“Someone’s opinion of you

   does not have to become 

   your reality.”

—Motivational Speaker Les Brown

Let’s look at it this way: You are reading this right now because you are an entrepreneurial thinker and/or leader, because you own or operate or manage a small business or professional practice, or because you are a partner or investor in, or advisor to (or a student of) small business.

If this is true of you, then you know you are made of different stuff than are corporate or union folks, or those engaged in mass media. . . or government employees (from the White House to your State House, County Seat and Town Hall . . . including all levels of government agencies) . . . or those theoretical academic types.

Let’s put all those people aside for a minute. (Yes, of course there are exceptions; I’m talking about the overwhelming, vast majority of individuals who simply don’t get it, and who prefer being sheep!)

You, on the other hand, have a brain. And common sense skills. You know how to think and act productively.

You are focused on the here-and-now present-moment more than most people, and have little or no use for analyzing the past or fantasizing the future, beyond getting your ideas to work.

You know how to make things happen.

You have a sense of urgency, and you know how to “turn on a dime” when it’s time to change direction or meet a market need.

You create your own opportunities and are not afraid to step up to the plate when they arise — plus, you are smart enough to know how to get yourself on base without swinging wildly for the seats on every pitch.

Okay, so as far as others cut from the same fabric as you are concerned, all of the above makes you a (no gender implied) “Good Guy.” (There are 30 million of us!)  

But–alas–those admirable qualities that set the entrepreneurially-minded apart from the closed-minded also fail to insulate small business enterprise high-achievers from warped opinions!

Here’s the bottom line: When you find yourself beginning to worry about others’ opinions of you, your behavior, the way you run your business, the kind of schedule you keep, ask first if you are behaving legally and second if you are sacrificing your own health or your family’s existence.

If it’s “no” to both of these questions, change the channel.

It’s your brain. You are the only one who controls your brain. Simply change the mental channel in your brain from whatever self-denial, self-badgering, self-guilt station is playing, to something more challenging or geared more to easy listening.

It’s a choice. You can choose to rise above other’s opinions and pursue your burning desires freely.

Imagine if Edison or Ford or Gates or Winfrey or Ashe or Carnegie or Jobs or any great entrepreneur had balked at others’ negative opinions. We’d probably be –just for starters– without lightbulbs, cars and computers. Don’t choose for the negative opinions of those who can’t see your light to create darkness for your business ventures.

There’s too much to do, and life is too short to waste time dwelling on or worrying about other people’s opinions. Because–in the end– all you have for certain is you!

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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!

Yeast, the Sun,

and Leadership.

I get (and agree with) what Paul Ryan’s advice to Mr. Obama was all about when he visited the White House yesterday and reminded the man that “leadership starts at the top,” but I take some exception to the semantics of what that advice might suggest as it is applied to the rest of the world. 

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Leadership, like yeast, like the sun on the horizon, rises from low places. It starts, often below the surface, and grows to recognition, then to love and respect or –sadly, in many cases– to fear and loathing, with little room left in-between those two extremes for tolerance and apathy. The problem is that yeast and the sun are fairly predictable.

Some aspects of leadership are also predictable.

Qualities like being able to inspire and motivate others, for example, are part of almost every description of leadership since the beginning of time.

Truth and reality, however, measure all leadership by one word alone.

What’s your best guess?

What single word sums up “leadership” most definitively?

Surely you know the word if you think about it enough. It’s authenticity. Authenticity of character, of personality, of purpose, of attitude, of responsiveness, of courage, of self-image, of the nature of the people involved, of the nature of the tasks to be done. It cannot be manufactured, pretended, stolen, replaced, avoided, dismissed, disregarded, or disarmed.  

Almost never to be found near government or political enterprises or management: authenticity. And rarely does it appear in corporate life when it isn’t guarded — easy to understand when UN-authentic people hovering at the top feel threatened. Yet, say many, true authenticity must also be free, so how could it be guarded?

Okay, so cross off corporate authenticity. And what are we left with? Family life and small business. Why? Because there is less need to lie, make excuses, and cover one’s butt, and because entrepreneurial attitudes are not so affected and convoluted by status-ladder-climbing and artificial allegiances.

–————————————-

TEN EXAMPLES of authenticity:

1. Giving credit where credit is due.

2. Speaking up for what you believe in and supporting others who share your purpose.

3. Accepting responsibility without excuses.

4. Acknowledging screw-ups and owning up to your mistakes, also without excuses.

5. Taking immediate corrective action when called for instead of analyzing and seeking blame.

6. Being focused on the present “here and now” moment as much as possible.

7. Always acknowledging the human factor in every decision and action, even when others pass it over. Business transactions are impacted by illness, injury, and family issues.

8. Nurturing (and cultivating) positive and productive behavior and attitudes consistently.

9. Soliciting and respecting the opinions of others . . . praise in public and criticize (constructively) in private.

10. Treat every employee and every customer like the special people they are, the way YOU want to be treated, every day, all of the time, without exception.  

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How do you measure up, stack up, size up, match up? What three steps do you need to take now to give rise to more of that authenticity you have inside you? Can you take that first step right now?

It is, you know, a choice. 

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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!

“We are in an information-

overloaded society.

“Most people receive more information from just their smartphones in a week than their grandparents received in their entire lives.”

        ———– Bestselling Author David Baldacci from his newest novel, THE SIXTH MAN www.DavidBaldacci.com

I’m often asked about having done both, and continuing to do both, and can assure you that owning and operating a small business is not the same as writing a book. The commissioned memoir I recently completed and published privately, entitled “GOOD LUCK!” is summarized in the following 25-word “logline” synopsis:

“Steamshipped away, Hitler to Manhattan, 15-year-old Ernst delivered newspapers, farmed chickens, enlisted…  WON medals, citizenship, Holocaust bride, Delaware leadership, White House prominence, and business fortunes.”

That brief description was distilled from the 230-page book. The 230 pages came from more than sixty jam-packed file cabinet drawers and a dozen storage bins, a stack of videotape interviews, and many thousands of photographs, plus over thirty hours of personal interview notes and another 50 hours, at least, of online research.

I’m now working on another commissioned memoir for a totally different kind of business leader. But it’s the same thing. The cutting away process is like being a sculptor, and not always fun. But there is no other way to do justice to representing a lifetime of accomplishment.

Running a business?

Fly by the seat of your pants!

Leave it to the corporate biggies to drown themselves in research. They’re all busy justifying their existences, preoccupied with their own company culture memoirs, while entrepreneurs trial-and-error-and-adjust themselves into small business success, innovative product and service market approaches, and meaningful new job creations. 

I do both (entrepreneuring and writing books) because straddling the two different worlds is challenging to me and because I enjoy the unique opportunities ignited by having one foot in research-based writing and the other in creating new business directions, revenue streams, marketing programs, and sales channels.

Here’s what I see: The bigger the business, the more information-overload there is, and the more of a sculptor one needs to be. The problem is that the pace of life and today’s instantaneous global access forces even an information sculptor to work quicker. So the end product may not always be one of quality as much as one of expediency.

Who spans this gap, covers up and rises through this mad rush? Who leads the way to economic revival? Certainly not those lumbering, top-heavy corporations filled with people trying to cover their butts and write their make-believe life stories as if they were nonfiction.

Your small business is what it is. Avoid the temptation to over-burden it with too much information and too much analysis. Keep hold of the reins, but let it –and your people– run free! At least until it gets so big and successful that you need to ask yourself:

Hmmm, how much IS “too much”?

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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!

What’s your legacy?

What are you

leaving behind?

Lots of entrepreneurial-minded people end up leaving their business ventures behind when they leave life on Earth, but most –it seems to me– never give it any thought while they’re here. How many business owners do you know who actually take time out of their lives to do estate planning and succession planning?

Cartoon character Ziggy’s philosophy is probably about as much of a guiding light as the majority of entrepreneurs are willing to accept and practice:

We should enjoy here while we’re

 here ’cause there’s no here there.”

And, hey, far be it from me to suggest anything other than living for the moment. Being focused on the present, here-and-now moment, as much as possible, breeds success at every level. It is the fuel for achievement.

But, you know what? Let’s be honest about this: Most entrepreneurs, I’m quite sure you’ll find, barely take time out to eat or use the bathroom until they’re half-starved or busting at the seams. “Trial-and-error” still outperforms formal research studies and assessments. And most are unlikely to plan much beyond next week!

Entrepreneurs. They want what

they want when they want it!

A burning desire to make their ideas work is what drives the spirit, soul, and passion of every entrepreneur. In fact, contrary to popular opinion and stereotypes, the pursuit of “making big money” is secondary, if it’s even on the same wish list, which is rarely the case.

How would you like to get a complete –and guaranteed to be illuminating–  picture of your real self for free, no strings attached? How about if I can vouch for it being completely honest, and perhaps the most insightful summary of what you are all about that ever existed?

Are you ready to spook yourself out while you learn? Okay, here it is:

• Set up a one-page (8.5 x 11) Word document, or work with a pen and notebook page.

• Put your name and birth date at the top followed by a dash and today’s date

• Write your own obituary.

Don’t laugh, cry, shake uncontrollably, throw up, or think you have to be maudlin, guilty, or gushy. Simply the facts. Just the highlights. Give it a try. You will be amazed at how enlightening it will be for you to see what you actually write down or don’t write down, as the case may be. Clean it up. Polish it. Edit.

Read it back to yourself out loud.

Then, before you shred it, burn it, bury it, or lock it in a time capsule, ask yourself what you just taught you about you that you have been overlooking.

Decide what if anything you might want to follow through with that your obit page brought to light. Then, unless you’re completely satisfied with what you’re leaving behind (or the legacy track you’re on), do it! Attack that missing hunk. Get on with it. You will feel pleased, proud, happier and healthier for the effort. Pretty good ROI, eh? 

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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!

No wonder we feel like

drops in the bucket

with all this

trickle-down spending!

I mean where do we business owner types get our ideas? Sometimes from bits and pieces of what others say and do, and sometimes from opportunities that emerge or smack us in the mouth when we’re not looking. The steady bombardment of media drivel and twisted reports of government greatness can make us stop in our tracks.

We start to think, hey, maybe things aren’t so bad after all. Maybe gas prices will stand still and small business tax incentives for job creation and innovation will actually start to move forward. Maybe there’s more spending power in my bank account than I thought. Maybe tomorrow it will start raining ducks! Maybe I should have hope.

Hope. Yeah, well, that doesn’t accomplish anything. So let’s go back to the trickling action and see what we can learn

From the White House to the State House to the County Seat to the Town Hall, look and learn from all the mindless trickle-down spending muscle-flexing.

I’ve seen people in my town climbing through dumpsters for food scraps, and the mayor and council decide to spend a thousand bucks to buy a town logo and open a mega-million-dollar floodgate of “revitalization.”

Hey, why not? The White House thinks it needs to buy votes so it prints a few million and sends it to the States. The State people think it’s a great thing and that the counties will love them for passing along some of the dough to “green up” the place. The county guys want the poverty-stricken town’s votes, so the town gets a thousand bucks.

The money is spent on a new logo for the town. Next, of course, will be “beautification teams” and landscapers and architects and engineers and street widening and off-street parking and bigger more complicated infrastructure — more fire, police, EMTs, water, electric, sewerage.

But, hey, why not? Easy come, easy go. Spend it now.

Brick walks and old-fashioned looking gaslight fixtures? Go for it. Have fun! After all, you can’t take it with you. Besides, it will spruce up the boarded-up places with broken windows. And why be selfish. Think of your grandchildren and great grandchildren.

Plan ahead for future generations. Spend. So what if the revitalization isn’t needed. Do it anyway. It’ll create jobs, and we need jobs. What does it matter that nobody much cares about beautifying the town except two struggling over-priced restaurants. No one can afford the gas to drive through here anyway.

Oh, and take a guess where that revitalization money will come from. 

There you go. Consider yourself trickled down to! How does that feel? Seems like you need deep pockets and no sense of reality to be successful in politics. Just slap backs, pass out money, and make everything green. “I’ve always wanted a logo” the mayor explained as he railroaded the town council vote through.

Well, who knows? Maybe that’s the kind of thinking we need. A new $1,000 logo for a town where food scavenging and foreclosures and unemployment are almost more the rule than the exception. 

And are you as lucky as we are? I mean we’ve already got mandatory recycling services that we’re forced to pay for even if we want to do our own recycle sorting and transporting. I am NOT badmouthing recycling. I simply want the choice to do my own.

Don’t you just love mandatory stuff?

Well, that should certainly wrap up all the country’s economical and terrorist and natural disaster and devaluation and plummeting national image in one neat tidy package. Isn’t it just exactly the way you would deal with these kinds of problems in your own business?

No?

Oh, right, you know better than to tax and spend

and ignore others’ needs.

Hmmmm. How come you know all that

and our great leadership hasn’t a clue?

Think about it. You have ’til November 6, 2012. Nineteen months to get UNtrickled. Y’think? Well, there ARE 30 million small business owners being trickled on

 . . . as you read this.

Thought for the day: Strength in numbers!

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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!

FEELING: Angry? Depressed? Embarrassed? Happy? Sad? Disappointed? Frustrated? Anxious? Afraid? Lonely? Poor? Dumb?

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Hal@Businessworks.US or 931.854.0474

Thanks for visiting. Go for your goals.

Make today a GREAT day for someone!

“Those were the days, my friend,

I thought they’d never end . . .”

Has it ever occurred to you — not only the breakneck speed with which tech developments have impacted the reality of business– that our now instantaneous global communication capabilities and no-longer private existences have birthed many new kinds of businesses?

Well, I don’t often put my head up long enough to contemplate the plight of businesses other than those I’m working with (and most assuredly our new blazing brazen lifestyles have impacted all business), but an incident just took place that prompted me to consider this. 

A major, many-miles-long traffic accident back-up (New Jersey, where else?) that I found myself in the middle of, produced a stop-and-go, inch-along situation for more than an hour. I began paying closer attention to other vehicles than I might usually, and pulled alongside a truck with lots of exclamation-type messages plastered on the sides and back.

The truck signs said:

“We Destroy Almost Anything!”

And, in addition to other bullet points, the signage promised a “Certificate of Destruction” to service customers. The company name was ABSOLUTE SHREDDING, LLC. promising services for the complete destruction of data! The signage promoted accessibility via 865.575.9915 and their website address which is their name and ends in .BIZ (which I have not direct-linked because I haven’t checked it out, by the way).

Who knew?

Entrepreneurs!

Can you imagine –even just a few short years ago– the existence of such a business? (I get no compensation; I never heard of the company–or any company like it–before my stuck-in-traffic situation. And I cannot vouch for their performance being as effective as their ingenuity.

——————————————

• What businesses can you think of that would have had no reason to even exist five or ten years ago?

• What parts of your business can you adjust to accommodate recent or current or anticipated market needs?

• What needs to happen before you actually launch a new solution to an emerging need?

• How can you do this for the smallest possible investment, and without jeopardizing your meat-and-potatoes business?

• Is the risk reasonable enough to justify your time and money investments?

• How soon can you do that? How soon should you do that?

• What’s the roadblock to getting it done?

• How can you get around, under or over that?

• What specific steps can you take this week to get started?

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Hal@Businessworks.US   or   931.854.0474

Thanks for visiting. Go for your goals.

Make today a GREAT day for someone!

Is speculation

feeding your doubts? 

 ( With appreciation to Marvin Gaye and Tammi Terrell for popularizing the Ashford and Simpson lyrics in their 1968 hit song, “Ain’t nothin’ like the real thing.” It is used in this post title because it fits the message below and because it was likely to attract more visitors than the headline, “Is speculation feeding your doubts?”) 

You’re an entrepreneur of some sort. You own or manage a professional practice or small business that you started or bought or inherited. You’re pretty sharp about most things, and probably more innovative than the majority of businesspeople. Way more than corporate and government types. Not even an issue.

Management, though, and maybe the finer points of leadership, have never found that comfort zone among your greatest strengths. So perhaps you tend to rely on others for those skills? 

If others are providing the majority of practical, shirt-sleeves back-up support your venture needs in order to allow you the time to pursue sales and financing and creative idea development, you may be putting too much risk into your business.

Even if they’re half wrong, government reports claim 9 of 11 new businesses fail in the first 3 years because of poor management, and that even with good management, that it takes 5 years on average just to break even. You may want to re-read that and digest it before you respond with: 

“Hey, whatever works!” 

Why? Because your reality might speak otherwise. 

It’s your business. When you have doubts about operational or staffing issues, get out from behind your desk or dashboard or computer screen or BlackBerry, or office or garage or kitchen door (or wherever you camp out every day) and check it out yourself. In person. Regardless of when or where. Go to it! Speculation breeds screw-ups!

When you depend on other people’s reports –no matter how loyal or trustworthy they may be– remember that they don’t have your perspective or your personal business interests at stake. It’s not a matter of trust. It’s simply not their business. They do not see things with your sense of vision. Go to the trouble spot.

This is not a suggestion for you to become a firefighter, solving everyones’ problems.

It is a recommendation to take increased responsibility for operational and staffing issues that can impact your bottom line. Others, for example, may have great intentions, but intentions never led anyone to accomplishment or success. Only action does that!

If, for instance, you have reason to believe that your customers or clients or patients are not being handled properly on the phone or by email, become a customer/client/patient and see what you get back. Be your own “mystery shopper.” You can be a detective without acting like one. Ask questions. Take notes. Check resources.

You don’t need to flash your badge, wear a trenchcoat or yell “Aha!” every time you find a clue.

Instead of telling, lecturing, scolding, threatening, or intimidating someone you find is getting it wrong, consider showing her or him by example how you would get the job done. Remember how you once learned something you’re fond of? Remember that your people are your most important asset!

Leave the how they do it part up to them — as long as the task and/or attitude is accomplished on time without compromising quality or results. Food for thought: Everything need not be done your way!  

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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!

Being smart enough to

practice what you preach,

separates leaders

from lecturers.

Lectures are discourses packaged for delivery to “career students,” government employees, and sheep.

None of these needy creatures care about whether a lecturer has lived up to the spirit and letter of the lecture focus, or has actually practiced delivering her or his lecture to a match-up audience in order to gather advance feedback for adjustment purposes. Lecturers rarely indulge in studying themselves or their audiences.

So practice –for the purposes of this post– means doing what you ask or tell others to do, but it also means trying out and rehearsing your presentation of what you plan to say. How else can you make sure it communicates clearly to those you seek to communicate with? Simple enough, yes? But, aha! It’s rarely done, except by leading leaders.

If you’re not in a business emergency or an emergency business, slow down what you have to say long enough to think through what you have to say before you speak, before you hit “Send,” before you release or publish it. . . in person, on the phone, in emails and text messages . . . in meetings, presentations, and marketing.

Regardless of the nature of your business, are you certain your words, and vocal or written tone of voice are effectively communicating the ideas and points you want to convey? Have you tried, tested, and rehearsed the important messages in ways that encourage and generate meaningful and honest feedback? Are you sure?

You know all that stuff about first impressions, active listening, and soliciting effective feedback, but are you doing it? Have you set yourself up to be approachable? Great writers get great readers to review and edit their drafts.

Smart entrepreneurs and business owners often clear subject matter they want to transmit or present with their lawyers, accountants, advisors and consultants, investors, partners and referrers, but fail miserably to get representatives of their target audiences to tune in, understand, and respond productively to their spiels.

If you fail to get direct and primary feedback from your sales team and key customers, for example, on a new marketing direction or branding program or revenue stream, you are likely to fail with it.

It really doesn’t take much to advance-check your facts on Bing or Google.

It doesn’t take much time either to advance-check the opinions and perceptions of those you seek to impact.

The medium is (still) the message — at least half the message anyway.

Professionally-run focus groups and interviews are hard to beat for first-hand qualitative input.

HOW you come across cannot be a random hit-or-miss event when it’s an investor, bank loan, partnership, major customer account, or key employee you seek to influence. Reassurance comes from asking and adjusting, asking and adjusting, and asking and adjusting.

__________________________

“Yeah, but I’m better when I wing it!”

Don’t kid yourself. That’s an excuse to not do the hard work of preparation. You may think you’re a great spontaneous presenter, but you should know that others can tell when you’re winging it!

— —————————-

On top of all this rationale, the icing on the cake, is the intangible but striking value of engaging others in your process. By soliciting others’ opinions and judgments, you are motivating, encouraging, and rewarding those you draw from. You set them apart by sharing a special level of trust with them.

Think about the feelings of importance, responsibility, and confidence you feel when others ask for your input. Leading leaders lead by inspiring enthusiasm, innovation, and entrepreneurial thinking. They motivate others to achieve. Practicing what you preach motivates others to achieve.  

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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!

You can count sheep, but

don’t count your chickens.

“Don’t count your chickens before they’re hatched!” my mother always warned me. As usual, she was right. God rest her soul. Were she still here, she would have been marching around the White House with “SAVE SMALL BUSINESS” placards, and made herself a thorn in the side of the sooo-unbusinesslike Obama Administration.

Mom would have waved her finger at Mr. Obama, and lectured him on the need for the nation to rely on small businesses to reverse our ever-deepening economic quagmire. She would have looked him in the eye and might have said something like:

“Son, you need to know that hope and 

 expectations breed disappointment.

And you just better get on with it!”

Mom knew what the White House fails to know, and that professional practice and small business owners and managers –and, yes, all professional salespeople everywhere know in their heart of hearts (but often forget):

Only by taking steps to get things

done, do things actually get done!

No, she wasn’t a polisci major. Mom quit high school at age 16, when both her parents died, to become mother and father and housekeeper to her three younger sisters and two “good-for-nothin'” lazy older brothers (who grew up to be lazy “good-for-nothin'”‘ uncles). She supported her “sibling family” working at a telephone switchboard.

After marrying my mailman father, she became a full-time homemaker (in the days they were called housewives). Mom knew hard work and tough economic times, but worked through it all with smiles and prayers. Her bottom line advice would be:

“Y’know, the more we sit around and plan and analyze and hope and expect, the less that happens. Because,” she would thump on her kitchen table, mocking my father’s pretend toughness, and say things that you could interpret to mean: “Because the game delays that result from energy expended could instead have been devoted and directed toward stepping up to the plate and swinging the bat.”     

(Mom was a big baseball fan.) 

Regardless of whether you are a photographer, accountant, publisher, undertaker, precision parts manufacturer, pizza parlor franchisee, shoe salesman, crime scene cleaner, mattress retailer, or social media marketing mogul, you can be sure that absolutely nothing works for your business if you don’t make it work. 

So get off your butt, get you glove and get in the game. If you prefer to be hoping and expecting, send in an application to become a monk, or join the White House staff. If you seek results and growth, listen to my mother who would tug your sleeve and tell you “Action speaks louder than hope.”

She would have concluded by saying something like:

“If there’s anything to count after you’re done with sheep and chickens, count your blessings, count your lucky stars, and count ON yourself. You and they (your blessings and stars) are all here and now . . . real. You and they are what you have. Make the most of you and them. And visit again soon.”

Thanks, Mom.

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           Businessworks.US or 931.854.0474

“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!