not something I can imagine a desirable state of existence regardless of gender.]
• Hi. Angelina here. I missed hereing from you[Wow! An old acquaintance; I mist you two!]
• Jumpstart your customer base now! They’ll come rushing to your door with their wallets out! [Not sure that jumpstarts are such a good idea for my surgeon clients! And not many doctors run anywhere with their wallets open anyway!]
• Call Today! Start Earning $10,000 A Week Immediately![Okay. let’s see, that’s $520,000 a year. Hmmm, not bad. Must be a steroid franchise!]

     You get the idea. And you surely get your own fair share as well. The point is that there’s also a very large and very successful email marketing medium out there that is thriving because the people involved are professional enough to recognize that GREAT Subject line copy gets emails opened.

     What makes it great?

1. First (like the ingredients and message of every great direct mail campaign envelope), it’s as personalized as can possibly be.
2. Second (like the copy for every great billboard and branding theme), it’s seven words or less that tell a story that has a beginning, middle and ending and is persuasive!
3. Third (like every great ad and every great marketing campaign), it succeeds at attracting attention, creating interest, stimulating desire, and bringing about action while assuring satisfaction.

     WHEW! That’s a lot of stuff for one email Subject line! Yup! And it takes a lot of time and special skill that can often be pricey. But, how important is it to get your email advertisement opened to start with?

     Remember: no matter how spectacular your message is inside, it’s not worth a hand of sand if your prospect doesn’t open it.   

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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Ready to roll your gasping,

bleeding business into the ER?

     At a  9AM meeting you asked for a copy of an old 12-page report by the end of the day. That didn’t seem unreasonable, did it?  

     Probability is that your headache only came on when you realized that not only was your request ignored, but that the employee who smilingly agreed to provide the copy actually took a two-hour lunch and then left for home early.

     Of course you needed some icing on the headache cake, so your eager-to-please employee obliged you while you were on a conference call by dropping a “Sorry, the copy machine’s been down all day” note on your desk for you on the way out!

     How many times have you asked someone who works for you to get something done quickly and then discovered that the task ended up in the “SLOW” pile? Okay, every one’s not “Charlie Hustle,” but assuming that you’re making your “RUSH” requests in a reasonable and courteous manner, maybe the person on the receiving end simply doesn’t share your sense of urgency?

     Do you find more evidence of this in your observations of employee dealings with customers and clients? Perhaps it’s time to recruit your people into developing or up-dating your business mission statement and –in the process– to make sure that some key reference is made to “responsiveness.”

     Why not just repremand and push everyone to move quicker? Because you need your people to buy into the way of thinking you want the business to have if you’re interested in having them behave more responsibly than hired temporaries. After all, doesn’t the government aspire to be in a position of simply dictating change?

     Ah, but the government knows nothing about running a business. In fact, the government seems unfortunately destined to experience that rude awakening soon… the reality that change cannot be dictated anywhere with any degree of success by anyone, except perhaps at gunpoint in a dictatorial regime, is not far from discovery.

     People accept change more quickly and more wholeheartedly when they have a hand in designing the ingredients and/or the parameters of what behavior is expected of them. Giving them at least the opportunity to suggest recommendations for inclusion in the revitalized guidelines for conducting day-to-day affairs makes them part-owners.

     People who are business owners and those who have risen to the occasion and accepted at least the conduct–if not the roles of part-owners–are the same people who accept an ownership mindset. These are the people who you can count on to be responsible, to have a sense of urgency about them in all that they do. And businesses with a sense of urgency succeed.    

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  Is Your Business   

Half-Pregnant?

     I am convinced that the number one reason for business failure is not the economy, not insufficient capital, not poor management, and not over-regulation by government, though all are symptomatic.

     Government interference is of course particularly irksome because it’s being crafted, dictated, and delivered by an arrogant socialist stampede of naive, incompetent leaders whose total business experience equals zero.

     So, what IS the number one reason for business failure?

     Dig deeper.  

     In the past few years, I personally experienced or had first-hand reported more than two dozen incidents involving owners, operators, and managers of sizeable, established businesses hurtling their business interests the wrong way down one-way streets with reckless abandon.

     All have either since collided or failed or are on their way

All have or had the following characteristics in common:

• Lack of follow-through and a vested interest in maintaining the status quo (amazingly, even after hiring outside consultants to ignite, stimulate, and motivate!) 
• Disregard for and disrespect of their employees, with tokenism providing the prevailing wind 
• Disregard of the very talents and solutions they were outsourcing to shore up their own shortcomings (hard to believe, especially after paying for services, but true!) 
• Complete resistance to initiate two-way “partnership style” communicating
• Not having a sense of urgency.    

     I reduce all of these weaknesses to driving a business the wrong way on a one-way street. It’s noteworthy that many of them talk(ed) the good talk…but to themselves: Mission Statements with no teeth!

     Without keeping open to and encouraging two-way communication by exercising strong listening and feedback skills, by making assumptions instead of addressing differences, and by disregarding the very consulting input they were paying for (and then not providing feedback), they were/are setting themselves up for failure. 

The economy, under-capitalization, poor management, and over-regulation are excuses. Businesses succeed–even with all of these factors working against them–by communicating openly at all levels all of the time. Communicating openly at all levels all of the time is the ultimate trigger for business transparency.

Transparency, like pregnancy, cannot be half-way.

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 Hal@TheWriterWorks.com or comment below. Thanks for visiting. 

Go for your goals, good night and God bless you!

Do you have a Wimp Complex?

More businesses these days seem to be functioning like wussies!

     A (farmland) truck dealer is giving away a free tractor with every truck purchase. What a great idea, especially given an uncertain overloaded inventory of vehicles manufactured by what has become an uncertain source. But the dealer has stopped short of making the tractor deal a slam-bam promotion, and will no doubt write it off as a loss. (Lots of examples of how to make trucks fly off the lot with this idea : call me!)

     A small handmade product retailer says she’s closing (to become an Internet business and work from home) because the mortgage payments are too high, and there’s not enough store traffic. There was no mention made of the sparse high-priced inventory or the two large dogs that came bounding from behind the counter, jumping on (literally) six panicked customers in four minutes.

     The owner of a new Chinese restaurant (with better quality food and lower prices than any of the dozens of others within 20-30 minutes) reports he cannot attract enough business because two of his customers who run their own companies told him that business everywhere is suffering and that it might take him a couple of years to break even. (Y’think he’s heard about The Emperor’s New Clothes?)  

     The Post Office cuts services and raises prices. (Now there’s a great solution vs. maybe being more competitive with UPS and Fed Ex?)

     One state government is talking about financial crisis tactics that would close down the government one day a week along with their (greatest natural resource) parks operations which are the primary tourism industry attraction and income source… while approving a gazillion-dollar casino and racetrack complex (no doubt to cater to the gambling unemployed). 

     Financially-strapped ferry operations aren’t far behind. They’ve lowered foodservice quality and raised their vehicle and foot passenger rates through the roof, and can’t figure out why they’re continuing to lose money. (Must be products of the same graduate school that cranked out the Postal Service and government muckity-mucks!)

     This list could go on for thousands of pages, but the point of it all is that entrepreneurs–true entrepreneurs–have more gumption than these examples. They have more spunk. They rise to the occasion, and make things happen by sinking their teeth into the situations that are throwing knockout punches to people in the business examples noted.

     Entrepreneurs are the catalysts of change. They represent both the past and the future of this country. They don’t get discouraged over news from other business owners, or economy woes… and certainly not from government “leaders” who have no business sense or experience whatsoever. 

     Entrepreneurs take promotional ideas all the way through to completion and, in the face of hard times: work harder, stay open more hours, increase services and market competition, and lower prices as necessary.  When times are tough, it’s time to go the extra mile! 

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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