You are in control of your own career. Start now.

Learn how to earn that promotion. Learn how to get that job.

On April 29, 2009 from 11am to 12:15 a career management seminar will be conducted at The NOVA Theater at the Alexandria Campus of the Northern Virginia Community College.

Save the date. The seminar is at no-charge and is open to the public. Space is limited and registration is required. Email me to hold your seat.

We will cover:

The five rules to getting promoted:

1) Don't make the boss nervous.
2) Deliver Completed Staff Work.
3) Adopt the US Army's definition of discipline (and it's not what you think).
4) Find a friend.
5) Get your boss promoted.

Your next big job. It will be:

A) From someone you know (slightly).
B) A created position.
C) In high technology.

The thoughtful professional knows that he is constantly selling his knowledge, skills and abilities to his boss and to his peers.

The professional knows also that each position on the company organization chart can be an opportunity to be groomed with a track record of success -- to move easily to a higher level...or another company.

The professional in a job search has the choice of pro-actively conducting a sales and marketing campaign to move to his next assignment by selling the intangible of his talent.

If the seminar attendee is on the job market, his choice is networking or not working.

The seminar reviews the steps needed to secure more responsibility within an organization or even another position inside his company -- or outside his current employer.

The purpose of this career management seminar is to increase your value to your current employer and to your future company.

And to prepare the attendee to move and to be ready to change jobs in a fast changing, uncertain world.

Who: Professionals interested in earning a promotion or seeking increased responsibilities or in conducting a job search.

What: The career management seminar will equip the attendee with strategies and tactics on how to increase the attendees' value in the marketplace of talent and to command greater compensation in another position.

When: Wednesday, April 29, 2009, 11:00am to 12:15pm

Where: Northern Virginia Community College,
Alexandria Campus, campus map
The NOVA Theater; the new Bisdorf Auditorium, room 196
3001 North Beauregard Street, Alexandria, VA 22311 street map

Why: To enable the attendee to gain the greatest return on the attendees' time and talent in his income-producing career.

Cost: No Charge. Register here at JYoest@NVCC.edu. Space is limited.

Jack Yoest, Adjunct Professor of Business at NOVA and President of Management Training of DC, LLC, is a former Armored Cavalry Officer in Combat Arms. For over 30 years he has managed software, health care and international human resource management companies. His experience spans the military, Fortune 500, government, start-ups, non-profits, media and academia.

He conducts career management training for professionals in industries from law to government, from for-profit businesses to non-for-profit organizations, from military to media.

He has participated in hundreds of personal interviews of job candidates and has been instrumental in the hiring of thousands of employees.

Jack also served in the Governor's Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit.

He was also a sales account manager with a medical device start-up and helped move sales from zero to over $12 million, opening over 300 accounts, resulting in a buy-out by Johnson & Johnson.

Jack has consulted across industries and in China and India.

Questions? www.Yoest.com, JYoest@NVCC.edu or call Jack at 202.215.2434.

Come to this class.

Parking info at the jump.

Thank you (foot)notes and suggested class reading:

Four steps to getting a job.

Helping sentences for employee evaluations.

Tattoos on your job search.

The secret on how to get a letter of recommendation.

Save the Date: April 29, 2007

Please pass this link on to a friend who might be interested.

Event registration is also available to Friends on Facebook.

Details also at Management Training of DC, LLC.

Continue Reading »

Posted at 4:02 PM | Permalink
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Your Business Blogger(R) and Charmaine are spending a few days at the Ritz-Carlton in Laguna Niguel for a series of meetings.

This Ritz sold us in the first two minutes.

The car valet attendant took our car and offered assistance with our bags. Walking thru the front entrance, the staff welcomed us.

By name.

We are escorted to the check-in counter (of magnificent stone) and Charmaine addresses the lovely clerk (young, but mature and a happily married mother we soon learn),

Charmaine asks, "How did the door man know our names?"

She looks up. "He's got special powers," she replied matter of factly.

Funny. Smart. Ladies and Gentlemen Serving Ladies and Gentlemen.

The Ritz knows how to sell. The lifetime value of each regular guest of the hotel is over $300,000.

Commitment, Attention to Detail, Immediate Follow-up: Selling.

Save the Date:

Question: What lost Vietnam?

Answer: A failed sales presentation.

Well-run organizations have decision makers and influencers who are sales professionals at every level. People who persuade.

They sell to customers, superiors and peers. They are 'salesmen' who work to control events - both inside and outside the organization. Salesmen in business development who are account managers.

Who: Professionals and life-long students in management or in business development - sales, fund-raising, leadership.

What: The seminar will equip the attendee with background on how to manage and how to sell both tangibles and intangibles -- To sell ideas, and products, and services.

When: Wednesday, March 18, 2009, 11:00pm to 12:15pm

Where: Northern Virginia Community College,
Alexandria Campus, campus map
The new Bisdorf Auditorium, room 196
3001 North Beauregard Street, Alexandria, VA 22311 street map

Why: Increase sales, Increase funding,
Sell an idea, Save the world.

Cost: No Charge. Register here at JYoest@NVCC.edu. Space is limited.

Jack Yoest with sales trophies, circa 1995.

The sales training on March 18th will present an overview of the three dominant, popular sales philosophies and their application to selling ideas and products in for-profits, not-for-profits, government, military, media and academia.

Jack Yoest, Adjunct Professor of Business at NOVA and President of Management Training of DC, is a former Armored Cavalry Officer in Combat Arms. For over 30 years he has managed software, health care and international human resource management companies. He conducts sales and marketing and management training for professionals in industries from law to government.

He has sold car mufflers and intravenous catheters. He's peddled tactics for night vision devices, partnerships with software developers, budgeting in public policy and media marketing for CEO's.

Jack also served in the Governor's Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit.

He was also a sales account manager with a medical device start-up and helped move sales from zero to over $12 million, opening over 300 accounts, resulting in a buy-out by Johnson & Johnson.

Jack has consulted across industries and in China and India. His first job out of high school was selling vacuum cleaners door-to-door in 1971.

Questions? www.Yoest.com, JYoest@NVCC.edu or call Jack at 202.215.2434.

Suggested class reading:

Selling your skills, Do You Have An Incompetent Manager? From The Washington Post.

Management_Time__Who_s_Got_the_Monkey___HBR_OnPoint_Enhanced_Edition_.pdf Harvard Business Review. How not to sell in the office.

One Minute YouTube Introduction: Office Politics: Someone is always selling, Someone is always buying.

Come to this class. You might be the one to prevent another Vietnam.

Jack Yoest
202.215.2434
Adjunct Professor

Posted at 11:05 AM | Permalink
Comments (1)

Helen:
GARDENING WITH CONFIDENCE™Every business should have a mission statement to help focus staff, benchmarks, resources, results.

Every business could benefit. Every silo, in the business; on the farm.

Even your garden.

A business going to seed, so to say...

My favorite 'plant manager' is Helen of Raleigh who runs the premier gardening business in central North Carolina. She writes for Better Homes and Gardens and blogs at Gardening With Confidence™.

Helen is also a Garden Scout and Stylist. In her work as a field editor for Better Homes and Gardens and their Special Interest Publications such as Country Gardens and Nature's Garden, she scouts great gardens for their publications.

When a garden is chosen for publication, Helen works with photographers to style the photo shoot.

Just as every manager needs a business coach, every gardener needs a gardening coach.

Who knew?

Helen helped create this market niche. She is in great demand as a Garden Coach.

In her former career as a Vice President of an environmental company she learned how to shovel manure.

Good management training.

Carrying a rifle in Pakistan didn't hurt either. (Working for an environmental client. Really.)

Here is Helen's gardening mission statement,

If you have a garden statement, send it along to Helen. She will be posting the collection.

###

Thank you (foot)notes:

For the backstory see, Women, Work and Family: One VP's Solution,

"How do you it all?" Accomplished women with kids constantly get this question.

Helen Philbrook, married and mother of three, from Raleigh, NC, has the answer.

Your Business Blogger(R) recently sat down with Helen and her husband David to learn the secret.

She's a former Vice President of an environmental testing firm, and perhaps the world's first female "Smoke Stack Sniffer."

Full Disclosure: Helen is the sister of Your Business Blogger(R)

Posted at 10:50 AM | Permalink
Comments (0)

Over 50 per cent of Americans will purchase gift cards this year.

Will you be getting one from Planned Parenthood?

Not likely.

Americans don't like to talk about abortion.

Much less paying for one.

Leslie Olsen at WISHtv.com writes,

Gift certificates for Planned Parenthood,

The certificates come in $25 increments.

"They can be [used] for sexually transmitted disease screenings,..." said Struben-Hall.

Some Hoosiers 24-Hour News 8 talked to asked if the gift certificates could be used towards abortions. The answer is yes. But, Planned Parenthood said that's not the purpose of the gift certificates.

Planned Parenthood earns income from abortions and is attempting to re-brand their image. They are attempting to emphasize birth control (from Planned Parenthood's early days in eugenics) away from abortion; the Final Solution Birth Control.

But abortion is, well, birth control and a revenue stream for Planned Parenthood.

Charmaine will be on MSNBC News Now today, Thursday, December 3rd Eastern. Hit time is 2:30.

Please tune in and let us know how you think the marketing debate went.

Marketing is reach, frequency and awareness. Planned Parenthood is using constant repetition -- frequency -- to persuade the public that they are (Reproductive) Health Clinics and not Abortion clinics.

Planned Parenthood does not want the public to be aware that the new gift cards could be used for abortions.

Leslie Olsen continues,

Planned Parenthood hopes philanthropists look at it differently. The organization hopes people might purchase the certificates, and then turn them back in for their patients who need reproductive healthcare, but can't pay for it.

Planned Parenthood is not even pretending to sell the gift cards for services -- the cards are simply a re-gifting vector for donations.

Planned Parenthood Condom Key Chains
Gift card sales totaled $97 billion in 2007, up from $83 billion in 2006, according to data from The Tower Group cited in The New York Times.

Gift Certificate usage among recipients is about 85 per cent, meaning that some 15 per cent are never redeemed.

This means that some 15 billion dollars are left on the table -- money consumers paid and that businesses didn't have to deliver.

One of Your Business Blogger(R)'s clients in India sells pre-paid phone cards. He loves them and the cash-flow. He says, "One in seven cards are never used; cash straight to the bottom line, upfront."

The low redemption rate of gift cards has spawned an opportunity for entrepreneurs to collect and repackage and re-sell. Cash re-gifting. The data on the secondary market for gift cards is fascinating: 1 adult in 6 "re-gifts" a Gift Certificate.

But I doubt that there would be a gray market for the Planned Parenthood Gift Certificates.

(Ramesh Ponnuru reminds us, "No mother wants to introduce her son, the abortionist." No one is going to give or re-gift a gift card, "Here's $50 toward your next abortion...
Here's a Benjamin for your next STD...")

There is much confusion on the Abortionist's money making Industry. But what is sure is that no one wants to talk about that most common of surgical procedures: elective abortions.

Your Business Blogger(R) has an interest in a number of advertising and promotional companies. So I am most interested in the branding methods that Planned Parenthood uses in the marketing of their "health" services.

The Planned Parenthood Condom Key Chain line is one of my "favorites." I am not so sure that it is a big seller...

In a fashion, we applaud Planned Parenthood for their marketing innovation to attract donations.

Go get money directly from the public. Then maybe Planned Parenthood will not demand the 300 million tax dollars from Americans who do not want to pay for anyone's abortions.

This is not likely: Cecile Richards, president of Planned Parenthood earns a million dollar salary to manage the Planned Parenthood billion dollar empire. To get all the revenue she can -- even bailouts from the taxpayer.

Join Fight FOCA

###

Thank you (foot)notes:

Planned Parenthood is not about to go bankrupt. But many businesses -- including car manufacturers, I hope -- are in for trouble in the coming Obama administration. Do not bother with any Gift Certificate from a company headed for Chapter 11; they do not have to be honored.

Help fight Planned Parenthood. Help Fight FOCA.

See Jill Stanek on The Party of Death by Ramesh Ponnuru.

Read Margaret Sanger, Barack Obama & Planned Parenthood, Where Sanger says, "The most merciful thing that the large family does to one of its infant members is to kill it."

Remember to FIGHT FOCA.

And visit Godless.

We appreciate The Sanctity of Human Life.

Americans United for Life Urges State Legislatures to Oppose Federal Power Grab: Provides Model Resolution Denouncing Freedom of Choice Act (FOCA)

UPDATE: MSNBC just canceled the segment...at 2:11pm. Some might say at the last minute -- This is showbizness. The (other) bailout hearing is pre-empting. [GM's CEO says that his company failed "due to events beyond his control." He forgets that his job, as CEO is to control events -- or to so structure his company as to minimize disaster. He did neither. The GM board should fire him.]

Posted at 7:21 AM | Permalink
Comments (2)

The easiest tactic to sell anything is to find Pain. Maximize it, magnify it, monetize it.

We Are The Change, election night 1988

There is some economic Pain in the American people. Obama promises to heal this nation and heal this pain with Change.

Change from Capitalism to Marxism. To "spread the wealth around."

As Wes Pruden writes in A game-changer by Obama, we are at the close of the biggest sales and marketing pitch in history. Pruden reports,

To redistribute wealth, you first have to confiscate it from those who earned it with hard work, and the way to do that is with confiscatory taxes. Then you give it to those who didn't earn it.

But do the American people really want to change to a new economic system? A centrally controlled economy? A Change to Marxism?

Even with a half-billion dollar marketing campaign and its extension in the compliant main stream media and a single quarter of negative growth, the voters have still not bought the Barack bill of goods. Pain as bad as it's been in decades.

Barack Obama has trouble selling this Change to more than 50 percent of the public.

This means that there is still hope for capitalism in our country. Hope for our 200 year-old tradition.

Every new presidential candidate runs on some version of change. Your Business Blogger(R) joyfully attended the Election Night victory party on November 8, 1988.

The theme of the celebration? "We Are The Change." And this was from Reagan to Bush. (A Republican rockin' party...no alcohol was served 'til after 8pm.)

The word "Change" has come to mean a bit more in this campaign season in the Obama sales pitch.

We enjoy an orderly transition of power every few years. Let us pray that change is only in political individuals.

Not in an economic tradition.

This week, I asked my college business class when the Wealth of Nations by Adam Smith was written.

"1930...?" guessed one of my better students. This was as far back as she would dare recede into ancient history. Not the 200 years to 1776.

Two hundred years of tradition that unleashed the individual's spirit to create and to provide and to enrich. Centuries of building an economic powerhouse that dominates the world. Created by American Exceptionalism.

Quin Hillyer writes at The American Spectator,

There is something special about this country. The United States is exceptional. We are blessed by the good Lord, and in turn we have done more, far more, than any other people to spread freedom across the globe, and prosperity across the globe, and human rights across this great good Earth. We are a particularly good people...

Benjamin Franklin wondered if we, a good and virtuous people, could keep a republic, a system of government that would enable the system of capitalism.

Obama promises a change to Marxism. Other changes are sure to follow, if he is elected.

Thank you (foot)notes,

Hillyer continues comparing McCain to Obama,

We are a particularly good people -- and John McCain understands all this and believes it with every fiber of his being, down to his very marrow, in a way that is deeply spiritual in nature.

There is nothing fake about McCain's belief in American Exceptionalism. His belief in this is as genuine, and as deeply felt, as is a son's love for his father. He will defend this country, fight for this country, with every last breath in his body...

So there you have it: John McCain as a patriot firmly rooted in the American traditions of free enterprise, limited government, strong defense, personal accountability, and a decent respect for the cultural standards of the broad middle of the American public.

Those are the constituent elements of American exceptionalism -- and to his great credit, John McCain is an American exceptionalist, and an exceptional American.

Posted at 9:55 AM | Permalink
Comments (5)

Following is an excerpt from a panel discussion hosted by iConcept Media in New York City.

Pull Out Quotes,

If it's not core, Ship it off-shore.

If your business is growing more than 20% a year, you must buy some debt or sell some equity -- this is the only way to fund receivables, unless you have a cash business (or a Dell business model...).

In marketing run the numbers down the funnel: how many touches going in at the top, to an action, to a sale at the bottom of the funnel. Work that sale backward up the funnel to learn the size needed for your marketing budget. (And remember: Half your marketing budget will be wasted. You get paid to figure out which half. Apologies to John Wanamaker.)

Your job in business is to create a customer and make a profit. If you are not doing this, you do not have a business; you have a hobby.

Your Business Blogger(R) is honored to be speaking in Baltimore on March 26th; in Washington DC, on April 3rd and in New York City on May 29th.

For more Solutions To Your Management Problems please visit Management Training of DC, LLC

### You are invited!

Visit USAToday Columnist Steve Strauss.

See Birol's Blog for Advice, Assistance, Attitude

And while in New York City, go visit the Indian Bread Company.

If you are looking for the perfect gift, go visit NYCSubwayLine. Your Business Blogger(R) did all his Christmas shopping on-line and got the coolest backpacks, clutches, hoodies and shirts for the Penta-Posse. The hoodie is The Dreamer's favorite. The cutting edge, high quality products are the brain-child of actress Lynne Lambert,

One day, while waiting for her train, Lynne found herself staring up at the subway signs with its big colored circles with the letters and numbers inside and thought "Why hasn't anyone ever done anything with these quintessential NYC icons? I bet people would wear them if it was done right!" And so the NYC subway Line was born. Licensed from NY State's Metropolitan Transportation Authority, the tees have appeared in movies like "Bring It On" and "Prime," on MTV, BET and VH1 by artists and their audience, and worn by celebrities such as rapper "Fabolous" and President Clinton. Recently, Ms. Lambert was awarded the Make Mine a Million Business award that was founded by Count Me In for Women's Economic Independence along with OPEN from American Express where she received financing from OPEN, one year of intensive business coaching and mentoring from a dream team of successful women entrepreneurs, business software and training from Intuit, discounts on shipping and business services from FedEx, marketing assistance from QVC, and assistance on work/life issues and financial security from AIG.

Posted at 8:22 AM | Permalink
Comments (0)

Your Business Blogger at the
Stern School of Business, NYU Solutions To Your Management Problems,
Invitation to The Harbour League Seminar-fund raiser for 26 March 2008.

You Are Invited!

60 second script.

This is Jack Yoest Your Business Blogger with Solutions to your Management Problems.

I want to invite you to a short seminar – that you won’t want to miss.

In this short two hour meeting I will talk about what management is – and what it is not.

Here are corrections to common management myths:

Management is not barking out orders.

Management by walking around -- is not management.

Management does not empower subordinates.

A Hands – on Manager is not a manager.

In our class I want to emphasis three tactics that will help change your practice of management

1 -- Discipline – As a former Armored Cavalry officer I like the Army’s definition – and it’s not what you think.

2 -- Selling – If you’ve ever carried a bag like I did as a sales guy – you know that in every transaction – especially in office politics -- someone is selling, someone is buying – and managers always get this wrong.

And finally 3rd – Stop it – Every client I’ve ever worked with – every project I’ve ever managed – we’re working too hard because we’re working on the wrong things.

Don’t make these mistakes.

Go to www.yoest.com for details and registration

###

Posted at 10:51 AM | Permalink
Comments (0)

Watch Charmaine on CNN,

Charmaine Yoest, Vice President for Communications at Family Research Council, appeared on CNN Headline News October 16, 2007 to discuss a proposal at a middle school to dispense contraceptives to its students.

Watch the clip here. Please forgive the click thru the FRC site.

If you will be in New York City on October 18th, let's visit. Your Business Blogger will be a panelist for the iNetwork2Networth event organized by the iConcept Media Group.

Inc. Magazine is a sponsor

Current sponsors include: Inc. Magazine, The New York Observer, and the Manhattan Chamber of Commerce.

And be sure to come to The Washington Briefing.

Posted at 7:22 PM | Permalink
Comments (1)

Inc. Magazine is a sponsor If you will be in New York City on October 18th, let's visit. Your Business Blogger will be a panelist for the iNetwork2Networth event organized by the iConcept Media Group.

Current sponsors include: Inc. Magazine, The New York Observer, and the Manhattan Chamber of Commerce.

See here for details.

###

Thank you (foot)notes:

I will have the honor of addressing a number of issues, including,

The Untold Secrets of Strategic Marketing Networking Your Way to Millions Building Business Credit and Credibility Building a Firm Business Foundation

My favorite lede is, of course,

Can the Manager Control Events?

To learn the answer, mark your calendar and plan to join us in New York City on October 18th.

Posted at 3:19 PM | Permalink
Comments (0)

Monkey Business Management Jack Linkletter said, “…‘Managing Management Time – Who’s Got the Monkey?’ was profound, entertaining, and practical – lots of insights that can readily be incorporated into your life…I strongly recommend…”

Caution: Invitation (and sales pitch) follows for management training.

Join your friends for lunch and get an overview on the Managing Management Time seminars.

In 1974 Harvard Business Review published Management Time: Who's Got the Monkey, by Bill Oncken, Jr.. HBR introduces this management philosophy,

For managers to function effectively, they need to have as much discretionary time as possible. But where can they find it? They can't take it away from activities mandated by their supervisors, nor can they really borrow it from time allocated to helping peers. The only viable solution is reducing the time spent handling subordinates' problems.

“Life in the business world’s fast lane, for me, would be inconceivable without knowing and applying the business philosophy expressed in Monkey Business.” -- Richard Viguerie

"Most recommendations you get about handling management are either useless or counter-productive. But in Monkey Business you get the best advice in the universe today."-- Paul Weyrich

Morton Blackwell, President of The Leadership Institute, writes about Monkey Business,

Monkey Business
by William Oncken III

There are three types of laws.

Man-made laws, the result of human legislation, vary from place to place and time to time. Some are wise. Some are foolish. Some are destructive. Some are unworkable and can't ever be enforced. Some only apply to specific categories of people...

We can build and fly an airplane, but we'd get into big trouble if we ignored or forgot the physical laws about how gravity affects all objects.

Similarly, there's a wealth of hard-won, trial-and-error knowledge about the world of human endeavor. Some actions produce better results than others. Those who would lead others in any activity, from politics to business, should seek out and study the best sources of wisdom about what makes someone a successful leader...

Think deeply about the principles presented. Everything you hope to achieve in your current job and all future jobs may depend on your understanding and application of this wisdom.

Pick a location and date,

23 August in Arlington, Virginia for the Susan B. Anthony List

24 August in Baltimore for The Harbour League

or

16 October in Washington, DC at the Free Congress Foundation with Connie Marshner, of Raphael Consulting Services.

"Managing Management Time is not just about time management; it's a complete course in management."
-- Ken Blanchard

###

Thank you (foot)notes:

For more information and propaganda on management training visit Management Training of DC, LLC.

Bill Oncken is on target! Monkey Business is serious management. Public sector, private sector -- Monkey Business will get you the discretionary management time you need. Monkey Business stands the test of time...your time! John Wesley Yoest, Jr. [fomer] Assistant Secretary of Health and Human Resources, The Commonwealth of Virginia

Full Disclosure: Your Business Blogger penned a book blurb for Bill Oncken in 2000.

Posted at 10:53 AM | Permalink
Comments (0)

Ben Yoskovitz is performing host duties at StartUpSpark. Jack has an entry up with The Dude as the back story.

Salesmen are
always needed
and
customers are the
best promotersWhile visiting, be sure to read Wayne Huber on customer referrals.

Referral business is often called word of mouth advertising. More recently, the term viral marketing has been applied to the age old concept. In the end, it’s getting a happy customer to help you sell your products or services. In fact, it’s the cheapest sales force that a business can ever cultivate, as it's almost free.

Surprisingly, referrals are one of the least used sales and marketing techniques around. Sure, you’ll hear many business owners ask their customers if any other people would be interested in the offered products and services. You might even have said the same tired old line yourself. It's time to change your tune.

In the non-profit fund-raising business, we call this friend-raising. Be sure to read Wayne's entire column.

Posted at 12:39 PM | Permalink
Comments (0)

The Carnival of Entrepreneurs The new carnival is expertly hosted by Canadian Ben Yoskovitz. Go visit and learn.

Remember that carnival hosts work only for visits and links -- the only currency in the blogosphere. Go visit Ben.

###

Thank you (foot)notes:

Also visit Ben Yoskovitz at Instigator Blog. Read more at the jump.

Continue Reading »

Posted at 9:47 PM | Permalink
Comments (0)

Your Business Blogger
at Stern School of Business
New York University Your Business Blogger was honored to lecture up and coming entrepreneurs at the Stern School of Business at New York University at the Entrepreneurial Exchange Group. The teenage Dreamer accompanied me as my intern for the day in the Big Apple.

The school sponsors this group of overachievers.

I spoke on,

1) business plans,
2) management tactics and
3) cultural challenges.

Following is the Cliff Notes version.

1) Business Plans. In any business plan the first place, the first tab investors turn to is not the numbers; not the marketing -- the first section in the plan wise men look to is the team bio's -- the leaders that will run the new enterprise. The biggest variable in the success of a business is the caliber of the management team. Who is the team? What have they done?

The best indication of future performance, is past performance.

Assemble and list your board of directors and advisors soonest in your business start-up. These mentors provide the young venture with contacts, consulting and access to capital.

A seasoned board will act to minimize risk, provide talent and keep the business capitalized.

2) Management Tactics. Your Business Blogger reviewed the most common management problems and offered basic tips. We spent some time on discipline in business, not just the prompt obedience to orders, immediate compliance, but something more. I prefer using the Army's definition of discipline which includes the initiation of appropriate action in the absence of orders.

Manage your team to always have (demand!) completed staff work. Begin by thinking of your desk as a pyramid: paper does not rest on your desk, but instead slides off -- back to the staff member who brought the piece of paper or action to you the manager.

The Dreamer at Stern Business School,
New York University
Jean Arp Seuil Configuration3) Cultural challenges. A number of students had questions about family businesses in the People's Republic of China, East Asia and the Pacific Rim. We discussed the differences in managing across cultures and managing in the Chinese business culture. See Differing Weights and MacDonald's in China. Search this site for East Asia.

The students were most attentive and asked pointed, assertive questions. Capitalism is safe for another generation.

But I'm not sure about art.

###

Thank you (foot)notes:

Management Training Tip: Find a mentor. Today. And if you can't find one, rent one.

Posted at 7:44 PM | Permalink
Comments (1)

Your (very young) Business Blogger
and Lily Tomlin Big Shows always start small. Lily Tomlin would test her acts, not on an off-Broadway hide-a-way in New York City -- not even another country, like say, New Jersey.

No, Lily would test her lines and the script in another world: Branson, Missouri.

A few decades ago, Your Business Blogger -- that's me, the dork on the left -- caught up with Tomlin backstage at the Kennedy Center in Washington, DC. During the run of her solo -- one woman performance in The Search For Signs Of Intelligent Life In The Universe.

It was no secret that Tomlin is the consumate professional whose presentations seemed effortless. Yes, she and her team practiced with military precision.

But she knew to do a bit more. One of her secrets was to practice in front of a live crowd. To test her timing. For the laughs and special effects. Practice and pace. To hit the marks and watch the sparks.

Her testing would require stops and starts and direct interaction with her Branson audience -- which was a test market for her new show; her new product her new production. She would be a wizard alchemist reformulating as she observed and assessed her focus group's response. And the laughs.

Comedy is hard work.

The challenge of conducting the practice, the dry runs, was that the critical, cynical New Yorker would not sit still through trial run. Tomlin as magician perfected her act behind the curtain, away from the show-bizzie chattering classes. So Lily would go to 'fly-over country' where normal people live, to hone her act.

To Branson, Missouri, the Show Me state where over 100 shows play in over 40 theaters. Branson is called "The Live Music Show Capital of the World."

Lily Tomlin and her crew would then take her perfected, polished performance back to the Big Apple and the rest of civilization.

Her business lesson from show business was to quietly introduce a pilot show, a pilot project. Gauge reaction and launch a high percentage deal. And practice to a small sample size.

Because you will screw it up. And it is best to screw up on the farm team than before the big league crowd.

Do you have a pitch to practice? Find a small group who loves you.

Practice your sales pitch to a live audience. And ask for feedback.

Looking to flog your product on national television, the cables and network? Start with small radio wattage. Then take your show on the road.

###

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Dad & The Dude
prepared for war
September 11, 2001
photo credit:
Charmaine Yoest, Ph.D. Just after 9am on 9.11, I was doing what all business owners were doing: selling something. I was on the phone with a client. Making a pitch to attend a series of seminars, with CNN on in the background. I was a bit distracted by the live feed of a burning building.

While making 'the ask,' it was clear that my customer was not aware that we had just been attacked. I wanted to say something, like, Turn on your TV and stare at real pain. It just didn't look real. I continued instead with the conversation. Your Business Blogger is not normally so focused. In denial, perhaps. Disasters are not normally good for business.

There was work to be done. My next class was on September 19.

And I didn't want the customer on the other end of the phone distracted until the sale was closed. Then we could go to war.

The deal done, I noticed my boy, The Dude, was concerned that the attacks would continue down to us in Charlottesville, Virginia. "We got to get ready!" he shouts and scampers around digging up my old uniform, boots, saber and his grandfather's bayonet. (Old soldiers never die, they just file away. Apologies to MacArthur.)

The Dude spent the rest of the morning marching outside our front door. Looking out for terrorists. It must have worked.

Charlottesville was not attacked.

But we were affected. Everyone was. But I wasn't sure that the bank was going to delay getting their money over a pesky act of war. I still had to earn a living.

How would the war affect business? Not the macro, but mine? I had a seminar and clients coming into town in little over a week and the world was on fire. Would anyone show up? Would anyone care?

We North Americans do business like we do war. We win. Donald Trump becomes Victor Davis Hanson. At 8 am on 19 September 2001, 86 professionals showed up and got down to business. A packed room.

The free lunch helped.

Even my business partner, Faisal Alam, came down from New York City to join us. He is Muslim.

The country was mourning, but on the move.

I started with a minute of silence in remembrance of those lost in the World Trade Towers.

Then we all got back to work. Each making the world a better place. Even with a war on.

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Thank you (foot)notes:

Basil's Blog has open trackbacks.

California Conservative has Open Post 9.11.

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Microsoft has one real point measurement for hiring.

IQ

Your Business Blogger has hired (computer) coders, sales reps...and government bureaucrats.

When given the option of head count and budget flexibility, I always recommended to my managers to hire the most expensive talent possible -- the Super Stars.

Even when hiring government workers.

Into Good and Evil reminds us that when talent really counts, when talent determines life and death, who would get hired? He points us to Professor Kingsley Browne in The Ace and the Turkeys,

"Given the cognitive and temperamental patterns required, it is not surprising to find that the ability to fly aircraft successfully in combat is an ability that not many have. Indeed, it is not an ability that even all combat pilots have. Aviation analysts recognize that the majority of combat kills are scored by a small minority of pilots. Mike Spick has observed: "The gulf between the average fighter pilot and the successful one is very wide. In fact it is arguable that there are almost no average fighter pilots; just aces and turkeys; killers and victims."

Fighter pilots, like sales guys in a role playing exercise, can practice and give a passable presentation, but,

As one Air Force pilot stated, "Most guys can master the mechanics of the systems, but it's instinctive to be able to assimilate all the data, get a big picture, and react offensively. Not a lot of guys can do that."

But the Air Force has a challenge most sales managers don't: Separating the Aces from the Turkeys,

Ideally, one would have only "aces" or "killers," leaving the "turkeys" and "victims" to another career path. The difficulty lies, however, in the fact that there is no known way to separate the aces and the turkeys prior to combat. Unfortunately, many of those who will end up being turkeys often do not know what they are getting into. These pilots may have the ability, intelligence, and know-how to fly the plane well, but they ultimately lack the "fighting spirit" that they will need in combat. " (Buffalo Law Review,Winter, 2001, 49 Buffalo L. Rev. 51,Women at War: An Evolutionary Perspective By Kingsley R. Browne)

But the hiring manager does have an advantage over an Air Force Wing Commander, the civilian Ace has a track record of Kills.

The best indication of future performance is past performance. Our armed forces are hampered by looking only to recent combat or aerial engagements -- and there aren't that many of those dogfights. The hiring manager has different metrics of combat measures for top business talent. Eat what you kill. Who had produced the best numbers?

In this human resource practice and strategy, there are down-sides as Anita Campbell, my editrix at Small Business Trends citing the Trizoko Biz Journal mentions. She and others make the valid point that Super Star and Aces are nearly impossible to manage. And, indeed, can only be managed by Super Star managers.

But if these crazy iconoclasts can be harnessed, a big 'if' to be sure, big numbers are sure to follow. For example, when I had a modest software company, I learned the hard way that a one genius coder was worth a half dozen coders. And not because he (and he was usually a 'he') was faster, but that his work was nearly bug-free. Which saved me from hiring three coders just to patch.

With my sales teams, Pareto's 80/20 Principle always played out. But the top guy, usually a deviant was always a standard deviation above the norm. My #1 sales guy was sometimes double the sales of #2, the rest of the sales team on the long tail. That #1 guy drove me nuts. But I loved his numbers.

And government bureaucrats? Goodness. I once had an agency head 'lose' a $100 million department. It was necessary to find it for obvious political reasons, but we only became aware of the lost unit because I was working the Y2K rollover and really needed to find all the laptops. We finally found it. Hidden away, quietly working away. And there were lots of good excuses why it was floating alone off on its own org chart, in its own universe. How they got paid is outside the scope of this post. I was assured that it was not illegal.

So Anita and Trizoko Biz are right, Super Stars are a pain.

But I wonder how many $100 million business units are lost. And could be found with a few dozen more IQ points.

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Your Business Blogger's columns appear in Small Business Trends on Tuesdays and Small Business Trends Radio on Fridays. Please tune in.

Posted at 10:38 AM | Permalink
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So here's the typical mom in America today: baby on knee, small business down the street, with rifle in Pakistan.

This week's column in Small Business Trends has highlights -- and I'm not talking hair -- of a typical mom. Yes, women have always been producers -- breeding babies and businesses since Eden, but this is something each generation has to discover for itself. See Women's Future in the Small Business Labor Force.

Helen, second from left
with rifle "consulting" in Pakistan

"How do you it all?" Accomplished women with kids constantly get this question.

Helen Philbrook, married and mother of three, from Raleigh, NC, has the answer.

Your Business Blogger recently sat down with Helen and her husband David to learn the secret.

She's a former Vice President of an environmental testing firm, and perhaps the world's first female "Smoke Stack Sniffer." She's run a number of start-ups.

But Helen says she's now "followed her passion to gardening." Her company Tiger Lily's is an award-winning firm that gives her what she needs most:

Flexibility.

She was well-prepared. Helen has an M.S. in Environmental Engineering and Science, studied Garden Design in London, and completed a series of international consulting assignments. In a male-dominated business. Where she learned:

Negotiation.

The greatest challenge women face in business is learning to negotiate.

But she also negotiates with her clients. Hard. She establishes upfront contracts with the explicit understanding that her family will come first.

Helen, Vice President

She is an advocate of "sequencing" for women -- marriage, children, work. Helen says a woman can always have an "ambitious career." After the kids are in school. She knows she will anger feminists.

She has advice to young women starting out. Where the fear is that they will get behind the power curve. "Not so."

Helen says, "Your career is still waiting for you."

After your children.

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Full Disclosure: Helen is my sister.

No Speed Bumps has Women in Engineering.

Alas, a blog has Homeward Bound.

Basil's Blog has Breakfast.

Posted at 6:17 AM | Permalink
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Chris Brunner And honorably hosted by Chris Brunner. Who does it right. Gets it right. Starting with his picture. Anita Campbell, at Small Business Trends, says that good blogs should identify the owners and have portraits' on the page.


The Entrepreneurship
Merit Badge

Our human eye is drawn to faces. To look in the eyes. To gauge sincererity. Pub shots are best. But always use your picture.

Except when a bit goofy. Your Business Blogger on The Wall.

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More on Chris at the jump.

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Skip Reardon Be Excellent(tm) Helping The Best Small Businesses To Achieve Lasting Excellence. has (unpaid) host duties this week. Go visit.

And while there, see David Daniels. He's forgotten more on international business than I've ever learned.

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The Carnival of Entrpreneurship is the creation of Scott Allen.

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The Baltimore Washington Corridor
Chamber of Commerce Your Business Blogger has a rule against Free Consulting.

Except for my friends.

And readers.

One of my favorite non-profits, the Baltimore/Washington Corridor Chamber of Commerce falls into both categories.

So. One of the Chamber committees asked for a 5 minute overview of blogs on Monday, April 3rd. Blogs for business.

The Big Question:

Should Companies Blog? In particular should the member companies of the BWCCC blog?

Answer: Yes.

In the near future, it will be the odd enterprise that does not.

Purpose of blogging.

Build a relationship with readers, customers, communities. Marketing that is Measurable.

Blog Management

Start with the Ethics as a framework. Honesty being the best policy and all.

Offer Solutions

And company size doesn't matter. Technology is a "Force Multiplier" as our Pentagon pals would say. Making business easier to Find A Friend.

Glenn Reynolds, at InstaPundit and author of An Army of Davids writes that blogs are,

...the triumph of personal technology over mass technology.

Who should not blog?

Those unfamiliar with spell-checking. Attention to detail counts today, unlike, say, last year.

Poor writing ability. The writer must communicate thru the screen.

Poor time management skills. Writing and posting must be done frequently and predictably.

The CEO. In larger enterprises -- hire a ghost who knows your voice. And can draft a draft for approval.

The Downside

For example: Blogging consequences abound for Your Business Blogger. Both Unanticipated and Unintended. The former: Found a church. The latter: Threatened with a lawsuit.

(And one never knows what strikes the fancy of the blogosphere. Your Business Blogger blogs and bloviates on: Business Sense, Military Precision, Timeless Truth. But my most popular article was borrowed from, and credited to W. Bruce Cameron: 10 Rules for Dating My Daughters. Go figure.)

Now. The first step in the sales process is to establish rapport. If someone walked into your shop to browse, you would certainly say "Hello." Customers now use a browser.

Your new blog can start the conversation.

This is not new nor is it rocket science. At least once a week, a large business would push out a press release. To build relationships.

Now it's called a blog.

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My local Chamber has been a source of introductions and for blogging materiel:

Sales Persistence.

Firing Employees.

The First Lesson To Look Like A Leader.

The Customer Buying Cycle

Blogging terms defined.

Your Business Blogger has been a ghost writer for a number of confidential clients. Including former Presidential candidates.

Blogging, for companies, is not an end in itself. But it can be. Visit ProBlogger to learn how to make $100K from blogging.

Be sure to visit and bookmark The Virtual Handshake. See Scott Allen's take on Corporate Blogs. Scott and his team have been a-blogging since March '03.

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Small Business Trends
Forbes Winner Your Business Blogger will be discussing Top 10 Mistakes Small Business Owners Make with Their Employees.

Hit time is Tuesday, March 7th at 1pm EST.

Anita Campbell

Live.

Visit Small Business Trends and click through the microphone at top right.

Small
Business
Trends
Radio

The award winning Small Business Trends is hosted by Anita Campbell. Her collaborator is Steve Rucinski at Small Business CEO.

Small Business CEO, published since May 2004

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Small Business Trends is sponsored by Six Disciplines on www.business.voiceamerica.com. Safe for workplace listening.

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Other People's Money is the often maligned method to fund a venture. But to Get Things Done a leader must not only manage the money -- the budget, but get things done through people: management.

What is the First Rule In Management?

The good manager does not manage his time. He does not manage his people.

Nothing should sit on your deskHe manages Other Peoples' Time.

And Planning, Organizing, Leading and Controlling will follow.

Keep the ball rolling.
No paper should rest on your deskThe manager manages other peoples' time -- as well as other company assets -- talent and treasure.

I would submit that managers worry less about managing their own time; their own "to do lists" and focus on the subordinate's time.

So where does OPT-IN start?

The Manager's Desk.

Piles of paper are decisions not made. You, Gentle Manager get paid only for your experience, wisdom and judgment. Start with your workspace.

Think of your desk as a pyramid with the apex pointing up. Paper does not rest on your desk, nor your boss's desk.

Paper is never allowed in horizontal file piles.

Whenever a memo or an email attachment comes to you, it will slide off -- back to whoever carried it in. It will have your signature on it, an action to be taken (by someone else), filed or destroyed (by someone else). You will not let it rest on your desk -- even as you think about.

Do, Delegate or Destroy. Don't put that memo on the corner of your desk.

Paper should breeze off your deskEmpty inbox. Not Paper; not electronic.

I would suggest the Biblical reminder that, Today has enough trouble of its own. Do not carry today's worries -- today's paper -- on your work space for tomorrow.

Managers: Do not let the sun set on a piece of paper on your desk. Or an email in your inbox.

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Thank you (foot)notes:

The Management would like to thank Baby-Boo and The Dancer for volunteering for this article.

See Management: 10 Tips.

Posted at 11:06 PM | Permalink
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The Carnival has some outstanding writing and analysis. World class. From around the world.

Leah MacleanFrom the continent/country of Australia, Leah Maclean, at Working Solo, presents Golden Rules Part 2 - My List. Leah's article highlights ground rules in being grounded. I liked her point: Surround yourself with people you love. I would add the Love issue to taking on an assignment or job. Clinton Secretary Jesse Brown said that he would "only work for people who loved" him. Our friend, Leah, from Down Under is on top with this advice.

Rick SpenceRick Spence, at Canadian Entrepreneur, presents Thinking before speaking. On how to deliver criticism. Rick has advice on advising -- having a direct conversation, however uncomfortable.

David DanielsDavid Daniels, at Global Market Development, presents Checklist to Internationalize a Product. Another Canadian, David, has distilled the steps to take a product international. David correctly, I believe, suggested using local partners, joint ventures whenever possible. I would add that in some countries, such as China -- and here I would defer to David's expertise -- that what the Chinese call a 'wholly foreign-owned enterprise' might be the better structure than a JV. For a larger company.

Denise O'BerryDenise O'Berry, at Just For Small Business, presents It Is Not OK To Steal.Denise's post is an outstanding short summary in defense of intellectual property -- entertaining and useful. Bookmark her advice and links on actions to take when a thief steals your stuff.

Scott AllenScott Allen, at About.com Entrepreneur's Guide, presents Wednesday Work Tip #1: Redefining Project Completion. My oldest daughter, The Dreamer, came into my office last night and said, "I spent the whole day on this project and I have nothing to show for it." Oh no, I thought. Welcome to the real world. Scott Allen has a compelling piece on Getting Things Done. Busy is not a receivable. Scott's piece reminds us in so many words that going to the bank is what is important. Anything else is a hobby. (Don't show income for three years and the IRS says so.) Anyway, The Dreamer learned Scott's lesson early. She's 12. She's on her way to some day running her own business. And Scott's blog is helping now.

Tom McMahonSee Tom McMahon with The Secret Of My Success, where he hit 1,000,000 visitors. Read how he runs the numbers down the funnel. In business, or in life, we do not manage numbers, we manage behaviors. The right behaviors (done by the numbers) will produce desired outcomes (measured against the numbers).

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Thank you (foot)notes:

The Carnival of Entrepreneurship #5 will be hosted by Martin Neumann.

Jesse Brown was my mentor and business partner.

Don Surber has best Thursday Posts.

Maneuver Marketing has more good analysis at AMGEN's Tour.

Posted at 1:21 PM | Permalink
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You are invited to submit a post to the Carnival. This edited Carnival highlights the starting and running of your own business.

How are you doing?

See (the very flexible) Carnival of Entrepreneurship submission guidelines.




FerdyUse the handy All Purpose Carnival Submission Form. (Clean, simple design, courtesy Conservative Cat.)

The Deadline is 5 pm EST, 22:00 GMT, Wednesday.

Your Business Blogger is honored to host this week. I look forward to reading your articles.

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The Carnival of Entrepreneurship is the brainchild of Scott Allen. The blogosphere owes him.

Posted at 10:19 AM | Permalink
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The Carnival Arrives Down Under to Working Solo hosted by Leah Maclean in Sydney, Australia.

And while there be sure to read: Advisory Board Advantages Raise Legal Issues brought to you by BizzBangBuzz - technology & startup blog from strategic business lawyer Anthony Cerminaro.

Very good review for managing a Board of Advisors.

Next week Your Business Blogger will be hosting the Carnival of Entrpreneurship #4. See Scott Allen for details.

Do submit a post or submit an article in my comments section.

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Posted at 10:55 AM | Permalink
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Tip O'NeillTip O'Neill was a master politician. And people always wanted favors from the former Speaker of the House. Before a visitor would come a-calling, Tip would tell his staff,

"Don't take nobody, nobody brought.

Tip found it best to bestow favors only on the advice of a known, trusted third party.

The vector -- the connector, would be known to both Tip and known to the supplicant. Introductions made. Wheels greased. The fix in.

The Irish know how to do these things. Tip O'Neill. Ronald Reagan. Chris Matthews.

And Sam Ingersoll.

Last night I was on the phone with Sam. He has a compelling case for not killing kids. With Down Syndrome.

Like his son.

Sam's site is terrific. The flash demo will make you cry. Emotion sells.

But I didn't know who Sam was. Or anybody that knew him.

How was my suggestion of any currency -- donations, links, recommendations -- going to reflect on my reputation? And the credibility of Charmaine and groups with which we may have some influence.

So I suggested to Sam that he name names. An informal Board of Advisors on his site. An easy avenue for due diligence beyond Googling.

People who could vouch for Sam. Who could provide connections to Sam.

What the Chinese call guanxi. Personal connections; social capital.

Sam is now assembling a Board of Advisors.

(Unlike a Board of Directors, Advisors don't need Directors and Officers insurance -- however Advisors' advice doesn't have to be taken either.)

Sam is doing the right things -- Which is Leadership defined.
Now Sam is doing things right -- Which is Management defined.

For his son Gabriel. Making the world a better place.

Visit Gabriel's Angel Network and donate.

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Also see Pro-Life Blogs.

What if you needed access to a 'Tip O'Neill'? How would you get the appointment? See Find a Friend. A pro uses intermediaries.

More on Tip O'Neill at the jump.

See Don Surber's Best Posts.

A DC Birding Blog is hosting the Carnival of the Vanities for 22 Feb.

Continue Reading »

Posted at 7:38 AM | Permalink
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The Dude, The Dreamer, The Diva
learning the value of a dollar;
12" of snow. Church cancelled. Pre-teens tackle shoveling. Forgive this 'day in the life' of posting of Your Business Blogger. But we wanted to document that it's never too early to teach kids the real value of a labor and money. And the connection. The income they generated for themselves at Uncle Steve and Tom's office building paid for their pizza.

Kids from the cul-de-sac,
preparing for combat --
snowball fight

500 foot sled run conveniently located ###

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As Bedside Baptists yesterday, Charmaine and I saw Lynn Swann on ABC's This Week. He'd have our vote. See the Commonwealth Conservative. And visit the Swann Blog. Conservative bloggers and conservative politicians agree, most of the time. Unlike liberal bloggers and liberal politicos.

Posted at 7:07 AM | Permalink
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In the late 80's Your Business Blogger was part of a medical device start-up. With no money.

We were launching new products, with new technology, teaching new surgical techniques, new medicine.

Conventional wisdom dictated hiring a half-dozen advanced-skill nurses to teach around the country. Our Board of Directors said no budget. This was a problem. Our product required extensive inservice training.

With a product that was 100 times the cost of its nearest competitive substitute.

So what's a thinly capitalized company in trouble to do?

1) Throw a party.

My boss, John Harper, came up with the solution. Conduct training seminars. If we can't go to the clinician; bring the clinician to us. (John Harper said something about mountains and Mohammed.) We would outsource the training to temping Nurse Consultants. We expanded his idea making the classes into events. Food, flowers, contests, framed certificates, lapel pins. More fun than a TupperWare party. Avon calling. Our mostly female nurses loved it.

This list of 10 steps provides a case study. Of brilliance in hindsight after the fact. And desperation and frustration before the fact.

2) Independent Contractors. Identify, recruit, train and motivate per diem consultants. 1099 not W-2. No fixed costs. Easy to hire. Easy to fire. I could make a lot of mistakes. And did.

3) Advertising. Small ad in local trade journals -- ad buy was for multiple exposures, not size. Limited ad budget turned out to force creative thinking. I also learned that these thought and opinion leaders also were contributors to text books -- and were looking for the latest technology -- and wrote new chapters on advanced clinical techniques featuring our products.

4) Talent. Hired thought and opinion leaders who happened to be users. I simply hired my current customers. In setting up seminars the customers conducted the classes. Our instructors were typically 'nurse of the year' award winners for their organizations with advanced practice suffixes. These were smart women and everyone knew it. I hired 24 of the best.

5) Invitations. Snail-mailed and faxed personally-addressed invitations to thought and opinion leaders who were not customers. And phone calls. To attend our training seminars. A fax machine was hi-tech at the time. Hi-tech. Hi-touch. A personal invitation always sells.

6) Partners. Linked with local chapters of professional nurse organizations. Who were our key influencers and decision makers. Attended every industry trade show possible -- I was less interested in the attendees as in the booth space buyers next to me -- who were my channels of distribution.

7) Segment. Smallest, targeted market segment. We thought we would be selling to the 6,000 hospitals across the country. Nope. Not yet. It was the new home health care market. Which also was demanding performance over price. This tiny market segment was less price sensitive than hospitals.

8) Love. Appreciate the customer. Whenever a nurse passed (inserted) one of our catheters, I awarded her the coveted Landmark Nurse lapel pin. And a large framed certificate signed by the bosses. And corsages. Coming to our seminars was like going to the prom. I really loved my nurses. Still do.

9) Heeeeeree's Johnny. Your Business Bogger acted as the Master of Ceremonies introducing the instructor and guided the logistics. There was no sales pitch. I openly disclosed that the Nurse Consultant was an instructor on the payroll. (At $500 a class -- a lot of money at the time. Goodness, a lot of money anytime.) This Full Disclosure had an unanticipated consequence: Every nurse attending wanted to teach part time and would approach me later to get in on the $500 per gig action. Who knew?

10) Visit. Follow-up with a face-to-face visit. So here was my pitch: Buy the frightfully expensive product, I'll train you, bring you roses, guarantee your happiness and patient outcomes. Or your money back.

So.

The seminars were conducted at a fraction of the cost of hiring a team of clinicians full time. And we were able to bury the expense under the travel & entertainment budget. Which, as it happens, the seminars were. delectare et docere

So what?

I collected baubles for sales numbers.

And then what?

The company was sold to Johnson & Johnson. A profitable experience for the investors and stock holders.

Need to market with no money?

Throw a party.

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I had some terrific bosses at Menlo Care, Inc.: John Harper, Dave Maupin, Chuck Schreiber.

Read more on Menlo Care, Inc. after the jump.

Basil's Blog has good content and links.

Continue Reading »

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Powerline's Scott Johnson, Charmaine Yoest, Ph.D. and Paul Mirengoff at the American Poitical Science Association, fall 2005 credit: Jack Yoest

A weblog reader wrote to Powerline: "Thanks for Changing the World!" When they wrote about errors on the CBS icon 60 Minutes. And bringing to the public news and expertise that had not been seen anywhere else.

Scott Allen is continuing this trend.

Whenever Your Business Blogger talks with journalists from the Main Stream Media, they always complain that there is no editorial oversight in the blogosphere.

The journalists are wrong. As usual.

Note the emergence and growth of Carnivals. They review and select the best offerings. Weblog readers and writers are segmenting down to narrower and narrower niches with greater and greater expertise.

Until they become like the old joke about Ph.D. dissertations: Knowing more and more about less and less.

And this is good. Blog readers and commenters provide some of the sharpest insight and critique around in any medium. Editorial oversight, as it were.

Here is the case study: Scott Allen has started up a start-up for start ups for weblog readers and writers. Free consulting. Every Week.

At The Carnival of Entrepreneurship. Up and running at Scott's.

Michael Barone, Scott Johnson, Paul Mirengoff
credit: Jack Yoest

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See more on the expertise of Scott Allen in the extended entry.

See Don Surber's Thursday Best Blogs.

Continue Reading »

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