While this may be an old adage, and mere words you might say, they are powerful and true.  People who run toward problems, not away from them, who deal with them swiftly instead of ignoring and procrastinating, have incredible advantages in business.  One advantage is longer customer retention rates, since the customer feels cared for.  Another is higher profit margins, since your customer service is so high.

So, how do you improve your problem solving skills.  I’ll give you a good start in three simple, but challenging steps.

1. Identify the problem and the root cause of it.  Think of a tree here.  The source of strength is in the roots, not the trunk or leaves.  An example, the problem may be lack of sleep, but the root cause is stress.  The secret is to peel the onion back another layer or two to determine what is causing the stress.  Could it be lack of financial resources in a tight economy?
2. Attempt to identify multiple solutions to the problem, without constraints.  Brainstorming with a spouse, parent, sibling, child or friend who is not emotionally attached to the outcome is critical here.  Many times kids see life simply and therefore their minds are not cluttered with killer word “can’t”, so do not overlook them when it comes to difficult issues.  Be creative here!
3. Create a plan and Prioritize the actions you identify in the plan.

Some like to write lists that contain the pros and cons related to the process.  Others use white boards to collect the deluge of ideas that come from a “no dumb idea” brainstorming session.  Still others will seek out expert advice before committing to a plan.  Whatever process works for you should be considered.

The key is to do something that moves you toward a solution, rather than nothing that can make the situation worse with time.  One thing to avoid…don’t keep digging a deeper hole.  While some may say put down the shovel, I say use the shovel wisely.  Making hand and foot holds in the side of the hole will create an opportunity to escape, which is the desired outcome in the end.

It’s that time of year again.  It’s late January and for us business owners, that signals the time to close out 2009.  What that translates to is simple to say, but a pain to complete.  If you have not already done so, get ready to complete the following:

Issue 2009 W-2’s

If you have employees, you have to run reports from your accounting software and print your W-2’s.  Many companies buy the package from a local office supply, but did you know you can order the forms from the IRS for free?  You just have to do this in advance to allow for shipping to your location.  While the W-3 does not need to be sent to the Social Security Administration until March, you do have to give the employee their copies by January 31.

Issue 1099’s

If you use contractors in your business, and paid them over $600 over the course of the year, you need to issue them a 1099.  Most businesses use the MISC form, but the type of industry, services offered or the vendor may dictate otherwise.  Check with you local CPA to get good advice.  Again, the forms need to be sent to the government within the next few weeks, but the contractor copies should be mailed by January 31 as well.

One of the components of Market Naturally is taking into consideration the business (owner and employees), the product or service, and the client demographics and profile. 

Who you are, as well as what sales style you are comfortable performing, make a huge difference in the process of sales.  If you have never taken a behavioral profile, like DISC, you should.  Knowing thyself is a great starting point to making great strides in all you do.

Understanding how your product/service fits in with the audience it serves (a must have, a nice to have, versus I just have) drives how it should be marketed.  Does it have mass appeal or a specialty niche?  Is it a low margin or high margin item?  Low margin products are synonymous with high volume sales requirements.

Lastly, what are the details of the typical client?  Why do they do business with you?  What does the ideal client look like?  Can they be targeted?  Do you know what they read, where they like to eat, what their hobbies are, family member names, etc.  In today’s tough economy, knowing thy client is almost as important as knowing thyself.

Oh, and by the way, serving the wrong client is costing you lots of money that may not be so easily seen.  The wrong client is hard on your support structures, like customer service and sales teams.  They call in more often, demand things for less money, want discounts and favors, may yell and bully your staff, all in the name of “I deserve”.  When clients really get you, I mean “really get you”, they feel comfortable you are worth the price and are willing to pay a fair price for services rendered.

If you are struggling with this first premise, give us a call.  We’d be glad to assess your situation to determine how we can help you begin to market naturally.

One of the results of our current economy is the plethora or talent that is looking for employment opportunities.  I have networked with many people in the midst of the unemployment struggle, and have discovered some interesting dynamics.  One is that Corporate America has taught us many to manage, but they have not shown them how to lead.  Maybe that’s because most organizations do not develop leaders, they promote managers.  So what is the difference?

Purely my opinion, but the true litmus test of a leader is the ability to produce other leaders.  Future leaders!  With their talents developed, business acumen understood, the ability to read a Profit & Loss statement and the desire to serve and develop all those who report to them.  I found it ironic that many of the managers I had in my early years could barely manage their own day then alone help me with mine.  Therefore I was criticized for not understanding something that was clearly their responsibility to teach me.  I vowed to ensure this did not happen to me when the shoe was on the other foot, metaphorically speaking.

So, how do I begin to develop the traits of a leader?  Here are some steps that will help:

• First, learn to serve others, especially those under your command.  While it sounds easy, you will find this difficult at first.  We are so comfortable satisfying our own needs that it may be difficult to serve the needs of others ahead of ours. 
• Second, search for the true gifts and talent of others, not just what display as they work for you.  This may not be easily ascertained since it is often hidden under layers of stuff and not talked about much at the workplace.  Develop this talent, even when you see no benefit for the current organization, because in the end, everyone wins when someone finds their way.
• Third, help people career plan past the current position.  I like to encourage people to look three  to five years out, focus on specific positions and the skills, education and experience necessary to perform them.
• Fourth, consider it a privilege and honor to promote people when they are ready to go, not when you are ready to release them.  I have witnessed many qualified people passed by for a promotion simply due to the managers insecurity of having to re-train another member of the team/department.
• Fifth, encourage creativity in people, not just literary, financial or objective led incentives of the function or organization.  This can be achieved with brain-storming sessions, out-of-the-box thinking meetings and the open sharing of ideas.  The Power of WE is always greater than the Power of ME.
• Sixth, let them lead and make mistakes.  As long as you help them learn from a mistake, all involved become stronger through the process.
• Seventh, when it gets personal, it can become powerful.  Take the time to know the names of their family members, their favorite color, restaurant, meal, dessert, etc.  Sending cards and gifts becomes easier once you are privy to this level of information.

The choice is yours.  Continue in your current ways and manage people as you have always done.  Better yet, join me today in doing less managing and more leading.  The future depends on it! 

Patrick Harter, Provision Team

The opinions on this topic are as various as the players themselves.  Many believe it an ART since it takes creative design elements to make your marketing look good.  The old adage “a picture is worth a thousand words” is so true.  I would even go as far as to challenge you that the right picture is worth much more than that, especially when your content matches the picture perfectly.

Others consider it a science since it takes tactics, procedures and programs to assist your marketing programs deliver results.  Of course, this is also true, depending on your point of view and where you are in the marketing mix.

I propose it is both and each user is correct in their approach to the subject.  However, I lean more toward the SCIENCE of marketing than the ART.  Here is why…

There are four separate elements to the process of converting prospects to clients (five if you consider the impact of customer service on the overall process).  They are:

• Marketing
• Advertising
• Public Relations (PR)
• Sales

Purely defined, each element has a certain set of requirements and objectives.  Marketing in its purest form, in my opinion, is the PLAN you follow to reach your customer targets.  In this plan are the steps and tools to be used to deliver the prospects into your hands.  Advertising is the VEHICLE chosen to deliver the results.  This is the step that includes the creative design elements and where you get to attract the proverbial “Ideal client”.  This is where you get to tell your story and convince others why they should do business with you.  PR is where others are touting your story for you.  There is so much power in the PR element and it is oftentimes overlooked by small business owners.  Last, but certainly not least, is the Sales function.   Good sales people are closers, ready to “seal the deal” and convert the prospect to a client.  A sale should always be considered the DESIRED OUTCOME of any good marketing program.

Many companies have combined these efforts into one department or one offering.  That can be a costly mistake, which will hurt your bottom line results.  Done poorly, the elements of price, which are Direct Product Cost (DPC), Overhead (OH) and Profit Margin are skewed and price could be set improperly.  If all you take into consideration is your competition, you have missed the boat and will pay the consequences.  Your competition is just another element of the marketing strategy.

So in a nutshell, when properly performed, Marketing is intended to create the atmosphere for a sale to occur.  If your marketing/advertising is selling for you, especially if you have a sales team, it may be too rich of an offer, and your sales personnel have been converted to “order takers”.  You don’t need to pay a commission if there is no selling involved.

Ben Franklin said “if you fail to plan, you plan to fail”.  Many small business owners lack the plan necessary to set the process of prospect conversion in motion.  Vow today to engage a marketing team to help deliver the results you so desperately need.

The FriendDA.  Created by RandsInRepose, it is a wonderful reminder of how simple business can be, if we just let it.  Here are the parameters…

This agreement is entered into this ___ day of ___ 20__ by and between _____________ (hereinafter “The Advisor”) and _____________ (hereinafter “The Keeper of the Idea” or “I”) regarding information The Keeper of The Idea is choosing to share with The Advisor (hereinafter “The Idea”).

WHEREAS I possess a bright idea that I am choosing to disclose to you, The Advisor, with the mutual understanding that you are my friend and that you will not screw me.

Manners of screwing include, but are not limited to:

1. Adapting some or all of The Idea for your own purposes.
2. Choosing to share some or all of The Idea with those who are not bound to this agreement.
3. Failing to do your best to protect The Idea.

This is a “warm blanket” agreement with which, by requesting your agreement to it, I am helping myself sleep at night by placing a small amount of formality on the sharing of The Idea. I believe The Idea will only improve as a result of having solicited your honest and clear feedback.

Term

The term of this agreement shall continue until The Idea is no longer confidential.

Breach

This agreement has absolutely no legal binding. However, upon breach or violation of the agreement, I will feel free to do any of the following:

1. Curse you under my breath.
2. Publicly disclose the manner of your screw-i-tude.
3. Write about your transgressions in ALL CAPS.
4. No longer consider you a person with whom I can share my ideas.

Sharing

Sharing of some or all of The Idea with third parties may occur provided that you have cleared this with me and the third parties agree to the principles of the FriendDA.

Termination

Termination of this FriendDA can be executed by either party, but don’t be a douche.

You are acknowledging and agreeing to this disclosure by reading it. If you find any part of this agreement uncomfortable or confusing, don’t sweat it. We’ll talk about something else.

Share the word.  You can find the original at http://www.randsinrepose.com/archives/2008/10/19/friendda.html

This is intended to be fun and should not replace your current NDA, unless otherwise approved by your Attorney.

Welcome to Provision Team Inc.  Provision Team is a consultancy dedicated to the preservation and growth of small business.  We specialize in the areas of marketing and business operations.

Here you will find insightful tips and articles to improve you business operations and learn to Market Naturally.

Stay tuned, there is much more to follow!