Newsletter: January 2010
Don't Be Constrained by Your Growth: Make 2010 Your Breakthrough Year
Happy New Year. We would be surprised if anyone reading this hadn't made a New Year's resolution to grow their business, find new ways to serve clients and customers and to grow personally (i.e. lose weight, exercise…). Based on the economic indicators, this promises to be a better year for businesses than 2009, and the prepared businessperson will be ready to benefit from the recovery. And who doesn't want to experience a little luck in 2010, but remember luck is what happens when opportunity meets preparedness. It looks like there will be opportunities in 2010, the question is – are you preparing?
Concentrating on top line growth without considering and planning for what is required to support that growth is like constructing a building without laying a solid foundation. At some point, the building collapses.
We see the strains of an inadequate infrastructure with the iPhone and the Blackberry. Both products are selling well, and it is widely reported that AT&T's network is strained by the robust sales and use of the iPhone. A recent Wall Street Journal article was titled: Blackberry maker is strained by growth. They experienced service disruptions in December reported to be due to an "unanticipated database issue within the Blackberry infrastructure".
Don't make the error to think that infrastructure issues only affect multi–billion dollar companies. They affect every fast growing business. When you are a small start–up, the impact to your business of not addressing and dealing with the infrastructure can literally cost you your business.
Infrastructure issues include:
- Delivery capability – delivering the services you sold
- Financial controls
- People/Talent management and development
- Sales and Marketing
- Support systems such as software for your business
- Alliances and partnerships
- External resources such as an accountant, attorney, insurance agent, financial planner and key advisors
We recently had an experience with a company that sells gutter products. The sales process was excellent: the owner made the sales call, worked to understand the customer's need, provided options, did not over sell and worked to build a trusting relationship. He got the business. The customer wrote a check for the initial payment and was told that once the check was received, he would get a call acknowledging receipt of the check and to schedule the work. From there the process derailed. There was no call from the company and the customer had to make the call to confirm receipt of the payment and discuss the schedule. The customer was told payment was received and a call would be placed within 24 hours to schedule the work. A week later, the customer called. A day later, the company returned the call and scheduled the work; a seriously flawed delivery process followed the exceptional sales process. At this gutter company, the delivery infrastructure was not in place to support the sales effort. And now this is the story told about the company – unfavorable word–of–mouth marketing.
If you are unclear about what any of the infrastructure elements are and the impact and influence it has on your business success, seek an outside expert to help you understand and implement the infrastructure essentials to protect and support the growth of your business. The front–end investment will be worth it. And also remember, you can't grow by cutting.
We have written often about the three ingredients for positive change: awareness, caring and the willingness to take action. Take some time to become aware of your infrastructure – what's working, what's not, what needs attention. Then we encourage you to care enough to do something about it. If you do, you are likely to be one of the "lucky" businesses in 2010.
"Action Martial Arts Hall of Fame 2010, Atlantic City"Sara and Tony (a 4th degree black belt) with his award winning and celebrity Shihan, Christine Bannon–Rodrigues, a nine time world champion in fighting, weapons and kata (forms), a member of the Black Belt Hall of Fame, an actress, model, instructor, gear designer, martial arts school owner and a wife and mother.
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Check out our newest published articles:
- The Recession is Over – Are you Ready for a Rebound?
- Managing the Transition – Why Most Businesses Fail in Today's Economy and How to Avoid Business Doom
- Becoming an Entrepreneur – 10 Mistakes That Will Kill Your Transition From Executive to Entrepreneur
Call or email us by February 3rd to reserve your space and receive the call in number.
