9 Things Leaders Must Stop Doing- If You Want to Lead a Growth Company

Why do businesses fail to achieve breakthrough performance? Because they make things too complex. From the top down, everyone’s day is cluttered with tasks that don’t impact the organization’s strategy and goals.

Organizations that leverage a “Stop Doing List” accelerate achievement, create breakthrough opportunities and increase shareholder value. The Stop Doing List creates time and space to execute to goal aligned activities.

The Stop Doing List is also a vital component of your strategic plan. If your company doesn’t currently have a formal strategic plan in place – get it done – it is never too late or too early to get it done.

As the leader of your company, it is your job to spearhead the effective development of goal-aligned strategy and be the leading proponent of its execution and achievement. It is your responsibility to set standards, culture, ethics and to control how your company behaves.

Another very important aspect of strategic planning is the identification of the organization’s Vital Few Objectives (VFOs). These objectives clarify and direct the organization’s activity. They bring with them priorities and responsibilities. In order to attend successfully to the VFOs, leaders must develop, align and cascade Stop Doing List activities all the way down to the line people.

If you want to become a better leader, if you want to spend more time focusing on what matters, when it matters and if you are serious about creating a sustainable growth company, you’ll need to “STOP DOING” nine very specific things.

Sheri’ Taber’s “9 Things Leaders Must Stop Doing, If You Want To Lead A Growth Company” introduces “The Stop Doing List,” a powerful best practice principle and critically important step in the development and execution of successful strategy. She’ll teach you Stop Doing Strategies that will catapult your company to successive next level bests!

Sheri’ presents this powerful workshop for eWomenNetwork on October 11, 2011. Click here to learn more and to register.

800.513.6902

www.ThePPGinc.com

Sheri@ThePPGinc.com

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Networking and Philanthropy – A good mix?

I recently met with a fellow entrepreneur who had some concerns regarding networking and philanthropy. When she arrived in our community and started her business, she was already accustomed to getting involved and giving back, so she continued those practices. As her networking circle grew, she was approached by many of her new business contacts to support their non-profit endeavors, which she gladly did. After all, this was a great opportunity to give financially to some great causes, get involved, and nurture new relationships to the next level… Right? But when it came to her turn to hold fundraising events, she found that many of her colleagues did not reciprocate their support. She was left discouraged and disappointed in her attempt at mixing networking and philanthropy together. Can this work effectively?

KEY TRUTH: When it comes to networking and philanthropy, be authentic. That means you gift generously to causes that you are passionate about without any expectation of anything in return.

Networking is about building relationships with people.

Philanthropy is about giving money to causes that you are passionate about.

Giving money to causes in order to build relationships with people is not always authentic.

But giving money to causes because people you care about are passionately involved in that cause, and you want to support them in that passion is authentic.

KEY TRUTH: When it comes to networking and philanthropy, recognize that everyone is limited in TIME and MONEY. No one can attend everyone’s events, and everyone has a limit on how much they can give away, regardless of how great the causes may be. So don’t expect the impossible. It’s unfair to hold grudges against people who didn’t support your endeavors… and that only ends up working  against you. Instead, focus on what you can manage. Put together a Philanthropic Budget for your company.

7 Steps in putting together a Philanthropic Budget .

1.  Determine the amount of money you want to give to non-profit organizations for the year. What can you afford? Be careful there. If you  only give what you can afford, it’s likely that you’ll never give a thing. I challenge you to pick a number that exceeds that.

For example: Let’s say $4000

2.  Decide which cause or causes you are most passionate about. Stick to one or two for starters. If you are unsure about which causes to support, spend a year really getting to know the non-profit organizations in your community so that you can make a wise choice the following year.

For example:  Let’s say we choose the eWomenNetwork Foundation as our main organization to support.

3.  Designate a higher percentage  of your budget to your key cause(s).

For example: 50% of my budget will go to the eWomenNetwork Foundation annually. I’ll write a check for $2000

4.  Designate a smaller percentage of the budget to other causes you are interested in supporting.

For example:  25% of my budget  ($1000) will go to:

$ 500.00       The Boys and Girls Club

$ 250.00       The Community Food Bank

$ 250.00       The Salvation Army Homeless Shelter

This money will be distributed in the form of a check at their annual fundraisers.

5.  Don’t forget to set aside still another portion of the budget for undesignated support.

Think of this as your Philanthropic Petty Cash that allows you to support new non-profit organizations that you hadn’t considered before. Perhaps you’ll use the money to attend an awareness luncheon. Or maybe you’ll give a donation to an important colleague, who is running in a 5k race for Breast Cancer.

For example:  I have set aside 25% of the budget ($1000) for undetermined giving that may end up looking like this:

($600)  1 misc. non-profit/networking luncheon a month at $50 each ($250)  1 big fundraising event for a new cause I’m interested in    ($100)  2 friends ran a 5k race for various causes at $50 each     ($25)    1 of my clients asked me to support her child’s fundraising  ($25)    a Christamas gift card donation for Big Brothers Big Sisters

6. Determine to stick to your budget.

This is an important factor. When you have a philanthropic budget in place, you’ve made arrangements to give generously to key causes you are passionate about, as well as having money available for unexpected and undetermined giving. Once the money is gone, you can easily and honestly tell people that your annual giving budget has been used up for the year, and that you’ll consider them in the future.

7.  Diversify your giving methods to give even more!

Although your money may have been used up for the year, keep in mind that giving/gifting isn’t always monetary. You can always gift your time and/or expertise by volunteering or participating on a Board or Committee.

For example:  I may do the following in addition to my annual financial giving:

Walk 1 mile for Relay for Life and collect sponsorships.

Serve on a committee that helps plan an annual fundraiser.

Do the tax reporting for a small church group in the community.

Invite other business colleagues to non-profit awareness events who may consider financial donations.

Networking and Philanthropy can work. A Philanthropic budget will help you pull it all together in a more effective way! Let me know how you make out.

Happy Giving!

Gail

Gail A. Sullivan lives in Sarasota FL. She is the CEO and founder of BECAUSE WOMEN which helps women get to the next level of success through quality conferences, forums, workshops and events. One of her greatest joys is teaching people about Philanthropy and helping them implement that as a key component in their personal and professional lives. Gail is a motivational speaker and author of the book:  The Yellow Brick Road: A Woman’s Journey to the Edge and Back.

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HOW TO FUEL YOURSELF FOR PEAK PERFORMANCE!

Do you wake up tired every day?

Do you tend to run out of steam as the day goes on?

Are your days so busy that you miss meals?

Do you feel that you’re eating healthy but just don’t have the energy you want, and the weight is still creeping on?

IN TODAY’S WORLD we are all so busy multi-tasking, with schedules jammed to the hilt! We are demanding more and more from ourselves, and yet letting the fundamental things slip that would fuel it all!

WHAT IF you could have more energy all day long – be more alert and attentive – be in better moods – feel  great – awaken feeling refreshed – eliminate cravings – and maybe even lose those stubborn pounds that you’ve meaning to ‘get around to’ doing?

Sure, you want all this, who doesn’t? But there is never time to stop and address any of these concerns? And, if you did manage to stop long enough, where would you start? There is so much conflicting information out there.

So, in a world where women think about food and weight as much as men think about sex (yes it’s true!), let’s do something about it, so we can get on with and maximize the other areas of our lives!

What I am going to do is outline for you the basic needs of your body—what it needs, why, and how you can give it just that. Start this simple plan immediately and you WILL notice the difference: a difference that will ripple positively throughout your life, both personally and professionally.

First, it is important that you understand the facts behind the fuel!

We need five things: Energy (from calories), Nutrients, Hydration, Sleep, Movement/Exercise. These five pillars are the springboard for your life! Think about that for a moment. We need all of these in a certain: Quantity, Quality, Timing.

If you mess with any of these, it’ll have a domino effect with the others. The result? Cravings, tiredness, running out of steam, not sleeping well, waking up tired, weight gain. All those things that hold you back in life – eh? Those things you wish would just disappear! So let’s get that happening!

If you don’t get those five things outlined above in a certain quantity, quality and timing, it will mess with your blood sugar, metabolism, and hormone levels. Why is this important? Because these control your hunger, your energy, and therefore, performance every moment of your day! So, what’s the key? Keep these three things (blood sugar, metabolism, hormones) level and constant. Here’s how:

ENERGY - You MUST eat regularly. Do NOT miss meals or let long gaps go between them. Your body needs fueling every
3-4hrs. Otherwise, your blood sugar and metabolism will drop, causing irritability, being lethargic and cravings.  Eat breakfast. It boosts your metabolism (and fat burning), and it brings your blood sugar back up after sleeping.  If you don’t, your energy will be depleted, you’ll crave more bad foods as the day goes on, and your metabolism will stay really low.

NUTRIENTS – It’s all about fueling your body with what it needs. Think natural and fresh, as much as possible, fruits /veggies. Unfortunately, so often now (with the food BUSINESS!) these are empty/depleted of nutrients. So, try and get more organic foods/local/in season or frozen. In addition, the fiber and water in these will keep you full longer and aid digestion.

HYDRATION – Make sure you get consistent intake during the day from foods and water. A 5% drop in your body’s water levels leads to a 25-30% loss of energy. And, even with mild dehydration, your metabolism slows down by 3%. Again, it’ll help fill you up, and you may be mistaking thirst for hunger, so sip away!

SLEEP – I know, I know!  It’s one of the first things to let slide in our hectic lives. But, I cannot stress how IMPERATIVE it is to maintain as EVERYTHING stems from sleep. Cells renew; body burns fat; memory sorts itself; you produce hormones for controlling your appetite/registering when you’re full; and your ‘happy’ hormone for your moods. If you continually lack in this area, you will eat more, and more bad ‘empty’ high-calorie foods (as your body will be screaming for quick energy), you will run out of steam, you will suffer bad moods, be irritable, put on weight  … and basically end up being no good for anyone or anything. And, you will eventually get ill/ailments. Solution? Time your sleep in 90 min. increments. If you can’t get 7.5hrs, then aim to wake up at 6 hrs. Why? Because your sleep goes through 4 stages of deepness taking 90 mins., and it’s in the 4th where all the ‘good’ takes place. So, max the number of repetitions of that stage, and wake up when you go back into the light stage (stage 1) and you’ll feel more refreshed. Try it!

MOVEMENT/EXERCISE – Do I hear another groan as this slips down your ‘to do’ list? I’m sure you know the benefits:  boosts your metabolism so you burn more fat, improves the quality of your sleep, your moods, etc. Yes, it all fits together like a jigsaw puzzle! So wherever you are or go, just move! Take the stairs, stand up whilst on the phone, walk around – hey, even jumping jacks!

LASTLY, know that your body burns food/fuel at different rates: carbs first, then fats, then proteins. So, if you want to stay full and satiated longer, eat protein at every meal.

Know that ‘simple’ carbs are the quickest source of energy for your body – white sugars, white breads, etc. (more processed foods). These are pure calories and completely devoid of nutrients. It’s best to avoid them altogether. Choose ‘complex’ carbs – fruits, vegetables (basically your more natural foods). They contain fiber and nutrients, help keep your insulin/blood sugar stable, and therefore your energy levels. Also, because of the fiber and water content, they’ll fill you up, keeping you satiated longer, and provide volume to boost your metabolism. Yes, eat fats! But, go for the ‘good’ ones with omega 3’s, i.e., olive oil, avocados, fish, nuts, chia seeds. And, without fail, eat protein at every meal, and even snack, if you can – fish, meat, chicken, beans, dairy, and soy.

Ok – that’s the science – and hopefully more than enough reason and motivation! What about in real life?

#1 -  Plan to eat – the healthy way! You plan everything else in your life – why not your health?! A little bit of planning goes a long way. Stock up your fridge and freezer at home as well as at work. Ask yourself “What can I eat to get maximum volume, minimum calories, and the most nutrients?!”

#2 -  Eat regularly. Missing meals WILL work against you.

#3 -  Eat protein at every meal/snack.

#4 -  Eliminate white foods from your diet such as sugar, bread, rice, pasta. These are poison to your body! There are plenty of healthier alternatives.

#5 -  Eat more natural foods – lots of color (less processed).

#6 –  Think nutrients.

#7 –  Take your supplements.

#8 -  Make time to get more sleep.

#9 –  Carry healthy snacks everywhere to avoid temptations.

#10- Hydrate consistently throughout the day.

#11 -Move every day.

I implore you to take control now with every mouthful you, your family and loved ones take. Live your best life, be the best in business you can. Fuel yourself for peak performance everyday!

Dawn Peters

Naked Health

www.NakedHealthgrp.com

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What are Mobile Business Cards and why do I need them?

Q: What are Mobile Business Cards?

A: Simply put, a mobile business card is the electronic version of your existing business card. Instead of simply handing out your card, the mobile business card allows you to collect the contact information on everyone who receives your card. Your contact information is delivered to them through a Short Message Service (SMS) text message. Example – Text Hilary to 88500

Q: Why do I need this technology?

A: Mobile business card technology gives you the ability to know who has received your business card. It also gives you the ability to communicate with your card recipients electronically at any time. When someone requests your mobile business card, your personal administrative Dashboard captures their cell phone number. Once that information is captured, you can edit that information to include email addresses, additional contact information and so on. So for networking, marketing or simple lead generation purposes, that additional information can be used powerfully. You can build your own personal database of leads, clients or combination of both that you can always be in constant and instant contact with.

Q: How do I know it’s a fit for my business?

1. Consider the facts… 90% of all business cards end up in the trash. A mobile business card requires action to be taken and  that provides you meaningful information from the client or prospect.

2. If you sell goods or services, you can add the web component to your mobile business card. When they text in, a personal or business mobile website (referred to as .mobi site) can be included with your mobile business card contact information. Your client or prospect receives your mobile business card with a link to your mobile web site. Mobile web sites can be created as a landing page to capture additional contact information or it can be developed as a complement to your existing company website. Mobile websites can support video, mobile shopping carts and any other features available using traditional ‘.com’ websites, but they are optimized for mobile use.

Join Mac McLaughlin on Success Institute 10.04.11 at 1:30 pm CST as he shares his insights on “Why Mobile Marketing”.

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How Your Brand Strategy Impacts Your Products, Services & Revenue

We’re teaching you today. Here’s a lesson straight from one of our coaching sessions with a client who was trying to figure out how to monetize her expertise when she was suddenly forced into transition. Sound familiar? Learn the basics of brand strategy, and more importantly how to evaluate your product offering to make sure that you will be delivering a scalable product for the fastest money. Soon, you’ll hear from us on how to make sure you are maximizing profits from this same offering. Watch and take notes:

This is one of many examples from our Heart & Sold program. Learn more about the full program that grants you access to us as your online coaches for an entire year by clicking here. If you want to share this training on your own site, feel free to use the embed code, but please give credit with this blurb: ” This video training was brought to you by success coaches and speakers, Aly and Andrea, of AlyandAndrea.com . As identical twins, Aly and Andrea have educated and empowered women in the USA, Canada, and UK to generate multi-millions of dollars in revenue across multiple industries. Together and individually, Aly and Andrea have overcome incredible life-challenges including blindness, poverty, divorce, and cancer to become an award winning international business owner, TV actress and spokesperson, authors, speakers, World Champion and All-American athletes, Olympic torch bearer, and cancer survivor. Aly and Andrea are Premier Coaches for eWomenNetwork, aptly named among “the best coaches in the country. Connect with them on Facebook , Twitter , or their site .

Aly & Andrea
Where personal development meets business mentoring for women.

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Women Do It Three Times More Than Men…..Ask Questions!

Every action, every moment of every day is taken only after DOZENS of questions have been answered to our satisfaction.

Most of us don’t even realize the number and scope of questions we run through in our minds… just to make the smallest of decisions. Let me give you an example that I think we as women, can all relate to.

Have You Ever Asked Yourself THESE Questions?

As you read this, raise your hand mentally if you have ever asked yourself:

  • If you should attend a certain event; it could be a networking event, a business luncheon or even a quick happy hour.
  • Did you also wonder how much it would cost to attend? What was on the agenda?
  • What should I wear?
  • Is parking included?
  • Will they feed me? What will they feed me?
  • Will I run into that dork from work? My boss?
  • Will it be worth a day off from work?
  • Will I be out in time to pick up the kids? The dry cleaning? Dinner?

Wait, WHAT was the original question? Can you even remember it? It was should you attend an event. And that was only the first round of questions, wasn’t it?

It is important, that you understand the importance of questions, embrace it and use it. It is your ability to ask the RIGHT questions at the RIGHT time to the RIGHT people that will help you FIND the right customers.

There are various types of questions and reasons why we use them. And, guess what? Men and women differ in the types of questions they use.

Asking questions means different things to men and women. Men ask questions for one purpose only: To gather information. For women, asking questions serves two purposes: One is to gather information and the other is to show interest in what the other person has said to cultivate the relationship.

Women ask a lot of questions, more than men and they simply CANNOT move forward until all of them are answered. Sometimes they ask questions that men don’t think to ask. Women have a relationship with everything they buy. Men exchange information and women have a relationship with the information they exchange.

Understanding the types of questions will help you understand what tools are in your toolbox. Understanding how men and women communicate will help you understand which of those tools to use.

As a quick reference, think of it this way: Men are generally transactional in nature and look for facts and figures and want to close the deal quickly. Their type of question would be more closed-ended-simply gathering information.

Women are generally relational meaning they want to build a relationship first and THEN work on closing the deal. Their type of question would be more open-ended this requires the client to provide their own answer and be an active participant in the conversation. If done correctly, the close will be a natural part of the process.

You need to be prepared to not only ask questions during the sales process, but to also be aware of the types of
questions you’re asking and the GENDER of the customer to whom you are asking them. The more information you gather, the more you get to know what the underlying factors are.

Sharing this information will help build the long-term relationship that we all strive to have with our clients.

(Which is why we ask questions three times MORE than men!)

For more Sales Tips and Information visit www.sellinginaskirt.com

Email Judy: judy@sellinginaskirt.com

 

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Your Million-Dollar Message

Is your 30-second commercial worth a million dollars?  Sounds like a crazy question, doesn’t it?

Think about it for a moment. What is your best client worth to your business over a lifetime?  Let’s say your best client:

  • produces $20,000.00 a year for you,
  • she stays with you for two years,
  • takes approximately 3 hours of your time to close (does not include preparing a proposal or delivering the solution to the client – you need to hire someone else to do that, if you haven’t already),
  • has the potential to refer 3 more great clients to you and
  • those 3 referrals generate 1.5 new clients of the same value

Let’s also say that your 30-second pitch has the potential to yield one new client for every delivery.  In this example, your client has a total lifetime value to you of $130,000.00.  Because this type of client takes an average of 3 hours to close, when you spend your time focused on this type of activity, your hourly value is $43,333.33.  If your 30-second commercial packs a million
dollar punch, you could create $1,040,000.00 in new business revenue by sharing your million-dollar message about 24 times a year – and that’s if you only received one ideal client from each delivery.

If you wanted to be aggressive and create 40 opportunities a week to share your million-dollar message, you could close 667 new clients and rake in approximately $86,700,000.  If you could actually share your pitch every 30 seconds for one hour, your
potential hourly value would be as high as 15.6 million dollars.  (I’ll share the math with you in the webinar.)

Is your 30-second commercial dynamic and compelling and does it create referrals?

If it doesn’t do that today, it can by tomorrow!

My “Million Dollar Message” formula will help you create an emotional connection to your audience, while clearly and succinctly communicating the value and impact of your solution today, into the future and the value of future opportunities that may arise for them as a result of your solution.  You’ll learn the four critical elements to landing hot referrals and creating new client opportunities.

When you can attract even one client each time you deliver your 30-second commercial, the value of your commercial is worth well into the millions of dollars.  As you focus more and more of your time talking about your business in the highest potential
environments, the value of your commercial will skyrocket into the 7 digits and so will your hourly value.  Imagine how
the power of your brand and market share will grow.

Unfortunately, most people won’t create 40 opportunities a week to talk about their business.  However, you can see the business case for having and refining a commercial that is emotionally compelling and engaging.  It is literally worth many millions of dollars to the professional that chooses to leverage it.

Without exception, every single person who learns my million dollar formula, develops, refines and delivers it well, walks away with referrals – every time!

Join me at 2:30 ET on September 20th as I share the formula to developing your Million Dollar Message.  Networking will never be the same!  Don’t forget to ask me about creating a fail proof networking strategy that is completely aligned to deliver against your business goals and objectives.

Sheri Taber, an international award-winning strategy expert, provides her clients with nearly 30 years of organizational development and performance improvement experience.  She is the founder and CEO of The Peak Performance Group, Inc. a global management-consulting firm.

 

 

 

800.513.6902

www.ThePPGinc.com

Sheri@ThePPGinc.com

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You’ve got to Tell It to Sell It!

Through our partnership with American Express OPEN, the American Express division of Cards and services devoted exclusively to small business owners, we are pleased to invite you to the latest evolution of the groundbreaking Make Mine a Million $ Business (M3) Program.

Join us on September 25 & 26, 2011 to learn tips, strategies and best practices that can help your business reach and surpass the million $ mark. It’s an incredible opportunity to join a community that provides inspiration and connections to help take your business to the next level! Visit makemineamillion.org/events to learn more and register today.

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Cricket Lee and FitLogic®

Guest Post by Brandy Mychals, BrandyMychals.com, eWomenNetwork 2011 Business Matchmaker of the Year

Cricket Lee, founder of Fitlogic®, a patented fit system that will revolutionize the way clothing is sized in the fashion industry, attributes much of her success to her daughter.

When Cricket began her development of Fitlogic in 2002, she and her business partner were both single mothers.  Cricket recalls those early days as trying. The first time her company fell apart, in 2003, her partner called it quits.

She suggested that Cricket give up on her vision as well, claiming the concept was “too big” for her and that if Cricket wanted to take care of her daughter, she would have to find something more stable.

“At that moment I had a choice– to either give up and quit or to teach my daughter to go for her dreams and never give up no matter how difficult. I can’t say it’s been easy for us… but when I asked her what she wanted me to do as things got more difficult, she always said: ‘Go for it, Mommy!”

And go for it, Cricket did, researching what would become Fitlogic: an “operating system” for apparel, making it easy for consumers to find their size without the hassle of the fitting room, alterations or returns. Fitlogic will standardize fit from one brand to another regardless of style, price or channel giving women the opportunity to buy the items they like without worrying about whether or not it will “fit” their body.

Not only was Cricket’s daughter her greatest cheerleader, but she was also fundamental to the development of Cricket’s Fitlogic system. Part of the Fitlogic magic is Cricket’s insight that women’s bodies are not all shaped as “hourglasses” as antiquated fashion industry standards have based fit on for decades. Instead, we come in different shapes and apparel should reflect that in order to “fit” correctly. “When I first started, I was using ‘straight’, ‘curvy’, and ‘round’ with square, triangle and circle symbols [to describe different body types.] [My daughter] said: ‘Mommy, no one wants to be called straight!”

Cricket’s daughter– who was then nine years old– offered her this advice: “Why don’t you call it curvy 1, 2 and 3?” The numbering system stuck and is the method Cricket uses to this day to describe the trademarked “shape fit” part of the Fitlogic System.

Cricket’s daughter is now the model for her website, Fitlogic.com. “That was her dream– to be a model. Since she helped make my dream come true, I thought: why not help her create hers?” Cricket’s daughter, now 18 years old, has grown up with Cricket’s business and learned valuable lessons along the way. “She has learned not to place her reliance on material things or people, but to know she is the sole creator of her world and experiences.

Cricket’s dream to “make women feel good about themselves when they shop in the knowledge that they are perfect just the way they are” is fast becoming a reality. Her first product introduction began this summer at the eWomenNetwork International Conference on July 16th. Kym Yancey, President of eWomenNetwork said: “We are really excited about sharing Cricket’s message and the Fitlogic® System with the more than 500,000 women business owners connected to our International network.” Although Cricket intends to standardize all types of apparel, only pants are available at this time.

Cricket has been featured on the Today Show, the cover of the Wall Street Journal, the New York Times, Fox and Redbook. Often described as aserial entrepreneur and marketing visionary”, Cricket has created campaigns for British Airways, JCPenny, Ralph Lauren, Ford Models,  Hanes, Saks Fifth Avenue and many others. She holds world patents and 72 awards for Creative Excellence in Advertising including a National Addy Award.

Join Cricket Lee on Success Institute, 9.14.11, at 1:30pm CST as she and Kym Yancey discuss:  Moving a Mountain:  How to Raise Big Money, Attract Top Publicity, & Launch Your Big Dream

 

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Five Tips For (Fiscal Year End) FYE Success

Guest Post by Judy Bradt, Summit Insight, LLC

This may be the most important Federal FYE ever.

The late budget has skewed buying to…NOW.
These five tips can help you stay ahead of the game!

#1: Revisit Your Forecasting

  • Take one more look at your target agencies’ forecasts and bid boards. Anything new?
  • Look hard at your own forecast, and pick out the projects that best match your capabilities.
  • Identify relevant small business specialists — and call on them for updates on your hot projects.

#2: Ask for Referrals from Your Best Customers

  • Ask your best customers for introductions! It’s the least expensive — and most powerful — source of leads you have.
  • Ask for leads within their agency
  • Ask who they know in another agency who might value your expertise or products.

#3: Stay Top-of-Mind

  • When did you last check in with your best clients, partners, current and past contacts?
  • Call long-time, one-time and former government clients to remind them of your value. Offer something useful — an article, a link…
  • Ask if they’d like fresh info, or need to reorder from you.
  • Call on marginal accounts. Often the company to get the order is the last one the agency spoke with!
  • If the box of cookies or treats is worth less than $25, ask the contracting officer or the OSDBU if you can bring in some refreshments for the team
  • (True story: At fiscal year end, when I worked at the Canadian Embassy, I’d bring a batch of cookies into the Admin section.You have no IDEA how much faster my paperwork got processed.)

#4: Use Multiple Touches, Tactics, Channels

  • Use multiple tactics (PR, events, email, direct mail, web, telemarketing).
  • What channels are others not using? Have you looked into…
  • Federal News Radio? See what co-anchors Amy Morris & Tom Temin are covering, and ask them if they’d like to interview your federal client’s recent success (and your contribution…) Catch Amy on Twitter — @amorris_wfed
  • Twitter — check out http://www.blog.govtwit.com/ and discover how you can reach hundreds of influential government buyers that your competitors are overlooking!
  • Visit GSA Sales Query, even if you don’t have a schedule. How are the leaders in your GSA Schedule category, reaching THEIR clients, through ads and online?
  • Promote year-end offers to government customers through telemarketing or emails.

#5: Update & Share Your Capability Statement

  • Add in your latest contract wins & vehicles, update your contact info, product info, certifications, keywords, NAICS codes.
  • Most contracting officers and small business specialists appreciate getting your latest capability statement. Ask your best contacts if they prefer email or hardcopy or a link.
  • Ask if they’ve got a few minutes to critique your latest draft capability statement — What’s missing? What else would they like to see? Helpful to you, AND keeps you top of mind.

 

Don’t miss Judy Bradt on Success Institute September 13, 2011, 1:30pm CST to learn why A Woman’s Place is…On the Contract!

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