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		<pubDate>Fri, 25 May 2012 00:50:00 -0400</pubDate>
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			<title>Steve Jobs Had to Wait to Get Into This Restaurant</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/gWazI6I3GcM/flour-and-water-cash-in-locally-sourced-foods.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/flour-water-dish-bucket_16489.jpg' align='left' style='margin-right: 10px;' alt='Kuri squash tortelli with brown butter, sage, and amaretti cookie'><br><p>Trendy San Francisco restaurant flour + water has droves of foodies lining up for locally sourced and hyperlocal cuisine.</p><p>On any given night, the line of salivating customers waiting to get into flour + water, one of San Francisco's trendiest Mission District restaurants, can stretch out the door and around the corner. The queue hums with excitement and anticipation. The menu doesn't feature rare beluga caviar or bird's-nest soup; no, it's locally grown asparagus and hand-rolled strozzapretti that have everyone abuzz. And if you want in, neither having a big name&mdash;even Steve Jobs wasn't allowed to just walk in&mdash;nor a reservation may eliminate the typical two-hour wait to be seated. <br /><br />Three years and several accolades since its launch, flour + water has touched on a trend that is taking the restaurant industry by storm: locally grown and produced foods. According to the National Restaurant Association, 72 percent of adults say they are more likely to visit a restaurant that offers locally produced food, while 83 percent of fine-dining restauranteurs and 71 percent of casual-dining operators report that their customers are more interested in locally sourced menu items now than they were just two years ago.</p><p>That explains why more than 50 percent of fine-dining restaurants feature locally sourced food and wine on their menus. Another market research firm, Mintel, reports that interest in where food comes from will drive the food industry this year.<br /><br />When David Steele, David White, and chef Thomas McNaughton opened flour + water in May 2009, they agreed that a menu featuring only locally sourced food was imperative. That's because if the sustainable-is-chic, organic-everything, locavore movement has an epicenter, it's the San Francisco Bay Area, with its produce-friendly year-round warm climate, and culinary icons who have paved the way&mdash;including Thomas Keller and Alice Waters, who now grows gardens of organic vegetable in schoolyards.</p><p>So the flour + water trio set out to make a statement by fostering close relationships with local farmers and livestock producers, who make several shipments to the establishment each day. </p><p>"We fancy ourselves a neighborhood restaurant over and above an internationally known restaurant," says Steele. <br /><br />To take it a step further, flour + water boasts hyperlocal menu items. Hyperlocal refers to produce grown on site by a commercial establishment, either for use in a menu or to be sold directly to the consumer. The restaurant has a 450-square-foot rooftop garden that provides about 5 percent of the vegetables used in its dishes, including carrots, herbs, and spinach.<br /><br />Another reason to have your own rooftop garden: bees. The Italian eatery keeps a hive of bees to shine a spotlight on the importance of the insects' role in the maintenance of agriculture. The bees don't just create, ahem, buzz; they also produce honey that is used by the restaurant's chefs. <br /><br />The chefs, committed to the cause, also go foraging three or four times a week around the San Francisco Bay Area, looking for wild plants to incorporate into their dishes. "It's the ultimate local, right?" says Steele. "It's a way for the chefs to stay connected to the earth, and it makes the process of putting food in front of people a more three-dimensional experience."<br /><br />Steele had designs on opening a restaurant for seven years&mdash;even drafting a business plan&mdash;before the opportunity presented itself. The key was finding the right partners. Working on Wall Street for 20 years, Steele was savvy enough to realize that he needed partners that had experience in running a restaurant and cooking. He found the rest of his trifecta in White, who handles operations, and McNaughton, the executive chef.<br /><br />"My theory was, you put three people together from different perspectives to have a symbiotic partnership,&rdquo; he explains. That formula worked; Steele says the restaurant has been profitable from Day 1.<br /><br />Steele funded 50 percent of the $600,000 needed to start up, while nine other investors provided the rest. Last year, the restaurant earned $3.2 million in revenue and 7 percent profitability. <br /><br />As local and organic is solidifying its place in the mainstream and is growing as a culinary movement, so is this business. The partners opened Central Kitchen&mdash;a full-service restaurant&mdash;on May 10, and they will open Salumeria (an Italian delicatessen) at the end of the month. Both are located in the same building, only one block away from flour + water. Central Kitchen seats 49 guests, has a rooftop garden, and also houses bees. Salumeria will sell a variety of homemade products, including pastas by the pound, olive oil, and pickles.<br /><br />"The new restaurant, Central Kitchen, will not just be a continuation of our philosophy of the hyperlocal, sustainable, seasonal, and neighborhood ethos, but we&rsquo;re actually going even further beyond that," Steele says.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=93386f53559430664a161344d49c35ba&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=93386f53559430664a161344d49c35ba&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/flour-water-dish-bucket_16489.jpg' align='left' style='margin-right: 10px;' alt='Kuri squash tortelli with brown butter, sage, and amaretti cookie'><br><p>Trendy San Francisco restaurant flour + water has droves of foodies lining up for locally sourced and hyperlocal cuisine.</p><p>On any given night, the line of salivating customers waiting to get into flour + water, one of San Francisco's trendiest Mission District restaurants, can stretch out the door and around the corner. The queue hums with excitement and anticipation. The menu doesn't feature rare beluga caviar or bird's-nest soup; no, it's locally grown asparagus and hand-rolled strozzapretti that have everyone abuzz. And if you want in, neither having a big name&mdash;even Steve Jobs wasn't allowed to just walk in&mdash;nor a reservation may eliminate the typical two-hour wait to be seated. <br /><br />Three years and several accolades since its launch, flour + water has touched on a trend that is taking the restaurant industry by storm: locally grown and produced foods. According to the National Restaurant Association, 72 percent of adults say they are more likely to visit a restaurant that offers locally produced food, while 83 percent of fine-dining restauranteurs and 71 percent of casual-dining operators report that their customers are more interested in locally sourced menu items now than they were just two years ago.</p><p>That explains why more than 50 percent of fine-dining restaurants feature locally sourced food and wine on their menus. Another market research firm, Mintel, reports that interest in where food comes from will drive the food industry this year.<br /><br />When David Steele, David White, and chef Thomas McNaughton opened flour + water in May 2009, they agreed that a menu featuring only locally sourced food was imperative. That's because if the sustainable-is-chic, organic-everything, locavore movement has an epicenter, it's the San Francisco Bay Area, with its produce-friendly year-round warm climate, and culinary icons who have paved the way&mdash;including Thomas Keller and Alice Waters, who now grows gardens of organic vegetable in schoolyards.</p><p>So the flour + water trio set out to make a statement by fostering close relationships with local farmers and livestock producers, who make several shipments to the establishment each day. </p><p>"We fancy ourselves a neighborhood restaurant over and above an internationally known restaurant," says Steele. <br /><br />To take it a step further, flour + water boasts hyperlocal menu items. Hyperlocal refers to produce grown on site by a commercial establishment, either for use in a menu or to be sold directly to the consumer. The restaurant has a 450-square-foot rooftop garden that provides about 5 percent of the vegetables used in its dishes, including carrots, herbs, and spinach.<br /><br />Another reason to have your own rooftop garden: bees. The Italian eatery keeps a hive of bees to shine a spotlight on the importance of the insects' role in the maintenance of agriculture. The bees don't just create, ahem, buzz; they also produce honey that is used by the restaurant's chefs. <br /><br />The chefs, committed to the cause, also go foraging three or four times a week around the San Francisco Bay Area, looking for wild plants to incorporate into their dishes. "It's the ultimate local, right?" says Steele. "It's a way for the chefs to stay connected to the earth, and it makes the process of putting food in front of people a more three-dimensional experience."<br /><br />Steele had designs on opening a restaurant for seven years&mdash;even drafting a business plan&mdash;before the opportunity presented itself. The key was finding the right partners. Working on Wall Street for 20 years, Steele was savvy enough to realize that he needed partners that had experience in running a restaurant and cooking. He found the rest of his trifecta in White, who handles operations, and McNaughton, the executive chef.<br /><br />"My theory was, you put three people together from different perspectives to have a symbiotic partnership,&rdquo; he explains. That formula worked; Steele says the restaurant has been profitable from Day 1.<br /><br />Steele funded 50 percent of the $600,000 needed to start up, while nine other investors provided the rest. Last year, the restaurant earned $3.2 million in revenue and 7 percent profitability. <br /><br />As local and organic is solidifying its place in the mainstream and is growing as a culinary movement, so is this business. The partners opened Central Kitchen&mdash;a full-service restaurant&mdash;on May 10, and they will open Salumeria (an Italian delicatessen) at the end of the month. Both are located in the same building, only one block away from flour + water. Central Kitchen seats 49 guests, has a rooftop garden, and also houses bees. Salumeria will sell a variety of homemade products, including pastas by the pound, olive oil, and pickles.<br /><br />"The new restaurant, Central Kitchen, will not just be a continuation of our philosophy of the hyperlocal, sustainable, seasonal, and neighborhood ethos, but we&rsquo;re actually going even further beyond that," Steele says.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Fri, 25 May 2012 00:50:00 -0400</pubDate>
			<dc:creator>Erin Kim</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/flour-water-founders-panoramic_16488.jpg" type="image/jpeg" length="48538" />
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			<media:content url="http://www.inc.com/uploaded_files/image/flour-water-founders-panoramic_16488.jpg" type="image/jpeg">
				<media:title type="plain">Steve Jobs Had to Wait to Get Into This Restaurant</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/best-industries-2012/erin-kim/flour-and-water-cash-in-locally-sourced-foods.html</feedburner:origLink></item>
		<item>
			<title>Hot Industry: Full-Service Restaurants</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/hk7aJx1jOJI/full-service-restaurants.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Full-service-Restaurants_bkt_16512.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The restaurant industry will employ 12.9 million people this year, representing 10% of the total U.S. workforce, and making it one of the best industries for starting a business in this year.</p>Why it's hot:<p>Think about it: What's for dinner? Not takeout. Not fast food. And definitely not a homemade meal.</p><p>Instead, the subtle hand of the economic recovery is inspiring Americans to pull up a chair at a neighborhood sit-down restaurant. In 2009, revenue earned by full-service restaurants declined by 6.8%, reflective of consumers' having less disposable income (and therefore showing preference for fast-food restaurants or eating at home), says Nima Samadi, senior analyst at IBISWorld, a market research organization specializing in long-range forecasting of industries and business environments.</p><p>Restaurants in this segment of the industry "were the first to feel the pinch and the last to feel the recovery," Samadi says.</p>Barriers to entry:<p>Although the full-service restaurant industry is ripe for growth, Samadi notes a saturated market as a big barrier to entry.</p><p>Another barrier: the significant day-to-day costs associated with running the business. According to Sageworks, a financial information company that provides industry data, the cost of sales, including inventory, direct labor, material, and other costs directly associated with the generation of revenue, will eat up nearly 41% of sales revenue.</p><p> </p><p>Samadi says success can also be contingent on familiarity with the day-to-day operations. "Especially with full-service (restaurants), the failure rates are pretty high for people that start a restaurant without any prior restaurant experience, or if they don't hire someone that has the prior experience," he says. "I think expertise plays a pretty large role, and it's a pretty good indicator of success."</p>Fastest growing segment:<p>Need ideas for what kind of restaurant to start? Healthy eating continues to be popular, as well as offering locally sourced and locally grown foods, according to the National Restaurant Association's <a href="http://www.inc.com/ss/best-industries-2012/erin-kim/6-restaurant-industry-trends">"What's Hot in 2012" survey</a>. Technomic, a food-service research and consulting firm, says the biggest trend for 2012 will be meals with a twist&mdash;whether comfort food with an ethnic spin or surprising tweaks to sandwiches. So go ahead, dig in.</p>Growth potential:<p>Industry sales-revenue has slowly recovered, growing 1.6% in 2010 and 2.8% in 2011, and it is projected to increase 4.5% this year and 5.5% in 2013. The National Restaurant Association expects the entire restaurant industry, not just full-service restaurants, in 2012 to book $632 billion in revenue and to employ 12.9 million. That would be a slight increase from 2011, and represent 10% of the U.S. work force. Plus, as the economy improves, Samadi says, restaurants should benefit from lower unemployment rates and higher levels of disposable income.</p><p>See more <a href="http://www.inc.com/best-industries-2012/darren-dahl/best-business-opportunities-2012.html" target="_blank">Business Opportunities by Industry in 2012</a>.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=fc7a2fe764cfebc50e95bbeaf526acaf&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=fc7a2fe764cfebc50e95bbeaf526acaf&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Full-service-Restaurants_bkt_16512.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The restaurant industry will employ 12.9 million people this year, representing 10% of the total U.S. workforce, and making it one of the best industries for starting a business in this year.</p>Why it's hot:<p>Think about it: What's for dinner? Not takeout. Not fast food. And definitely not a homemade meal.</p><p>Instead, the subtle hand of the economic recovery is inspiring Americans to pull up a chair at a neighborhood sit-down restaurant. In 2009, revenue earned by full-service restaurants declined by 6.8%, reflective of consumers' having less disposable income (and therefore showing preference for fast-food restaurants or eating at home), says Nima Samadi, senior analyst at IBISWorld, a market research organization specializing in long-range forecasting of industries and business environments.</p><p>Restaurants in this segment of the industry "were the first to feel the pinch and the last to feel the recovery," Samadi says.</p>Barriers to entry:<p>Although the full-service restaurant industry is ripe for growth, Samadi notes a saturated market as a big barrier to entry.</p><p>Another barrier: the significant day-to-day costs associated with running the business. According to Sageworks, a financial information company that provides industry data, the cost of sales, including inventory, direct labor, material, and other costs directly associated with the generation of revenue, will eat up nearly 41% of sales revenue.</p><p> </p><p>Samadi says success can also be contingent on familiarity with the day-to-day operations. "Especially with full-service (restaurants), the failure rates are pretty high for people that start a restaurant without any prior restaurant experience, or if they don't hire someone that has the prior experience," he says. "I think expertise plays a pretty large role, and it's a pretty good indicator of success."</p>Fastest growing segment:<p>Need ideas for what kind of restaurant to start? Healthy eating continues to be popular, as well as offering locally sourced and locally grown foods, according to the National Restaurant Association's <a href="http://www.inc.com/ss/best-industries-2012/erin-kim/6-restaurant-industry-trends">"What's Hot in 2012" survey</a>. Technomic, a food-service research and consulting firm, says the biggest trend for 2012 will be meals with a twist&mdash;whether comfort food with an ethnic spin or surprising tweaks to sandwiches. So go ahead, dig in.</p>Growth potential:<p>Industry sales-revenue has slowly recovered, growing 1.6% in 2010 and 2.8% in 2011, and it is projected to increase 4.5% this year and 5.5% in 2013. The National Restaurant Association expects the entire restaurant industry, not just full-service restaurants, in 2012 to book $632 billion in revenue and to employ 12.9 million. That would be a slight increase from 2011, and represent 10% of the U.S. work force. Plus, as the economy improves, Samadi says, restaurants should benefit from lower unemployment rates and higher levels of disposable income.</p><p>See more <a href="http://www.inc.com/best-industries-2012/darren-dahl/best-business-opportunities-2012.html" target="_blank">Business Opportunities by Industry in 2012</a>.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Fri, 25 May 2012 00:00:11 -0400</pubDate>
			<dc:creator>Erin Kim</dc:creator>
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				<media:title type="plain">Hot Industry: Full-Service Restaurants</media:title>
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			<title>Reputation Without Character Is Worthless</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/aVuBdxpEnew/leadership-reputation-without-character-is-worthless.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/050312_Leadership_Pose_336x336-bucket_16435.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The saga of Jamie Dimon at JP Morgan Chase raises questions about the value of a good reputation.</p><p>Reputation is something every leader possesses. What he does with it matters to the organization.</p><p>Case in point: Jamie Dimon, CEO of JP Morgan Chase. The reason he has so far survived the derivative trading episode that cost his company over $2.5 billion and may cost twice that, is his reputation. He is the last lion standing from the heady pre-2008 financial meltdown days. His reputation for integrity, until now, has been beyond reproach.</p><p>That reputation is taking a hit with <a rel="nofollow" href="http://online.wsj.com/article/SB10001424052702303448404577410341236847980.html">new reporting by The Wall Street Journal</a> that reveals that Dimon knew all about the derivative trading model but was negligent in supervising it. In fairness it was not his job to supervise the details, but the question arises: Should he have been more engaged? Hindsight is 20/20 and the answer would seem to be yes.</p><p>His reputation also is not enhanced by his sense of entitlement. Dimon stood down the shareholders and was allowed to keep his dual job as chairman and CEO. Worse, he was allowed to keep his $23 million bonus from last year. To me, that dings his reputation--but worse it affects our perception of his character.</p><p>"Character is like a tree and reputation like a shadow," wrote Abraham Lincoln. "The shadow is what we think of it; the tree is the real thing." Character is what a person is; reputation is how he seems. It is therefore perception that can be interpreted or manipulated in different ways.</p><p>That said, a leader needs to think about his reputation but it is ultimately his character that matters more. While we like to think of character as what is inside--the individual's moral compass--for a leader, character is the outward projection of those beliefs. In other words, it is one thing to stand on integrity; it is another to act upon it.</p><p>Leaders need to act on character. "The big lesson I learned: Don't get complacent despite a successful track record," Dimon <a rel="nofollow" href="http://online.wsj.com/article/SB10001424052702303448404577410341236847980.html">told the Journal</a>. "No one or no unit gets a free pass." One senior JP Morgan Chase executive has lost her job over the derivative trading blunder. Shareholders are suing JP Morgan and the FBI is investigating the company. But for now it looks like Dimon has escaped everything except bad press.</p><p>Escaping consequence is a failure of character. I view it as a sign of duplicity; it says the rules apply to everyone but me. One reason that employees fail to look up to those at the top is the double standard they perceive. They know that if they committed a big mistake it would cost them their careers. When the big boss stumbles not only does he keep his job, he also keeps his bonus.</p><p>Every mistake does not require retribution. Failures of judgment are human, must be treated as such, and weighed in the context of overall contribution to the welfare of the organization. But when the person at the top is not held accountable, questions arise.</p><p>"Men of integrity, by their very existence, rekindle the belief that as a people we can live above the level of moral squalor," wrote John W. Gardner, author, educator, and public servant. "We need that belief; a cynical community is a corrupt community."</p><p>So when integrity is trumped by circumstance people lose faith in their leaders.</p><p>Cynicism may prevail on Wall Street but it cannot be allowed to permeate Main Street nor any other street where men and women of character do their best to lead themselves and their organizations.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=19e7095a7d9f5140cfd1ded130a273ab&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=19e7095a7d9f5140cfd1ded130a273ab&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/050312_Leadership_Pose_336x336-bucket_16435.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The saga of Jamie Dimon at JP Morgan Chase raises questions about the value of a good reputation.</p><p>Reputation is something every leader possesses. What he does with it matters to the organization.</p><p>Case in point: Jamie Dimon, CEO of JP Morgan Chase. The reason he has so far survived the derivative trading episode that cost his company over $2.5 billion and may cost twice that, is his reputation. He is the last lion standing from the heady pre-2008 financial meltdown days. His reputation for integrity, until now, has been beyond reproach.</p><p>That reputation is taking a hit with <a rel="nofollow" href="http://online.wsj.com/article/SB10001424052702303448404577410341236847980.html">new reporting by The Wall Street Journal</a> that reveals that Dimon knew all about the derivative trading model but was negligent in supervising it. In fairness it was not his job to supervise the details, but the question arises: Should he have been more engaged? Hindsight is 20/20 and the answer would seem to be yes.</p><p>His reputation also is not enhanced by his sense of entitlement. Dimon stood down the shareholders and was allowed to keep his dual job as chairman and CEO. Worse, he was allowed to keep his $23 million bonus from last year. To me, that dings his reputation--but worse it affects our perception of his character.</p><p>"Character is like a tree and reputation like a shadow," wrote Abraham Lincoln. "The shadow is what we think of it; the tree is the real thing." Character is what a person is; reputation is how he seems. It is therefore perception that can be interpreted or manipulated in different ways.</p><p>That said, a leader needs to think about his reputation but it is ultimately his character that matters more. While we like to think of character as what is inside--the individual's moral compass--for a leader, character is the outward projection of those beliefs. In other words, it is one thing to stand on integrity; it is another to act upon it.</p><p>Leaders need to act on character. "The big lesson I learned: Don't get complacent despite a successful track record," Dimon <a rel="nofollow" href="http://online.wsj.com/article/SB10001424052702303448404577410341236847980.html">told the Journal</a>. "No one or no unit gets a free pass." One senior JP Morgan Chase executive has lost her job over the derivative trading blunder. Shareholders are suing JP Morgan and the FBI is investigating the company. But for now it looks like Dimon has escaped everything except bad press.</p><p>Escaping consequence is a failure of character. I view it as a sign of duplicity; it says the rules apply to everyone but me. One reason that employees fail to look up to those at the top is the double standard they perceive. They know that if they committed a big mistake it would cost them their careers. When the big boss stumbles not only does he keep his job, he also keeps his bonus.</p><p>Every mistake does not require retribution. Failures of judgment are human, must be treated as such, and weighed in the context of overall contribution to the welfare of the organization. But when the person at the top is not held accountable, questions arise.</p><p>"Men of integrity, by their very existence, rekindle the belief that as a people we can live above the level of moral squalor," wrote John W. Gardner, author, educator, and public servant. "We need that belief; a cynical community is a corrupt community."</p><p>So when integrity is trumped by circumstance people lose faith in their leaders.</p><p>Cynicism may prevail on Wall Street but it cannot be allowed to permeate Main Street nor any other street where men and women of character do their best to lead themselves and their organizations.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 16:02:05 -0400</pubDate>
			<dc:creator>John Baldoni</dc:creator>
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				<media:title type="plain">Reputation Without Character Is Worthless</media:title>
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			<pubDate>Thu, 24 May 2012 16:02:05 -0400</pubDate>
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			<title>Squeeze 25 Hours Into a Day</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/bIvtrL36eMM/increase-productivity-squeeze-25-hours-into-a-day.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/pamela-slim-bkt_17076.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Increase your productivity. Get yourself in the zone. Tips from Pamela Slim, author of Escape from Cubicle Nation, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><br clear="both" style="clear: both;"/>
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			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/pamela-slim-bkt_17076.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Increase your productivity. Get yourself in the zone. Tips from Pamela Slim, author of Escape from Cubicle Nation, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><object type="application/x-shockwave-flash" id="embedded_player_55300077516aa" name="embedded_player_55300077516aa" width="512" height="313" data="http://service.twistage.com/plugins/player.swf"><br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 15:05:32 -0400</pubDate>
			<dc:creator>Scott Gerber</dc:creator>
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				<media:title type="plain">Squeeze 25 Hours Into a Day</media:title>
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			<title>Becoming Obama's Favorite Lunch Spot</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/0FiBkLoX_Pc/why-the-president-dropped-by-a-washington-sub-shop.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Obama_Hoagie_336x336-bucket_17088.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Here's how a pair of Washington, D.C., restaurant entrepreneurs earned a visit from President Barack Obama during National Small Business Week.</p><p>The White House thinks this sandwich shop is the greatest thing since sliced bread.</p><p>Well, at least during National Small Business Week it appeared to. If you've ever wondered how to get the U.S. government to talk up your business, take a lesson from Taylor Gourmet.</p><p>When the SBA wanted to kick off <a href="http://www.inc.com/bill-murphy-jr/10-stand-outs-at-small-business-week.html" target="_blank">National Small Business Week</a> and highlight <a href="http://www.whitehouse.gov/blog/2012/05/16/president-obama-visits-taylor-gourmet" target="_blank">President Obama's small business legislative agenda</a>, the first event was a presidential meeting with a handful of small business owners at <a href="http://www.taylorgourmet.com" target="_blank">Taylor Gourmet</a>, a Washington, D.C., sandwich shop about two miles from the White House.</p><p>My office is just a couple of blocks from the local chain's original location, and I've eaten more than a few hoagies there over the years. So, when I heard SBA Administrator Karen Mills talking about <a href="http://dcist.com/2012/05/obama_is_probably_eating_lunch_at_t.php" target="_blank">the president's visit</a> and how an SBA official had convinced its owners to apply for an SBA loan to finance an expansion, I have to admit I smiled.</p><p>The guys behind Taylor Gourmet are Casey Patten, 32, and David Mazzen, 35, friends from Philadelphia who bought an old row house in a dicey Washington, D.C., neighborhood in 2006. The area of town, H Street NE, had been devastated by riots in 1968, and was only just starting to see signs of revitalization. The house itself had apparently been used as a crack den at one point.</p><p>"When we pulled up the carpets there was blood on the floor," Patten told me. "When the shades were drawn that's when they were packaging crack. When they rolled up people came to buy it."</p><p>But now, that neighborhood, not far from the U.S. Capitol, is turning around, and <a href="http://www.taylorgourmet.com/" target="_blank">Taylor Gourmet</a>, which Patten told me launched in their row house only after their first-floor tenant refused to renew a lease, is now a great success.</p><p>Obama dropped by Patten and Mazzen's third location, which was financed with an SBA-backed loan. The president bought a <a href="http://www.taylorgourmet.com/#/Menu" target="_blank">12-inch Spruce Street hoagie</a>--roast turkey, prosciutto, roasted red peppers and sharp provolone--and also picked up "an assortment of sandwiches" for a lunch with congressional leaders, a White House official later said. (Part of the store's schtick is its Philly theme; the bread is trucked in from Philadelphia every morning, and all of the sandwiches are named after its streets.)</p><p>Patten said the visit came about as a result of his ongoing relationship with the head of the Washington, D.C., local SBA office, who had originally walked in off the street while touring the area in 2008. It was in that first meeting that they talked about the idea of applying for the <a href="http://www.sba.gov/category/navigation-structure/loans-grants/small-business-loans/sba-loan-programs" target="_blank">SBA loan</a>.</p><p>Since then, Patten and Mazzen have opened two more shops. They're currently working on opening a sixth store&mdash;and employs 110 people. </p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=23f5a1e5d527643cc561956a5bf221e0&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=23f5a1e5d527643cc561956a5bf221e0&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Obama_Hoagie_336x336-bucket_17088.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Here's how a pair of Washington, D.C., restaurant entrepreneurs earned a visit from President Barack Obama during National Small Business Week.</p><p>The White House thinks this sandwich shop is the greatest thing since sliced bread.</p><p>Well, at least during National Small Business Week it appeared to. If you've ever wondered how to get the U.S. government to talk up your business, take a lesson from Taylor Gourmet.</p><p>When the SBA wanted to kick off <a href="http://www.inc.com/bill-murphy-jr/10-stand-outs-at-small-business-week.html" target="_blank">National Small Business Week</a> and highlight <a href="http://www.whitehouse.gov/blog/2012/05/16/president-obama-visits-taylor-gourmet" target="_blank">President Obama's small business legislative agenda</a>, the first event was a presidential meeting with a handful of small business owners at <a href="http://www.taylorgourmet.com" target="_blank">Taylor Gourmet</a>, a Washington, D.C., sandwich shop about two miles from the White House.</p><p>My office is just a couple of blocks from the local chain's original location, and I've eaten more than a few hoagies there over the years. So, when I heard SBA Administrator Karen Mills talking about <a href="http://dcist.com/2012/05/obama_is_probably_eating_lunch_at_t.php" target="_blank">the president's visit</a> and how an SBA official had convinced its owners to apply for an SBA loan to finance an expansion, I have to admit I smiled.</p><p>The guys behind Taylor Gourmet are Casey Patten, 32, and David Mazzen, 35, friends from Philadelphia who bought an old row house in a dicey Washington, D.C., neighborhood in 2006. The area of town, H Street NE, had been devastated by riots in 1968, and was only just starting to see signs of revitalization. The house itself had apparently been used as a crack den at one point.</p><p>"When we pulled up the carpets there was blood on the floor," Patten told me. "When the shades were drawn that's when they were packaging crack. When they rolled up people came to buy it."</p><p>But now, that neighborhood, not far from the U.S. Capitol, is turning around, and <a href="http://www.taylorgourmet.com/" target="_blank">Taylor Gourmet</a>, which Patten told me launched in their row house only after their first-floor tenant refused to renew a lease, is now a great success.</p><p>Obama dropped by Patten and Mazzen's third location, which was financed with an SBA-backed loan. The president bought a <a href="http://www.taylorgourmet.com/#/Menu" target="_blank">12-inch Spruce Street hoagie</a>--roast turkey, prosciutto, roasted red peppers and sharp provolone--and also picked up "an assortment of sandwiches" for a lunch with congressional leaders, a White House official later said. (Part of the store's schtick is its Philly theme; the bread is trucked in from Philadelphia every morning, and all of the sandwiches are named after its streets.)</p><p>Patten said the visit came about as a result of his ongoing relationship with the head of the Washington, D.C., local SBA office, who had originally walked in off the street while touring the area in 2008. It was in that first meeting that they talked about the idea of applying for the <a href="http://www.sba.gov/category/navigation-structure/loans-grants/small-business-loans/sba-loan-programs" target="_blank">SBA loan</a>.</p><p>Since then, Patten and Mazzen have opened two more shops. They're currently working on opening a sixth store&mdash;and employs 110 people. </p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 14:34:59 -0400</pubDate>
			<dc:creator>Bill Murphy, Jr.</dc:creator>
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				<media:title type="plain">Becoming Obama's Favorite Lunch Spot</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/bill-murphy-jr/why-the-president-dropped-by-a-washington-sub-shop.html</feedburner:origLink></item>
		<item>
			<title>Grooveshark's Near-Death Experience</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/Ct2ClJB7800/grooveshark-sam-tarantino-what-happened-when-couldnt-meet-payroll.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Grooveshark-bkt_17085.jpg' align='left' style='margin-right: 10px;' alt='Grooveshark, Sam Tarantino'><br><p>Grooveshark founder Sam Tarantino wanted to reinvent the music business. But in the wake of the 2008 financial crisis, funding was quickly drying up, and he had to tell his employees.</p><p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Grooveshark-bkt_17085.jpg' align='left' style='margin-right: 10px;' alt='Grooveshark, Sam Tarantino'><br><p>Grooveshark founder Sam Tarantino wanted to reinvent the music business. But in the wake of the 2008 financial crisis, funding was quickly drying up, and he had to tell his employees.</p><p><object type="application/x-shockwave-flash" id="embedded_player_daab490d4742e" name="embedded_player_daab490d4742e" width="512" height="313" data="http://service.twistage.com/plugins/player.swf"><br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 12:55:55 -0400</pubDate>
			<dc:creator>Chris BeierDaniel Wolfman and </dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/Grooveshark-pano_17085.jpg" type="image/jpeg" length="88388" />
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			<media:content url="http://www.inc.com/uploaded_files/image/Grooveshark-pano_17085.jpg" type="image/jpeg">
				<media:title type="plain">Grooveshark's Near-Death Experience</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/chris-beier-and-dan-wolfman/grooveshark-sam-tarantino-what-happened-when-couldnt-meet-payroll.html</feedburner:origLink></item>
		<item>
			<title>Balancing the Work-Life Equation</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/CdEMEn3Um4Y/balancing-the-work-life-equation.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/balance-bucket_17086.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>These three tips will help you manage the time you spend doing work and living life.</p><p>I am a nerd. A cool nerd mind you, but a nerd. I always have been. I care about what I do. I love brainstorming, creating, and coming up with new ideas. But these ideas don't automatically convert themselves into tangibles. That takes work. So, when I came up with the idea for Happy Family, I worked. All of the time (and I still do).</p><p>In fact, I'm pretty sure that the only reason my husband, Joe, and I made it through the first years of Happy Family is because he essentially worked with me...for free. Date night was often spent in my kitchen--equipped with a blender--pureeing odd mixes like spinach, pears, and mangoes...which would eventually become one of Happy Baby's top sellers, Grrreat Greeens. And this was okay with Joe! I mean, the guy's good-looking, enthusiastic, unpaid labor, and testing out baby food recipes--what's better? I could have my cake and eat it, too. Work was my life. The rest was just details. And I was happy with that.</p><p>When you start a business, you immediately give up that precious little thing called time. At first, it doesn't matter to you. You're passionate about your idea, and making that idea a reality is your number one priority. Because I'm a nerd, I like to think of it as a simple, well-calculated mathematical equation:</p><p>Time (t) = Work (w) + Life (L)</p><p>L = 0</p><p>&there4; t = w</p><p>But give it a few years and some key life changes (getting married and having a baby, for example), and BAM! All of a sudden, the equation changes:</p><p>Time (t) = Work (w) + Life (L)</p><p>and</p><p>L = Marriage (m) + Baby (b)</p><p>&there4; t = w + m + b</p><p>Even if the changes were well-planned, everyone has a moment where the reality of this change blindsides them. And unlike theoretical algebra, you can't just subtract (m) and (b) and have everything be A-OK. Instead, you have to work with the fact that you now have more than one priority but the same amount of time, and you are craving that thing you've always heard about but never believed in: balancing the work/life equation.</p><p>I've got to be honest with you: I'm a nerd, but I'm not a Mathlete. As simple as it seems, I haven't yet figured out the solution. I'm still a walking imbalanced equation, but here are the top three things I've been doing to help balance it out when the nanny calls in sick, Joe has the stomach flu, Zane, my son, has decided that sleep is not something he will sample tonight, and I have to get out the board agenda, an investor update, and edits to a new set of package design iterations. This scenario was very real two weeks ago. So, what do you do? Take a deep breath. Then:</p>1. I ask for help.<p>Whether it's personal help with the baby (call Joe, my mother-in-law, or a friend), or it's professional help (learning how to delegate responsibility to employees--really, you can't do it all), learning how to ask for help when you're overwhelmed is hugely important in re-creating a sense of balance. Besides, in my experience, I've found that people really do love to help--all you have to do is ask.</p>2. I schedule one hour a week for myself.<p>I actually put this in a physical calendar. It is a block of "Shazi Time," and I treat this appointment with myself as if it is just as important as a meeting with a big investor or potential customer. This "me" time keeps me grounded, and feeling grounded makes me a better mother and a more effective CEO; and it allows me to pause and see the bigger picture.</p>3. Speaking of the bigger picture, when work and life are in conflict, I take a step back and prioritize the two issues at hand.<p>What is more important for me, my company, and my family in the long run? Sometimes the answer is work, and sometimes the answer is life, but by forcing myself to take a step back and think about the potential outcomes of my decision to do (a) instead of (b), I am able to reclaim some of that balance that is so often lost in the whirlwind of decisions I'm faced with on a daily basis.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=43062a54e9de5ffa0fbd0e71818ffd8a&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=43062a54e9de5ffa0fbd0e71818ffd8a&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/balance-bucket_17086.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>These three tips will help you manage the time you spend doing work and living life.</p><p>I am a nerd. A cool nerd mind you, but a nerd. I always have been. I care about what I do. I love brainstorming, creating, and coming up with new ideas. But these ideas don't automatically convert themselves into tangibles. That takes work. So, when I came up with the idea for Happy Family, I worked. All of the time (and I still do).</p><p>In fact, I'm pretty sure that the only reason my husband, Joe, and I made it through the first years of Happy Family is because he essentially worked with me...for free. Date night was often spent in my kitchen--equipped with a blender--pureeing odd mixes like spinach, pears, and mangoes...which would eventually become one of Happy Baby's top sellers, Grrreat Greeens. And this was okay with Joe! I mean, the guy's good-looking, enthusiastic, unpaid labor, and testing out baby food recipes--what's better? I could have my cake and eat it, too. Work was my life. The rest was just details. And I was happy with that.</p><p>When you start a business, you immediately give up that precious little thing called time. At first, it doesn't matter to you. You're passionate about your idea, and making that idea a reality is your number one priority. Because I'm a nerd, I like to think of it as a simple, well-calculated mathematical equation:</p><p>Time (t) = Work (w) + Life (L)</p><p>L = 0</p><p>&there4; t = w</p><p>But give it a few years and some key life changes (getting married and having a baby, for example), and BAM! All of a sudden, the equation changes:</p><p>Time (t) = Work (w) + Life (L)</p><p>and</p><p>L = Marriage (m) + Baby (b)</p><p>&there4; t = w + m + b</p><p>Even if the changes were well-planned, everyone has a moment where the reality of this change blindsides them. And unlike theoretical algebra, you can't just subtract (m) and (b) and have everything be A-OK. Instead, you have to work with the fact that you now have more than one priority but the same amount of time, and you are craving that thing you've always heard about but never believed in: balancing the work/life equation.</p><p>I've got to be honest with you: I'm a nerd, but I'm not a Mathlete. As simple as it seems, I haven't yet figured out the solution. I'm still a walking imbalanced equation, but here are the top three things I've been doing to help balance it out when the nanny calls in sick, Joe has the stomach flu, Zane, my son, has decided that sleep is not something he will sample tonight, and I have to get out the board agenda, an investor update, and edits to a new set of package design iterations. This scenario was very real two weeks ago. So, what do you do? Take a deep breath. Then:</p>1. I ask for help.<p>Whether it's personal help with the baby (call Joe, my mother-in-law, or a friend), or it's professional help (learning how to delegate responsibility to employees--really, you can't do it all), learning how to ask for help when you're overwhelmed is hugely important in re-creating a sense of balance. Besides, in my experience, I've found that people really do love to help--all you have to do is ask.</p>2. I schedule one hour a week for myself.<p>I actually put this in a physical calendar. It is a block of "Shazi Time," and I treat this appointment with myself as if it is just as important as a meeting with a big investor or potential customer. This "me" time keeps me grounded, and feeling grounded makes me a better mother and a more effective CEO; and it allows me to pause and see the bigger picture.</p>3. Speaking of the bigger picture, when work and life are in conflict, I take a step back and prioritize the two issues at hand.<p>What is more important for me, my company, and my family in the long run? Sometimes the answer is work, and sometimes the answer is life, but by forcing myself to take a step back and think about the potential outcomes of my decision to do (a) instead of (b), I am able to reclaim some of that balance that is so often lost in the whirlwind of decisions I'm faced with on a daily basis.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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</div><img src="http://feeds.feedburner.com/~r/inc/headlines/~4/CdEMEn3Um4Y" height="1" width="1"/>]]></content:encoded>
			<pubDate>Thu, 24 May 2012 12:15:50 -0400</pubDate>
			<dc:creator>Shazi Visram</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/balance-panoramic_17086.jpg" type="image/jpeg" length="25965" />
			<guid isPermaLink="false">http://www.inc.com/shazi-visram/balancing-the-work-life-equation.html</guid>
			<media:content url="http://www.inc.com/uploaded_files/image/balance-panoramic_17086.jpg" type="image/jpeg">
				<media:title type="plain">Balancing the Work-Life Equation</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/shazi-visram/balancing-the-work-life-equation.html</feedburner:origLink></item>
		<item>
			<title>How to Lead Your Company Through Change</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/7T1AuuuoCZE/how-to-lead-your-company-through-change.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/336x336-bucket_ben_jerrys_17084.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Your employees will react differently to change. However they feel about a new situation, you can help all of them adjust.</p><p>Charles Darwin said: "It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change."</p><p>The business world is just like the natural world. In 30 years of leadership training, I have seen giant companies that were considered invulnerable turn into dead dinosaurs. I've seen small start-ups with bright ideas fail to navigate sharp turns ahead. And I've seen companies survive, even when confronted with problems beyond their control, because leaders adapted and stayed one step ahead.</p><p>Things never stay the same, so the ability to lead in times of change is vital. We often resist change because it takes us out of our comfort zone, but change can be exciting, healthy, and profitable.</p><p>There is no bigger change for an entrepreneur than being bought out. You, like the founders of Ben &amp; Jerry's Homemade, may someday be faced with the biggest question of all: stay independent, or sell?</p><p>In 1978, Ben Cohen and Jerry Greenfield opened for business in a renovated old gas station. With no business plan, they learned banks were reluctant to lend hippies money, and bootstrapped it, sleeping on top of the freezers and eating leftover sundaes for dinner. "When you're the boss, you have no one to blame but yourself," said Ben Cohen recalled in The Guru Guide to Entrepreneurship.</p><p>Sales took off, but in the winter, business plummeted. Ben and Jerry innovated by continuing to make ice cream, packing it into pints, and selling it to local restaurants and grocers. They vowed if they were still in business, they would give everyone a free cone on their one-year anniversary. As it turned out, they were still in business, they gave out those free cones&ndash;and Ben &amp; Jerry's still does.</p><p>It's a miracle that two men with so little conventional business knowledge could build an ice cream empire. They opened the first of many franchise companies in Vermont, the first of many Ben &amp; Jerry's stores out-of-state, the first of many out of the country. They developed the first of a long and ever-changing list of quirky flavors.</p><p>They eventually realized they were no longer "ice cream guys" but "business guys." They decided to create a company they could be proud of. "We decided to redefine the bottom line," Ben said, in the Guru Guide. "We measured our success not just by how much money we made, but by how much we contributed to the community."</p><p>For the next 20 years, Ben &amp; Jerry's kept innovating. They also kept that culture, ensured employees were happy and continually produced unmistakable marketing. But by 1997, Ben had innovated himself out of a job. He stepped down as CEO so someone with more business experience could take over. But both Ben and Jerry remained active with the company and, with another partner, held majority ownership.</p><p>By 2000, they had two major buyout offers&ndash;from Unilever and Dreyer's&ndash;on the table, and a decision: stay or sell. Change was unavoidable. No one was happy. Employees were fearful. Franchise owners were appalled. Fans of Ben &amp; Jerry's ice cream held demonstrations and rallies.</p><p>As they navigate change is the crucial time when I typically notice people's natural "tendencies" rise. How they respond to change depends on their unique behavioral attributes. Of course they react according to personal levels of expressiveness or assertiveness, but flexibility is the characteristic that matters most. Among the population as a whole, my research shows, 33% will be open-minded, 33% can go either way, and 33% will prefer to keep things the same.</p><p>A good leader will:</p><ul><li>Mobilize the 33% who naturally welcome change to keep them excited and positive, and enlist them as change allies.</li><li>Persuade the 33% who are on the fence about the brilliant solution that will benefit everyone.</li><li>Prove to the 33% who resist change that the situation is not as terrible as they fear by showing the many ways in which change is necessary and beneficial.</li></ul><p>Eventually, Ben and Jerry agreed to sell the company. The press release noted: "Ben &amp; Jerry's Homemade, Inc., and Unilever have agreed to a unique and ground-breaking combination in which [the companies] will join forces to create an even more dynamic, socially positive ice cream business with global reach."</p><p>As people navigate a big change, any flexible behavior (or lack of it) works in conjunction with thinking styles.</p><p>Analytical brains will want to know if the best financial decision is being made. In this case, Ben &amp; Jerry's was acquired by Unilever for $326 million, and the buyout assured that key initiatives would be financed and shareholders rewarded.</p><p>People with a structural preference think: "If it ain't broke, don't fix it." They need reassurance that the new company will not ruin good products. As it happened, under the terms of the buyout, Unilever agreed not to alter the way the ice cream was made.</p><p>Social thinkers worry about their fellow employees as well as corporate social responsibility. They were relieved when Unilever promised to protect Ben &amp; Jerry's employees.</p><p>Conceptual staffers want to know that coming change will not dampen innovation. Fortunately for those impacted by the Ben &amp; Jerry's sale, "the deal seems to pave the way for Ben &amp; Jerry's to continue its maverick ways," noted The New York Times.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=add0811af3a96a684f4f0bb124d4fe32&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=add0811af3a96a684f4f0bb124d4fe32&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/336x336-bucket_ben_jerrys_17084.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Your employees will react differently to change. However they feel about a new situation, you can help all of them adjust.</p><p>Charles Darwin said: "It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change."</p><p>The business world is just like the natural world. In 30 years of leadership training, I have seen giant companies that were considered invulnerable turn into dead dinosaurs. I've seen small start-ups with bright ideas fail to navigate sharp turns ahead. And I've seen companies survive, even when confronted with problems beyond their control, because leaders adapted and stayed one step ahead.</p><p>Things never stay the same, so the ability to lead in times of change is vital. We often resist change because it takes us out of our comfort zone, but change can be exciting, healthy, and profitable.</p><p>There is no bigger change for an entrepreneur than being bought out. You, like the founders of Ben &amp; Jerry's Homemade, may someday be faced with the biggest question of all: stay independent, or sell?</p><p>In 1978, Ben Cohen and Jerry Greenfield opened for business in a renovated old gas station. With no business plan, they learned banks were reluctant to lend hippies money, and bootstrapped it, sleeping on top of the freezers and eating leftover sundaes for dinner. "When you're the boss, you have no one to blame but yourself," said Ben Cohen recalled in The Guru Guide to Entrepreneurship.</p><p>Sales took off, but in the winter, business plummeted. Ben and Jerry innovated by continuing to make ice cream, packing it into pints, and selling it to local restaurants and grocers. They vowed if they were still in business, they would give everyone a free cone on their one-year anniversary. As it turned out, they were still in business, they gave out those free cones&ndash;and Ben &amp; Jerry's still does.</p><p>It's a miracle that two men with so little conventional business knowledge could build an ice cream empire. They opened the first of many franchise companies in Vermont, the first of many Ben &amp; Jerry's stores out-of-state, the first of many out of the country. They developed the first of a long and ever-changing list of quirky flavors.</p><p>They eventually realized they were no longer "ice cream guys" but "business guys." They decided to create a company they could be proud of. "We decided to redefine the bottom line," Ben said, in the Guru Guide. "We measured our success not just by how much money we made, but by how much we contributed to the community."</p><p>For the next 20 years, Ben &amp; Jerry's kept innovating. They also kept that culture, ensured employees were happy and continually produced unmistakable marketing. But by 1997, Ben had innovated himself out of a job. He stepped down as CEO so someone with more business experience could take over. But both Ben and Jerry remained active with the company and, with another partner, held majority ownership.</p><p>By 2000, they had two major buyout offers&ndash;from Unilever and Dreyer's&ndash;on the table, and a decision: stay or sell. Change was unavoidable. No one was happy. Employees were fearful. Franchise owners were appalled. Fans of Ben &amp; Jerry's ice cream held demonstrations and rallies.</p><p>As they navigate change is the crucial time when I typically notice people's natural "tendencies" rise. How they respond to change depends on their unique behavioral attributes. Of course they react according to personal levels of expressiveness or assertiveness, but flexibility is the characteristic that matters most. Among the population as a whole, my research shows, 33% will be open-minded, 33% can go either way, and 33% will prefer to keep things the same.</p><p>A good leader will:</p><ul><li>Mobilize the 33% who naturally welcome change to keep them excited and positive, and enlist them as change allies.</li><li>Persuade the 33% who are on the fence about the brilliant solution that will benefit everyone.</li><li>Prove to the 33% who resist change that the situation is not as terrible as they fear by showing the many ways in which change is necessary and beneficial.</li></ul><p>Eventually, Ben and Jerry agreed to sell the company. The press release noted: "Ben &amp; Jerry's Homemade, Inc., and Unilever have agreed to a unique and ground-breaking combination in which [the companies] will join forces to create an even more dynamic, socially positive ice cream business with global reach."</p><p>As people navigate a big change, any flexible behavior (or lack of it) works in conjunction with thinking styles.</p><p>Analytical brains will want to know if the best financial decision is being made. In this case, Ben &amp; Jerry's was acquired by Unilever for $326 million, and the buyout assured that key initiatives would be financed and shareholders rewarded.</p><p>People with a structural preference think: "If it ain't broke, don't fix it." They need reassurance that the new company will not ruin good products. As it happened, under the terms of the buyout, Unilever agreed not to alter the way the ice cream was made.</p><p>Social thinkers worry about their fellow employees as well as corporate social responsibility. They were relieved when Unilever promised to protect Ben &amp; Jerry's employees.</p><p>Conceptual staffers want to know that coming change will not dampen innovation. Fortunately for those impacted by the Ben &amp; Jerry's sale, "the deal seems to pave the way for Ben &amp; Jerry's to continue its maverick ways," noted The New York Times.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 11:40:22 -0400</pubDate>
			<dc:creator>Geil Browning</dc:creator>
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			<media:content url="http://www.inc.com/uploaded_files/image/575x270-panoramic_ben_jerrys_17084.jpg" type="image/jpeg">
				<media:title type="plain">How to Lead Your Company Through Change</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/geil-browning/how-to-lead-your-company-through-change.html</feedburner:origLink></item>
		<item>
			<title>Help for U.S. Entrepreneurs in Japan</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/u6eIaKL5WKs/help-for-us-entrepreneurs-in-japan.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/tokyo_bucket_17070.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>A new business incubator in Tokyo caters not only to Japanese start-ups but to foreigners looking to do business in Japan.</p><p>Few things are less certain than bringing your start-up overseas. I managed to do it thanks to a very special network of friends and business associates in Japan, but not everyone has that network on tap.</p><p>A new incubator called Venture Generation is an attempt to make the transition a bit easier for companies that are looking to do business in Japan. Venture Generation nurtures domestic Japanese companies as well as overseas companies looking to get a foothold. </p><p>&ldquo;Venture Generation is not your typical incubator, in the style seen in the U.S.,&rdquo; says founder and Chief Mentor Jeff Char. No equity stakes are taken in the companies, and companies don&rsquo;t enter and exit with a class. This means you don&rsquo;t get booted before you are ready, but rather are self-paced.</p><p>Venture Generation is not typical of Japanese incubators, either, which usually focus on simply providing physical space. Going beyond space, and focusing on building an ecosystem, is the critical dimension that sets Venture Generation apart, according to Professor Richard Dasher, Director of Stanford&rsquo;s US-Asia Technology Management Center.</p><p>Venture Generation now boasts 80 advisors, including investors and veteran entrepreneurs, who are tied into its ecosystem and show up regularly at the incubator. It also has founder Jeff Char, a successful serial entrepreneur and attorney from Silicon Valley, who is now working in Japan. While most of Venture Generation&rsquo;s companies are tech and software-focused, the incubator also hosts GleicoDonut, which delivers donuts to offices much the way medicine used to be delivered in Japan.</p><p>Venture Generation provides lots of services to entrepreneurs, but as someone who&rsquo;s been a foreigner entering the Japanese market, these are the ones I see as the most crucial:</p><p><b>Introductions.</b> In Japan, as in most places, introductions are everything. This is especially true if you&rsquo;re an unknown foreigner. I was hitting a wall before Jeff Char made a key introduction to someone who understood the value of my company&rsquo;s technology. Japan is highly networked, especially in the technology field, and I quickly learned that an introduction to one person often cascaded into many others that were extremely helpful.</p><p><b>Cultural understanding.</b> You&rsquo;ve got to learn the basics of introductions and meeting etiquette, as well as how to get through a meal without totally embarrassing yourself. There are books and seminars, which are great if you have time, or you can get a short tutorial from someone who knows the common gaffes foreigners often make. There is nothing worse than watching someone on your team do something terribly insulting to the person you are trying to build bridges with, like dog-earing their business card (ouch!) or even writing on it.</p><p><b>Advice on local business practices.</b> Beyond the basic cultural differences, there are differences in business practices. You may find them completely baffling without a good local mentor. Your prospective customers may find you equally baffling. I learned this when trying to explain a standard Silicon Valley term sheet for equity investment to Japanese investors. Guess what? It wasn&rsquo;t standard in Japan! Be prepared to explain things and to work through creative solutions if you expect to get a deal done.</p><p>Venture Generation goes well beyond these three services, by providing a landing pad and the company of fellow entrepreneurs. For foreigners coming into Japan to set up shop, this is a wonderful opportunity to participate in an entrepreneurial ecosystem. I hope the model will be replicated elsewhere around the globe.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/tokyo_bucket_17070.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>A new business incubator in Tokyo caters not only to Japanese start-ups but to foreigners looking to do business in Japan.</p><p>Few things are less certain than bringing your start-up overseas. I managed to do it thanks to a very special network of friends and business associates in Japan, but not everyone has that network on tap.</p><p>A new incubator called Venture Generation is an attempt to make the transition a bit easier for companies that are looking to do business in Japan. Venture Generation nurtures domestic Japanese companies as well as overseas companies looking to get a foothold. </p><p>&ldquo;Venture Generation is not your typical incubator, in the style seen in the U.S.,&rdquo; says founder and Chief Mentor Jeff Char. No equity stakes are taken in the companies, and companies don&rsquo;t enter and exit with a class. This means you don&rsquo;t get booted before you are ready, but rather are self-paced.</p><p>Venture Generation is not typical of Japanese incubators, either, which usually focus on simply providing physical space. Going beyond space, and focusing on building an ecosystem, is the critical dimension that sets Venture Generation apart, according to Professor Richard Dasher, Director of Stanford&rsquo;s US-Asia Technology Management Center.</p><p>Venture Generation now boasts 80 advisors, including investors and veteran entrepreneurs, who are tied into its ecosystem and show up regularly at the incubator. It also has founder Jeff Char, a successful serial entrepreneur and attorney from Silicon Valley, who is now working in Japan. While most of Venture Generation&rsquo;s companies are tech and software-focused, the incubator also hosts GleicoDonut, which delivers donuts to offices much the way medicine used to be delivered in Japan.</p><p>Venture Generation provides lots of services to entrepreneurs, but as someone who&rsquo;s been a foreigner entering the Japanese market, these are the ones I see as the most crucial:</p><p><b>Introductions.</b> In Japan, as in most places, introductions are everything. This is especially true if you&rsquo;re an unknown foreigner. I was hitting a wall before Jeff Char made a key introduction to someone who understood the value of my company&rsquo;s technology. Japan is highly networked, especially in the technology field, and I quickly learned that an introduction to one person often cascaded into many others that were extremely helpful.</p><p><b>Cultural understanding.</b> You&rsquo;ve got to learn the basics of introductions and meeting etiquette, as well as how to get through a meal without totally embarrassing yourself. There are books and seminars, which are great if you have time, or you can get a short tutorial from someone who knows the common gaffes foreigners often make. There is nothing worse than watching someone on your team do something terribly insulting to the person you are trying to build bridges with, like dog-earing their business card (ouch!) or even writing on it.</p><p><b>Advice on local business practices.</b> Beyond the basic cultural differences, there are differences in business practices. You may find them completely baffling without a good local mentor. Your prospective customers may find you equally baffling. I learned this when trying to explain a standard Silicon Valley term sheet for equity investment to Japanese investors. Guess what? It wasn&rsquo;t standard in Japan! Be prepared to explain things and to work through creative solutions if you expect to get a deal done.</p><p>Venture Generation goes well beyond these three services, by providing a landing pad and the company of fellow entrepreneurs. For foreigners coming into Japan to set up shop, this is a wonderful opportunity to participate in an entrepreneurial ecosystem. I hope the model will be replicated elsewhere around the globe.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 10:40:26 -0400</pubDate>
			<dc:creator>Laura Smoliar</dc:creator>
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				<media:title type="plain">Help for U.S. Entrepreneurs in Japan</media:title>
			</media:content>
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		<item>
			<title>Would You Let Your Employees Job Hunt?</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/DMVK1qjlubw/let-your-employees-job-hunt-to-reset-expectations.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/grassisgreenerbkt_17054.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Employers should relax their grip on their talent every three years, giving employees a significant break to reset expectations, argues one human relations expert.</p><p>Your employees are your greatest asset. Plus, hiring is an expensive hassle, so of course you do everything in your power to make sure your team sticks around for as long as possible. That makes perfect sense on the surface, but one HR pro suggests your tight embrace of your employees may actually not be in your best interest, at least not if you keep it up indefinitely.</p><p>Better to give your team a little periodic breathing room, Andy Porter, VP of HR at Merrimack Pharmaceuticals, recently <a href="http://fistfuloftalent.com/2012/05/why-your-company-should-adopt-a-free-agency-period.html">opined on recruiting blog Fistful of Talent</a>. What does that mean in practice? Giving your employees a "free agency period" every three years in which you allow or even encourage them to get out there and see what's available in the wider job market.</p><p>Are you insane, you might reply to Porter. But he's ready to reply to the skepticism of bosses. "Right about now some of you probably think this is a stupid idea--why in the world would a company want to encourage an employee to look elsewhere?" writes Porter. "Well, first off, I have a news flash for you--your employees are already looking for new jobs from time to time, just under the radar and with none of the potential benefits of an 'open' process," he answers.</p><p>It's not just simply that your employees will look anyway that motivates Porter's suggestion though. He also feels that having a thorough knowledge of what else is out there (or the relative lack thereof) makes for better employees. He offers three reasons, all from the perspective of the employee but which clearly show why business owners might want to get on board with the idea as well:</p><blockquote><p><b>Your Current Job May Begin to Look Much Better.</b> All of us have complained about our current jobs at different times--too much of this, not enough of that, or I'm ready for something more.  But the funny thing is once you go out and interview with another company you&rsquo;ll often view you current job in a whole new (often positive light).  Turns out the grass isn&rsquo;t always greener.</p><p><b>Your Skills Have Changed.</b>  Three years is enough time for an employee to have learned and mastered a new set of skills. In fact, depending on your industry, three years of experience can have a significant positive impact on your compensation. Marketable skills = more $. On the other hand, if an employee&rsquo;s skills have declined or haven&rsquo;t kept pace with new advances in the marketplace, a company should have the right to adjust compensation accordingly.</p><p><b>Motivation.</b> If an employee knows that every three years they&rsquo;ll have an opportunity to test the market value of their skills there&rsquo;s a higher likelihood they&rsquo;ll make the investment to learn something new. This goes both ways--if a company knows that it runs the risk of losing top talent every three years I&rsquo;d be willing to bet they would make a greater investment in professional development.</p></blockquote><p>The idea of a free agency period every three years might sound strange to the cool, controlled logic of business, but people aren't simply logical creatures. We're often ruled by our emotions, and given this reality, Porter's proposal makes some sense. We have a tendency to romanticize what we see from a distance. We get in ruts. We fail to see the value of those around us. Over time, we take situations and people for granted and our level of effort slips (just ask marriage counselors). By regularly injecting uncertainty in the relationship between employer and employee, aren't we more likely to weigh the advantages and disadvantages of the connection with fresh eyes and try harder to maintain it?</p><p>Do you think Porter's proposal has merit? </p><p> </p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/grassisgreenerbkt_17054.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Employers should relax their grip on their talent every three years, giving employees a significant break to reset expectations, argues one human relations expert.</p><p>Your employees are your greatest asset. Plus, hiring is an expensive hassle, so of course you do everything in your power to make sure your team sticks around for as long as possible. That makes perfect sense on the surface, but one HR pro suggests your tight embrace of your employees may actually not be in your best interest, at least not if you keep it up indefinitely.</p><p>Better to give your team a little periodic breathing room, Andy Porter, VP of HR at Merrimack Pharmaceuticals, recently <a href="http://fistfuloftalent.com/2012/05/why-your-company-should-adopt-a-free-agency-period.html">opined on recruiting blog Fistful of Talent</a>. What does that mean in practice? Giving your employees a "free agency period" every three years in which you allow or even encourage them to get out there and see what's available in the wider job market.</p><p>Are you insane, you might reply to Porter. But he's ready to reply to the skepticism of bosses. "Right about now some of you probably think this is a stupid idea--why in the world would a company want to encourage an employee to look elsewhere?" writes Porter. "Well, first off, I have a news flash for you--your employees are already looking for new jobs from time to time, just under the radar and with none of the potential benefits of an 'open' process," he answers.</p><p>It's not just simply that your employees will look anyway that motivates Porter's suggestion though. He also feels that having a thorough knowledge of what else is out there (or the relative lack thereof) makes for better employees. He offers three reasons, all from the perspective of the employee but which clearly show why business owners might want to get on board with the idea as well:</p><blockquote><p><b>Your Current Job May Begin to Look Much Better.</b> All of us have complained about our current jobs at different times--too much of this, not enough of that, or I'm ready for something more.  But the funny thing is once you go out and interview with another company you&rsquo;ll often view you current job in a whole new (often positive light).  Turns out the grass isn&rsquo;t always greener.</p><p><b>Your Skills Have Changed.</b>  Three years is enough time for an employee to have learned and mastered a new set of skills. In fact, depending on your industry, three years of experience can have a significant positive impact on your compensation. Marketable skills = more $. On the other hand, if an employee&rsquo;s skills have declined or haven&rsquo;t kept pace with new advances in the marketplace, a company should have the right to adjust compensation accordingly.</p><p><b>Motivation.</b> If an employee knows that every three years they&rsquo;ll have an opportunity to test the market value of their skills there&rsquo;s a higher likelihood they&rsquo;ll make the investment to learn something new. This goes both ways--if a company knows that it runs the risk of losing top talent every three years I&rsquo;d be willing to bet they would make a greater investment in professional development.</p></blockquote><p>The idea of a free agency period every three years might sound strange to the cool, controlled logic of business, but people aren't simply logical creatures. We're often ruled by our emotions, and given this reality, Porter's proposal makes some sense. We have a tendency to romanticize what we see from a distance. We get in ruts. We fail to see the value of those around us. Over time, we take situations and people for granted and our level of effort slips (just ask marriage counselors). By regularly injecting uncertainty in the relationship between employer and employee, aren't we more likely to weigh the advantages and disadvantages of the connection with fresh eyes and try harder to maintain it?</p><p>Do you think Porter's proposal has merit? </p><p> </p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 10:31:18 -0400</pubDate>
			<dc:creator>Jessica Stillman</dc:creator>
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				<media:title type="plain">Would You Let Your Employees Job Hunt?</media:title>
			</media:content>
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			<title>How to Find Your Most Valuable Customer</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/EevC_lx3y2U/your-worst-customer-is-your-greatest-asset.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Compare_Customer2_336x336-bucket_17078.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>You know that shopper who just loves your products? Bad news: She can't help you improve your business.</p><p>Your most valuable customer isn't the guy who pats you on the back. Your most valuable customer is that disenchanted and disheartened soul that chose your product and then concluded that even your support center couldn't solve his problem.</p><p>He can tell you, as no one else can, where you are utterly failing. Unfortunately, you might never hear from him unless you seek him out&ndash;and are then willing to hear what he has to say.</p><p>Smart entrepreneurs realize the importance of customer feedback when building a new business. User surveys can provide valuable insights, but they often don't reach those customers you need to hear from the most--the least satisfied and most disappointed. Those folks aren't going to take the time to fill out a form or stand still for a survey to help you fix your business. They've moved on.</p><p>In order to find out where they've moved on to, and why, you'll likely have to gather some data on your own. Start with these steps.</p><p><b>Identify</b></p><p>Luckily, locating your most disenchanted customers usually isn't that difficult; just ask your support team. They'll know who they are, and might even describe them (off the record) as "pains" or "wackos." Get their numbers. Find a quiet place. Get ready to hear some criticism. Be prepared to learn some important information that may do wonders for your bottom line as you get a chance to repair problems you didn't even know you had.</p><p><b>Engage</b></p><p>Disenchanted customers really don't want to hear from customer service. However, they will likely take a call from the chief executive of the company.</p><p>And once you have them on the phone, you'll need to remember that those angry customers didn't start out that way. At some time in the past, each of them made an affirmative decision to purchase your product or service&ndash;they believed in your company and your offering. Only later did they discover a problem.</p><p>Your goal is to find out what happened, and why, so that you can fix it. As you call them, keep that in mind. They were in love with you--or at least liked you enough to give you their money. Now, they're like jilted exes--wondering what they ever saw in you and not really wanting to give you the time of day.</p><p><b>Act</b></p><p>Failing the customer almost always falls into one of three categories: The product was truly faulty, the documentation was incorrect, or customer expectations weren't properly managed. Most customer service departments really only know how to deal with the first two.</p><p>Unfortunately, the customer who falls through the cracks is most likely to be in the third category. Managing expectations is something that needed to be done by the sales or marketing team, and is very difficult to repair in hindsight.</p><p>On the other hand, if you can identify where your marketing or sales presentation failed the customer, it can be among the easiest problems to fix&ndash;and will help you prevent any number of similar situations in the future.</p><p>And you get all that for the price of a phone call&ndash;and a few minutes of your time.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Compare_Customer2_336x336-bucket_17078.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>You know that shopper who just loves your products? Bad news: She can't help you improve your business.</p><p>Your most valuable customer isn't the guy who pats you on the back. Your most valuable customer is that disenchanted and disheartened soul that chose your product and then concluded that even your support center couldn't solve his problem.</p><p>He can tell you, as no one else can, where you are utterly failing. Unfortunately, you might never hear from him unless you seek him out&ndash;and are then willing to hear what he has to say.</p><p>Smart entrepreneurs realize the importance of customer feedback when building a new business. User surveys can provide valuable insights, but they often don't reach those customers you need to hear from the most--the least satisfied and most disappointed. Those folks aren't going to take the time to fill out a form or stand still for a survey to help you fix your business. They've moved on.</p><p>In order to find out where they've moved on to, and why, you'll likely have to gather some data on your own. Start with these steps.</p><p><b>Identify</b></p><p>Luckily, locating your most disenchanted customers usually isn't that difficult; just ask your support team. They'll know who they are, and might even describe them (off the record) as "pains" or "wackos." Get their numbers. Find a quiet place. Get ready to hear some criticism. Be prepared to learn some important information that may do wonders for your bottom line as you get a chance to repair problems you didn't even know you had.</p><p><b>Engage</b></p><p>Disenchanted customers really don't want to hear from customer service. However, they will likely take a call from the chief executive of the company.</p><p>And once you have them on the phone, you'll need to remember that those angry customers didn't start out that way. At some time in the past, each of them made an affirmative decision to purchase your product or service&ndash;they believed in your company and your offering. Only later did they discover a problem.</p><p>Your goal is to find out what happened, and why, so that you can fix it. As you call them, keep that in mind. They were in love with you--or at least liked you enough to give you their money. Now, they're like jilted exes--wondering what they ever saw in you and not really wanting to give you the time of day.</p><p><b>Act</b></p><p>Failing the customer almost always falls into one of three categories: The product was truly faulty, the documentation was incorrect, or customer expectations weren't properly managed. Most customer service departments really only know how to deal with the first two.</p><p>Unfortunately, the customer who falls through the cracks is most likely to be in the third category. Managing expectations is something that needed to be done by the sales or marketing team, and is very difficult to repair in hindsight.</p><p>On the other hand, if you can identify where your marketing or sales presentation failed the customer, it can be among the easiest problems to fix&ndash;and will help you prevent any number of similar situations in the future.</p><p>And you get all that for the price of a phone call&ndash;and a few minutes of your time.</p><br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 10:20:24 -0400</pubDate>
			<dc:creator>Ron Burley</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/052412_Compare_Customer2_575x270-panoramic_17078.jpg" type="image/jpeg" length="44910" />
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			<media:content url="http://www.inc.com/uploaded_files/image/052412_Compare_Customer2_575x270-panoramic_17078.jpg" type="image/jpeg">
				<media:title type="plain">How to Find Your Most Valuable Customer</media:title>
			</media:content>
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			<title>Out of 6 TechCrunch Finalists, the Winner Is...</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/6bNW5kCiAbM/techcrunch-disrupt-finalists-and-winner.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Disrupt-bucket_17075.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Hundreds have been eliminated from the competition. Of the six start-ups that remain at TechCrunch Disrupt--social search, a digital guitar, and more--who takes the prize money?</p><p>The TechCrunch Disrupt final event culmintates in what's known as "The Battlefield," a series of company pitches that vie for top honors at the annual TechCrunch conference. At stake is $50,000 and the coveted "Disrupt Cup." But more importantly, a win at Disrupt earns a company instant credibility among the upper echelon of tech investors, entrepreneurs, and start-up influencers. Last year, GetAround took home the Disrupt Cup, the cash, and has since raised more than $5 million.</p><p>Hundreds of start-ups applied, but only six made it to the final cut on Wednesday evening. The compition was stiff, but the judges were stiffer. The six companies presented their pitches and answered questions to a panel of household names (well, in the tech world, at least). The judges included Michael Arrington (TechCrunch), Roelof Botha (Sequoia Capital), Chi-hua Chien (Kleiner Perkins), Chris Dixon (Hunch), Marissa Mayer (Google), Fred Wilson (Union Square Ventures), and Eric Eldon, editor of TechCrunch. As the judges took the stage, Ned Desmond, COO of TechCrunch, announced the competitors.</p><p> "It's the moment of truth," he said. <br /></p><p>Here's a look at the six companies that competed for the Disrupt Cup. Scroll to the bottom for the winner.<br /><br /> <a href="http://babelverse.com/" target="_blank"><b>Babelverse</b></a></p><p>As its name suggests, Babelverse deals in languages. The app is a real-time voice translation service, powered by a "global community of human interpreters." By crowdsourcing both professional and amateur interpreters for a per minute fee (that ranges between $0.20 to $1.00), users can log on, find a translator immediately, and begin a conversation with someone who speaks another language. Right now, the network includes about 3,000 translators, but its founder, Josef Dunne, believes it has the potential to scale. "This can be a revolution in personal communication," he said. <b></b></p><p><b><a href="http://ark.com/" target="_blank">Ark</a></b><br /> <br />Thirty percent of search is people-related, which got the founders of Ark thinking: What if there was a social network that allowed users to search for people across all social networks. Essentially, Ark aggregates and scrapes user data from LinkedIn and Facebook and allows for more specific search queries, such as one for finding all your Facebook friends who work at Google in New York who have birthdays in June. The site already has 15,000 private beta users, and $4.5 million in funding. <br /> <br /> <b><a href="http://www.kickstarter.com/projects/incident/gtar-the-first-guitar-that-anybody-can-play" target="_blank">gTar</a></b></p><p>Like so many great hardware start-ups before them, gTar was born out of a garage. Founder Idan Beck wanted to create an instrument that would make learning music easy and fun. He developed the gTar, a digital guitar that integrates with an iPhone. It instructs its players with LCD lights, which illuminate the correct strings to play. The company posted the product on Kickstar, retaling at $450, has already raised $190,000 in two days.<br /><br /> <a href="http://sunglass.io/" target="_blank"><b>Sunglass.io</b></a></p><p>Design software is convoluted, expensive, and difficult to use. Born out of an MIT graduate dorm room, Sunglass is "design without boundaries," one of the first services that allows for real-time collaborative designing. The company has raised $1.7 million in funding and hopes to disrupt how industrial designers assemble and collaborate on projects.</p><p><a href="http://opengarden.com/" target="_blank"><b>Open Garden</b></a></p><p>Say you're in an airport with your family. You've just purchased Internet access at a steep price, and now your wife and two kids want to get online on their devices as well. With Open Garden, whose motto is "Internet Everywhere," your family members can download the company's app and essentially hi-jack your computer's internet for free. The app already has more than 1,000,000 installs with virtually no marketing effort. Open Garden runs on your computer's background, and finds the best connection automatically with little or no setup.</p><p><b>And the winner is...</b></p><p><a href="http://www.uberconference.com/" target="_blank"><b>UberConference</b></a></p><p>Typical conference calls are, well, pretty annoying. You don't  know who is talking, you can't mute loud participants, and you can't  directly record the call. UberConference solves these problems. Led by  Google Venture's entrepreneur-in-residence Craig Walker, UberConference  has a host of features that makes conference calling not just easy, but  fun. There's even an "ear muff" feature to mute certain people's phones  when secrets are being told.<br /><br /></p><p></p><br clear="both" style="clear: both;"/>
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<a href="http://ads.pheedo.com/click.phdo?s=6f591e2a0c5165f1bef9d6dbc20b360a&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=6f591e2a0c5165f1bef9d6dbc20b360a&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Disrupt-bucket_17075.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Hundreds have been eliminated from the competition. Of the six start-ups that remain at TechCrunch Disrupt--social search, a digital guitar, and more--who takes the prize money?</p><p>The TechCrunch Disrupt final event culmintates in what's known as "The Battlefield," a series of company pitches that vie for top honors at the annual TechCrunch conference. At stake is $50,000 and the coveted "Disrupt Cup." But more importantly, a win at Disrupt earns a company instant credibility among the upper echelon of tech investors, entrepreneurs, and start-up influencers. Last year, GetAround took home the Disrupt Cup, the cash, and has since raised more than $5 million.</p><p>Hundreds of start-ups applied, but only six made it to the final cut on Wednesday evening. The compition was stiff, but the judges were stiffer. The six companies presented their pitches and answered questions to a panel of household names (well, in the tech world, at least). The judges included Michael Arrington (TechCrunch), Roelof Botha (Sequoia Capital), Chi-hua Chien (Kleiner Perkins), Chris Dixon (Hunch), Marissa Mayer (Google), Fred Wilson (Union Square Ventures), and Eric Eldon, editor of TechCrunch. As the judges took the stage, Ned Desmond, COO of TechCrunch, announced the competitors.</p><p> "It's the moment of truth," he said. <br /></p><p>Here's a look at the six companies that competed for the Disrupt Cup. Scroll to the bottom for the winner.<br /><br /> <a href="http://babelverse.com/" target="_blank"><b>Babelverse</b></a></p><p>As its name suggests, Babelverse deals in languages. The app is a real-time voice translation service, powered by a "global community of human interpreters." By crowdsourcing both professional and amateur interpreters for a per minute fee (that ranges between $0.20 to $1.00), users can log on, find a translator immediately, and begin a conversation with someone who speaks another language. Right now, the network includes about 3,000 translators, but its founder, Josef Dunne, believes it has the potential to scale. "This can be a revolution in personal communication," he said. <b></b></p><p><b><a href="http://ark.com/" target="_blank">Ark</a></b><br /> <br />Thirty percent of search is people-related, which got the founders of Ark thinking: What if there was a social network that allowed users to search for people across all social networks. Essentially, Ark aggregates and scrapes user data from LinkedIn and Facebook and allows for more specific search queries, such as one for finding all your Facebook friends who work at Google in New York who have birthdays in June. The site already has 15,000 private beta users, and $4.5 million in funding. <br /> <br /> <b><a href="http://www.kickstarter.com/projects/incident/gtar-the-first-guitar-that-anybody-can-play" target="_blank">gTar</a></b></p><p>Like so many great hardware start-ups before them, gTar was born out of a garage. Founder Idan Beck wanted to create an instrument that would make learning music easy and fun. He developed the gTar, a digital guitar that integrates with an iPhone. It instructs its players with LCD lights, which illuminate the correct strings to play. The company posted the product on Kickstar, retaling at $450, has already raised $190,000 in two days.<br /><br /> <a href="http://sunglass.io/" target="_blank"><b>Sunglass.io</b></a></p><p>Design software is convoluted, expensive, and difficult to use. Born out of an MIT graduate dorm room, Sunglass is "design without boundaries," one of the first services that allows for real-time collaborative designing. The company has raised $1.7 million in funding and hopes to disrupt how industrial designers assemble and collaborate on projects.</p><p><a href="http://opengarden.com/" target="_blank"><b>Open Garden</b></a></p><p>Say you're in an airport with your family. You've just purchased Internet access at a steep price, and now your wife and two kids want to get online on their devices as well. With Open Garden, whose motto is "Internet Everywhere," your family members can download the company's app and essentially hi-jack your computer's internet for free. The app already has more than 1,000,000 installs with virtually no marketing effort. Open Garden runs on your computer's background, and finds the best connection automatically with little or no setup.</p><p><b>And the winner is...</b></p><p><a href="http://www.uberconference.com/" target="_blank"><b>UberConference</b></a></p><p>Typical conference calls are, well, pretty annoying. You don't  know who is talking, you can't mute loud participants, and you can't  directly record the call. UberConference solves these problems. Led by  Google Venture's entrepreneur-in-residence Craig Walker, UberConference  has a host of features that makes conference calling not just easy, but  fun. There's even an "ear muff" feature to mute certain people's phones  when secrets are being told.<br /><br /></p><p></p><br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 10:05:00 -0400</pubDate>
			<dc:creator>Eric Markowitz</dc:creator>
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				<media:title type="plain">Out of 6 TechCrunch Finalists, the Winner Is...</media:title>
			</media:content>
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			<description>&lt;a href="http://ads.pheedo.com/click.phdo?s=6f591e2a0c5165f1bef9d6dbc20b360a&amp;amp;p=4"&gt;&lt;img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=6f591e2a0c5165f1bef9d6dbc20b360a&amp;amp;p=4"/&gt;&lt;/a&gt;&lt;div class="feedflare"&gt;
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			<pubDate>Thu, 24 May 2012 10:05:00 -0400</pubDate>
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			<title>Be Rich or Be Happy: Which Would You Choose?</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/MAUTZLDyDrs/entrepreneurship-can-you-do-what-you-love-get-rich.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Female-architect-examining-documents-at-desk_bkt_17089.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Sorry, entrepreneurs: You're not likely to achieve both. Here's why.</p><p>The stereotype of an entrepreneur is a person who starts a business&mdash;any business&mdash;in order to get rich. In reality that is seldom the case: Most entrepreneurs start their small business to follow a passion, do what they love, and live a dream.</p><p>But what if you want to do what you love and get rich? Without the right approach, it's often impossible to accomplish both goals.</p><p>The problem lies in scale.</p><p>Say you've always dreamed of being a chef, so you open a 25-table restaurant. You get to do what you love, but in simple terms the prices you can charge and the number of meals you can serve naturally caps the financial returns possible.</p><p>You can be successful&mdash;but only to a point.</p><p>And you might be perfectly fine with that, as long as you view success as getting paid to do what you love. (Which is, of course, an awesome definition of success.)</p><p>The same is true if you're a service provider and especially if you're a one-person shop. Revenues are limited by time and rate: The number of clients you can serve and the level of fees you can charge. In simple terms, capacity and price limits your earnings. Once you hit those inherent caps, the only way to generate more income is to expand: Add more locations, add employees, add to your investment... add more of everything.</p><p>And then you get to do less of what you love. More of your time will be spent working on your business, not working in it. I know: Every business expert says to be successful you must work on your business, not in it&mdash;but unless what you love is running a business, you won't be as happy.</p><p>Say you're a contractor and cabinetmaker, like my grandfather was: He loved working with wood, so generating more revenue meant spending a lot less time in the shop and a lot more time with his employees and customers. (To get his woodworking "fix" he resorted to spending Sundays in his shop, which, as you can guess, went over really well at home.)</p><p>Say you love landscaping, you dream of starting a landscaping business, and want to make $300,000 a year. According to salary survey sites the average owner/operator of a landscaping business earns somewhere between $30,000 and $85,000 a year.</p><p>Of course that's just an estimate. Certainly some owners make less, and some make a lot more, but absent a unique approach your income will probably fall somewhere within that range. (Achieving out-of-norm results in any field requires taking out-of-norm actions.)</p><p>Say you hit the top end of that estimate. $85,000 is a great income, but it's also well short of your $300,000 target. Unless you're in a densely populated area and also land a number of commercial accounts, to reach your income goal you'll need to establish multiple locations in multiple markets.</p><p>Either way, you'll get to do a lot less landscape design and implementation than you originally hoped since your primary focus will need to be on growing and running the business&mdash;not on designing, installing, and maintaining amazing landscapes.</p><p>That leaves you with a choice: Do more of what you love and earn less than you hoped... or scale up and do less of what you love in order to make more money.</p><p>Only in rare cases do entrepreneurs get to have it both ways.</p><p>So take a step back and think about your goals.</p><p>If you will enjoy the satisfaction of doing what you love and will be satisfied with the income you can realistically expect to earn, then scale doesn't matter. Live your dream and work in your business.</p><p>But if the income potential of doing what you love won't be sufficient, create a plan that allows you to scale your business. Set your financial target and work on your business to build a company of sufficient scale to achieve that target.</p><p>Either choice is great&mdash;as long as it's the choice that works best for you.</p><br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Female-architect-examining-documents-at-desk_bkt_17089.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Sorry, entrepreneurs: You're not likely to achieve both. Here's why.</p><p>The stereotype of an entrepreneur is a person who starts a business&mdash;any business&mdash;in order to get rich. In reality that is seldom the case: Most entrepreneurs start their small business to follow a passion, do what they love, and live a dream.</p><p>But what if you want to do what you love and get rich? Without the right approach, it's often impossible to accomplish both goals.</p><p>The problem lies in scale.</p><p>Say you've always dreamed of being a chef, so you open a 25-table restaurant. You get to do what you love, but in simple terms the prices you can charge and the number of meals you can serve naturally caps the financial returns possible.</p><p>You can be successful&mdash;but only to a point.</p><p>And you might be perfectly fine with that, as long as you view success as getting paid to do what you love. (Which is, of course, an awesome definition of success.)</p><p>The same is true if you're a service provider and especially if you're a one-person shop. Revenues are limited by time and rate: The number of clients you can serve and the level of fees you can charge. In simple terms, capacity and price limits your earnings. Once you hit those inherent caps, the only way to generate more income is to expand: Add more locations, add employees, add to your investment... add more of everything.</p><p>And then you get to do less of what you love. More of your time will be spent working on your business, not working in it. I know: Every business expert says to be successful you must work on your business, not in it&mdash;but unless what you love is running a business, you won't be as happy.</p><p>Say you're a contractor and cabinetmaker, like my grandfather was: He loved working with wood, so generating more revenue meant spending a lot less time in the shop and a lot more time with his employees and customers. (To get his woodworking "fix" he resorted to spending Sundays in his shop, which, as you can guess, went over really well at home.)</p><p>Say you love landscaping, you dream of starting a landscaping business, and want to make $300,000 a year. According to salary survey sites the average owner/operator of a landscaping business earns somewhere between $30,000 and $85,000 a year.</p><p>Of course that's just an estimate. Certainly some owners make less, and some make a lot more, but absent a unique approach your income will probably fall somewhere within that range. (Achieving out-of-norm results in any field requires taking out-of-norm actions.)</p><p>Say you hit the top end of that estimate. $85,000 is a great income, but it's also well short of your $300,000 target. Unless you're in a densely populated area and also land a number of commercial accounts, to reach your income goal you'll need to establish multiple locations in multiple markets.</p><p>Either way, you'll get to do a lot less landscape design and implementation than you originally hoped since your primary focus will need to be on growing and running the business&mdash;not on designing, installing, and maintaining amazing landscapes.</p><p>That leaves you with a choice: Do more of what you love and earn less than you hoped... or scale up and do less of what you love in order to make more money.</p><p>Only in rare cases do entrepreneurs get to have it both ways.</p><p>So take a step back and think about your goals.</p><p>If you will enjoy the satisfaction of doing what you love and will be satisfied with the income you can realistically expect to earn, then scale doesn't matter. Live your dream and work in your business.</p><p>But if the income potential of doing what you love won't be sufficient, create a plan that allows you to scale your business. Set your financial target and work on your business to build a company of sufficient scale to achieve that target.</p><p>Either choice is great&mdash;as long as it's the choice that works best for you.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 09:45:00 -0400</pubDate>
			<dc:creator>Jeff Haden</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/Female-architect-examining-documents-at-desk_pan_17089.jpg" type="image/jpeg" length="138548" />
			<guid isPermaLink="false">http://www.inc.com/jeff-haden/entrepreneurship-can-you-do-what-you-love-get-rich.html</guid>
			<media:content url="http://www.inc.com/uploaded_files/image/Female-architect-examining-documents-at-desk_pan_17089.jpg" type="image/jpeg">
				<media:title type="plain">Be Rich or Be Happy: Which Would You Choose?</media:title>
			</media:content>
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		<item>
			<title>Ad Smackdown: Facebook vs. Google</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/D4SW60J2xBw/ad-campaign-smackdown-facebook-v-google.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/clicks-bucket_13477.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>If you're still betting on display ads, here's where to go for more bang for your buck.</p><p>Trying to decide between Facebook and Google display advertising campaigns? Some information compiled by WordStream from a variety of sources suggests that if you're looking for cost effectiveness, <a rel="nofollow" href="http://www.wordstream.com/press/facebook-advertising-versus-google-display-network">Google offers more bang for your buck</a>&mdash;for now.</p><p>Some of the differences in reported performance are enormous. A caveat: WordStream has an interest in the outcome, as it sells services and tools specifically for use with Google AdWords. Another caveat is that some of the data is old. That said, let's look at some of the numbers.</p>Click-through rate<p>This number comes from a study by social marketing tool vendor Webtrends and is based on data from more than 11,000 ads that ran in 2009 and 2010. The click-through rate, a critical number for display advertisers, dropped from 0.063% in 2009 to 0.051% in 2010.</p><p>According to WordStream, that compares with an average banner ad click-through rate of 0.1% in the U.S. and a 0.4% <a rel="nofollow" href="http://www.periscopix.co.uk/blog/latest-2011-google-display-network-benchmarks/">rate for Google's display ad network</a> between the end of 2010 and first half of 2011, according to pay-per-click marketing consultancy Periscopix. Google rates are almost eight times higher than Facebook's.</p><p>Of course, Google's rates may have dropped and Facebook's might have climbed. But that is one hefty difference to overcome.</p>Prices<p>TBG Technology, which offers Facebook ad campaign management, noted in April that <a rel="nofollow" href="/erik-sherman/facebook-ads-are-you-paying-more-getting-less.html">Facebook click-through rates dropped</a> in the U.S. (and more than half of Facebook's revenue comes from North America) even as the cost per thousand impressions rates jumped sharply to 23%.</p><p>Combined with the click-through rates, Facebook's ads get more costly while becoming less effective in key markets.</p>Reach<p>According to comScore numbers from October 2011 that WordStream quotes, Facebook reaches an estimated 51% of all Internet users. Google reaches 90%.</p><p>That said, although Google seems a better bet at the moment, there's a question of why that might be. Are Facebook users so turned off by marketing that they simply won't ever respond, or is it a matter of advertisers still needing to learn how to use the medium? Perhaps Facebook needs to investigate new ad formats, or maybe marketers have to learn how to entice a social audience rather than simply trying to sell it.</p><p>If you shift toward Google, it still makes sense to experiment and find ways to use this new type of medium. Even if it doesn't offer a practical increase in business today, eventually you will have to make peace with the concept.</p><br clear="both" style="clear: both;"/>
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<a href="http://ads.pheedo.com/click.phdo?s=deb9400189a132aac9b5debae41647d6&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=deb9400189a132aac9b5debae41647d6&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/clicks-bucket_13477.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>If you're still betting on display ads, here's where to go for more bang for your buck.</p><p>Trying to decide between Facebook and Google display advertising campaigns? Some information compiled by WordStream from a variety of sources suggests that if you're looking for cost effectiveness, <a rel="nofollow" href="http://www.wordstream.com/press/facebook-advertising-versus-google-display-network">Google offers more bang for your buck</a>&mdash;for now.</p><p>Some of the differences in reported performance are enormous. A caveat: WordStream has an interest in the outcome, as it sells services and tools specifically for use with Google AdWords. Another caveat is that some of the data is old. That said, let's look at some of the numbers.</p>Click-through rate<p>This number comes from a study by social marketing tool vendor Webtrends and is based on data from more than 11,000 ads that ran in 2009 and 2010. The click-through rate, a critical number for display advertisers, dropped from 0.063% in 2009 to 0.051% in 2010.</p><p>According to WordStream, that compares with an average banner ad click-through rate of 0.1% in the U.S. and a 0.4% <a rel="nofollow" href="http://www.periscopix.co.uk/blog/latest-2011-google-display-network-benchmarks/">rate for Google's display ad network</a> between the end of 2010 and first half of 2011, according to pay-per-click marketing consultancy Periscopix. Google rates are almost eight times higher than Facebook's.</p><p>Of course, Google's rates may have dropped and Facebook's might have climbed. But that is one hefty difference to overcome.</p>Prices<p>TBG Technology, which offers Facebook ad campaign management, noted in April that <a rel="nofollow" href="/erik-sherman/facebook-ads-are-you-paying-more-getting-less.html">Facebook click-through rates dropped</a> in the U.S. (and more than half of Facebook's revenue comes from North America) even as the cost per thousand impressions rates jumped sharply to 23%.</p><p>Combined with the click-through rates, Facebook's ads get more costly while becoming less effective in key markets.</p>Reach<p>According to comScore numbers from October 2011 that WordStream quotes, Facebook reaches an estimated 51% of all Internet users. Google reaches 90%.</p><p>That said, although Google seems a better bet at the moment, there's a question of why that might be. Are Facebook users so turned off by marketing that they simply won't ever respond, or is it a matter of advertisers still needing to learn how to use the medium? Perhaps Facebook needs to investigate new ad formats, or maybe marketers have to learn how to entice a social audience rather than simply trying to sell it.</p><p>If you shift toward Google, it still makes sense to experiment and find ways to use this new type of medium. Even if it doesn't offer a practical increase in business today, eventually you will have to make peace with the concept.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 09:25:00 -0400</pubDate>
			<dc:creator>Erik Sherman</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/clicks-panoramic_13477.jpg" type="image/jpeg" length="29214" />
			<guid isPermaLink="false">http://www.inc.com/erik-sherman/ad-campaign-smackdown-facebook-v-google.html</guid>
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				<media:title type="plain">Ad Smackdown: Facebook vs. Google</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/erik-sherman/ad-campaign-smackdown-facebook-v-google.html</feedburner:origLink></item>
		<item>
			<title>Give a Great Product Demo: 5 Rules</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/9zOkzukpU4Q/give-a-great-product-demo-5-rules.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Demo_1_336x336-bucket_17090.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>How to give a demonstration that helps convince a customer to actually buy the product.</p><p>There is almost nothing more powerful than a great product demonstration.</p><p>When done correctly, a demo allows the customer to see and feel how things will be better if they buy (and worse if they don't).</p><p>Use these rules to make certain your product demos move the sale forward.</p><p><b>1. Customize your demo.</b></p><p>Every customer is unique, so every demo should be uniquely matched to that customer. Before you demonstrate a product, do your research.  Check the customer's SEC filings, press releases, conference proceedings, annual reports, published interviews, and so forth to understand the context of the demonstration.</p><p>Also gather some specific information about the people or group who'll be viewing the demo. Then change the data and the contents to match.</p><p><b>2. Tell the customer's story.</b></p><p>A product demonstration should never be a tour of a product's features and functions. Instead, it should tell the customer's story, with the product playing a key role.  For example, suppose you're demonstrating a software product that helps companies better control their inventory of parts.</p><p>Here are two typical approaches:</p><ul><li><b>Ineffective:</b> "On our top menu, we can open inventory files, save inventory files, set inventory preferences, and convert inventory files from the manufacturing database. Next is the edit menu, where we can copy, cut, paste, and insert records into the inventory files, which works with any inventory record in any standard format. On the next menu ..."</li><li><b>Effective:</b> "Imagine that a call comes in from the factory floor. They've almost run out of parts and will shut down if they don't get more soon. You query the system (like so ...), which locates any excess inventory at other plants and key suppliers. You select a new source with a point and click (like so ...), and the system sends shipping orders so that the parts arrive tomorrow."</li></ul><p><b>3. Rehearse, rehearse, rehearse.</b></p><p>Demos are much more difficult than presentations&ndash;because in a demo, you must simultaneously focus on the customer, the effect the demonstration is having on the customer, and the mechanics of the demonstration. So it's utter madness to try to give a demonstration without rehearsing it at least three times.</p><p>You'd be amazed how many sales reps think they can wing it when it comes to demonstrations. The result is always a disaster.</p><p><b>4. Test everything beforehand.</b></p><p>A bungled demo tells the customer, at a visceral level, that either:</p><ul><li>You didn't adequately prepare, in which case buying from you is probably a mistake;</li><li>The product is a piece of crap that fails even under the most forgiving of circumstances;</li><li>Both of the above.</li></ul><p>Never give a demonstration without a dry run, preferably at the very location where you'll be giving the demonstration. Never assume that the equipment available at a customer site or conference facility will work.</p><p>And always have a backup plan, with some other sales-oriented activity that can fill the gap if something goes wrong.</p><p><b>5. After the demo, close the deal.</b></p><p>Because "seeing is believing," there is no better time than after a successful demo to close a sale or ask for the next step, such as a meeting with a decision-maker. So when you demo, you must ask something that will move the sale forward.</p><p>If you don't do this, it implies that either the demo was a dud or product isn't worth buying in the first place.</p><p>The above is adapted from my recently published book, <a href="http://www.amazon.com/How-Say-Business-Selling-Strategies/dp/0735204586/ref=sr_1_1?s=books&amp;ie=UTF8&amp;qid=1323884525&amp;sr=1-1" target="_blank">Business to Business Selling.</a></p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=e38a3cc83e1020d006646b5fea888c29&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=e38a3cc83e1020d006646b5fea888c29&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052412_Demo_1_336x336-bucket_17090.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>How to give a demonstration that helps convince a customer to actually buy the product.</p><p>There is almost nothing more powerful than a great product demonstration.</p><p>When done correctly, a demo allows the customer to see and feel how things will be better if they buy (and worse if they don't).</p><p>Use these rules to make certain your product demos move the sale forward.</p><p><b>1. Customize your demo.</b></p><p>Every customer is unique, so every demo should be uniquely matched to that customer. Before you demonstrate a product, do your research.  Check the customer's SEC filings, press releases, conference proceedings, annual reports, published interviews, and so forth to understand the context of the demonstration.</p><p>Also gather some specific information about the people or group who'll be viewing the demo. Then change the data and the contents to match.</p><p><b>2. Tell the customer's story.</b></p><p>A product demonstration should never be a tour of a product's features and functions. Instead, it should tell the customer's story, with the product playing a key role.  For example, suppose you're demonstrating a software product that helps companies better control their inventory of parts.</p><p>Here are two typical approaches:</p><ul><li><b>Ineffective:</b> "On our top menu, we can open inventory files, save inventory files, set inventory preferences, and convert inventory files from the manufacturing database. Next is the edit menu, where we can copy, cut, paste, and insert records into the inventory files, which works with any inventory record in any standard format. On the next menu ..."</li><li><b>Effective:</b> "Imagine that a call comes in from the factory floor. They've almost run out of parts and will shut down if they don't get more soon. You query the system (like so ...), which locates any excess inventory at other plants and key suppliers. You select a new source with a point and click (like so ...), and the system sends shipping orders so that the parts arrive tomorrow."</li></ul><p><b>3. Rehearse, rehearse, rehearse.</b></p><p>Demos are much more difficult than presentations&ndash;because in a demo, you must simultaneously focus on the customer, the effect the demonstration is having on the customer, and the mechanics of the demonstration. So it's utter madness to try to give a demonstration without rehearsing it at least three times.</p><p>You'd be amazed how many sales reps think they can wing it when it comes to demonstrations. The result is always a disaster.</p><p><b>4. Test everything beforehand.</b></p><p>A bungled demo tells the customer, at a visceral level, that either:</p><ul><li>You didn't adequately prepare, in which case buying from you is probably a mistake;</li><li>The product is a piece of crap that fails even under the most forgiving of circumstances;</li><li>Both of the above.</li></ul><p>Never give a demonstration without a dry run, preferably at the very location where you'll be giving the demonstration. Never assume that the equipment available at a customer site or conference facility will work.</p><p>And always have a backup plan, with some other sales-oriented activity that can fill the gap if something goes wrong.</p><p><b>5. After the demo, close the deal.</b></p><p>Because "seeing is believing," there is no better time than after a successful demo to close a sale or ask for the next step, such as a meeting with a decision-maker. So when you demo, you must ask something that will move the sale forward.</p><p>If you don't do this, it implies that either the demo was a dud or product isn't worth buying in the first place.</p><p>The above is adapted from my recently published book, <a href="http://www.amazon.com/How-Say-Business-Selling-Strategies/dp/0735204586/ref=sr_1_1?s=books&amp;ie=UTF8&amp;qid=1323884525&amp;sr=1-1" target="_blank">Business to Business Selling.</a></p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 09:08:47 -0400</pubDate>
			<dc:creator>Geoffrey James</dc:creator>
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				<media:title type="plain">Give a Great Product Demo: 5 Rules</media:title>
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			<title>Do Typos Matter?</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/BxAzyTp-tNE/do-typos-matter.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/typo_bucket_17047.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>In an age of tiny keyboards and emoticons, you may think typos don't matter. Not so, according to someone who's been addressed as Mr. Renay Seagull.</p><p>In the era of tiny keyboards and social media, flying thumbs and emoticons, English majors everywhere are having conniption fits. Typos are inevitable, but do they really matter? For business leaders and entrepreneurs, the answer is Yes. Hell yes.<br /> <br /> Bad grammar and typos might be amusing on signs and restaurant menus, but they&rsquo;re an entirely different matter coming from a business professional like you. Leaders need to communicate with clarity and authority, regardless of industry or keyboard size. Sloppy typing skills dilute your message, and, at worst, seriously diminish your credibility. <br /> <br /> Any personal communication such as mass e-mail, letters, slide presentations, articles or other marketing materials must always be reviewed for grammar and typos. There&rsquo;s nothing like slogging through hundreds of e-mails and coming upon a subject line that says, &ldquo;Coonecting through George.&rdquo; Without opening the message, I&rsquo;ve already formed an opinion about the sender -- and it isn&rsquo;t good. In this case, the sender was applying for an open position on my team. You can guess how that turned out.  <br /> <br /> Want to get a customer or prospect&rsquo;s attention? Spell their name incorrectly. Nothing says, &ldquo;We don&rsquo;t care about you,&rdquo; like a misspelled company or recipient name. From someone who has seen every possible spelling of Rene Siegel, including Mr. Renay Seagull, let me tell you, Hell yes, it matters. That&rsquo;s not a typo. That&rsquo;s just wrong. <br /> <br /> Are there exceptions? You bet. Texting, Skyping, instant messages and Facebook comments are rife with hastily written typos -- and that&rsquo;s ok. But you can still try to keep messages succinct and spelled correctly. Auto-correct and screen glare work at odds with deadlines to derail a well-intended response. Typing full-length emails on a tiny smartphone is never easy, so if the message is important, you might want to wait and use a full-sized keyboard. <br /> <br /> What can you do to minimize typos in your personal communication?<br /> <br /> <b>Read it out loud. </b>When my fingers are flying and I&rsquo;m cranking out e-mail, there are times when my fingers don&rsquo;t catch up to my brain. Words like &ldquo;from&rdquo; turn into &ldquo;form&rdquo; and won&rsquo;t be caught by spell-checkers. They leave a sloppy impression with the reader. Take a minute to read your draft out loud, which will help catch any words that shouldn&rsquo;t be there or any that should. <br /> <br /> <b>Borrow another pair of eyes.</b> If it&rsquo;s important, if you&rsquo;re tired or in a rush--especially if you&rsquo;re in a rush-- ask someone else to read what you wrote. If I&rsquo;m sending a critical e-mail, creating something that will been seen by many, or if I&rsquo;m dealing with a prickly situation, I want to make sure I&rsquo;m typo-free so that my authentic message comes through. <br /> <br /> <b>Separate social media from the rest of your writing.</b> Remember there&rsquo;s a time and place for TTYL, :-) and cr8tv wrtg. Birthday wishes and comments about weekend adventures don&rsquo;t fall into the same category as business communications. <br /> <br /> You can set the standard for your company by writing in a way that shows you care about quality, professionalism and clear communication. How you communicate speaks just as loudly as the actual content of your message. Regardless of technology trends and busy schedules, a few extra seconds can reinforce a great personal brand.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/typo_bucket_17047.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>In an age of tiny keyboards and emoticons, you may think typos don't matter. Not so, according to someone who's been addressed as Mr. Renay Seagull.</p><p>In the era of tiny keyboards and social media, flying thumbs and emoticons, English majors everywhere are having conniption fits. Typos are inevitable, but do they really matter? For business leaders and entrepreneurs, the answer is Yes. Hell yes.<br /> <br /> Bad grammar and typos might be amusing on signs and restaurant menus, but they&rsquo;re an entirely different matter coming from a business professional like you. Leaders need to communicate with clarity and authority, regardless of industry or keyboard size. Sloppy typing skills dilute your message, and, at worst, seriously diminish your credibility. <br /> <br /> Any personal communication such as mass e-mail, letters, slide presentations, articles or other marketing materials must always be reviewed for grammar and typos. There&rsquo;s nothing like slogging through hundreds of e-mails and coming upon a subject line that says, &ldquo;Coonecting through George.&rdquo; Without opening the message, I&rsquo;ve already formed an opinion about the sender -- and it isn&rsquo;t good. In this case, the sender was applying for an open position on my team. You can guess how that turned out.  <br /> <br /> Want to get a customer or prospect&rsquo;s attention? Spell their name incorrectly. Nothing says, &ldquo;We don&rsquo;t care about you,&rdquo; like a misspelled company or recipient name. From someone who has seen every possible spelling of Rene Siegel, including Mr. Renay Seagull, let me tell you, Hell yes, it matters. That&rsquo;s not a typo. That&rsquo;s just wrong. <br /> <br /> Are there exceptions? You bet. Texting, Skyping, instant messages and Facebook comments are rife with hastily written typos -- and that&rsquo;s ok. But you can still try to keep messages succinct and spelled correctly. Auto-correct and screen glare work at odds with deadlines to derail a well-intended response. Typing full-length emails on a tiny smartphone is never easy, so if the message is important, you might want to wait and use a full-sized keyboard. <br /> <br /> What can you do to minimize typos in your personal communication?<br /> <br /> <b>Read it out loud. </b>When my fingers are flying and I&rsquo;m cranking out e-mail, there are times when my fingers don&rsquo;t catch up to my brain. Words like &ldquo;from&rdquo; turn into &ldquo;form&rdquo; and won&rsquo;t be caught by spell-checkers. They leave a sloppy impression with the reader. Take a minute to read your draft out loud, which will help catch any words that shouldn&rsquo;t be there or any that should. <br /> <br /> <b>Borrow another pair of eyes.</b> If it&rsquo;s important, if you&rsquo;re tired or in a rush--especially if you&rsquo;re in a rush-- ask someone else to read what you wrote. If I&rsquo;m sending a critical e-mail, creating something that will been seen by many, or if I&rsquo;m dealing with a prickly situation, I want to make sure I&rsquo;m typo-free so that my authentic message comes through. <br /> <br /> <b>Separate social media from the rest of your writing.</b> Remember there&rsquo;s a time and place for TTYL, :-) and cr8tv wrtg. Birthday wishes and comments about weekend adventures don&rsquo;t fall into the same category as business communications. <br /> <br /> You can set the standard for your company by writing in a way that shows you care about quality, professionalism and clear communication. How you communicate speaks just as loudly as the actual content of your message. Regardless of technology trends and busy schedules, a few extra seconds can reinforce a great personal brand.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 08:46:21 -0400</pubDate>
			<dc:creator>Rene Shimada Siegel</dc:creator>
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				<media:title type="plain">Do Typos Matter?</media:title>
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			<title>How to Score a Job at a Tech Start-up</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/nWr60E5lMzg/how-to-score-a-job-at-a-tech-start-up.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052312_Etsy_Office_336x336-bucket_17066.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Can you handle long hours, low pay, and impossibly high expectations? The start-up life might be for you. Here's how to break in.</p><p>Dear college graduates,</p><p>Looking for work at large, established companies? Going that route means you'll start your career as a cog in a well-oiled machine. You will go through formal training, have relatively few real responsibilities at the outset, and, if you're lucky, maybe progress ever-so-slowly up the corporate ladder.</p><p>For most people, this is a safe and comfortable way to start their work lives.</p><p>On the other hand, if you have the stomach to work in an entrepreneurial environment&mdash;which may mean below-market wages, impossibly high expectations, and more than a few sleepless nights&mdash;you open the door to an exciting and wild ride, not to mention invaluable work experience. Most start-ups fail, but the ones that succeed can take off quickly and profoundly.</p><p>I've seen both sides of this equation. Three of the companies I worked for opened their doors in the 1800s and will probably be around another hundred years or more. I have worked at three start-ups, too, and know just how insane and fun that ride can be. If the latter sounds more like your kind of challenge, read on for tips on how to get a job at a start-up.</p>Only Work for a Start-up You Love<p>Working at a start-up will eat up virtually all of your waking hours (and reduce your sleeping hours). If you are going to be at a job like that, the only way to thrive is if you love what the company does and where it is going, and the company culture suits you. So do the research.</p><p>There are dozens of resources to find start-ups. Some of my favorites include <a rel="nofollow" href="http://www.crunchbase.com/companies">Crunchbase</a>, <a rel="nofollow" href="http://www.mashable.com/">Mashable</a>, and <a rel="nofollow" href="http://www.linkedin.com/">LinkedIn</a>. Another great place to look: the job boards on venture capitalists' websites, like <a rel="nofollow" href="http://jobs.sequoiacap.com/">this one at Sequoia Capital</a>. That way you know the start-up has received a VC's seal of approval as well as at least one round of funding.</p>Web-stalk the Start-up<p>Learn everything you can about the company. A company search on LinkedIn, for example, will show you who is working at the company and if they're hiring.</p><p>By googling the company (including "news" and "blog" searches), you can get an idea for what impact the company has made and where there are issues. See what is working. Figure out where the company needs help and what you have to offer.</p>Arm Yourself With Marketable Skills<p>Once you start applying for jobs, companies are going to Web-stalk you&mdash;so make sure they find something worthwhile.</p><ul><li><b>If you are not blogging already, blog.</b> If you are not actively participating in groups relating to the industry you wish to work in, then dive in.</li><li><b>If you are not up to speed in the industry</b>, then read every blog and every publication you can find serving that industry.</li><li><b>If you are not active</b> on LinkedIn, Facebook, Twitter, Pinterest, Google+, then get moving!</li><li><b>Add a skill:</b> Every start-up needs people who understand analytics, email marketing, search engine optimization, social media marketing, and coding.</li></ul>Get the Interview<p>It should come as no surprise that for every great job at a start-up, there are hundreds of applications. To stand out from the crowd, you first need to be the right person for the job (education, experience, skills, etc.) and then you need to find a way to get the attention of the people who will make the hiring decisions.</p><p>This can take creativity, research, and a great deal of work. Some successful tactics I've seen have included slideshow/PowerPoint presentations, and attendance at seminars and classes with the people who are hiring. One of my personal favorites is a tactic Alec Brownstein tried: He invested a handful of dollars in <a href="http://www.alecbrownstein.com/project.php?cat=3">Google advertising</a> and targeted CEOs who google their own names. At a cost of $6, he advertised on the names of five CEOs, got four job interviews, and two job offers.</p><p>Of course, there's no substitute for offline networking. Look for start-up events on <a href="http://www.eventbrite.com/">Eventbrite</a>. Go to meet-ups such as Graham Lawlor's <a title="Ultra Light Startups" href="http://ultralightstartups.com" target="_blank">Ultra Light Startups</a> in New York City, which attract entrepreneurs, investors, and wannabe start-up employees.</p>Nail the Interview<p>When you get that call or email telling you that you've got the interview, then go back to my advice on doing your research and do it again... on steroids. Learn everything you can about the company's people, culture, customers, and competitors.</p><p>Most importantly, be yourself. Don't be afraid to challenge your interviewer or point out things you'd do differently. When you work at a start-up, the people you work with are the people you'll be dealing with for most of your waking hours. You want to honestly assess whether or not you want to work with these people. Conversely, they need to see if you are the person they want to mentor, train, and oversee. Neither can happen unless you present yourself as the person your truly are.</p><p>Land a start-up job? Drop me a note in the comments and tell me what worked.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=2391e5372405bcf6f9ec61416c520b08&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=2391e5372405bcf6f9ec61416c520b08&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052312_Etsy_Office_336x336-bucket_17066.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Can you handle long hours, low pay, and impossibly high expectations? The start-up life might be for you. Here's how to break in.</p><p>Dear college graduates,</p><p>Looking for work at large, established companies? Going that route means you'll start your career as a cog in a well-oiled machine. You will go through formal training, have relatively few real responsibilities at the outset, and, if you're lucky, maybe progress ever-so-slowly up the corporate ladder.</p><p>For most people, this is a safe and comfortable way to start their work lives.</p><p>On the other hand, if you have the stomach to work in an entrepreneurial environment&mdash;which may mean below-market wages, impossibly high expectations, and more than a few sleepless nights&mdash;you open the door to an exciting and wild ride, not to mention invaluable work experience. Most start-ups fail, but the ones that succeed can take off quickly and profoundly.</p><p>I've seen both sides of this equation. Three of the companies I worked for opened their doors in the 1800s and will probably be around another hundred years or more. I have worked at three start-ups, too, and know just how insane and fun that ride can be. If the latter sounds more like your kind of challenge, read on for tips on how to get a job at a start-up.</p>Only Work for a Start-up You Love<p>Working at a start-up will eat up virtually all of your waking hours (and reduce your sleeping hours). If you are going to be at a job like that, the only way to thrive is if you love what the company does and where it is going, and the company culture suits you. So do the research.</p><p>There are dozens of resources to find start-ups. Some of my favorites include <a rel="nofollow" href="http://www.crunchbase.com/companies">Crunchbase</a>, <a rel="nofollow" href="http://www.mashable.com/">Mashable</a>, and <a rel="nofollow" href="http://www.linkedin.com/">LinkedIn</a>. Another great place to look: the job boards on venture capitalists' websites, like <a rel="nofollow" href="http://jobs.sequoiacap.com/">this one at Sequoia Capital</a>. That way you know the start-up has received a VC's seal of approval as well as at least one round of funding.</p>Web-stalk the Start-up<p>Learn everything you can about the company. A company search on LinkedIn, for example, will show you who is working at the company and if they're hiring.</p><p>By googling the company (including "news" and "blog" searches), you can get an idea for what impact the company has made and where there are issues. See what is working. Figure out where the company needs help and what you have to offer.</p>Arm Yourself With Marketable Skills<p>Once you start applying for jobs, companies are going to Web-stalk you&mdash;so make sure they find something worthwhile.</p><ul><li><b>If you are not blogging already, blog.</b> If you are not actively participating in groups relating to the industry you wish to work in, then dive in.</li><li><b>If you are not up to speed in the industry</b>, then read every blog and every publication you can find serving that industry.</li><li><b>If you are not active</b> on LinkedIn, Facebook, Twitter, Pinterest, Google+, then get moving!</li><li><b>Add a skill:</b> Every start-up needs people who understand analytics, email marketing, search engine optimization, social media marketing, and coding.</li></ul>Get the Interview<p>It should come as no surprise that for every great job at a start-up, there are hundreds of applications. To stand out from the crowd, you first need to be the right person for the job (education, experience, skills, etc.) and then you need to find a way to get the attention of the people who will make the hiring decisions.</p><p>This can take creativity, research, and a great deal of work. Some successful tactics I've seen have included slideshow/PowerPoint presentations, and attendance at seminars and classes with the people who are hiring. One of my personal favorites is a tactic Alec Brownstein tried: He invested a handful of dollars in <a href="http://www.alecbrownstein.com/project.php?cat=3">Google advertising</a> and targeted CEOs who google their own names. At a cost of $6, he advertised on the names of five CEOs, got four job interviews, and two job offers.</p><p>Of course, there's no substitute for offline networking. Look for start-up events on <a href="http://www.eventbrite.com/">Eventbrite</a>. Go to meet-ups such as Graham Lawlor's <a title="Ultra Light Startups" href="http://ultralightstartups.com" target="_blank">Ultra Light Startups</a> in New York City, which attract entrepreneurs, investors, and wannabe start-up employees.</p>Nail the Interview<p>When you get that call or email telling you that you've got the interview, then go back to my advice on doing your research and do it again... on steroids. Learn everything you can about the company's people, culture, customers, and competitors.</p><p>Most importantly, be yourself. Don't be afraid to challenge your interviewer or point out things you'd do differently. When you work at a start-up, the people you work with are the people you'll be dealing with for most of your waking hours. You want to honestly assess whether or not you want to work with these people. Conversely, they need to see if you are the person they want to mentor, train, and oversee. Neither can happen unless you present yourself as the person your truly are.</p><p>Land a start-up job? Drop me a note in the comments and tell me what worked.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Thu, 24 May 2012 08:44:00 -0400</pubDate>
			<dc:creator>Jon Gelberg</dc:creator>
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			<title>Selling Your Business? Protect Your Confidentiality</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/6EjkXiVCanQ/selling-your-business-protect-your-confidentiality.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/confidentiality-bucket_17079.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Balancing buyer questions and retaining your business' confidentiality can be tricky. Laying out a plan can help set what information you can release and when.</p><p>Once you start marketing your business, your business sale will be about all you can think about. Here's some important advice: As much as possible, keep your thoughts to yourself.<br /><br />Confidentiality is absolutely essential in successful small business sales.<br /><br />It's important for reaching your own exit goals. And it's important for the success of your business post-sale, especially if you provide seller financing and agree to receive some of the purchase price in the form of future payments from the buyer.<br /><br />Letting the word leak out prematurely is harmful in a number of ways:<br /><br /></p><ul><li>Customers, competitors, creditors and employees become hesitant when a business is for sale, often triggering reactions that can weaken your business momentum and therefore its value.</li><li>Prospective buyers become hesitant about purchasing a business if they feel sensitive information has been divulged to others.</li><li>Telling even close confidants can launch an unintentional gossip chain. If each person tells only one other trusted friend or relative, news of your sale intentions can spread far and quickly, especially if word gets out among competitors, employees, or others in your industry.</li></ul><p>To protect your business and your sale hopes, take the following actions.</p>Step 1. Advertise your business using blind ads and listings.<ul><li>Don't share your personal or business name until you've qualified prospective buyers and obtained their confidentiality commitments. And certainly don't announce your name in for-sale ads.</li><li>Advertise the nature and strength of your business instead of its name. For example: PROFITABLE PALM SPRINGS FLORIST WITH LONG-TERM ESTABLISHED CUSTOMER BASE FOR SALE.</li><li>Direct responses to an address that doesn't reveal your personal or business identity. When placing ads in traditional media, use media-provided P.O. Box or e-mail options that allow you to maintain confidentiality and - a big time-saving bonus - to follow up only with prospects you decide are qualified to buy your business. When using online business-for-sale sites, use the sites' identity-protecting features.</li></ul>Step 2. Pre-qualify buyers before sharing sensitive information.<p>If you feel awkward about asking a prospective buyer for financial and business background information before divulging your business name, you're not alone. But realize this:</p><ul><li>Qualified buyers expect you to screen buyers before sharing sensitive information.</li><li>Qualified buyers care about the privacy of your business information because they want to know that the business they're buying has carefully protected its trade secrets and financial information.</li><li>Qualified buyers are serious shoppers and they're ready with the information necessary to take the next steps.</li></ul><p>According to business brokers, nine out of ten respondents to business-for-sale ads aren't qualified to make the purchase. That's why pre-qualification is so important. The sooner you learn who can and can't buy your business, the better - both for you and for your ultimate buyer.<br /><br />An effective way to pre-qualify prospects is to describe your business and response requirements in a way that helps unqualified buyers opt themselves out.<br /><br />By describing the size of your business and your purchase price, and then by asking interested parties to respond by describing their purchase capabilities, you stand a good chance of hearing only from those who, in fact, are qualified to buy your business.<br /><br />In every ad you place, in print or online, ask interested parties to respond with information that describes:</p><ul><li>What they're seeking from a business purchase</li><li>Their purchase timeline</li><li>A description of their related business experience</li><li>Their interest in and ability to buy your business</li></ul><p>You can cover this request in one sentence: Please respond describing your related business background, the type and size business you seek, your investment capability and your interest in this business.</p><p></p>Step 3. Create an inquiry response system that shares information confidentially and in phases.<p>You don't need to tell a buyer everything at once. In fact, revealing too much information in your ads can give away your identity even when you're careful not to share your business name.<br />The following chart provides an example of when and how to phase your information delivery.</p> <p><b>Delivery Stage</b></p><p><b>Included Information</b></p><p><b>Confidentiality Request</b></p> <p>Business-for-sale ads</p><p>Brief description of business type,   strength, size and price.</p><p>Online listing can be set up to   request confidentiality. Example: Before releasing further details, the party   offering this business for sale requires a signed confidentiality agreement.</p><p>Brokers require interested parties   to provide financial capability and non-disclosure agreements before   receiving additional information.</p><p>Request for interested parties to respond by describing purchase   intentions and qualifications.</p><p>Request for responses to a blind P.O. Box, email address, or   media collection point that doesn't reveal your business or personal name.</p><p>Phone or email replies to qualified ad respondents</p><p>Personal introduction and additional information that doesn't   reveal sensitive information or business name.</p><p>Share additional business information only in return for buyer   information and only in general terms.</p><p>Probe/confirm interest, financial capability, purchase   interests, timeline.</p><p>Offer to email or fax your brief selling memo summary but with   any references to your business identity removed.</p><p>If interest and capability is high, request a personal meeting   before sharing more information.</p><p>Initial personal meeting, held in person unless distance   requires a phone meeting.</p><p>Reconfirm prospect interest and capability. After guaranteeing   confidentiality, share your selling memo to be read during the meeting.</p><p>Meet off-site to protect identity of your business - likely in   your broker's, accountant's or attorney's office. Reconfirm serious interest   and request signatures on a mutual confidentiality agreement prepared or   reviewed in advance by your attorney.</p><p>Delivery of selling memo</p><p>See &ldquo;<a href="http://www.inc.com/mike-handelsman/selling-your-business-preparing-an-effective-selling-memo.html">Preparing   an effective selling memo</a>&rdquo; for   a complete list of contents.</p><p>Share selling memo only after receiving a signed confidentiality   agreement and only to be read during the meeting unless you're extremely   confident about the buyer's interest/capability. Otherwise, release only the   memo summary.</p><p>Due Diligence</p><p>Reveal financial records and business operations.</p><p>Release a copy of your selling memo, with each page   numbered (#1, for example) so they can be traced to the buyer's copy should   they later be copied or circulated.</p><p>Reveal only after receiving the buyer's formal letter of intent   to purchase your business.</p><p></p>Step 4. Prepare for maintaining confidentiality.<p>To maintain privacy throughout the selling process, take these steps:</p><ul><li><b>Have a confidentiality agreement ready for presentation to serious, qualified buyers.</b> Use our sample provided below, a sample that your broker (if you use one) provides, purchase one from a form shop or site, or work with your attorney, who should review the form you plan to use even if he or she doesn't produce it for you. Be sure to include a clause that ensures mutual confidentiality and an expiration date that allows the confidentiality assurance to expire, usually after two years.</li><li><b>Establish a private email account for use exclusively with prospective buyers.</b> Otherwise, you risk tipping off employees and causing concern within your business. Instead, invite buyers to send a confidential email to a non-business address, which you set up exclusively for the purpose of business sale communications. Don't use your personal name, as it's too easily traceable, but rather create an address that disguises who you are. For example, landscapingoffer@gmail.com or even a lineup of random letters and numbers.</li><li><b>Direct calls to a non-business phone number, and be sure to answer the phone or offer a voicemail message that conveys appropriate greetings to business buyers.</b> Keep in mind that your home phone may not be appropriate here, as employees, vendors or competitors who know you personally might recognize your phone number or your identity on your answering machine.</li><li><b>Even with a signed confidentiality agreement, until you have a letter of intent or a buyer's offer in hand, don't share proprietary processes, trade secrets, client lists, or financial details about your business.</b> Your sale offering likely listed annual revenues and owner's cash flow, along with asking price. Don't share further financial details until the prospective buyer has demonstrated clear ability to purchase and pledged to maintain confidentiality.</li><li><b>Be prepared for questions from employees and associates, who may suspect your sale intentions. </b>You can be truthful without spilling the beans. You can say you're developing an exit plan to ensure future stability for your business; you can say you're talking to potential partners or successors without out-and-out announcing they'll be replacing you near-term. If people ask, "Are you thinking about selling," you can follow the suggestion of Appraiser Glen Cooper and answer, "Sure, I'll always talk to someone who wants to buy me out! Did you bring your checkbook?"</li></ul><p>In next week&rsquo;s installment of &ldquo;Selling Your Small Business&rdquo; we&rsquo;ll go help you decide which marketing option is right for you.  </p><p> </p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=24b315d5b0ff7e9706d4458d99a95ca6&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=24b315d5b0ff7e9706d4458d99a95ca6&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/confidentiality-bucket_17079.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Balancing buyer questions and retaining your business' confidentiality can be tricky. Laying out a plan can help set what information you can release and when.</p><p>Once you start marketing your business, your business sale will be about all you can think about. Here's some important advice: As much as possible, keep your thoughts to yourself.<br /><br />Confidentiality is absolutely essential in successful small business sales.<br /><br />It's important for reaching your own exit goals. And it's important for the success of your business post-sale, especially if you provide seller financing and agree to receive some of the purchase price in the form of future payments from the buyer.<br /><br />Letting the word leak out prematurely is harmful in a number of ways:<br /><br /></p><ul><li>Customers, competitors, creditors and employees become hesitant when a business is for sale, often triggering reactions that can weaken your business momentum and therefore its value.</li><li>Prospective buyers become hesitant about purchasing a business if they feel sensitive information has been divulged to others.</li><li>Telling even close confidants can launch an unintentional gossip chain. If each person tells only one other trusted friend or relative, news of your sale intentions can spread far and quickly, especially if word gets out among competitors, employees, or others in your industry.</li></ul><p>To protect your business and your sale hopes, take the following actions.</p>Step 1. Advertise your business using blind ads and listings.<ul><li>Don't share your personal or business name until you've qualified prospective buyers and obtained their confidentiality commitments. And certainly don't announce your name in for-sale ads.</li><li>Advertise the nature and strength of your business instead of its name. For example: PROFITABLE PALM SPRINGS FLORIST WITH LONG-TERM ESTABLISHED CUSTOMER BASE FOR SALE.</li><li>Direct responses to an address that doesn't reveal your personal or business identity. When placing ads in traditional media, use media-provided P.O. Box or e-mail options that allow you to maintain confidentiality and - a big time-saving bonus - to follow up only with prospects you decide are qualified to buy your business. When using online business-for-sale sites, use the sites' identity-protecting features.</li></ul>Step 2. Pre-qualify buyers before sharing sensitive information.<p>If you feel awkward about asking a prospective buyer for financial and business background information before divulging your business name, you're not alone. But realize this:</p><ul><li>Qualified buyers expect you to screen buyers before sharing sensitive information.</li><li>Qualified buyers care about the privacy of your business information because they want to know that the business they're buying has carefully protected its trade secrets and financial information.</li><li>Qualified buyers are serious shoppers and they're ready with the information necessary to take the next steps.</li></ul><p>According to business brokers, nine out of ten respondents to business-for-sale ads aren't qualified to make the purchase. That's why pre-qualification is so important. The sooner you learn who can and can't buy your business, the better - both for you and for your ultimate buyer.<br /><br />An effective way to pre-qualify prospects is to describe your business and response requirements in a way that helps unqualified buyers opt themselves out.<br /><br />By describing the size of your business and your purchase price, and then by asking interested parties to respond by describing their purchase capabilities, you stand a good chance of hearing only from those who, in fact, are qualified to buy your business.<br /><br />In every ad you place, in print or online, ask interested parties to respond with information that describes:</p><ul><li>What they're seeking from a business purchase</li><li>Their purchase timeline</li><li>A description of their related business experience</li><li>Their interest in and ability to buy your business</li></ul><p>You can cover this request in one sentence: Please respond describing your related business background, the type and size business you seek, your investment capability and your interest in this business.</p><p></p>Step 3. Create an inquiry response system that shares information confidentially and in phases.<p>You don't need to tell a buyer everything at once. In fact, revealing too much information in your ads can give away your identity even when you're careful not to share your business name.<br />The following chart provides an example of when and how to phase your information delivery.</p> <p><b>Delivery Stage</b></p><p><b>Included Information</b></p><p><b>Confidentiality Request</b></p> <p>Business-for-sale ads</p><p>Brief description of business type,   strength, size and price.</p><p>Online listing can be set up to   request confidentiality. Example: Before releasing further details, the party   offering this business for sale requires a signed confidentiality agreement.</p><p>Brokers require interested parties   to provide financial capability and non-disclosure agreements before   receiving additional information.</p><p>Request for interested parties to respond by describing purchase   intentions and qualifications.</p><p>Request for responses to a blind P.O. Box, email address, or   media collection point that doesn't reveal your business or personal name.</p><p>Phone or email replies to qualified ad respondents</p><p>Personal introduction and additional information that doesn't   reveal sensitive information or business name.</p><p>Share additional business information only in return for buyer   information and only in general terms.</p><p>Probe/confirm interest, financial capability, purchase   interests, timeline.</p><p>Offer to email or fax your brief selling memo summary but with   any references to your business identity removed.</p><p>If interest and capability is high, request a personal meeting   before sharing more information.</p><p>Initial personal meeting, held in person unless distance   requires a phone meeting.</p><p>Reconfirm prospect interest and capability. After guaranteeing   confidentiality, share your selling memo to be read during the meeting.</p><p>Meet off-site to protect identity of your business - likely in   your broker's, accountant's or attorney's office. Reconfirm serious interest   and request signatures on a mutual confidentiality agreement prepared or   reviewed in advance by your attorney.</p><p>Delivery of selling memo</p><p>See &ldquo;<a href="http://www.inc.com/mike-handelsman/selling-your-business-preparing-an-effective-selling-memo.html">Preparing   an effective selling memo</a>&rdquo; for   a complete list of contents.</p><p>Share selling memo only after receiving a signed confidentiality   agreement and only to be read during the meeting unless you're extremely   confident about the buyer's interest/capability. Otherwise, release only the   memo summary.</p><p>Due Diligence</p><p>Reveal financial records and business operations.</p><p>Release a copy of your selling memo, with each page   numbered (#1, for example) so they can be traced to the buyer's copy should   they later be copied or circulated.</p><p>Reveal only after receiving the buyer's formal letter of intent   to purchase your business.</p><p></p>Step 4. Prepare for maintaining confidentiality.<p>To maintain privacy throughout the selling process, take these steps:</p><ul><li><b>Have a confidentiality agreement ready for presentation to serious, qualified buyers.</b> Use our sample provided below, a sample that your broker (if you use one) provides, purchase one from a form shop or site, or work with your attorney, who should review the form you plan to use even if he or she doesn't produce it for you. Be sure to include a clause that ensures mutual confidentiality and an expiration date that allows the confidentiality assurance to expire, usually after two years.</li><li><b>Establish a private email account for use exclusively with prospective buyers.</b> Otherwise, you risk tipping off employees and causing concern within your business. Instead, invite buyers to send a confidential email to a non-business address, which you set up exclusively for the purpose of business sale communications. Don't use your personal name, as it's too easily traceable, but rather create an address that disguises who you are. For example, landscapingoffer@gmail.com or even a lineup of random letters and numbers.</li><li><b>Direct calls to a non-business phone number, and be sure to answer the phone or offer a voicemail message that conveys appropriate greetings to business buyers.</b> Keep in mind that your home phone may not be appropriate here, as employees, vendors or competitors who know you personally might recognize your phone number or your identity on your answering machine.</li><li><b>Even with a signed confidentiality agreement, until you have a letter of intent or a buyer's offer in hand, don't share proprietary processes, trade secrets, client lists, or financial details about your business.</b> Your sale offering likely listed annual revenues and owner's cash flow, along with asking price. Don't share further financial details until the prospective buyer has demonstrated clear ability to purchase and pledged to maintain confidentiality.</li><li><b>Be prepared for questions from employees and associates, who may suspect your sale intentions. </b>You can be truthful without spilling the beans. You can say you're developing an exit plan to ensure future stability for your business; you can say you're talking to potential partners or successors without out-and-out announcing they'll be replacing you near-term. If people ask, "Are you thinking about selling," you can follow the suggestion of Appraiser Glen Cooper and answer, "Sure, I'll always talk to someone who wants to buy me out! Did you bring your checkbook?"</li></ul><p>In next week&rsquo;s installment of &ldquo;Selling Your Small Business&rdquo; we&rsquo;ll go help you decide which marketing option is right for you.  </p><p> </p><br clear="both" style="clear: both;"/>
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</div><img src="http://feeds.feedburner.com/~r/inc/headlines/~4/6EjkXiVCanQ" height="1" width="1"/>]]></content:encoded>
			<pubDate>Wed, 23 May 2012 20:41:13 -0400</pubDate>
			<dc:creator>Mike Handelsman</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/confidentiality-panoramic_17079.jpg" type="image/jpeg" length="42487" />
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				<media:title type="plain">Selling Your Business? Protect Your Confidentiality</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/mike-handelsman/selling-your-business-protect-your-confidentiality.html</feedburner:origLink></item>
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			<title>Increase Your Retail Foot Traffic</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/DOpSRMU2yXw/increase-your-retail-foot-traffic.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/cyriac-roeding-ask-gerber-bkt_15925.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Tips on how to generate customer interest from Cyriac Roeding, co-founder of Shopkick, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/cyriac-roeding-ask-gerber-bkt_15925.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Tips on how to generate customer interest from Cyriac Roeding, co-founder of Shopkick, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><object type="application/x-shockwave-flash" id="embedded_player_c2b210733bc81" name="embedded_player_c2b210733bc81" width="512" height="313" data="http://service.twistage.com/plugins/player.swf"><br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 16:10:48 -0400</pubDate>
			<dc:creator>Scott Gerber</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/cyriac-roeding-ask-gerber-pan_15925.jpg" type="image/jpeg" length="22554" />
			<guid isPermaLink="false">http://www.inc.com/scott-gerber/increase-your-retail-foot-traffic.html</guid>
			<media:content url="http://www.inc.com/uploaded_files/image/cyriac-roeding-ask-gerber-pan_15925.jpg" type="image/jpeg">
				<media:title type="plain">Increase Your Retail Foot Traffic</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/scott-gerber/increase-your-retail-foot-traffic.html</feedburner:origLink></item>
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			<title>You Can Compete with Free--and Win</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/gS-fpRLT-zo/how-to-compete-with-free-and-win.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Boxer-336x336_17062.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>A good product is always more important than the free alternative, even when you sell yo-yo upgrades.</p><p>I recently visited a colleague at home, where I met his 10-year-old son. When prompted by his dad, the boy--let's call him Andrew--told me about the yo-yo business he had founded with a classmate.</p><p>Andrew and his partner offer services to repair and upgrade yo-yos for tricks with new parts like extra-long string and inner-gear modifications.  With great pride, Andrew boasted that he made $13 his very first day in business.  Then he told me that business had gotten tougher.  "Some kid is trying to screw us," he elaborated.</p><p>Andrew's shop now has a new competitor that offers similar yo-yo services for free.  The boy's father, my colleague, was quick to exclaim, "He was Googled!"  The dad was, of course, alluding to Google's frequently-used strategy to make available free services in otherwise paid markets to rattle competition and gain market share for advertising-supported products.</p><p>Having built multiple businesses that compete with "free," I was absolutely fascinated by the conversation with the boy.  I asked the young entrepreneur how he's managing to compete with this free alternative.  Andrew was quick to say that his competitor is "only offering this service to become popular" and that his competitor's sales pitch is that "his parents are rich so he could afford to do it for free."</p><p>So, to combat that position, Andrew said he and his partner were highlighting that they offer higher-quality work and, aside from doing strong work for customers, don't have any ulterior, hidden motivations.  Andrew also told me that his competitor bought a $95 yo-yo and therefore, doesn't understand the needs of an average customer who buys a lower-priced yo-yo.  While Andrew had had to modify his offering and pitch, it seemed that business was doing just fine.</p><p>Andrew's dad told me that his other son, Andrew's brother, forked over the money so Andrew could buy inventory and parts.  So, in a matter of weeks, this 10-year-old entrepreneur found a market (yo-yo owners), identified a need he could serve (fixing and upgrading yo-yos), secured an investor (his brother), and is now facing competitive pressure from a new market entrant. Indeed, the fundamentals of most businesses are the same as this: identify market pain, provide a superior solution, compete, modify strategy to adjust to the market, and repeat.</p><p>The biggest lesson I learned here was about competing with "free."  Many markets have free alternatives.  If companies were not able to compete with free, Microsoft would have been crushed by Linux, Oracle by MySQL, and the dot-com boom would have wiped out half of the world's brick and mortar economy.  Cable TV or satellite radio wouldn't exist.  And, yes, while services like Napster offered consumers the ability to download free music, Apple came along years later with iTunes and charged a fee per download.  Today, Apple is the most valuable technology company in the world.</p><p>In the end, the best product wins.  Focus on building a truly great product and offer it to your customers with great service to back it up.  People have proven time and time again that they'll choose (and pay for) a better product over a free one, whether a yo-yo upgrade or a digital Jefferson Airplane album.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Boxer-336x336_17062.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>A good product is always more important than the free alternative, even when you sell yo-yo upgrades.</p><p>I recently visited a colleague at home, where I met his 10-year-old son. When prompted by his dad, the boy--let's call him Andrew--told me about the yo-yo business he had founded with a classmate.</p><p>Andrew and his partner offer services to repair and upgrade yo-yos for tricks with new parts like extra-long string and inner-gear modifications.  With great pride, Andrew boasted that he made $13 his very first day in business.  Then he told me that business had gotten tougher.  "Some kid is trying to screw us," he elaborated.</p><p>Andrew's shop now has a new competitor that offers similar yo-yo services for free.  The boy's father, my colleague, was quick to exclaim, "He was Googled!"  The dad was, of course, alluding to Google's frequently-used strategy to make available free services in otherwise paid markets to rattle competition and gain market share for advertising-supported products.</p><p>Having built multiple businesses that compete with "free," I was absolutely fascinated by the conversation with the boy.  I asked the young entrepreneur how he's managing to compete with this free alternative.  Andrew was quick to say that his competitor is "only offering this service to become popular" and that his competitor's sales pitch is that "his parents are rich so he could afford to do it for free."</p><p>So, to combat that position, Andrew said he and his partner were highlighting that they offer higher-quality work and, aside from doing strong work for customers, don't have any ulterior, hidden motivations.  Andrew also told me that his competitor bought a $95 yo-yo and therefore, doesn't understand the needs of an average customer who buys a lower-priced yo-yo.  While Andrew had had to modify his offering and pitch, it seemed that business was doing just fine.</p><p>Andrew's dad told me that his other son, Andrew's brother, forked over the money so Andrew could buy inventory and parts.  So, in a matter of weeks, this 10-year-old entrepreneur found a market (yo-yo owners), identified a need he could serve (fixing and upgrading yo-yos), secured an investor (his brother), and is now facing competitive pressure from a new market entrant. Indeed, the fundamentals of most businesses are the same as this: identify market pain, provide a superior solution, compete, modify strategy to adjust to the market, and repeat.</p><p>The biggest lesson I learned here was about competing with "free."  Many markets have free alternatives.  If companies were not able to compete with free, Microsoft would have been crushed by Linux, Oracle by MySQL, and the dot-com boom would have wiped out half of the world's brick and mortar economy.  Cable TV or satellite radio wouldn't exist.  And, yes, while services like Napster offered consumers the ability to download free music, Apple came along years later with iTunes and charged a fee per download.  Today, Apple is the most valuable technology company in the world.</p><p>In the end, the best product wins.  Focus on building a truly great product and offer it to your customers with great service to back it up.  People have proven time and time again that they'll choose (and pay for) a better product over a free one, whether a yo-yo upgrade or a digital Jefferson Airplane album.</p><br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 13:00:50 -0400</pubDate>
			<dc:creator>Frank Addante</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/Boxer-336x336_17062.jpg" type="image/jpeg" length="23159" />
			<guid isPermaLink="false">http://www.inc.com/frank-addante/how-to-compete-with-free-and-win.html</guid>
			<media:content url="http://www.inc.com/uploaded_files/image/Boxer-336x336_17062.jpg" type="image/jpeg">
				<media:title type="plain">You Can Compete with Free--and Win</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/frank-addante/how-to-compete-with-free-and-win.html</feedburner:origLink></item>
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			<title>Biggest Hiring Mistake You'll Ever Make</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/md4oWxAUL7A/the-biggest-hiring-mistake-you-will-ever-make.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/job-interviews-bucket_13520.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Let a good one get away? That's a bad mistake but not the worst. Here's the one that trumps all the rest.</p><p>We've all hired people we just knew would be superstars... who turned out to be duds.</p><p>And we've all passed on people who turned out to be superstars at another company. (If you're like me, you regret the ones you let get away more than the ones you had to let go.)</p><p>Big mistakes? Sure&mdash;but not the biggest hiring mistake. Here's the biggest hiring mistake you can make:</p><p>Failing to follow up with and provide closure to every person who applies for a job.</p><p>Unfortunately it's a mistake most companies make. "According to our research, approximately 94% of the people who apply for a job don't get closure," says <a rel="nofollow" href="http://www.accolo.com/about-accolo/our-team/">John Younger</a>, founder and CEO of <a rel="nofollow" href="http://www.accolo.com">Accolo</a>, a cloud recruiting solutions provider. "And we've yet to meet a job seeker, hiring manager, recruiter, or company who feels that figure is off."</p><p>Why is failing to follow up with job seekers such a huge mistake?</p><p>One, it's incredibly rude. Say you pay me a compliment and instead of saying "thank you," I just turn and walk away. You'd feel a little bit pissed and a whole lot hurt, right?</p><p>So why is it okay when a person pays your business the highest compliment of all&mdash;by saying they would like to work for you and therefore spend more time with you than they do with their family&mdash;for you to ignore them and never respond?</p><p>Two, there are definite business repercussions. A friend of John's is the COO for a global retailer with over 100,000 employees. He spoke to someone who had applied for a job at one of the retailer's locations, and she said she was so upset by the way she was ignored that she would never shop there again.</p><p>"The company received approximately 3.5 million job applications a year," John says. "By not providing closure, how many customers - some of them huge fans of the brand, since most people want to work for a company they like&mdash;did they lose?"</p><p>The same principle extends to a small business in a small town. Say I apply for a job at your company. I'm excited. I'm hopeful. I want to work for you. I tell my friends I applied.</p><p>You don't respond. I'm in limbo until, eventually, I realize you never will.</p><p>My friends ask how it turned out. I tell them I never heard from you&mdash;not even a perfunctory, "Thanks, but no thanks."</p><p>Now what happens to the perception of your company? Of course you'll never know, because unlike customers who have a problem with your products or services, I won't complain. My friends won't complain.</p><p>We won't complain to you&mdash;but I promise we'll complain about you.</p><p>Before you post your next opening, determine how you will close the loop with everyone who responds or applies.</p><p>Maybe you'll use an <a rel="nofollow" href="http://www.accolo.com/our-solutions/product-offerings/product-comparison/">automated hiring and notification system</a> like the ones Accolo provides. Maybe you'll do it manually.</p><p>How you close the loop doesn't matter&mdash;as long as you are unfailingly prompt, courteous, and respectful.</p><p>Deciding which tools or processes to use isn't as important as deciding that you will always respond to every single person who wants to work for you.</p><p>They've hung themselves out there, professionally and emotionally, by applying&mdash;so never leave them hanging.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/job-interviews-bucket_13520.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Let a good one get away? That's a bad mistake but not the worst. Here's the one that trumps all the rest.</p><p>We've all hired people we just knew would be superstars... who turned out to be duds.</p><p>And we've all passed on people who turned out to be superstars at another company. (If you're like me, you regret the ones you let get away more than the ones you had to let go.)</p><p>Big mistakes? Sure&mdash;but not the biggest hiring mistake. Here's the biggest hiring mistake you can make:</p><p>Failing to follow up with and provide closure to every person who applies for a job.</p><p>Unfortunately it's a mistake most companies make. "According to our research, approximately 94% of the people who apply for a job don't get closure," says <a rel="nofollow" href="http://www.accolo.com/about-accolo/our-team/">John Younger</a>, founder and CEO of <a rel="nofollow" href="http://www.accolo.com">Accolo</a>, a cloud recruiting solutions provider. "And we've yet to meet a job seeker, hiring manager, recruiter, or company who feels that figure is off."</p><p>Why is failing to follow up with job seekers such a huge mistake?</p><p>One, it's incredibly rude. Say you pay me a compliment and instead of saying "thank you," I just turn and walk away. You'd feel a little bit pissed and a whole lot hurt, right?</p><p>So why is it okay when a person pays your business the highest compliment of all&mdash;by saying they would like to work for you and therefore spend more time with you than they do with their family&mdash;for you to ignore them and never respond?</p><p>Two, there are definite business repercussions. A friend of John's is the COO for a global retailer with over 100,000 employees. He spoke to someone who had applied for a job at one of the retailer's locations, and she said she was so upset by the way she was ignored that she would never shop there again.</p><p>"The company received approximately 3.5 million job applications a year," John says. "By not providing closure, how many customers - some of them huge fans of the brand, since most people want to work for a company they like&mdash;did they lose?"</p><p>The same principle extends to a small business in a small town. Say I apply for a job at your company. I'm excited. I'm hopeful. I want to work for you. I tell my friends I applied.</p><p>You don't respond. I'm in limbo until, eventually, I realize you never will.</p><p>My friends ask how it turned out. I tell them I never heard from you&mdash;not even a perfunctory, "Thanks, but no thanks."</p><p>Now what happens to the perception of your company? Of course you'll never know, because unlike customers who have a problem with your products or services, I won't complain. My friends won't complain.</p><p>We won't complain to you&mdash;but I promise we'll complain about you.</p><p>Before you post your next opening, determine how you will close the loop with everyone who responds or applies.</p><p>Maybe you'll use an <a rel="nofollow" href="http://www.accolo.com/our-solutions/product-offerings/product-comparison/">automated hiring and notification system</a> like the ones Accolo provides. Maybe you'll do it manually.</p><p>How you close the loop doesn't matter&mdash;as long as you are unfailingly prompt, courteous, and respectful.</p><p>Deciding which tools or processes to use isn't as important as deciding that you will always respond to every single person who wants to work for you.</p><p>They've hung themselves out there, professionally and emotionally, by applying&mdash;so never leave them hanging.</p><br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 12:35:58 -0400</pubDate>
			<dc:creator>Jeff Haden</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/job-interviews-pano_13520.jpg" type="image/jpeg" length="31505" />
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			<media:content url="http://www.inc.com/uploaded_files/image/job-interviews-pano_13520.jpg" type="image/jpeg">
				<media:title type="plain">Biggest Hiring Mistake You'll Ever Make</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/jeff-haden/the-biggest-hiring-mistake-you-will-ever-make.html</feedburner:origLink></item>
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			<title>The Hack That Helped Launch a Company</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/g_k2Cw94klk/the-hack-that-helped-launch-a-company.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/hacked-bucket_17060.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Start-up Voyager Mobile got hacked--and wound up tripling the media attention for its launch.</p><p>Sometimes being attacked by a cybercriminal might be a blessing in disguise.</p><p>Consider <a rel="nofollow" href="http://www.voyagermobile.com/" target="_blank">Voyager Mobile</a>, the new start-up that's reselling service on the Sprint mobile network, and getting lots of attention for three reasons. First, it's substantially undercutting most mobile prices, offering an unlimited talk/text plan for $19 a month, and an unlimited data/talk/text plan for $39 a month. Second, its founder is 22-year old New York University student John Mardini, who vows he won't drop out no matter what. Third, on what was supposed to be its official launch day, the site was hacked.</p>Three Times the Press<p>You'd think that last item would be a disaster for this young firm, but I'm not so sure. Consider this: The service announced its launch, to a fair amount of press. Then it announced it was delayed because of the hacking, which generated another bunch of news stories. Then a week later, the site launched for real. The third time around, some news outlets that hadn't covered it the first two times picked it up, including <a href="http://wire.inc.com/2012/05/21/22-year-old-launches-3rd-start-up/" target="_blank">Inc. Wire</a>.</p><p>In other words, the company wound up with three times the publicity it would have had if the launch had gone according to plan. And considering that even <a rel="nofollow" href="http://www.washingtonpost.com/national/national-security/cia-web-site-hacked/2011/06/15/AGGNphWH_story.html">the CIA's been hacked</a>, I'm betting not too many customers will be scared away by security concerns&ndash;especially once they get a look at those prices.</p><p>Though the hacking did result in extra publicity, Mardini says, "That was not our goal. We would have loved to launch on the 15th as we said we would."</p><p>Voyager Mobile has called the hack "malicious," but Mardini could not speculate as to who would have attacked his site, or why. "When we saw what happened, we just got into the mode of, 'How can we remedy the problem and not let it stop us?'" he says. "We've now taken the appropriate measures to make sure it doesn't happen again."</p>How Voyager Started the Company<p>Voyager Mobile is one of the growing crop of MVNOs (mobile virtual network operators). Common in Europe, they're a growing phenomenon here and offer an alternative to the major mobile carriers, usually at a substantially lower cost. They usually operate by buying services from the carriers wholesale and then reselling them to customers.</p><p>The fact that Mardini's seven-person company could become an MVNO made me think it must be easy to set one up, and indeed there are <a rel="nofollow" href="http://www.prepaidmvno.com/info/general-guidelines-on-how-to-set-up-an-mvno/" target="_blank">instructions</a> online for how to do it. But it was actually quite difficult, Mardini says. "It's a fair balancing act of technical aspects, partnerships, and legal elements with each state," he says. "It was difficult doing that while being a full-time NYU student."</p>How It Keeps Prices so Low<p>Nor will the major carriers wholesale to just anyone, he adds. "You have to be able to show what you're going to do that will make you different." In Voyager Mobile's case, the obvious differentiator is its low prices, achieved because the company has only seven employees, counting Mardini and his parents, and has automated and outsourced as many of its processes as possible.</p><p>"We are no-contract and we don't subsidize any of our handsets," he adds. "We have handsets ranging in price from around $120 to around $500. But when you're paying $19 or $39 for service, you'll see the savings coming in every month."</p><p>That's a much better deal than being locked in, with hefty fees for leaving your carrier, he adds. "There's this mindset: 'I have to get my phone from the carrier, so I'll sign a two-year contract.' We're trying to get people to see that it's much better to be free of contracts, buy the phone, and just pay for what you use."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/hacked-bucket_17060.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Start-up Voyager Mobile got hacked--and wound up tripling the media attention for its launch.</p><p>Sometimes being attacked by a cybercriminal might be a blessing in disguise.</p><p>Consider <a rel="nofollow" href="http://www.voyagermobile.com/" target="_blank">Voyager Mobile</a>, the new start-up that's reselling service on the Sprint mobile network, and getting lots of attention for three reasons. First, it's substantially undercutting most mobile prices, offering an unlimited talk/text plan for $19 a month, and an unlimited data/talk/text plan for $39 a month. Second, its founder is 22-year old New York University student John Mardini, who vows he won't drop out no matter what. Third, on what was supposed to be its official launch day, the site was hacked.</p>Three Times the Press<p>You'd think that last item would be a disaster for this young firm, but I'm not so sure. Consider this: The service announced its launch, to a fair amount of press. Then it announced it was delayed because of the hacking, which generated another bunch of news stories. Then a week later, the site launched for real. The third time around, some news outlets that hadn't covered it the first two times picked it up, including <a href="http://wire.inc.com/2012/05/21/22-year-old-launches-3rd-start-up/" target="_blank">Inc. Wire</a>.</p><p>In other words, the company wound up with three times the publicity it would have had if the launch had gone according to plan. And considering that even <a rel="nofollow" href="http://www.washingtonpost.com/national/national-security/cia-web-site-hacked/2011/06/15/AGGNphWH_story.html">the CIA's been hacked</a>, I'm betting not too many customers will be scared away by security concerns&ndash;especially once they get a look at those prices.</p><p>Though the hacking did result in extra publicity, Mardini says, "That was not our goal. We would have loved to launch on the 15th as we said we would."</p><p>Voyager Mobile has called the hack "malicious," but Mardini could not speculate as to who would have attacked his site, or why. "When we saw what happened, we just got into the mode of, 'How can we remedy the problem and not let it stop us?'" he says. "We've now taken the appropriate measures to make sure it doesn't happen again."</p>How Voyager Started the Company<p>Voyager Mobile is one of the growing crop of MVNOs (mobile virtual network operators). Common in Europe, they're a growing phenomenon here and offer an alternative to the major mobile carriers, usually at a substantially lower cost. They usually operate by buying services from the carriers wholesale and then reselling them to customers.</p><p>The fact that Mardini's seven-person company could become an MVNO made me think it must be easy to set one up, and indeed there are <a rel="nofollow" href="http://www.prepaidmvno.com/info/general-guidelines-on-how-to-set-up-an-mvno/" target="_blank">instructions</a> online for how to do it. But it was actually quite difficult, Mardini says. "It's a fair balancing act of technical aspects, partnerships, and legal elements with each state," he says. "It was difficult doing that while being a full-time NYU student."</p>How It Keeps Prices so Low<p>Nor will the major carriers wholesale to just anyone, he adds. "You have to be able to show what you're going to do that will make you different." In Voyager Mobile's case, the obvious differentiator is its low prices, achieved because the company has only seven employees, counting Mardini and his parents, and has automated and outsourced as many of its processes as possible.</p><p>"We are no-contract and we don't subsidize any of our handsets," he adds. "We have handsets ranging in price from around $120 to around $500. But when you're paying $19 or $39 for service, you'll see the savings coming in every month."</p><p>That's a much better deal than being locked in, with hefty fees for leaving your carrier, he adds. "There's this mindset: 'I have to get my phone from the carrier, so I'll sign a two-year contract.' We're trying to get people to see that it's much better to be free of contracts, buy the phone, and just pay for what you use."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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</div><img src="http://feeds.feedburner.com/~r/inc/headlines/~4/g_k2Cw94klk" height="1" width="1"/>]]></content:encoded>
			<pubDate>Wed, 23 May 2012 12:04:31 -0400</pubDate>
			<dc:creator>Minda Zetlin</dc:creator>
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				<media:title type="plain">The Hack That Helped Launch a Company</media:title>
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		<feedburner:origLink>http://www.inc.com/minda-zetlin/the-hack-that-helped-launch-a-company.html</feedburner:origLink></item>
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			<title>Private Markets Adjust to Life After Facebook</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/bMIAaXn0lgs/life-after-facebook-private-investment-markets-regroup.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/partymess-bucket_17058.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>With their big cash cow now a public company, secondary trading markets look beyond hot start-ups to fill the void.</p><p>It's a wonderful feeling to be in the right place at the right time. That's where SecondMarket and SharesPost found themselves during Facebook's private years.</p><p>The two companies are online investment markets where those who hold stock in non-public companies can sell it to wealthy individuals and institutions. And both did well selling shares owned by early Facebook investors and employees who wanted some liquidity&mdash;particularly as share prices traded in the $40 to $45 range and the marketplaces got cuts of the sales.</p><p>According to one estimate, a <a rel="nofollow" href="http://query.nytimes.com/gst/fullpage.html?res=9A06E7DA173AF930A35751C0A9649D8B63&amp;pagewanted=all">third of SecondMarket's revenue</a> last year came from trading Facebook shares. But clearly those days are over, now that the social network giant has gone public (with share prices <a rel="nofollow" href="http://www.google.com/hostednews/ap/article/ALeqM5iSCoKawFDZ-hKz0AClOs26zP6QtQ?docId=cd6bfa54b16842deab72b881b244b8d1">well off the $38 IPO price</a>). Now both face a problem common to rapidly growing businesses: After you've ridden the first zeitgeist, where you do find the next one?</p>The Next Crop of Hot Start-ups<p>It's not that no other shares will trade. Go to SharesPost, for example, to see the <a rel="nofollow" href="https://www.sharespost.com/companies">list of companies</a>. Check for those with offers to buy or sell and the 149 companies drop to 18. There are some notable names left: Square, Pinterest, Gilt Group, and Etsy, to mention a few. SecondMarket has thousands of users watching for shares of Twitter, Dropbox, and Foursquare, among others.</p><p>All these companies have promise, particularly as employees look to cash in at least some of their holdings sooner rather than later. And the Facebook experience suggests that when the amount of stock available to trade is slim, investors might pay more than they would in an IPO.</p><p>But that still probably doesn't replace the business that Facebook supplied. (If it could, Facebook's reported share of SecondMarket's revenue would likely have been much lower.) <a rel="nofollow" href="https://www.sharespost.com/">SharesPost lists "recent" offerings</a>, but the newest were $15 million in Facebook stock and $10 million in TrueCar shares back in December 2011. Additionally, some companies don't want shares traded on private markets, and are prohibiting employees from doing so, as Facebook eventually did.</p>Looking Beyond Start-ups<p>So the companies are doing what any entrepreneur would in the circumstances: trying to expand into additional markets. SecondMarket already trades in community bank stock, fixed income securities, and bankruptcy claims, for example, and <a rel="nofollow" href="http://www.bloomberg.com/news/2012-05-17/secondmarket-acts-to-offset-facebook-fees-selling-wine-correct-.html">plans to expand</a> into such areas as wine and distressed residential loans.</p><p>It might seem a bit of a stretch, but remember that the only people to whom either company can legally sell are accredited investors. The law defines accredited investors as those with a net worth of $1 million, excluding a primary residence, or an income of $200,000 or more ($300,000 or more with a spouse) in each of the last two years with the likelihood that the income will remain the same or increase in the current year. </p><p>One possible partial savior for both companies could be the recent <a href="http://www.inc.com/eric-schurenberg/what-jobs-act-will-do-for-you.html">JOBS Act</a>, which makes it easier for smaller companies to seek investment, often through such platforms as SecondMarket and SharesPost.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=b6c043878b376e386a67b9e7b8661e41&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=b6c043878b376e386a67b9e7b8661e41&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/partymess-bucket_17058.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>With their big cash cow now a public company, secondary trading markets look beyond hot start-ups to fill the void.</p><p>It's a wonderful feeling to be in the right place at the right time. That's where SecondMarket and SharesPost found themselves during Facebook's private years.</p><p>The two companies are online investment markets where those who hold stock in non-public companies can sell it to wealthy individuals and institutions. And both did well selling shares owned by early Facebook investors and employees who wanted some liquidity&mdash;particularly as share prices traded in the $40 to $45 range and the marketplaces got cuts of the sales.</p><p>According to one estimate, a <a rel="nofollow" href="http://query.nytimes.com/gst/fullpage.html?res=9A06E7DA173AF930A35751C0A9649D8B63&amp;pagewanted=all">third of SecondMarket's revenue</a> last year came from trading Facebook shares. But clearly those days are over, now that the social network giant has gone public (with share prices <a rel="nofollow" href="http://www.google.com/hostednews/ap/article/ALeqM5iSCoKawFDZ-hKz0AClOs26zP6QtQ?docId=cd6bfa54b16842deab72b881b244b8d1">well off the $38 IPO price</a>). Now both face a problem common to rapidly growing businesses: After you've ridden the first zeitgeist, where you do find the next one?</p>The Next Crop of Hot Start-ups<p>It's not that no other shares will trade. Go to SharesPost, for example, to see the <a rel="nofollow" href="https://www.sharespost.com/companies">list of companies</a>. Check for those with offers to buy or sell and the 149 companies drop to 18. There are some notable names left: Square, Pinterest, Gilt Group, and Etsy, to mention a few. SecondMarket has thousands of users watching for shares of Twitter, Dropbox, and Foursquare, among others.</p><p>All these companies have promise, particularly as employees look to cash in at least some of their holdings sooner rather than later. And the Facebook experience suggests that when the amount of stock available to trade is slim, investors might pay more than they would in an IPO.</p><p>But that still probably doesn't replace the business that Facebook supplied. (If it could, Facebook's reported share of SecondMarket's revenue would likely have been much lower.) <a rel="nofollow" href="https://www.sharespost.com/">SharesPost lists "recent" offerings</a>, but the newest were $15 million in Facebook stock and $10 million in TrueCar shares back in December 2011. Additionally, some companies don't want shares traded on private markets, and are prohibiting employees from doing so, as Facebook eventually did.</p>Looking Beyond Start-ups<p>So the companies are doing what any entrepreneur would in the circumstances: trying to expand into additional markets. SecondMarket already trades in community bank stock, fixed income securities, and bankruptcy claims, for example, and <a rel="nofollow" href="http://www.bloomberg.com/news/2012-05-17/secondmarket-acts-to-offset-facebook-fees-selling-wine-correct-.html">plans to expand</a> into such areas as wine and distressed residential loans.</p><p>It might seem a bit of a stretch, but remember that the only people to whom either company can legally sell are accredited investors. The law defines accredited investors as those with a net worth of $1 million, excluding a primary residence, or an income of $200,000 or more ($300,000 or more with a spouse) in each of the last two years with the likelihood that the income will remain the same or increase in the current year. </p><p>One possible partial savior for both companies could be the recent <a href="http://www.inc.com/eric-schurenberg/what-jobs-act-will-do-for-you.html">JOBS Act</a>, which makes it easier for smaller companies to seek investment, often through such platforms as SecondMarket and SharesPost.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 11:38:07 -0400</pubDate>
			<dc:creator>Erik Sherman</dc:creator>
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				<media:title type="plain">Private Markets Adjust to Life After Facebook</media:title>
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			<pubDate>Wed, 23 May 2012 11:38:07 -0400</pubDate>
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			<title>6 Tips for Getting Government Contracts</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/98AiRE43O3s/tips-for-landing-government-contracts.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/US-Capitol-during-the-Bicentennial-of-the-Constitution-Celebration_bkt_17064.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The SBA brought together government contractors and entrepreneurs for nearly four hours of instruction in how small businesses can go to work for Uncle Sam. Here's what we learned.</p><p>Federal spending is up. No matter how you might feel about that politically, it means great opportunity for government contractors. And that in turn means unprecedented opportunity for small and emerging businesses.</p><p>Here at <a href="http://www.nationalsmallbusinessweek.com" target="_blank">National Small Business Week</a>, the SBA set up a total of nearly four hours of training on how to compete for federal government contracts&mdash;with panelists including top SBA officials, contractors, and those who recruit subcontractors for the country's largest companies&mdash;companies that do a lot of government business.</p><p>Granted, there's something a bit meta about the U.S. government running classes on how to sell stuff to the U.S. government. But setting that aside, whether you want to contract directly with the government or carve out a niche as a subcontractor, we learned six key things about getting on the government payroll.</p><p><b>1. Really, truly know your business.</b></p><p><b></b>There are currently at least 31,000 federal contacting opportunities listed on the <a href="https://www.fbo.gov/">government's clearinghouse website</a> (more on that in a minute).  But, in a way, 31,000 is worse than zero&mdash;at least if it's your role to comb through them all and figure out which ones you might actually want to compete for.</p><p>Well, the No. 1 bit of advice heard at the SBA training was to make sure you know your own company inside and out, and understand exactly what it is you have to offer. That can narrow scope of your search considerably.</p><p>"Own your own destiny," said Diane Marsden, manager of the small business office at Booz Allen Hamilton. "You have to get down to a level of granularity. You have to articulate what you do."</p><p><b>2. Be aware of your advantages before stepping into competition.</b></p><p>Small businesses can feel like they're at a disadvantage when competing against larger entities. Sure, you might be more nimble or customer-focused than a big organization with a matching bureaucracy, but playing with big boys can feel like a real fight.</p><p>In government contracting, however, that model can be turned on its head. For one thing, the government formally sets aside opportunities run by <a href="http://www.sba.gov/content/women-owned-small-business-wosb-program-certification">women</a>, members of economically or socially <a href="http://www.sba.gov/content/8a-business-development">disadvantaged groups</a>, service-connected <a href="http://www.sba.gov/content/veteran-service-disabled-veteran-owned">disabled veterans</a>, and businesses located in certain <a href="http://www.sba.gov/hubzone/">underprivileged geographic areas</a>. (Of course, there are a lot of restrictions; see each program for more details.)</p><p>Beyond that, the government tries to set aside about a quarter of its contracts for small businesses. That's a goal, not a reality&mdash;but it sets the tone.</p><p><b>3. Get comfy with all the paperwork.</b></p><p>If you want to do business directly with the U.S. Government, your company needs to be registered with the <a href="https://www.bpn.gov/ccr/">Central Contractor Registration database</a>. CCR can also be a great tool for you, as well, because it lets you look at how many competitors in your industry are already doing business with the government. Maybe it will clue you in to what makes a business attractive to the feds, or even give you an idea about subcontractor opportunities.</p><p><b>4. And we mean all the paperwork.</b></p><p>For all the government contracts out there, landing them isn't easy. Another way to get  federal is to work as a subcontractor for larger companies. These big contractors usually maintain their own databases of potential subcontractor partners, and you have to register with them separately from the government's site. Check out the big firms' websites of course, but also keep in mind <a href="https://www.supplier-connection.net">Supplier Connection</a>, a shared database that connects potential subcontractors to 16 major contractors. Included are AT&amp;T, Bank of America, Facebook, IBM, John Deere, JP Morgan Chase &amp; Co., Kelloggs, UPS, and others.</p><p><b>5. Check the government database.</b></p><p>In theory, every single government contract going out for bid is supposed to be listed on <a href="http://www.fbo.gov" target="_blank">www.fbo.gov</a>, known colloquially as "Fed Biz Opps."  Again, besides bidding for contracts yourself, keep in mind that this might clue you in on contracts that larger entities might go after. That might mean opportunities to latch on as a subcontractor.</p><p><b>6. Build lasting human relationships.</b></p><p>Sure, government can seem impersonal, but relationships are very important. It's easy to lean too hard on cold calls and databases. So while filling out the forms is a prerequisite, get out of the office, network, and try to meet the decision makers both in the government and in the large contractors. And do it in person, if possible.</p><p>"Choose two or three agencies where you think you can do work," suggested Bill Polizos, director of the small business program at AT&amp;T Government Solutions. "Go to the events they hold so you can learn as much as you can about opportunities. As you do that, you'll bump into us."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=41564cb425816370d7a4727399d17761&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=41564cb425816370d7a4727399d17761&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/US-Capitol-during-the-Bicentennial-of-the-Constitution-Celebration_bkt_17064.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The SBA brought together government contractors and entrepreneurs for nearly four hours of instruction in how small businesses can go to work for Uncle Sam. Here's what we learned.</p><p>Federal spending is up. No matter how you might feel about that politically, it means great opportunity for government contractors. And that in turn means unprecedented opportunity for small and emerging businesses.</p><p>Here at <a href="http://www.nationalsmallbusinessweek.com" target="_blank">National Small Business Week</a>, the SBA set up a total of nearly four hours of training on how to compete for federal government contracts&mdash;with panelists including top SBA officials, contractors, and those who recruit subcontractors for the country's largest companies&mdash;companies that do a lot of government business.</p><p>Granted, there's something a bit meta about the U.S. government running classes on how to sell stuff to the U.S. government. But setting that aside, whether you want to contract directly with the government or carve out a niche as a subcontractor, we learned six key things about getting on the government payroll.</p><p><b>1. Really, truly know your business.</b></p><p><b></b>There are currently at least 31,000 federal contacting opportunities listed on the <a href="https://www.fbo.gov/">government's clearinghouse website</a> (more on that in a minute).  But, in a way, 31,000 is worse than zero&mdash;at least if it's your role to comb through them all and figure out which ones you might actually want to compete for.</p><p>Well, the No. 1 bit of advice heard at the SBA training was to make sure you know your own company inside and out, and understand exactly what it is you have to offer. That can narrow scope of your search considerably.</p><p>"Own your own destiny," said Diane Marsden, manager of the small business office at Booz Allen Hamilton. "You have to get down to a level of granularity. You have to articulate what you do."</p><p><b>2. Be aware of your advantages before stepping into competition.</b></p><p>Small businesses can feel like they're at a disadvantage when competing against larger entities. Sure, you might be more nimble or customer-focused than a big organization with a matching bureaucracy, but playing with big boys can feel like a real fight.</p><p>In government contracting, however, that model can be turned on its head. For one thing, the government formally sets aside opportunities run by <a href="http://www.sba.gov/content/women-owned-small-business-wosb-program-certification">women</a>, members of economically or socially <a href="http://www.sba.gov/content/8a-business-development">disadvantaged groups</a>, service-connected <a href="http://www.sba.gov/content/veteran-service-disabled-veteran-owned">disabled veterans</a>, and businesses located in certain <a href="http://www.sba.gov/hubzone/">underprivileged geographic areas</a>. (Of course, there are a lot of restrictions; see each program for more details.)</p><p>Beyond that, the government tries to set aside about a quarter of its contracts for small businesses. That's a goal, not a reality&mdash;but it sets the tone.</p><p><b>3. Get comfy with all the paperwork.</b></p><p>If you want to do business directly with the U.S. Government, your company needs to be registered with the <a href="https://www.bpn.gov/ccr/">Central Contractor Registration database</a>. CCR can also be a great tool for you, as well, because it lets you look at how many competitors in your industry are already doing business with the government. Maybe it will clue you in to what makes a business attractive to the feds, or even give you an idea about subcontractor opportunities.</p><p><b>4. And we mean all the paperwork.</b></p><p>For all the government contracts out there, landing them isn't easy. Another way to get  federal is to work as a subcontractor for larger companies. These big contractors usually maintain their own databases of potential subcontractor partners, and you have to register with them separately from the government's site. Check out the big firms' websites of course, but also keep in mind <a href="https://www.supplier-connection.net">Supplier Connection</a>, a shared database that connects potential subcontractors to 16 major contractors. Included are AT&amp;T, Bank of America, Facebook, IBM, John Deere, JP Morgan Chase &amp; Co., Kelloggs, UPS, and others.</p><p><b>5. Check the government database.</b></p><p>In theory, every single government contract going out for bid is supposed to be listed on <a href="http://www.fbo.gov" target="_blank">www.fbo.gov</a>, known colloquially as "Fed Biz Opps."  Again, besides bidding for contracts yourself, keep in mind that this might clue you in on contracts that larger entities might go after. That might mean opportunities to latch on as a subcontractor.</p><p><b>6. Build lasting human relationships.</b></p><p>Sure, government can seem impersonal, but relationships are very important. It's easy to lean too hard on cold calls and databases. So while filling out the forms is a prerequisite, get out of the office, network, and try to meet the decision makers both in the government and in the large contractors. And do it in person, if possible.</p><p>"Choose two or three agencies where you think you can do work," suggested Bill Polizos, director of the small business program at AT&amp;T Government Solutions. "Go to the events they hold so you can learn as much as you can about opportunities. As you do that, you'll bump into us."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 11:05:00 -0400</pubDate>
			<dc:creator>Bill Murphy, Jr.</dc:creator>
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				<media:title type="plain">6 Tips for Getting Government Contracts</media:title>
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			<title>To Groupon or Not to Groupon?</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/N837odJXMyc/understand-your-customers-before-you-sign-up-for-a-groupon-like-daily-deal.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/groupon_livingsocial_etc-336x270_17053.jpg' align='left' style='margin-right: 10px;' alt='istockphoto/fazon1'><br><p>Understand your customers--and the possible return, if any--before you make a Groupon-like offer.</p><p>In the past several years, the world has seen a huge increase in daily deal sites.  There has also been a surge in "on premise" offers like those from Foursquare, which recently announced it would start to offer personalized discounts to in-store customers in July.</p><p>Yet, with all the activity, Groupon, one of the leaders in the industry, has also announced disappointing financial results and a change in the monetary split between what the merchant demands verses what Groupon keeps.</p><p>There is much speculation among business owners and retailers around the value (or lack thereof) in signing up to make one of these offers.</p><p>When you assess a new technology or offer, it's essential to understand not only what will attract a customer to act on an offer but also why she will act that way, and what the resulting long-term customer behavior will be after conversion. Of course, this is true with Groupon-like coupons.</p><p>My team at <a rel="nofollow" href="http://www.userinsight.com">User Insight</a> has conducted research in this space, and identified distinct types of coupon or "deal"-seeking customers. By understanding these types, and their underlying motivations, you can identify the value one of these deals could bring to your business long-term.</p><p>Let's look at two primary types of coupon users:</p><p><b>The casual couponer</b></p><p>This consumer takes advantage of a deal just because it's there. She doesn't plan her life (or the products she purchases) around a discount offer.  She will act on a coupon or deal to do something that she was planning to do anyway. Think of her mindset like this: brand first, coupon second.</p><p>You should use couponing systems like Groupon to introduce yourself to this consumer, but understand that unless you're using the discount to introduce a new item or service, you're likely going to lose revenue overall. This deal-using shopper probably would have bought from you anyway. And, she will not change purchasing behaviors going forward, unless her experience with you is exceptional.</p><p>To capitalize on this customer's interest on a long-term basis, you must build an experience that goes beyond merely making the offer. This customer will not return just to "get a deal" or "because of a deal."  You will gain her loyalty and repeat business only by delivering an exceptional product or service.</p><p><b>The reward seeker</b></p><p>For this consumer, the coupon is the defining purchase rationale. He is not loyal to a brand. I'd suggest you envision this mindset as coupon first, brand second.</p><p>Once a shopper like this uses your coupon, he moves on to the next deal.  If you are seeking to increase sales for a short period of time, offering a deal or a coupon is a good way to attract this group.</p><p>But in order to keep him around, you must build a compelling incentive program, one that is achievable and keeps him coming back time after time for more discounts and offers. For this deal seeker, getting a deal is a type of game play.</p><p>For all deal seekers, unless you have serious brand cachet (like, say, the Starbucks app), participating in a Groupon or Foursquare rewards program (or one like it) is going to provide you better return over trying to build your own. The systems that address both attraction and retention will be the long term contenders.</p><p>One commonality occurs across both types of shoppers. Any deal better be easy to understand, and use. No shopper wants to download multiple apps, or wade through complicated security. It's got to be at least as easy as taking a coupon to the register and walking out.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=777bb86a0e28b1f1db18a1ecdf26279c&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=777bb86a0e28b1f1db18a1ecdf26279c&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/groupon_livingsocial_etc-336x270_17053.jpg' align='left' style='margin-right: 10px;' alt='istockphoto/fazon1'><br><p>Understand your customers--and the possible return, if any--before you make a Groupon-like offer.</p><p>In the past several years, the world has seen a huge increase in daily deal sites.  There has also been a surge in "on premise" offers like those from Foursquare, which recently announced it would start to offer personalized discounts to in-store customers in July.</p><p>Yet, with all the activity, Groupon, one of the leaders in the industry, has also announced disappointing financial results and a change in the monetary split between what the merchant demands verses what Groupon keeps.</p><p>There is much speculation among business owners and retailers around the value (or lack thereof) in signing up to make one of these offers.</p><p>When you assess a new technology or offer, it's essential to understand not only what will attract a customer to act on an offer but also why she will act that way, and what the resulting long-term customer behavior will be after conversion. Of course, this is true with Groupon-like coupons.</p><p>My team at <a rel="nofollow" href="http://www.userinsight.com">User Insight</a> has conducted research in this space, and identified distinct types of coupon or "deal"-seeking customers. By understanding these types, and their underlying motivations, you can identify the value one of these deals could bring to your business long-term.</p><p>Let's look at two primary types of coupon users:</p><p><b>The casual couponer</b></p><p>This consumer takes advantage of a deal just because it's there. She doesn't plan her life (or the products she purchases) around a discount offer.  She will act on a coupon or deal to do something that she was planning to do anyway. Think of her mindset like this: brand first, coupon second.</p><p>You should use couponing systems like Groupon to introduce yourself to this consumer, but understand that unless you're using the discount to introduce a new item or service, you're likely going to lose revenue overall. This deal-using shopper probably would have bought from you anyway. And, she will not change purchasing behaviors going forward, unless her experience with you is exceptional.</p><p>To capitalize on this customer's interest on a long-term basis, you must build an experience that goes beyond merely making the offer. This customer will not return just to "get a deal" or "because of a deal."  You will gain her loyalty and repeat business only by delivering an exceptional product or service.</p><p><b>The reward seeker</b></p><p>For this consumer, the coupon is the defining purchase rationale. He is not loyal to a brand. I'd suggest you envision this mindset as coupon first, brand second.</p><p>Once a shopper like this uses your coupon, he moves on to the next deal.  If you are seeking to increase sales for a short period of time, offering a deal or a coupon is a good way to attract this group.</p><p>But in order to keep him around, you must build a compelling incentive program, one that is achievable and keeps him coming back time after time for more discounts and offers. For this deal seeker, getting a deal is a type of game play.</p><p>For all deal seekers, unless you have serious brand cachet (like, say, the Starbucks app), participating in a Groupon or Foursquare rewards program (or one like it) is going to provide you better return over trying to build your own. The systems that address both attraction and retention will be the long term contenders.</p><p>One commonality occurs across both types of shoppers. Any deal better be easy to understand, and use. No shopper wants to download multiple apps, or wade through complicated security. It's got to be at least as easy as taking a coupon to the register and walking out.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 10:20:40 -0400</pubDate>
			<dc:creator>Eric V. Holtzclaw</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/groupon_livingsocial_etc-336x270_17053.jpg" type="image/jpeg" length="43176" />
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			<media:content url="http://www.inc.com/uploaded_files/image/groupon_livingsocial_etc-336x270_17053.jpg" type="image/jpeg">
				<media:title type="plain">To Groupon or Not to Groupon?</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/eric-v-holtzclaw/understand-your-customers-before-you-sign-up-for-a-groupon-like-daily-deal.html</feedburner:origLink></item>
		<item>
			<title>Never Be an Employee Again</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/hb5ZCuLzvDI/kevin-meehan-kali-dining-roving-dinner-party-business.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_Kevin_Meehan_336x336-bucket_17052.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Kevin Meehan had climbed the ladder of the culinary scene, but yearned to be his own boss. Now he's broken out and is pioneering a whole new movement in dining.</p><p>Chef Kevin Meehan, 35, did all the right things for success in the restaurant world: He studied at Johnson &amp; Wales, apprenticed at a Michelin-starred establishment in Europe, and worked his way up at chic Los Angeles restaurants such as L'Orangerie, Bastide, and Patina before landing the executive chef job at Caf&eacute; Pinot. Why did he decide to give it up to launch a 10-seat pop-up called <a rel="nofollow" href="http://www.kalidining.com/" target="_blank">Kali Dining</a> in February? To find success on his own terms. His roving "dinner party" concept (which has monthly runs in one residential location moving on to the next one) has been sold out since its inception and is now on its fourth installment. He seems to be well on his way.</p><p class="p1"><b>So, roving dinner parties? What was your motivation for doing something no one has ever done before?<br /></b>I was working at Caf&eacute; Pinot for a long time. The restaurant was going through some changes as was myself, and I wanted to take some time away. I went to Japan and Korea with my wife for three-and-a-half weeks and was inspired by the cuisine and the small restaurants. I wanted to fall back in love and rejuvenate my culinary arts.</p><p><b>Walk me through the logistics of starting-up.<br /></b>I made an initial investment and bought a glasses, plateware, and things because I wanted to make it a fine-dining experience. I had friends help out as servers and design the website. A friend of mine, who I go hunting with, donates meats; farmers give me a discount because they know what I'm doing. As for locations, people come and they love the idea and they're like, "Hey, I&rsquo;m leaving for Hawaii, why don't you use my space while I'm gone?" Right now I'm renting from twins and they said, "Just pay my rent for a month and we'll stay at our boyfriends' house." The first one was in my guest house and I had a little induction burner and a little minibar fridge. It was so Mickey Mouse, but I put out four-star meals.</p><p><b>Did you feel something was lacking in your previous experience?<br /></b>I was in a corporate environment, and it was very busy. Its main focus wasn't presentation and food. It was a business, and it was a great business. It served its purpose and I had a great time in my last job. I really have nothing bad to say, I left on good terms. But for me to get my own restaurant and do the next thing, I needed to do this. And I don&rsquo;t regret my actions so far. Kali Dining is a way for me to be the best I could be.</p><p><b>What's the inspiration for your dishes?<br /></b>I read a lot of books, I look at a lot of websites, I dine out, I go to the market. Lately, I've been foraging in the wilderness. I have a big Ikea bag just full of things from the woods. Last week I discovered something new: You know when you go to a freshwater pond and you see something that looks like a hotdog on a long reed that looks like bamboo? On the base is what looks like a leek. And if you peel back the layers that are fibrous, the heart of it is really tender and juicy and tastes like a raw cucumber. Not only is it local and fresh, it's wild and it's something that people really can't get anywhere else.</p><p>Another thing about Kali Dining that really winds my clock is I get to create an environment that people really don't have an opportunity to do anywhere else. Tonight I have eight people coming in and they don't know each other and they're gonna sit down and get to know each other, network, have a couple glasses of wine. I have had 50, 60 installations by now and I haven't had one night where it didn't work out. It's fun for me. I'm a host&mdash;I don&rsquo;t really see myself as a caterer by any means&mdash;and it's a great way for me to meet new people and explore the art of cooking at the same time.</p><p><b>What's next?<br /></b>I've been talking to investors about possibly a permanent thing, which is what I'd really like to do. Until then, I have a great job and I'm my own boss. I never want to be an employee ever again.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=cc6fd9e64484dcc0af7b4c8f1091e659&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=cc6fd9e64484dcc0af7b4c8f1091e659&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_Kevin_Meehan_336x336-bucket_17052.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Kevin Meehan had climbed the ladder of the culinary scene, but yearned to be his own boss. Now he's broken out and is pioneering a whole new movement in dining.</p><p>Chef Kevin Meehan, 35, did all the right things for success in the restaurant world: He studied at Johnson &amp; Wales, apprenticed at a Michelin-starred establishment in Europe, and worked his way up at chic Los Angeles restaurants such as L'Orangerie, Bastide, and Patina before landing the executive chef job at Caf&eacute; Pinot. Why did he decide to give it up to launch a 10-seat pop-up called <a rel="nofollow" href="http://www.kalidining.com/" target="_blank">Kali Dining</a> in February? To find success on his own terms. His roving "dinner party" concept (which has monthly runs in one residential location moving on to the next one) has been sold out since its inception and is now on its fourth installment. He seems to be well on his way.</p><p class="p1"><b>So, roving dinner parties? What was your motivation for doing something no one has ever done before?<br /></b>I was working at Caf&eacute; Pinot for a long time. The restaurant was going through some changes as was myself, and I wanted to take some time away. I went to Japan and Korea with my wife for three-and-a-half weeks and was inspired by the cuisine and the small restaurants. I wanted to fall back in love and rejuvenate my culinary arts.</p><p><b>Walk me through the logistics of starting-up.<br /></b>I made an initial investment and bought a glasses, plateware, and things because I wanted to make it a fine-dining experience. I had friends help out as servers and design the website. A friend of mine, who I go hunting with, donates meats; farmers give me a discount because they know what I'm doing. As for locations, people come and they love the idea and they're like, "Hey, I&rsquo;m leaving for Hawaii, why don't you use my space while I'm gone?" Right now I'm renting from twins and they said, "Just pay my rent for a month and we'll stay at our boyfriends' house." The first one was in my guest house and I had a little induction burner and a little minibar fridge. It was so Mickey Mouse, but I put out four-star meals.</p><p><b>Did you feel something was lacking in your previous experience?<br /></b>I was in a corporate environment, and it was very busy. Its main focus wasn't presentation and food. It was a business, and it was a great business. It served its purpose and I had a great time in my last job. I really have nothing bad to say, I left on good terms. But for me to get my own restaurant and do the next thing, I needed to do this. And I don&rsquo;t regret my actions so far. Kali Dining is a way for me to be the best I could be.</p><p><b>What's the inspiration for your dishes?<br /></b>I read a lot of books, I look at a lot of websites, I dine out, I go to the market. Lately, I've been foraging in the wilderness. I have a big Ikea bag just full of things from the woods. Last week I discovered something new: You know when you go to a freshwater pond and you see something that looks like a hotdog on a long reed that looks like bamboo? On the base is what looks like a leek. And if you peel back the layers that are fibrous, the heart of it is really tender and juicy and tastes like a raw cucumber. Not only is it local and fresh, it's wild and it's something that people really can't get anywhere else.</p><p>Another thing about Kali Dining that really winds my clock is I get to create an environment that people really don't have an opportunity to do anywhere else. Tonight I have eight people coming in and they don't know each other and they're gonna sit down and get to know each other, network, have a couple glasses of wine. I have had 50, 60 installations by now and I haven't had one night where it didn't work out. It's fun for me. I'm a host&mdash;I don&rsquo;t really see myself as a caterer by any means&mdash;and it's a great way for me to meet new people and explore the art of cooking at the same time.</p><p><b>What's next?<br /></b>I've been talking to investors about possibly a permanent thing, which is what I'd really like to do. Until then, I have a great job and I'm my own boss. I never want to be an employee ever again.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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</div><img src="http://feeds.feedburner.com/~r/inc/headlines/~4/hb5ZCuLzvDI" height="1" width="1"/>]]></content:encoded>
			<pubDate>Wed, 23 May 2012 09:20:00 -0400</pubDate>
			<dc:creator>Clarissa Cruz</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/052212_Kevin_Meehan_575x270-panoramic_17052.jpg" type="image/jpeg" length="54596" />
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			<media:content url="http://www.inc.com/uploaded_files/image/052212_Kevin_Meehan_575x270-panoramic_17052.jpg" type="image/jpeg">
				<media:title type="plain">Never Be an Employee Again</media:title>
			</media:content>
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		<item>
			<title>The Importance of Giving Back</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/t4-Ho5eU6k8/the-importance-of-giving-back.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/giving-back-bkt_17048.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>We volunteer at soup kitchens. We tutor kids. We donate. Not only is helping your community the right thing to do--it's also good business.</p><p>I was urgently needed to attend a meeting downstairs.  Something seemed odd&mdash;I didn't remember planning a meeting&mdash;but I went with it.</p><p>Seconds after I arrived downstairs, 10 people dressed in capes came marching into our office banging drums.  One of them stood on a desk and unrolled a long scroll and read the message from Rick Shadyac, the CEO of ALSAC (the fundraising arm of St. Jude Children&rsquo;s Research Hospital). We had surpassed $1 million dollars raised for the children of St. Jude. </p><p>Our relationship with St. Jude has grown steadily over the last few years, as we've made visits to the hospital in Memphis and have built in partnerships to the research hospital from our various events. Our latest partnership with our Warrior Dash brand exploded in 2012, and we're on pace to raise several million dollars this year alone through the St. Jude Heroes, Music Gives, and St. Jude Warriors programs. </p><p>Why, you ask? Because not only is it good business, but it's also the right thing to do. And it just feels good.</p><p>Red Frog Events embraces giving back so much so that it's one of our 10 beliefs: We have big hearts and give back. It&rsquo;s a part of who we are, and St. Jude is really just the beginning. </p><p>We've also given back to our local Chicago community in a big way.  We sponsored a heart for the Hearts A Bluhm campaign on Michigan Avenue in Chicago to help spread awareness for cardiovascular disease, regularly serve meals at a local soup kitchen (my personal favorite), sort food at the Greater Chicago Food Depository, and are involved with SPARK Chicago by mentoring middle school students.</p><p>That's just the start.  </p><p>There are plenty of reasons your business should give back by either building in a social mission to your business&mdash;or simply imploring your employees to choose causes and volunteer. Here's why:</p><li>It feels good. Giving back reminds you of how lucky you are.</li><li>Relationship building. Through our community involvement we&rsquo;ve developed quality relationships that have helped us in other ways.</li><li>Recruitment. People look to work for companies that care.</li><li>Giving back makes jobs more engaging and engaged employees are more productive employees.</li><p>For us at Red Frog Events, it all seems to come really naturally. That might be because we only hire people who are nice to the core.  As it turns out, those people feel compelled to give back. It also happens to make me proud to be surrounded by some of the nicest, brightest people in the world every day!</p><p>Cheers to $1 million and counting.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=087657f61748bd4fdf3ef9445895b67b&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=087657f61748bd4fdf3ef9445895b67b&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/giving-back-bkt_17048.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>We volunteer at soup kitchens. We tutor kids. We donate. Not only is helping your community the right thing to do--it's also good business.</p><p>I was urgently needed to attend a meeting downstairs.  Something seemed odd&mdash;I didn't remember planning a meeting&mdash;but I went with it.</p><p>Seconds after I arrived downstairs, 10 people dressed in capes came marching into our office banging drums.  One of them stood on a desk and unrolled a long scroll and read the message from Rick Shadyac, the CEO of ALSAC (the fundraising arm of St. Jude Children&rsquo;s Research Hospital). We had surpassed $1 million dollars raised for the children of St. Jude. </p><p>Our relationship with St. Jude has grown steadily over the last few years, as we've made visits to the hospital in Memphis and have built in partnerships to the research hospital from our various events. Our latest partnership with our Warrior Dash brand exploded in 2012, and we're on pace to raise several million dollars this year alone through the St. Jude Heroes, Music Gives, and St. Jude Warriors programs. </p><p>Why, you ask? Because not only is it good business, but it's also the right thing to do. And it just feels good.</p><p>Red Frog Events embraces giving back so much so that it's one of our 10 beliefs: We have big hearts and give back. It&rsquo;s a part of who we are, and St. Jude is really just the beginning. </p><p>We've also given back to our local Chicago community in a big way.  We sponsored a heart for the Hearts A Bluhm campaign on Michigan Avenue in Chicago to help spread awareness for cardiovascular disease, regularly serve meals at a local soup kitchen (my personal favorite), sort food at the Greater Chicago Food Depository, and are involved with SPARK Chicago by mentoring middle school students.</p><p>That's just the start.  </p><p>There are plenty of reasons your business should give back by either building in a social mission to your business&mdash;or simply imploring your employees to choose causes and volunteer. Here's why:</p><li>It feels good. Giving back reminds you of how lucky you are.</li><li>Relationship building. Through our community involvement we&rsquo;ve developed quality relationships that have helped us in other ways.</li><li>Recruitment. People look to work for companies that care.</li><li>Giving back makes jobs more engaging and engaged employees are more productive employees.</li><p>For us at Red Frog Events, it all seems to come really naturally. That might be because we only hire people who are nice to the core.  As it turns out, those people feel compelled to give back. It also happens to make me proud to be surrounded by some of the nicest, brightest people in the world every day!</p><p>Cheers to $1 million and counting.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 09:01:00 -0400</pubDate>
			<dc:creator>Joe Reynolds</dc:creator>
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				<media:title type="plain">The Importance of Giving Back</media:title>
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			<title>Turn Your Interns Into Killer Employees</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/lDTHKrah-VA/how-to-convert-interns-into-killer-junior-employees.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/newinternsignbkt_17016.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Run your internship program right and it won't just be an exercise in fetching coffee and making copies. Instead, it will be a great pipeline to the brightest young talent.</p><p>Sure, sometimes internships amount to little more than free grunt work for employers. But yours isn't like that. For one, you know that programs asking for free work in exchange for limited learning, <a href="http://www.nytimes.com/2012/05/06/business/unpaid-internships-dont-always-deliver.html?pagewanted=all">while sadly common</a>, are also probably<a href="http://www.cbsnews.com/8301-505125_162-38942203/new-rules-on-unpaid-internships-good-for-grads/?tag=bnetdomain"> illegal</a>, <a href="http://www.cbsnews.com/8301-505125_162-38942203/new-rules-on-unpaid-internships-good-for-grads/?tag=bnetdomain">strictly speaking</a>. Two, you want to offer a quality experience to your interns, because&mdash;three&mdash;<a href="http://www.inc.com/jessica-stillman/what-it-takes-to-hire-top-ivy-league-talent.html">an inspiring internship program is a great way to get your hands on the brightest young talent</a> after graduation.</p><p>With summer internship season upon us, how do you accomplish your aim of making your program not only beneficial in the short-term for participants, but also a great training ground for your next star entry-level employee? </p><p>Advice abounds this time of year, and <a href="http://www.openforum.com/articles/how-to-prepare-your-intern-to-be-a-great-hire" target="_blank">Katie Morrell recently offered tips on the Open Forum blog</a>, including pre-planning activities and structure for your intern to prevent you running around the office trying to find things for your intern to do once they arrive, as well as regular check-ins to ask about their experience and swap tasks they hate for to-dos they'll get more out of.</p><p>But beyond these basics, Morrell also offers less expected suggestions that won't simply insure your internship program doesn't suck, but just might elevate it to the sort of experience that turns eager young interns into exceptional new hires. These include:</p><blockquote><p><b>Give Them Autonomy. <br /></b>Interns at <a href="http://www.digitaltalentagents.com/">Digital Talent Agents</a>, a public relations firm in Columbia, Missouri, are regularly given loose directions and then sent free. "We want them to figure out the best way to do things on their own," says Kelsey Meyer, co-founder. "It's interesting to watch what they come up with when we aren&rsquo;t breathing over their shoulders."</p><p><b>Task Them With Idea Generation.</b><br />Every so often, Meyer will ask her interns for ideas that can help the business. And since chances are good that new interns will fall silent, she's made the process more fun. "We make it into a contest," she says. "If we are having a problem with a client, for example, I will task my interns with coming up with at least one solution by 2:00 p.m. The person whose idea we choose to use will receive a gift certificate for a smoothie at a nearby restaurant." Why does this practice groom interns into great candidates for permanent jobs? "When you are looking to hire someone full-time, you want to know how they will add value to your company," Meyer says. "This exercise teaches them how to think strategically; the more strategically an employee thinks, the less they will think about having to leave at 5:00 p.m. They will instead be thinking about how they can contribute to making your company better."</p></blockquote><p>For more details on Morrell's ideas, <a href="http://www.openforum.com/articles/how-to-prepare-your-intern-to-be-a-great-hire">check out the complete post</a>. Morrell isn't the only one with suggestions, however. <a href="http://www.naceweb.org/home.aspx">The National Association of Colleges and Employers</a>, which helps bridge the gap between college and the workplace, regularly offers <a href="http://www.cbsnews.com/8301-505143_162-57325652/4-secrets-of-creating-great-internship-programs/">best practices to firms hoping to train up young talent to hire with their internship programs.</a> These includie showcasing interns' work at an expo or presentation event, arranging opportunities for interns to interact with new hires, who are great ambassadors for your firm as being similar to interns in age and career position themselves they're easy to identify with, and bringing in top executives to address your interns.</p><p>Have you had notable successes growing new hires with your internship program? How did you manage them?</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/newinternsignbkt_17016.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Run your internship program right and it won't just be an exercise in fetching coffee and making copies. Instead, it will be a great pipeline to the brightest young talent.</p><p>Sure, sometimes internships amount to little more than free grunt work for employers. But yours isn't like that. For one, you know that programs asking for free work in exchange for limited learning, <a href="http://www.nytimes.com/2012/05/06/business/unpaid-internships-dont-always-deliver.html?pagewanted=all">while sadly common</a>, are also probably<a href="http://www.cbsnews.com/8301-505125_162-38942203/new-rules-on-unpaid-internships-good-for-grads/?tag=bnetdomain"> illegal</a>, <a href="http://www.cbsnews.com/8301-505125_162-38942203/new-rules-on-unpaid-internships-good-for-grads/?tag=bnetdomain">strictly speaking</a>. Two, you want to offer a quality experience to your interns, because&mdash;three&mdash;<a href="http://www.inc.com/jessica-stillman/what-it-takes-to-hire-top-ivy-league-talent.html">an inspiring internship program is a great way to get your hands on the brightest young talent</a> after graduation.</p><p>With summer internship season upon us, how do you accomplish your aim of making your program not only beneficial in the short-term for participants, but also a great training ground for your next star entry-level employee? </p><p>Advice abounds this time of year, and <a href="http://www.openforum.com/articles/how-to-prepare-your-intern-to-be-a-great-hire" target="_blank">Katie Morrell recently offered tips on the Open Forum blog</a>, including pre-planning activities and structure for your intern to prevent you running around the office trying to find things for your intern to do once they arrive, as well as regular check-ins to ask about their experience and swap tasks they hate for to-dos they'll get more out of.</p><p>But beyond these basics, Morrell also offers less expected suggestions that won't simply insure your internship program doesn't suck, but just might elevate it to the sort of experience that turns eager young interns into exceptional new hires. These include:</p><blockquote><p><b>Give Them Autonomy. <br /></b>Interns at <a href="http://www.digitaltalentagents.com/">Digital Talent Agents</a>, a public relations firm in Columbia, Missouri, are regularly given loose directions and then sent free. "We want them to figure out the best way to do things on their own," says Kelsey Meyer, co-founder. "It's interesting to watch what they come up with when we aren&rsquo;t breathing over their shoulders."</p><p><b>Task Them With Idea Generation.</b><br />Every so often, Meyer will ask her interns for ideas that can help the business. And since chances are good that new interns will fall silent, she's made the process more fun. "We make it into a contest," she says. "If we are having a problem with a client, for example, I will task my interns with coming up with at least one solution by 2:00 p.m. The person whose idea we choose to use will receive a gift certificate for a smoothie at a nearby restaurant." Why does this practice groom interns into great candidates for permanent jobs? "When you are looking to hire someone full-time, you want to know how they will add value to your company," Meyer says. "This exercise teaches them how to think strategically; the more strategically an employee thinks, the less they will think about having to leave at 5:00 p.m. They will instead be thinking about how they can contribute to making your company better."</p></blockquote><p>For more details on Morrell's ideas, <a href="http://www.openforum.com/articles/how-to-prepare-your-intern-to-be-a-great-hire">check out the complete post</a>. Morrell isn't the only one with suggestions, however. <a href="http://www.naceweb.org/home.aspx">The National Association of Colleges and Employers</a>, which helps bridge the gap between college and the workplace, regularly offers <a href="http://www.cbsnews.com/8301-505143_162-57325652/4-secrets-of-creating-great-internship-programs/">best practices to firms hoping to train up young talent to hire with their internship programs.</a> These includie showcasing interns' work at an expo or presentation event, arranging opportunities for interns to interact with new hires, who are great ambassadors for your firm as being similar to interns in age and career position themselves they're easy to identify with, and bringing in top executives to address your interns.</p><p>Have you had notable successes growing new hires with your internship program? How did you manage them?</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 08:56:07 -0400</pubDate>
			<dc:creator>Jessica Stillman</dc:creator>
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				<media:title type="plain">Turn Your Interns Into Killer Employees</media:title>
			</media:content>
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			<title>Making of a CEO: Leading Change</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/cF9vJ5BXCvk/the-making-of-a-ceo-leading-change.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/change_bucket_17040.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>How do you become a real CEO, instead of a CEO-by-default? Part two of a five-part series.</p><p>Change. Adjustments. Course corrections. Innovation. This is what entrepreneurship is supposed to be all about. If your start-up isn&rsquo;t working, change it. Even if your startup is working, entrepreneurs are assumed to be at the vanguard of change. Shaking things up. Bucking the status quo.</p><p>Motivating others to buck the status quo is a powerful but difficult aspect of leadership. Generally, there are two outcomes: You either succeed and get rewarded, or you create too many enemies along the way and end up getting crushed by your adversaries.</p><p>Affecting change without ruffling the wrong feathers requires careful management.</p><ul><li>Don&rsquo;t bash what is in place today. Remember, many people support your company&rsquo;s current incarnation, usually because they worked really hard to create it. Instead of concentrating on everything that doesn&rsquo;t work, show how your change builds on the progress that&rsquo;s already been made.</li><li>Consistently communicate to others how they can be part of making things function better. </li><li>Show others how to make things function better for the whole organization, as well as for themselves.</li><li>Don&rsquo;t expect people to jump on the bandwagon until it&rsquo;s clear that the bandwagon is rolling. That&rsquo;s why they call it a bandwagon. Otherwise, it&rsquo;s just a wagon stuck in the mud.</li></ul><p>These tasks involve both convincing and compromise. Remember, people are not typically courageous in their work. That&rsquo;s okay. Just get them up to speed and ready to join in once you&rsquo;re showing some momentum. Don&rsquo;t expect others to figure out which changes are required, or even to help you lead change. You can rely on them to help you refine your changes, or to help swing public support in your favor once it&rsquo;s clear you&rsquo;re on the right path.</p><p>When you sense resistance, look for ways to bring naysayers closer to the process. Listen carefully to their points of view and work to co-opt them. This is the time to keep your friends close and potential enemies even closer.</p><p>When you present your proposed changes to your board or other advisors, the first questions you&rsquo;ll get will be &ldquo;Who has bought in?&rdquo; followed by &ldquo;Who is leading this?&rdquo; Bring a few others along with you and present the ideas as a cohesive team, with you clearly leading the charge. When your investors start asking around, people should be linking the change to your name and speaking well of both it and you.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/change_bucket_17040.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>How do you become a real CEO, instead of a CEO-by-default? Part two of a five-part series.</p><p>Change. Adjustments. Course corrections. Innovation. This is what entrepreneurship is supposed to be all about. If your start-up isn&rsquo;t working, change it. Even if your startup is working, entrepreneurs are assumed to be at the vanguard of change. Shaking things up. Bucking the status quo.</p><p>Motivating others to buck the status quo is a powerful but difficult aspect of leadership. Generally, there are two outcomes: You either succeed and get rewarded, or you create too many enemies along the way and end up getting crushed by your adversaries.</p><p>Affecting change without ruffling the wrong feathers requires careful management.</p><ul><li>Don&rsquo;t bash what is in place today. Remember, many people support your company&rsquo;s current incarnation, usually because they worked really hard to create it. Instead of concentrating on everything that doesn&rsquo;t work, show how your change builds on the progress that&rsquo;s already been made.</li><li>Consistently communicate to others how they can be part of making things function better. </li><li>Show others how to make things function better for the whole organization, as well as for themselves.</li><li>Don&rsquo;t expect people to jump on the bandwagon until it&rsquo;s clear that the bandwagon is rolling. That&rsquo;s why they call it a bandwagon. Otherwise, it&rsquo;s just a wagon stuck in the mud.</li></ul><p>These tasks involve both convincing and compromise. Remember, people are not typically courageous in their work. That&rsquo;s okay. Just get them up to speed and ready to join in once you&rsquo;re showing some momentum. Don&rsquo;t expect others to figure out which changes are required, or even to help you lead change. You can rely on them to help you refine your changes, or to help swing public support in your favor once it&rsquo;s clear you&rsquo;re on the right path.</p><p>When you sense resistance, look for ways to bring naysayers closer to the process. Listen carefully to their points of view and work to co-opt them. This is the time to keep your friends close and potential enemies even closer.</p><p>When you present your proposed changes to your board or other advisors, the first questions you&rsquo;ll get will be &ldquo;Who has bought in?&rdquo; followed by &ldquo;Who is leading this?&rdquo; Bring a few others along with you and present the ideas as a cohesive team, with you clearly leading the charge. When your investors start asking around, people should be linking the change to your name and speaking well of both it and you.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 08:43:21 -0400</pubDate>
			<dc:creator>Don Rainey</dc:creator>
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				<media:title type="plain">Making of a CEO: Leading Change</media:title>
			</media:content>
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			<title>How to Sell in the Summer: 5 Tips</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/o5CyXm_nDwo/how-to-sell-in-the-summer.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/summer-sales-336x336_17020.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Summer is the most difficult time to prospect and land deals. Get ahead of the game now to max out your sales productivity.</p><p>When you are selling, getting connected to buyers is critical. Whether you are talking about current customers, referrals or cold prospects: You can't sell to people you can't reach. They, meanwhile, can't get approval from people not there to sign&ndash;and no one can get buy-in for you when the halls are empty.</p><p>Welcome to the black hole for decisions&ndash;also known as summer.</p><p>To get the most out of this particular selling season, you need to do a few things differently. Try putting some of these recommendations into practice.</p><p><b>1. Build your calendar now for the entire summer.</b></p><p><b> </b>Start by blocking out the "low productivity periods." These are the times during which making new connections or getting current deals to close are going to be the most difficult. They should include holiday weeks (Memorial Day, July 4, Labor Day) as well as the weeks that school lets out and the week the kids go back&ndash;as well as your own vacation weeks.</p><p>You'll need to use those weeks for something other than the final stages of closing or the initial stages of opening new relationships.</p><p><b>2. Talk to key clients now.</b></p><p>Summer vacations are already on many of your client's personal calendars. Get them on your calendar, too. It's easy to ask: "Where you going this summer? When?"</p><p>The best sales people know when their customers are traveling so that orders don't get missed or delayed. Less successful sales people get surprised because their clients are out of town.</p><p><b>3. Think past your buyer to the decision-making network.</b></p><p>Often several people have to sign off on on purchases or proposal approvals. If you don't know when the key players in your deals will be gone, then your contract can get delayed.</p><p><b>4. Use the summer to set up for the fall</b>.</p><p>Once the kids go back to school, it's going to be game on&ndash;and in a hurry. You'll have to make your numbers by the year's end, get your budgets together for next year and complete your strategic initiatives.</p><p>Depending on your industry, it may also be trade show season.</p><p>As a result, the transition from summer to fall is like shifting from first gear to fifth in about a two-week period.  Use the summer for planning so you can set yourself up for this burst of activity between Labor Day and Thanksgiving.</p><p><b>5. Consider syncing your vacation plans.</b></p><p><b></b>How flexible are your summer holiday plans? If you can identify a period during the summer that will be the least productive for you, that may be a good time to take your own vacation. Take that time to recharge so you can be ready during the more high productivity periods.<b></b></p><p>The highest-level performers always  try to get the most for any investment of time. Looking more strategically at your summer can help you make the best use of your own time.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=981c135b4fedfff74ca25abe177131a1&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=981c135b4fedfff74ca25abe177131a1&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/summer-sales-336x336_17020.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Summer is the most difficult time to prospect and land deals. Get ahead of the game now to max out your sales productivity.</p><p>When you are selling, getting connected to buyers is critical. Whether you are talking about current customers, referrals or cold prospects: You can't sell to people you can't reach. They, meanwhile, can't get approval from people not there to sign&ndash;and no one can get buy-in for you when the halls are empty.</p><p>Welcome to the black hole for decisions&ndash;also known as summer.</p><p>To get the most out of this particular selling season, you need to do a few things differently. Try putting some of these recommendations into practice.</p><p><b>1. Build your calendar now for the entire summer.</b></p><p><b> </b>Start by blocking out the "low productivity periods." These are the times during which making new connections or getting current deals to close are going to be the most difficult. They should include holiday weeks (Memorial Day, July 4, Labor Day) as well as the weeks that school lets out and the week the kids go back&ndash;as well as your own vacation weeks.</p><p>You'll need to use those weeks for something other than the final stages of closing or the initial stages of opening new relationships.</p><p><b>2. Talk to key clients now.</b></p><p>Summer vacations are already on many of your client's personal calendars. Get them on your calendar, too. It's easy to ask: "Where you going this summer? When?"</p><p>The best sales people know when their customers are traveling so that orders don't get missed or delayed. Less successful sales people get surprised because their clients are out of town.</p><p><b>3. Think past your buyer to the decision-making network.</b></p><p>Often several people have to sign off on on purchases or proposal approvals. If you don't know when the key players in your deals will be gone, then your contract can get delayed.</p><p><b>4. Use the summer to set up for the fall</b>.</p><p>Once the kids go back to school, it's going to be game on&ndash;and in a hurry. You'll have to make your numbers by the year's end, get your budgets together for next year and complete your strategic initiatives.</p><p>Depending on your industry, it may also be trade show season.</p><p>As a result, the transition from summer to fall is like shifting from first gear to fifth in about a two-week period.  Use the summer for planning so you can set yourself up for this burst of activity between Labor Day and Thanksgiving.</p><p><b>5. Consider syncing your vacation plans.</b></p><p><b></b>How flexible are your summer holiday plans? If you can identify a period during the summer that will be the least productive for you, that may be a good time to take your own vacation. Take that time to recharge so you can be ready during the more high productivity periods.<b></b></p><p>The highest-level performers always  try to get the most for any investment of time. Looking more strategically at your summer can help you make the best use of your own time.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 08:05:00 -0400</pubDate>
			<dc:creator>Tom Searcy</dc:creator>
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				<media:title type="plain">How to Sell in the Summer: 5 Tips</media:title>
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		<feedburner:origLink>http://www.inc.com/tom-searcy/how-to-sell-in-the-summer.html</feedburner:origLink></item>
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			<title>4 Strategies for High-Speed Sales</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/j2aI4kDWzmU/how-to-sell-strategies-for-high-speed-sales.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/motorcycle-racing_bkt_17061.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Trying to speed up your sales cycle? These organizational changes should make your team more nimble.</p><p>Is your sales organization suffering from a lack of velocity? High-speed sales teams tend to outperform industry standards, turning out a large work product on time and with limited resources.</p><p>But these high-velocity teams don't just happen&mdash;they are built by experienced executives and supported by smart product management, then bolstered by dedicated, skillful sales reps.</p><p>If your sales team could stand to move a little faster, start with these four strategies.</p><p><b>1. Add a Few Quick-Sell Products </b></p><p>Establishing new customer relationships quickly is a persistent challenge for sales reps. One way to speed up the process is to add a few simple, quick-sell products to your product line.</p><p>These should be items that are easily and swiftly sold, and that bring real value to the customer, even if they don't have significant economic value to the company. Appreciative customers will be more likely to accept another appointment after a first positive transaction.</p><p><b>2. Focus on Upselling Current Customers</b></p><p>Sales professionals often focus obsessively on obtaining new customers. This might be necessary if you're only selling one product or service, but developing multiple lines lets you increase speed by aiming to upsell current customers instead.</p><p>It's a much more efficient approach, since it takes exponentially more energy to develop new customers than to sell different products to the ones who already know you.</p><p><b>3. Develop Competitive Blocking Strategies</b></p><p>No matter how great your product is, the competition will always know how to downplay the value of your products to customers. I've run across too many product managers who, when asked how the competition will react to a product, say, "They won't be able to react! It's too good!"</p><p>This is a dangerous attitude--even if you do have superior features and an all-around better product. Smarter companies develop blocking strategies to preemptively shut down the competition's efforts to deter sales.</p><p>At one company, for instance, we faced a significant competitor that copied all our new product introductions. To block the copycat tactic, we improved all major product systems on a continual basis so that the competitor's copy was always obsolete.</p><p><b>4. Match Products to the Sales Force</b></p><p>Once, at a time when I was working with a large corporation, our sales team was given a new medical device to sell. The problem: This device was for general surgeons, while our expertise was in selling to orthopedic surgeons. We failed miserably--primarily because this product was a terrible match for our team.</p><p>If your sales force can't effectively sell a product, sales are going to be low. I know it sounds obvious, but this is an all-too-common mistake, and one that drags down the velocity of any sales group.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=ffe12fedf8687b23159c5a3a00181ffb&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=ffe12fedf8687b23159c5a3a00181ffb&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/motorcycle-racing_bkt_17061.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Trying to speed up your sales cycle? These organizational changes should make your team more nimble.</p><p>Is your sales organization suffering from a lack of velocity? High-speed sales teams tend to outperform industry standards, turning out a large work product on time and with limited resources.</p><p>But these high-velocity teams don't just happen&mdash;they are built by experienced executives and supported by smart product management, then bolstered by dedicated, skillful sales reps.</p><p>If your sales team could stand to move a little faster, start with these four strategies.</p><p><b>1. Add a Few Quick-Sell Products </b></p><p>Establishing new customer relationships quickly is a persistent challenge for sales reps. One way to speed up the process is to add a few simple, quick-sell products to your product line.</p><p>These should be items that are easily and swiftly sold, and that bring real value to the customer, even if they don't have significant economic value to the company. Appreciative customers will be more likely to accept another appointment after a first positive transaction.</p><p><b>2. Focus on Upselling Current Customers</b></p><p>Sales professionals often focus obsessively on obtaining new customers. This might be necessary if you're only selling one product or service, but developing multiple lines lets you increase speed by aiming to upsell current customers instead.</p><p>It's a much more efficient approach, since it takes exponentially more energy to develop new customers than to sell different products to the ones who already know you.</p><p><b>3. Develop Competitive Blocking Strategies</b></p><p>No matter how great your product is, the competition will always know how to downplay the value of your products to customers. I've run across too many product managers who, when asked how the competition will react to a product, say, "They won't be able to react! It's too good!"</p><p>This is a dangerous attitude--even if you do have superior features and an all-around better product. Smarter companies develop blocking strategies to preemptively shut down the competition's efforts to deter sales.</p><p>At one company, for instance, we faced a significant competitor that copied all our new product introductions. To block the copycat tactic, we improved all major product systems on a continual basis so that the competitor's copy was always obsolete.</p><p><b>4. Match Products to the Sales Force</b></p><p>Once, at a time when I was working with a large corporation, our sales team was given a new medical device to sell. The problem: This device was for general surgeons, while our expertise was in selling to orthopedic surgeons. We failed miserably--primarily because this product was a terrible match for our team.</p><p>If your sales force can't effectively sell a product, sales are going to be low. I know it sounds obvious, but this is an all-too-common mistake, and one that drags down the velocity of any sales group.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=ffe12fedf8687b23159c5a3a00181ffb&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=ffe12fedf8687b23159c5a3a00181ffb&p=1"/></a>
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			<pubDate>Wed, 23 May 2012 08:03:37 -0400</pubDate>
			<dc:creator>John Treace</dc:creator>
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				<media:title type="plain">4 Strategies for High-Speed Sales</media:title>
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		<item>
			<title>7 Most Powerful Sales Tools</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/4ykC6BkhpO4/7-most-powerful-sales-tools.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052312_Tools_of_Sales_336x336-bucket_17063.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>It's not about the worksheets: These tools are what really create success sales.</p><p>The world is inundated with sales tools: worksheets, playbooks, sales scripts, software, brochures, and so forth.</p><p>But all of those sales tools put together are insignificant if you don't have the intellectual and emotional tools that truly create success.</p><p>Here are seven sales "tools" you need to develop:</p><p><b>1. Patience </b></p><p>If you're patient, you let customers decide at their own speed.  You realize that nobody ever got a plant to grow faster by pulling at the leaves of a seedling. If you lack patience, you'll be frustrated whenever things take longer than you'd like. Customers will sense your frustration and hesitate to buy.</p><p><b>2. Commitment </b></p><p>If you're truly committed to both your customer's success and your own success, you'll do whatever it takes (within legal and ethical bounds) to get the job done. You'll banish all thoughts of ever giving up. If you lack commitment, you'll consistently fail to follow through&ndash;and will often drop the ball at the worst possible moment.</p><p><b>3. Enthusiasm </b></p><p>Enthusiasm is contagious: If you're enthusiastic about yourself, your firm and your product, your customers will "pick up" your enthusiasm and believe in your ability to improve their lives.  If you lack enthusiasm, however, you'll always find yourself surrounded by naysayers and endless "objections."</p><p><b>4. Curiosity </b></p><p>Curiosity is essential to growth&ndash;and if you're growing as an individual and a professional, you'll spend time each day learning something new to better serve your customers. You'll read books, listen to audio training, take courses, and network with peers. If you're not growing, your ideas will become stale; your career will languish and your ability to compete will slowly drain away.</p><p><b>5. Courage </b></p><p>If you've got courage, you take the necessary risks to expand yourself and your business into new areas&ndash;even when you're facing enormous odds. You'll see setbacks as learning opportunities rather than failures.  But if you lack courage, you'll freeze up when things get weird, turning small failures into big ones.</p><p><b>6. Integrity</b></p><p>If you've got integrity, there's no disconnect between your stated purpose and your real motivations. Because there's no hidden agenda, customers sense the honesty and feel comfortable working with you. If you lack integrity, however, customers will have a nagging feeling that something is "not quite right"&ndash;and tend to balk rather than buy.</p><p><b>7. Flexibility </b></p><p>Life is all about change; nothing stays the same. If you've got flexibility, you can observe what's working and what's not and change your approach to match changing circumstances. If you lack flexibility, you'll pursue brittle strategies and tactics long after they've ceased to work.</p><p>The above is loosely based upon a conversation with Jeff Keller, author of the bestseller <a href="http://www.amazon.com/Attitude-Everything-Jeff-Keller/dp/1891279017" target="_blank">Attitude is Everything</a>.</p><p>Like this post? If so , sign up for the <a href="http://app.expressemailmarketing.com/Survey.aspx?SFID=125004">free Sales Source newsletter</a>.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052312_Tools_of_Sales_336x336-bucket_17063.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>It's not about the worksheets: These tools are what really create success sales.</p><p>The world is inundated with sales tools: worksheets, playbooks, sales scripts, software, brochures, and so forth.</p><p>But all of those sales tools put together are insignificant if you don't have the intellectual and emotional tools that truly create success.</p><p>Here are seven sales "tools" you need to develop:</p><p><b>1. Patience </b></p><p>If you're patient, you let customers decide at their own speed.  You realize that nobody ever got a plant to grow faster by pulling at the leaves of a seedling. If you lack patience, you'll be frustrated whenever things take longer than you'd like. Customers will sense your frustration and hesitate to buy.</p><p><b>2. Commitment </b></p><p>If you're truly committed to both your customer's success and your own success, you'll do whatever it takes (within legal and ethical bounds) to get the job done. You'll banish all thoughts of ever giving up. If you lack commitment, you'll consistently fail to follow through&ndash;and will often drop the ball at the worst possible moment.</p><p><b>3. Enthusiasm </b></p><p>Enthusiasm is contagious: If you're enthusiastic about yourself, your firm and your product, your customers will "pick up" your enthusiasm and believe in your ability to improve their lives.  If you lack enthusiasm, however, you'll always find yourself surrounded by naysayers and endless "objections."</p><p><b>4. Curiosity </b></p><p>Curiosity is essential to growth&ndash;and if you're growing as an individual and a professional, you'll spend time each day learning something new to better serve your customers. You'll read books, listen to audio training, take courses, and network with peers. If you're not growing, your ideas will become stale; your career will languish and your ability to compete will slowly drain away.</p><p><b>5. Courage </b></p><p>If you've got courage, you take the necessary risks to expand yourself and your business into new areas&ndash;even when you're facing enormous odds. You'll see setbacks as learning opportunities rather than failures.  But if you lack courage, you'll freeze up when things get weird, turning small failures into big ones.</p><p><b>6. Integrity</b></p><p>If you've got integrity, there's no disconnect between your stated purpose and your real motivations. Because there's no hidden agenda, customers sense the honesty and feel comfortable working with you. If you lack integrity, however, customers will have a nagging feeling that something is "not quite right"&ndash;and tend to balk rather than buy.</p><p><b>7. Flexibility </b></p><p>Life is all about change; nothing stays the same. If you've got flexibility, you can observe what's working and what's not and change your approach to match changing circumstances. If you lack flexibility, you'll pursue brittle strategies and tactics long after they've ceased to work.</p><p>The above is loosely based upon a conversation with Jeff Keller, author of the bestseller <a href="http://www.amazon.com/Attitude-Everything-Jeff-Keller/dp/1891279017" target="_blank">Attitude is Everything</a>.</p><p>Like this post? If so , sign up for the <a href="http://app.expressemailmarketing.com/Survey.aspx?SFID=125004">free Sales Source newsletter</a>.</p><br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 07:12:35 -0400</pubDate>
			<dc:creator>Geoffrey James</dc:creator>
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			<title>Fixing a Nightmare With a Hammer and Wood</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/cZDjyjvK7s8/gridley-cashes-in-on-multigenerational-housing-niche.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/gridley-bucket_16746.jpg' align='left' style='margin-right: 10px;' alt='Linda Gridley is the owner and president of The Gridley Company, a Campbell, California–based design, building, and remodeling firm she founded in 1976.'><br><p>Linda Gridley, founder of building and remodeling firm The Gridley Company, didn't understand the nightmare of housing multiple generations until her mom moved in.</p><p>The year was 1999, and Linda Gridley was faced with a tragic set of circumstances. Her father had recently passed away, and her aging (and still grieving) mother could not live alone. Gridley was faced with moving her mother across states, from Idaho to California. The problem: Gridley&rsquo;s three-bedroom house was already crowded, with four people, including young children. <br /><br />Over the years, Gridley had dealt with clients experiencing similar situations. She is the owner and president of The Gridley Company, a Campbell, California-based design, building, and remodeling firm she founded in 1976. Clients bemoaned their parents needing extra care, while the parents resented living in a cramped home with no independence. Now, perhaps for the first time, Gridley could empathize.<br /><br />Her answer was to build her mother a cottage of her own in the backyard.<br /><br />&ldquo;I started hearing people when they were talking about what they were going through, and it really hit home a lot deeper than it had in prior years. I knew the logistical nightmare,&rdquo; she says. &ldquo;I experienced it, and that&rsquo;s when we started talking more about it and really wanting to have an impact to help people through it.&rdquo;<br /><br /><b>Booming Opportunity </b></p><p>As baby boomers continue to age, many more families will be doubling or even tripling up their homes with multiple generations. For Gridley as well as for other builders and remodelers in the residential construction and housing industry, multigenerational housing represents a growing market.</p><p>In September, the Census Bureau reported that from the spring of 2007 to 2011, doubled-up households-;those including at least one additional adult who is not a student, householder, or partner of the householder-;increased 10.7%. That means the number of doubled-up homes grew by 2.1 million-;representing 18.3% of all U.S. households-;in just four years, for a grand total of 21.8 million.<br /><br />The Gridley Company has worked with families for years to figure out how to best outfit homes to accommodate aging parents--many of whom need extra care. But now amid the recent downturn, the firm has seen more requests to accommodate other family members: brothers, sisters, in-laws, and children who are having financial difficulties.</p><p>Gridley has had several clients whose older children, facing the tough job market after college, flew back to the nest. According to the Census Bureau, the number of young adults ages 25 to 34 who live with their parents increased by 1.2 million from 2007 to 2011.<br /><br />&ldquo;Our college-graduate children can&rsquo;t find work,&rdquo; says Gridley, whose son lives in the cottage on and off. &ldquo;It was built in 2000, and lo and behold, it housed my aging mother and now my adult children who can&rsquo;t find employment.&rdquo;<br /><br /><b>Construction Industry Picking Up</b></p><p>The multigenerational housing market is gaining in popularity as the residential construction and housing industry as a whole is regaining speed. According to market research firm IBISWorld, the industry is expecting revenue to hit $303 billion in 2017, an increase of 63% from the $186.5 billion that&rsquo;s expected this year.  <br /><br />Gridley is looking forward to the recovery of her industry. Her company, which employs 15, was hit badly in 2008 and is still recovering. In 2009, the company made just over $2.1 million in sales, which boosted to $3.2 million in 2010. <br /> <br />For multigenerational housing-;which makes up about 10% of her business-;Gridley says her firm typically adds 400 to 500 square feet to create a private space, with a bathroom, sitting room, and bedroom. She believes it&rsquo;s important to allow some independence between the generations to make the transition easier.<br /><br />Aside from additions, others in the industry have also come up with solutions to make room for extra family members. Las Vegas-based Fusion Homes has branded a line of multigenerational houses and live-work homes. These homes feature locked-off suites or offices for nontraditional households.</p><p>Architect Howard Perlman founded Fusion Homes after seeing the household demographic shift to help house hunters find suitable homes. His website, at myfusionhome.com, provides a directory of where these multifunctional houses are available.<br /><br />&ldquo;It&rsquo;s kind of like Expedia for new homes,&rdquo; says Perlman.<br /><br /><b></b>Perlman also works with Lennar Homes, a Miami-based public company that recently launched a home called the Next Gen residence--described as &ldquo;the home within a home,&rdquo; as it allows for separate living spaces under one roof. <br /><br /><b>Bringing Families Closer</b></p><p><b></b>For Gridley, multigenerational homes are not just about creating a basic living space, but about the opportunity to bring families closer together.<br /><br />She once built an extra sitting area and bathroom for a daughter who was moving back in to take care of her aging mother. Although Gridley describes the mother as a little Italian woman unwilling to speak with anyone but her daughter, once Gridley&rsquo;s employees started turning up at the house, the woman began cooking for the crew--and even danced to Frank Sinatra with the painter.<br /><br />&ldquo;She was so thankful that the house came alive,&rdquo; Gridley recalls. &ldquo;We added just 300 square feet but saved a family&rsquo;s life 100%.&rdquo;</p><br clear="both" style="clear: both;"/>
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			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/gridley-bucket_16746.jpg' align='left' style='margin-right: 10px;' alt='Linda Gridley is the owner and president of The Gridley Company, a Campbell, California–based design, building, and remodeling firm she founded in 1976.'><br><p>Linda Gridley, founder of building and remodeling firm The Gridley Company, didn't understand the nightmare of housing multiple generations until her mom moved in.</p><p>The year was 1999, and Linda Gridley was faced with a tragic set of circumstances. Her father had recently passed away, and her aging (and still grieving) mother could not live alone. Gridley was faced with moving her mother across states, from Idaho to California. The problem: Gridley&rsquo;s three-bedroom house was already crowded, with four people, including young children. <br /><br />Over the years, Gridley had dealt with clients experiencing similar situations. She is the owner and president of The Gridley Company, a Campbell, California-based design, building, and remodeling firm she founded in 1976. Clients bemoaned their parents needing extra care, while the parents resented living in a cramped home with no independence. Now, perhaps for the first time, Gridley could empathize.<br /><br />Her answer was to build her mother a cottage of her own in the backyard.<br /><br />&ldquo;I started hearing people when they were talking about what they were going through, and it really hit home a lot deeper than it had in prior years. I knew the logistical nightmare,&rdquo; she says. &ldquo;I experienced it, and that&rsquo;s when we started talking more about it and really wanting to have an impact to help people through it.&rdquo;<br /><br /><b>Booming Opportunity </b></p><p>As baby boomers continue to age, many more families will be doubling or even tripling up their homes with multiple generations. For Gridley as well as for other builders and remodelers in the residential construction and housing industry, multigenerational housing represents a growing market.</p><p>In September, the Census Bureau reported that from the spring of 2007 to 2011, doubled-up households-;those including at least one additional adult who is not a student, householder, or partner of the householder-;increased 10.7%. That means the number of doubled-up homes grew by 2.1 million-;representing 18.3% of all U.S. households-;in just four years, for a grand total of 21.8 million.<br /><br />The Gridley Company has worked with families for years to figure out how to best outfit homes to accommodate aging parents--many of whom need extra care. But now amid the recent downturn, the firm has seen more requests to accommodate other family members: brothers, sisters, in-laws, and children who are having financial difficulties.</p><p>Gridley has had several clients whose older children, facing the tough job market after college, flew back to the nest. According to the Census Bureau, the number of young adults ages 25 to 34 who live with their parents increased by 1.2 million from 2007 to 2011.<br /><br />&ldquo;Our college-graduate children can&rsquo;t find work,&rdquo; says Gridley, whose son lives in the cottage on and off. &ldquo;It was built in 2000, and lo and behold, it housed my aging mother and now my adult children who can&rsquo;t find employment.&rdquo;<br /><br /><b>Construction Industry Picking Up</b></p><p>The multigenerational housing market is gaining in popularity as the residential construction and housing industry as a whole is regaining speed. According to market research firm IBISWorld, the industry is expecting revenue to hit $303 billion in 2017, an increase of 63% from the $186.5 billion that&rsquo;s expected this year.  <br /><br />Gridley is looking forward to the recovery of her industry. Her company, which employs 15, was hit badly in 2008 and is still recovering. In 2009, the company made just over $2.1 million in sales, which boosted to $3.2 million in 2010. <br /> <br />For multigenerational housing-;which makes up about 10% of her business-;Gridley says her firm typically adds 400 to 500 square feet to create a private space, with a bathroom, sitting room, and bedroom. She believes it&rsquo;s important to allow some independence between the generations to make the transition easier.<br /><br />Aside from additions, others in the industry have also come up with solutions to make room for extra family members. Las Vegas-based Fusion Homes has branded a line of multigenerational houses and live-work homes. These homes feature locked-off suites or offices for nontraditional households.</p><p>Architect Howard Perlman founded Fusion Homes after seeing the household demographic shift to help house hunters find suitable homes. His website, at myfusionhome.com, provides a directory of where these multifunctional houses are available.<br /><br />&ldquo;It&rsquo;s kind of like Expedia for new homes,&rdquo; says Perlman.<br /><br /><b></b>Perlman also works with Lennar Homes, a Miami-based public company that recently launched a home called the Next Gen residence--described as &ldquo;the home within a home,&rdquo; as it allows for separate living spaces under one roof. <br /><br /><b>Bringing Families Closer</b></p><p><b></b>For Gridley, multigenerational homes are not just about creating a basic living space, but about the opportunity to bring families closer together.<br /><br />She once built an extra sitting area and bathroom for a daughter who was moving back in to take care of her aging mother. Although Gridley describes the mother as a little Italian woman unwilling to speak with anyone but her daughter, once Gridley&rsquo;s employees started turning up at the house, the woman began cooking for the crew--and even danced to Frank Sinatra with the painter.<br /><br />&ldquo;She was so thankful that the house came alive,&rdquo; Gridley recalls. &ldquo;We added just 300 square feet but saved a family&rsquo;s life 100%.&rdquo;</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 07:00:41 -0400</pubDate>
			<dc:creator>Erin Kim</dc:creator>
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				<media:title type="plain">Fixing a Nightmare With a Hammer and Wood</media:title>
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			<pubDate>Wed, 23 May 2012 07:00:41 -0400</pubDate>
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			<title>Hot Industry: Residential Construction</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/3uiZMH306Ng/residential-construction.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Residential-Housing_bkt_16551.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>There are big opportunities in residential housing development, where revenues are projected to rise an average 10.4% annually for the next five years.</p><p><b>Why It's Hot</b></p><p>After being hammered by the recession, homebuilders are back at work. New construction projects have been stalled for so long that there&rsquo;s actually pent-up demand, says Andrea Alegria, industry analyst at IBISWorld, a market research firm. According to Plunkett Research, which also covers the industry, single-family housing starts are expected to reach 360,000 this year, an 18% increase from 2011.<br /><br /><b>Growth Potential</b></p><p>Industrywide revenue is expected to top $303 billion by 2017, a 63% increase from this year&rsquo;s sales forecast. Alegria projects there will be 340,544 total firms this year and 556,090 by 2017. Driving this growth are Gen Y-ers who have started to leave the nest and buy their own homes. This growth will create a range of business opportunities, from bathroom remodelers to full-scale construction  firms. Plus, as the market has picked back up, some overhead costs have  decreased, helping to boost profit margins.</p><p><b>Barriers to Entry</b><b></b></p><p>Alegria cautions that, although significant, the growth will not "reach the peak levels that were recorded in 2005, at the peak of the boom."</p><p>She also notes that new construction firms face some fairly standard barriers to entry: getting enough capital/investment to start a firm, and developing relationships with subcontractors and suppliers, financial institutions, and property developers.</p><p>Still, she says, "I think the benefits of  cashing in on the mounting demand in the housing market far outweigh  these barriers. ... It's highly competitive, but that doesn't  mean it&rsquo;s not going to create opportunities for people that know how to  cash in on it."</p><p><b>Hot Spots</b></p><p>According to the National Association of Home Builders, some areas of strength include New Orleans, Washington state, and parts of Texas.</p><p>See more <a href="http://www.inc.com/best-industries-2012/darren-dahl/best-business-opportunities-2012.html" target="_blank">Business Opportunities by Industry in 2012</a></p><br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Residential-Housing_bkt_16551.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>There are big opportunities in residential housing development, where revenues are projected to rise an average 10.4% annually for the next five years.</p><p><b>Why It's Hot</b></p><p>After being hammered by the recession, homebuilders are back at work. New construction projects have been stalled for so long that there&rsquo;s actually pent-up demand, says Andrea Alegria, industry analyst at IBISWorld, a market research firm. According to Plunkett Research, which also covers the industry, single-family housing starts are expected to reach 360,000 this year, an 18% increase from 2011.<br /><br /><b>Growth Potential</b></p><p>Industrywide revenue is expected to top $303 billion by 2017, a 63% increase from this year&rsquo;s sales forecast. Alegria projects there will be 340,544 total firms this year and 556,090 by 2017. Driving this growth are Gen Y-ers who have started to leave the nest and buy their own homes. This growth will create a range of business opportunities, from bathroom remodelers to full-scale construction  firms. Plus, as the market has picked back up, some overhead costs have  decreased, helping to boost profit margins.</p><p><b>Barriers to Entry</b><b></b></p><p>Alegria cautions that, although significant, the growth will not "reach the peak levels that were recorded in 2005, at the peak of the boom."</p><p>She also notes that new construction firms face some fairly standard barriers to entry: getting enough capital/investment to start a firm, and developing relationships with subcontractors and suppliers, financial institutions, and property developers.</p><p>Still, she says, "I think the benefits of  cashing in on the mounting demand in the housing market far outweigh  these barriers. ... It's highly competitive, but that doesn't  mean it&rsquo;s not going to create opportunities for people that know how to  cash in on it."</p><p><b>Hot Spots</b></p><p>According to the National Association of Home Builders, some areas of strength include New Orleans, Washington state, and parts of Texas.</p><p>See more <a href="http://www.inc.com/best-industries-2012/darren-dahl/best-business-opportunities-2012.html" target="_blank">Business Opportunities by Industry in 2012</a></p><br clear="both" style="clear: both;"/>
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			<pubDate>Wed, 23 May 2012 07:00:01 -0400</pubDate>
			<dc:creator>Erin Kim</dc:creator>
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			<title>Behind the Scenes at Small Business Week</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/28PmdsB2Wmo/small-business-week-entrepreneurs-money-woes.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_SBA_Week_336x336-bucket_17049.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The SBA loaned small businesses more this year than ever before. But behind the scenes at Small Business Week 2012, entrepreneurs are still fretting over credit access and financing health care.</p><p>A town-hall meeting kicking off National Small Business Week 2012 in Washington, D.C., and Small Business Administration administrator Karen Mills opened the meeting with a discussion about how small businesses help create a healthy economy&mdash;both in the short term, by hiring and enlivening local economies, and the long term, by growing into sustainable companies. </p><p>"Last year was a record year for SBA," she said, adding that the agency guaranteed $30 billion [in loans] to small business in 2011: "That is more money into the hands of small business for SBA loan guarantees than ever before in the history of this agency."</p><p>And it's a big improvement from two years ago, when small business lending suffered a hard blow from the housing market crash and the recession, said Dr. Corey Brimacombe, the co-owner of First Impressions, a pediatric dentistry and orthodontics practice based in Wisconsin.</p><p>"It was difficult to go to the bank, unless you had basically impeccable credit, just to get them to talk to you." But now small business owners say things are looking up, although improvements still need to be made, he said. "It's starting to get better&mdash;but it's still fairly difficult."</p><p>Most business owners, who had traveled from across the United States, seemed optimistic&mdash;but cautiously so. That was readily apparent when entrepreneurs took to the open microphone, following the speech by Karen Mills. Their sustaining economic worries flowed forth.</p><p>And in dozens of subsequent interviews with entrepreneurs at Small Business Week, the sentiment that small businesses are still suffering from the sunken economy, and want the government to do more to help, became crystal clear. </p><p><b>Biggest Concern: Access to Capital</b></p><p>Despite it being a record year for the SBA, and despite the additional capital the administration has made available, entrepreneurs say tight lending conditions still put strain on their business.</p><p>Upon being asked if entrepreneurs had enough access to capital, Holly Bohn, founder of See Jane Work, a style and organization retailer, gave a blunt&mdash;but far from rare&mdash;response: "Absolutely not. And i think they don't have enough access to information."</p><p>Certainly, SBA loans have helped a lot of the businesses honored at Small Business Week get their jump-starts in the past.</p><p>"I couldn't have gotten my business off the ground without an SBA guaranteed loan," said Al Youngwerth, founder and of Rekluse Motor Sports. "I needed money to buy equipment and to expand, and I was not going to get financing without an SBA guarantee, even though I'd had several other successful businesses."</p><p>Although aid from the SBA is quite welcome, it also costs small business owners. "SBA is more expensive," Youngwerth says. "It prices its loans a couple of points higher to take in account for the risk."</p><p>Fortunately for Rekluse, which was named the National Small Business Exporter of the Year, Youngwerth says his SBA loan was "worth every penny."</p><p>Regardless of the increased amount and number of loans the SBA made this year, small business owners say a priority needs to be placed on education surrounding access to capital&mdash;ensuring entrepreneurs understand the large responsibility of loans and know reliable places to find additional funding.</p><p>"I think with loans comes a lot of responsibilities that a lot of small businesses really don't know about," Bohn, of See Jane Work, says. Bohn proposed different ideas for beefing up education for entrepreneurs looking for funding, such as thorough three-day workshops or requirements to meet with a SCORE mentor. Part of the education would also address the best places to access capital. "I still think entrepreneurs are taken advantage of by the capital market," Bohn says.</p><p>She stresses that entrepreneurs should be cautious about where they put their money, time, and faith. She warned against workshops that charge people money to pitch angel investors, stressing the need to research such resources. "It was a business where they were charging people money to present," Bohn says, "and you find out later that very few businesses were ever funded, or they might be funded very minimally."</p><p>Other entrepreneurs said they wanted to know what the SBA would do to keep the ball moving forward after the recent increase in loan availability. Concern was also voiced for the gender divide in funding.</p><p>"Access to capital is a tremendous issue to women entrepreneurs," says Jacqueline Baptist, president of The Baptist Group. "Three percent of VC money goes to women&mdash;out of 100%, and 15% of angel dollars goes to women&mdash;that's really small."</p><p><b>Another Substantial Worry: Financing Employee Health Care</b></p><p>Throughout Small Business Week, several entrepreneurs separately voiced their concerns about health care&mdash;and the woes seemed to extend from the smallest start-ups to established companies.</p><p>"I don&rsquo;t care if you have five employees to 215 employees, you're nervous about what the health care bill is going to bring for small business," Brimacombe, the co-owner of First Impressions, says.</p><p>Health care isn't only a financial stress for business owners, but it can be a source of tension that disrupts employee confidence&mdash;which can harm a company from the inside. "We're going into 2013 and 2014 uncertain about what's going to happen&mdash;which brings down confidence and makes us nervous," Brimacombe says.</p><p>With small business owners being concerned about keeping the business afloat and saving for their families and retirement, and employees worrying about having the health care they need, the large impact of the health care issues are apparent. &ldquo;When we&rsquo;re nervous our employees are nervous because it affects us all,&rdquo; Turner says.</p><p>Though health care is an issue on entrepreneur's minds at National Small Business Week, Youngwerth, of Rekluse Motor Sports, says he believes things are getting better, at least for his company.</p><p>"I don't know how much it has to do with the overall healthcare system, our size and our growing group size, or the pieces of the health care bill that have already implemented," he says. "But I would say it&rsquo;s much better than it was several years ago."</p><p>Despite these worry lines, small business owners are optimistic about the economic future and are keeping things in perspective. "One of the jokes that was made in the back area amongst a lot of the winners wasn't so much congratulations on the award, but congratulations on surviving the last three years," Turner says. "And that says a lot, because we're starting to see a turn around for a lot of small businesses. We're starting to see banks loan more money out and looking for it but it's still the angst of moving forward a little bit."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=bc439ab9a8b77154075efa4b1aab4a9e&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=bc439ab9a8b77154075efa4b1aab4a9e&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_SBA_Week_336x336-bucket_17049.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>The SBA loaned small businesses more this year than ever before. But behind the scenes at Small Business Week 2012, entrepreneurs are still fretting over credit access and financing health care.</p><p>A town-hall meeting kicking off National Small Business Week 2012 in Washington, D.C., and Small Business Administration administrator Karen Mills opened the meeting with a discussion about how small businesses help create a healthy economy&mdash;both in the short term, by hiring and enlivening local economies, and the long term, by growing into sustainable companies. </p><p>"Last year was a record year for SBA," she said, adding that the agency guaranteed $30 billion [in loans] to small business in 2011: "That is more money into the hands of small business for SBA loan guarantees than ever before in the history of this agency."</p><p>And it's a big improvement from two years ago, when small business lending suffered a hard blow from the housing market crash and the recession, said Dr. Corey Brimacombe, the co-owner of First Impressions, a pediatric dentistry and orthodontics practice based in Wisconsin.</p><p>"It was difficult to go to the bank, unless you had basically impeccable credit, just to get them to talk to you." But now small business owners say things are looking up, although improvements still need to be made, he said. "It's starting to get better&mdash;but it's still fairly difficult."</p><p>Most business owners, who had traveled from across the United States, seemed optimistic&mdash;but cautiously so. That was readily apparent when entrepreneurs took to the open microphone, following the speech by Karen Mills. Their sustaining economic worries flowed forth.</p><p>And in dozens of subsequent interviews with entrepreneurs at Small Business Week, the sentiment that small businesses are still suffering from the sunken economy, and want the government to do more to help, became crystal clear. </p><p><b>Biggest Concern: Access to Capital</b></p><p>Despite it being a record year for the SBA, and despite the additional capital the administration has made available, entrepreneurs say tight lending conditions still put strain on their business.</p><p>Upon being asked if entrepreneurs had enough access to capital, Holly Bohn, founder of See Jane Work, a style and organization retailer, gave a blunt&mdash;but far from rare&mdash;response: "Absolutely not. And i think they don't have enough access to information."</p><p>Certainly, SBA loans have helped a lot of the businesses honored at Small Business Week get their jump-starts in the past.</p><p>"I couldn't have gotten my business off the ground without an SBA guaranteed loan," said Al Youngwerth, founder and of Rekluse Motor Sports. "I needed money to buy equipment and to expand, and I was not going to get financing without an SBA guarantee, even though I'd had several other successful businesses."</p><p>Although aid from the SBA is quite welcome, it also costs small business owners. "SBA is more expensive," Youngwerth says. "It prices its loans a couple of points higher to take in account for the risk."</p><p>Fortunately for Rekluse, which was named the National Small Business Exporter of the Year, Youngwerth says his SBA loan was "worth every penny."</p><p>Regardless of the increased amount and number of loans the SBA made this year, small business owners say a priority needs to be placed on education surrounding access to capital&mdash;ensuring entrepreneurs understand the large responsibility of loans and know reliable places to find additional funding.</p><p>"I think with loans comes a lot of responsibilities that a lot of small businesses really don't know about," Bohn, of See Jane Work, says. Bohn proposed different ideas for beefing up education for entrepreneurs looking for funding, such as thorough three-day workshops or requirements to meet with a SCORE mentor. Part of the education would also address the best places to access capital. "I still think entrepreneurs are taken advantage of by the capital market," Bohn says.</p><p>She stresses that entrepreneurs should be cautious about where they put their money, time, and faith. She warned against workshops that charge people money to pitch angel investors, stressing the need to research such resources. "It was a business where they were charging people money to present," Bohn says, "and you find out later that very few businesses were ever funded, or they might be funded very minimally."</p><p>Other entrepreneurs said they wanted to know what the SBA would do to keep the ball moving forward after the recent increase in loan availability. Concern was also voiced for the gender divide in funding.</p><p>"Access to capital is a tremendous issue to women entrepreneurs," says Jacqueline Baptist, president of The Baptist Group. "Three percent of VC money goes to women&mdash;out of 100%, and 15% of angel dollars goes to women&mdash;that's really small."</p><p><b>Another Substantial Worry: Financing Employee Health Care</b></p><p>Throughout Small Business Week, several entrepreneurs separately voiced their concerns about health care&mdash;and the woes seemed to extend from the smallest start-ups to established companies.</p><p>"I don&rsquo;t care if you have five employees to 215 employees, you're nervous about what the health care bill is going to bring for small business," Brimacombe, the co-owner of First Impressions, says.</p><p>Health care isn't only a financial stress for business owners, but it can be a source of tension that disrupts employee confidence&mdash;which can harm a company from the inside. "We're going into 2013 and 2014 uncertain about what's going to happen&mdash;which brings down confidence and makes us nervous," Brimacombe says.</p><p>With small business owners being concerned about keeping the business afloat and saving for their families and retirement, and employees worrying about having the health care they need, the large impact of the health care issues are apparent. &ldquo;When we&rsquo;re nervous our employees are nervous because it affects us all,&rdquo; Turner says.</p><p>Though health care is an issue on entrepreneur's minds at National Small Business Week, Youngwerth, of Rekluse Motor Sports, says he believes things are getting better, at least for his company.</p><p>"I don't know how much it has to do with the overall healthcare system, our size and our growing group size, or the pieces of the health care bill that have already implemented," he says. "But I would say it&rsquo;s much better than it was several years ago."</p><p>Despite these worry lines, small business owners are optimistic about the economic future and are keeping things in perspective. "One of the jokes that was made in the back area amongst a lot of the winners wasn't so much congratulations on the award, but congratulations on surviving the last three years," Turner says. "And that says a lot, because we're starting to see a turn around for a lot of small businesses. We're starting to see banks loan more money out and looking for it but it's still the angst of moving forward a little bit."</p><br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 16:57:19 -0400</pubDate>
			<dc:creator>Caitlin Berens</dc:creator>
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				<media:title type="plain">Behind the Scenes at Small Business Week</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/caitlin-berens/small-business-week-entrepreneurs-money-woes.html</feedburner:origLink></item>
		<item>
			<title>Why Gotham Dream Cars Founder Ignores Traditional Media</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/ixSAm1XAvMo/noah-lehmann-haupt-gotham-dream-car-markets-online.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/noah-haupt-bkt_16777.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Noah Lehmann-Haupt, founder of Gotham Dream Cars, a luxury car rental company, focuses exclusively on targeted Internet marketing.</p><p><br clear="both" style="clear: both;"/>
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			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/noah-haupt-bkt_16777.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Noah Lehmann-Haupt, founder of Gotham Dream Cars, a luxury car rental company, focuses exclusively on targeted Internet marketing.</p><p><object type="application/x-shockwave-flash" id="embedded_player_a6b0235309dcf" name="embedded_player_a6b0235309dcf" width="512" height="313" data="http://service.twistage.com/plugins/player.swf"><br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 14:50:28 -0400</pubDate>
			<dc:creator>Tim Rice</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/noah-haupt-pan_16777.jpg" type="image/jpeg" length="16679" />
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				<media:title type="plain">Why Gotham Dream Cars Founder Ignores Traditional Media</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/tim-rice/noah-lehmann-haupt-gotham-dream-car-markets-online.html</feedburner:origLink></item>
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			<title>6 Marketing Techniques for Every Entrepreneur</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/x8oCF0l_Cls/marketing-techniques-for-every-entrepreneur.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/neil-patel-bkt_17030.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Tools and advice from Neil Patel, co-founder of KISSmetrics, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/neil-patel-bkt_17030.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Tools and advice from Neil Patel, co-founder of KISSmetrics, and Scott Gerber, founder of the Young Entrepreneur Council.</p><p><object type="application/x-shockwave-flash" id="embedded_player_0b8bf285ce0c6" name="embedded_player_0b8bf285ce0c6" width="512" height="313" data="http://service.twistage.com/plugins/player.swf"><br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 14:40:55 -0400</pubDate>
			<dc:creator>Scott Gerber</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/neil-patel-pan_17030.jpg" type="image/jpeg" length="13749" />
			<guid isPermaLink="false">http://www.inc.com/scott-gerber/marketing-techniques-for-every-entrepreneur.html</guid>
			<media:content url="http://www.inc.com/uploaded_files/image/neil-patel-pan_17030.jpg" type="image/jpeg">
				<media:title type="plain">6 Marketing Techniques for Every Entrepreneur</media:title>
			</media:content>
		<feedburner:origLink>http://www.inc.com/scott-gerber/marketing-techniques-for-every-entrepreneur.html</feedburner:origLink></item>
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			<title>New App Aims to Reinvent the Phone Call</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/kBlV0CCxvyk/sidecar-mobile-app-aims-to-reinvent-the-phone-call.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Sidecar-Bucket_17043.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Mobile phones have become slimmer, lighter, and laden with features. But the basic phone call has hardly evolved. Sidecar aims to change that.</p><p>As mobile devices have evolved to become smaller, thinner, and increasingly feature-laden, the way you conduct a voice call has pretty much stayed the same since phones were plugged into walls. Mobile start-up <a rel="nofollow" href="http://www.sidecar.me/">Sidecar</a> claims that's about to change. The company is pitching its new "smart call" app for iOs and Android devices as the best thing to come to calling since, well, cutting those cords.</p><p>Imagine being able to carry on a conversation while at the same time using real-time video to show the person on the other end of the line exactly what you're seeing. "See What I See" video is just one of the features that comes with the Sidecar app that launched Tuesday.</p><p>"There has been tremendous innovation in smartphones in every area except the basic phone call," says Sidecar co-founder Rob Glaser. "Over 800 million people around the world have smart phones, the time is right to re-imagine what a phone call can be. That's the mission of Sidecar."</p>A Hard Pivot<p>Reinventing the phone call was not what co-founders Rob Williams and Glaser initially set out to do. They set out to build SocialEyes, an online social video service. But board member and chief investor Brad Silverberg of Ignition Ventures pushed the company to make a pivot&ndash;and not a small one. The team realized that it was better off ditching the video service and instead capitalizing on the growing mobile space. So, less than a year ago they began work on the Sidecar mobile app.</p><p>"We started from scratch at the pivot," Williams says, "It was incredibly scary, but Brad looked at us and said, 'Let's reinvent the phone call.'"</p><p>Silverberg, who worked at Microsoft in the 1990s on Windows and Internet Explorer, believed the Sidecar team was up for such a daunting task&ndash;Ignition Partners participated in the company's $5 million series A round.</p>The Features<p>In addition to "See What I See" video, Sidecar has focused on developing features that let users conduct a phone call and share content at the same time. So, instead of toggling between screens or ending a call so that you can take and send a photo, Sidecar's simple interface lets you do it all simultaneously.</p><p>Say you're trying to meet up with a friend in an unfamiliar place. Call your friend using the Sidecar app and it will locate both of you on a map so that you can easily find each other. Another cool feature: Text in mid-call using "Whisper Text," for those times when it's hard to talk.</p><p>For now, the application is free for download, but Williams says the company will introduce premium options in the future. The app also lets users make regular voice calls to non-Sidecar users for free over WiFi or 3G/4G networks. Sidecar-to-Sidecar calls can be made anywhere in the world. Williams insists that Sidecar is not competing with wireless carriers, but actually working to help make them better. Video calling services like Skype and FaceTime are perhaps closest to the space Sidecar is targeting but they're not direct competitors (at least for now).</p>Focusing on Users, Not Revenue<p>And as for the business model, Glaser and Williams say for the moment they're focused on users, not revenue. It's a strategy that works for some tech start-ups (see: Instagram) but one not all VCs are willing to buy.</p><p>"Facebook and Twitter have proven that if you can deliver tremendous value to millions of users every day, monetization will follow," says Jules Maltz, general partner at IVP, a late-stage venture capital firm that has invested in Twitter, Zynga, Kayak, among other start-ups. "They are the exceptions to the rule though. Most companies should focus on building a sustainable, long-term business that ultimately generates cash from customers instead of relying solely on capital from investors."</p><p>Have you tried Sidecar? Let us know what you think in the comments.</p><br clear="both" style="clear: both;"/>
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			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/Sidecar-Bucket_17043.jpg' align='left' style='margin-right: 10px;' alt=''><br><p>Mobile phones have become slimmer, lighter, and laden with features. But the basic phone call has hardly evolved. Sidecar aims to change that.</p><p>As mobile devices have evolved to become smaller, thinner, and increasingly feature-laden, the way you conduct a voice call has pretty much stayed the same since phones were plugged into walls. Mobile start-up <a rel="nofollow" href="http://www.sidecar.me/">Sidecar</a> claims that's about to change. The company is pitching its new "smart call" app for iOs and Android devices as the best thing to come to calling since, well, cutting those cords.</p><p>Imagine being able to carry on a conversation while at the same time using real-time video to show the person on the other end of the line exactly what you're seeing. "See What I See" video is just one of the features that comes with the Sidecar app that launched Tuesday.</p><p>"There has been tremendous innovation in smartphones in every area except the basic phone call," says Sidecar co-founder Rob Glaser. "Over 800 million people around the world have smart phones, the time is right to re-imagine what a phone call can be. That's the mission of Sidecar."</p>A Hard Pivot<p>Reinventing the phone call was not what co-founders Rob Williams and Glaser initially set out to do. They set out to build SocialEyes, an online social video service. But board member and chief investor Brad Silverberg of Ignition Ventures pushed the company to make a pivot&ndash;and not a small one. The team realized that it was better off ditching the video service and instead capitalizing on the growing mobile space. So, less than a year ago they began work on the Sidecar mobile app.</p><p>"We started from scratch at the pivot," Williams says, "It was incredibly scary, but Brad looked at us and said, 'Let's reinvent the phone call.'"</p><p>Silverberg, who worked at Microsoft in the 1990s on Windows and Internet Explorer, believed the Sidecar team was up for such a daunting task&ndash;Ignition Partners participated in the company's $5 million series A round.</p>The Features<p>In addition to "See What I See" video, Sidecar has focused on developing features that let users conduct a phone call and share content at the same time. So, instead of toggling between screens or ending a call so that you can take and send a photo, Sidecar's simple interface lets you do it all simultaneously.</p><p>Say you're trying to meet up with a friend in an unfamiliar place. Call your friend using the Sidecar app and it will locate both of you on a map so that you can easily find each other. Another cool feature: Text in mid-call using "Whisper Text," for those times when it's hard to talk.</p><p>For now, the application is free for download, but Williams says the company will introduce premium options in the future. The app also lets users make regular voice calls to non-Sidecar users for free over WiFi or 3G/4G networks. Sidecar-to-Sidecar calls can be made anywhere in the world. Williams insists that Sidecar is not competing with wireless carriers, but actually working to help make them better. Video calling services like Skype and FaceTime are perhaps closest to the space Sidecar is targeting but they're not direct competitors (at least for now).</p>Focusing on Users, Not Revenue<p>And as for the business model, Glaser and Williams say for the moment they're focused on users, not revenue. It's a strategy that works for some tech start-ups (see: Instagram) but one not all VCs are willing to buy.</p><p>"Facebook and Twitter have proven that if you can deliver tremendous value to millions of users every day, monetization will follow," says Jules Maltz, general partner at IVP, a late-stage venture capital firm that has invested in Twitter, Zynga, Kayak, among other start-ups. "They are the exceptions to the rule though. Most companies should focus on building a sustainable, long-term business that ultimately generates cash from customers instead of relying solely on capital from investors."</p><p>Have you tried Sidecar? Let us know what you think in the comments.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 13:09:26 -0400</pubDate>
			<dc:creator>Maeghan Ouimet</dc:creator>
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			<media:content url="http://www.inc.com/uploaded_files/image/Sidecar-pano_17043.jpg" type="image/jpeg">
				<media:title type="plain">New App Aims to Reinvent the Phone Call</media:title>
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			<title>Be Happier at Work: 3 Smart Tips</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/vbgQP-tAc4o/how-to-be-happier-more-calm-googles-happiness-guru.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_Inner_Peace_Flip_336x336-bucket_17042.jpg' align='left' style='margin-right: 10px;' alt='"Calming the mind has the effect of calming the body as well," - Chade-Meng Tan'><br><p>Google's chief happiness officer shares some of the wisdom that has made the company's employees more content and productive.</p><p>Working at a start-up can be stressful. Just ask Chade-Meng Tan, who as Google's 107th employee, experienced the company back when it was a start-up instead of the behemoth it is today.</p><p>Tan was an engineer, and engineers at Google are famously given "20% time" to work on projects of their own choosing. Tan used his 20% time, working with experts, to create a course called "Search Inside Yourself," designed to help Googlers improve their emotional intelligence and mindfulness, making them happier and more productive employees, and better bosses. Ultimately, his goal is to make the world in general a happier place for everyone.</p><p>Tan, whose official Google title is "jolly good fellow (which nobody can deny)" has been teaching "Search Inside Yourself" for the past five years, and participants often report that it changed their lives&ndash;in fact one attendee reversed her decision to leave Google after taking it. Tan's <a rel="nofollow" href="http://www.siybook.com/" target="_blank">book</a>, distilled from the course, is now a New York Times bestseller.</p><p>Here are three mindfulness skills Tan recommends for every entrepreneur:</p>1. Learn inner calm.<p>Working in a start-up company often entails an endless stream of financial pressures and stresses. "The ability to arrive at a mind that is calm and clear on demand is very useful," Tan says. "The analogy is a deep ocean: The surface is choppy but the bottom is very calm. If you're able to go deep inside, you can access that calmness and exist in a world where you can be calm and in action at the same time."</p><p>Sound like a tall order? "Gaining this skill turns out to be very easy," Tan says. "It comes from mindfulness, and mindfulness is about the training of attention in a way that allows your mind to stabilize." One way to achieve this is with a brief daily meditation session, but Tan says you can also get there by quietly focusing your attention on your breath from time to time throughout the day. "Three breaths, every now and then," he says. "Or even every now and then be aware of taking one breath. You don't have to train very deep."</p>2. Increase emotional resilience.<p>"Entrepreneurs fail all the time, and if your job involves innovation, that always entails failure," Tan says. "Begin with the recognition that failure is a physiological experience in large part. For me, it's tightness in my chest, my stomach dropping, a lack of energy. I feel horrible. And the reason I feel horrible is because of the sensations in my body."</p><p>The first step, he says, is to recognize failure as a physical experience. The second step is to return to technique No. 1: Calm your mind by focusing on your breathing. "Calming the mind has the effect of calming the body as well," Tan says, adding that these steps calm the Vagus nerve, which regulates physiological stress reactions.</p><p>"Let go of the sensation," he says. "Consider emotions as simply physiological sensations, that is all. They may be pleasant or unpleasant, but they are simply experiences. Just let them come and go as they wish in a kind, gentle, and generous way. If you can do that, you can become more resilient to failure."</p>3. Develop the habit of wishing success to others.<p>"The premise is that if you have to convince someone to help you, half the battle is lost," Tan explains. "If you're going to help them succeed in a way that you also succeed, it's a lot easier. If you always frame things in those terms, people are more likely to want to work with you."</p><p>A related and very powerful habit is wishing happiness to everyone you come across, Tan says. "Looking at any human being: 'I wish for this person to be happy.'" You may not want to start with the person who cuts you off in traffic, he adds, but with people that you already like, and then people to whom you feel neutral. "The reason is to create a mental habit so that when you see someone, your first thought is, 'I want this person to be happy.' The people you meet will pick this up unconsciously."</p><p>It will also help you be a better boss. Tan recommends entrepreneurs strive to become what Jim Collins in Good to Great calls "level 5 leaders"&ndash;the kind who can propel their companies to greatness. "What's special about level 5 leaders is they're personally humble and ambitious at the same time," Tan says. "Their ambition is for the greater good, not for themselves. This type of leader is very effective in a start-up, where you want to inspire everybody. That's why the best skill a start-up leader can learn is compassion."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=87c703cde7fe2e9c8fc9b9b5ebc4f2d4&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=87c703cde7fe2e9c8fc9b9b5ebc4f2d4&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/052212_Inner_Peace_Flip_336x336-bucket_17042.jpg' align='left' style='margin-right: 10px;' alt='"Calming the mind has the effect of calming the body as well," - Chade-Meng Tan'><br><p>Google's chief happiness officer shares some of the wisdom that has made the company's employees more content and productive.</p><p>Working at a start-up can be stressful. Just ask Chade-Meng Tan, who as Google's 107th employee, experienced the company back when it was a start-up instead of the behemoth it is today.</p><p>Tan was an engineer, and engineers at Google are famously given "20% time" to work on projects of their own choosing. Tan used his 20% time, working with experts, to create a course called "Search Inside Yourself," designed to help Googlers improve their emotional intelligence and mindfulness, making them happier and more productive employees, and better bosses. Ultimately, his goal is to make the world in general a happier place for everyone.</p><p>Tan, whose official Google title is "jolly good fellow (which nobody can deny)" has been teaching "Search Inside Yourself" for the past five years, and participants often report that it changed their lives&ndash;in fact one attendee reversed her decision to leave Google after taking it. Tan's <a rel="nofollow" href="http://www.siybook.com/" target="_blank">book</a>, distilled from the course, is now a New York Times bestseller.</p><p>Here are three mindfulness skills Tan recommends for every entrepreneur:</p>1. Learn inner calm.<p>Working in a start-up company often entails an endless stream of financial pressures and stresses. "The ability to arrive at a mind that is calm and clear on demand is very useful," Tan says. "The analogy is a deep ocean: The surface is choppy but the bottom is very calm. If you're able to go deep inside, you can access that calmness and exist in a world where you can be calm and in action at the same time."</p><p>Sound like a tall order? "Gaining this skill turns out to be very easy," Tan says. "It comes from mindfulness, and mindfulness is about the training of attention in a way that allows your mind to stabilize." One way to achieve this is with a brief daily meditation session, but Tan says you can also get there by quietly focusing your attention on your breath from time to time throughout the day. "Three breaths, every now and then," he says. "Or even every now and then be aware of taking one breath. You don't have to train very deep."</p>2. Increase emotional resilience.<p>"Entrepreneurs fail all the time, and if your job involves innovation, that always entails failure," Tan says. "Begin with the recognition that failure is a physiological experience in large part. For me, it's tightness in my chest, my stomach dropping, a lack of energy. I feel horrible. And the reason I feel horrible is because of the sensations in my body."</p><p>The first step, he says, is to recognize failure as a physical experience. The second step is to return to technique No. 1: Calm your mind by focusing on your breathing. "Calming the mind has the effect of calming the body as well," Tan says, adding that these steps calm the Vagus nerve, which regulates physiological stress reactions.</p><p>"Let go of the sensation," he says. "Consider emotions as simply physiological sensations, that is all. They may be pleasant or unpleasant, but they are simply experiences. Just let them come and go as they wish in a kind, gentle, and generous way. If you can do that, you can become more resilient to failure."</p>3. Develop the habit of wishing success to others.<p>"The premise is that if you have to convince someone to help you, half the battle is lost," Tan explains. "If you're going to help them succeed in a way that you also succeed, it's a lot easier. If you always frame things in those terms, people are more likely to want to work with you."</p><p>A related and very powerful habit is wishing happiness to everyone you come across, Tan says. "Looking at any human being: 'I wish for this person to be happy.'" You may not want to start with the person who cuts you off in traffic, he adds, but with people that you already like, and then people to whom you feel neutral. "The reason is to create a mental habit so that when you see someone, your first thought is, 'I want this person to be happy.' The people you meet will pick this up unconsciously."</p><p>It will also help you be a better boss. Tan recommends entrepreneurs strive to become what Jim Collins in Good to Great calls "level 5 leaders"&ndash;the kind who can propel their companies to greatness. "What's special about level 5 leaders is they're personally humble and ambitious at the same time," Tan says. "Their ambition is for the greater good, not for themselves. This type of leader is very effective in a start-up, where you want to inspire everybody. That's why the best skill a start-up leader can learn is compassion."</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 11:22:07 -0400</pubDate>
			<dc:creator>Minda Zetlin</dc:creator>
			<enclosure url="http://www.inc.com/uploaded_files/image/052212_Inner_Peace_Flip_575x270-panoramic_17042.jpg" type="image/jpeg" length="23802" />
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				<media:title type="plain">Be Happier at Work: 3 Smart Tips</media:title>
			</media:content>
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		<item>
			<title>Sell More by Not Selling at All</title>
			<link>http://feedproxy.google.com/~r/inc/headlines/~3/4qIVdULFucI/make-more-sales-by-not-selling-at-all.html</link>
			<description><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/star-sales-person-necktie-bkt_9358.jpg' align='left' style='margin-right: 10px;' alt='"You need someone with a built-in polish that matches that of your target customer."'><br><p>Five ways to forge relationships--and close more deals--directly with CEOs.</p><p>The longer I've been in business, the more I realize that the business of selling any product or service has very little to do with the product or service.  Sales is about building relationships of trust, and you build relationships of trust by finding common ground.</p><p>As a CEO, I always knew that I was in sales and that I was in a unique position to try and build relationships with my peers at the organizations we try to sell to.  The problem is that Beryl is a small service provider in the huge health care industry.  And I found getting into the "C suite" of a large hospital is pretty much like walking into a White House dinner without an invite. Not a high ratio of success. Even bigger possibility of being manhandled by guys in sunglasses on the way out.</p><p>What I realized over time is that the best way to sell is to "elevate the conversation" beyond the product or service we provided.  Frankly, the higher up in an organization, the less interested the executives are in the features and benefits of your product.  In fact, your product or service shouldn't be the topic for your first several conversations.  Find another way to foster a trusted relationship.  The sales will come.  You just have to be patient and disciplined. </p><p>Here's how:</p><p><b>1. Become a thought leader</b></p><p>There isn't anything particularly sexy about what I do.  I am in a commodity business: outsourced hospital call center services.  So I started a separate entity, a research institute, to tackle the bigger questions and issues around patient experience in health care.  The institute produces case studies and white papers chock full of data on topics that are top of mind for health care executives.  It has given Beryl a level of credibility I could have never imagined, which results in a halo effect over our services business. </p><p><b>2. Find a common passion</b> </p><p>My personal passion in business is company culture and employee engagement.  Those are subjects most CEOs are ready and willing to talk about, especially in health care, which is going through a cultural transformation.  </p><p><b>3. Share knowledge</b></p><p>When I connect with another CEO around a topic I learn he's interested in, I stay on top of the news to find and pass along additional relevant information.  I often send a hard copy of an important article with a short hand-written note. (I'm an analog guy in a digital world.)  The personal touch is still a very powerful tool in building relationships.</p><p><b>4. Ask for advice</b></p><p>Rather than sell a CEO something, describe your company vision and strategy, and ask if you are on the right track.  A top executive is always more than happy to give you honest feedback.  And now he will have some buy-in for your success.</p><p><b>5. Interview top executives for a book or article</b></p><p>I'm now writing my third book, which is specific to the health care industry.  I've already interviewed 25 hospital CEOs and I'm not stopping now. An interview shows sincere interest and is non-invasive.  Most people feel honored to be interviewed for a publication.  </p><p>Notice something missing from these tips?  The product.  Many of my "prospects" may not yet know what my company really does.  But, in the process, I've most likely learned about a potential new client's business challenges, know what he is passionate about, and have begun to develop trust and credibility.</p><p>If you follow this advice, it is more likely than not that your new friends will be asking you if you can help them.  If not, you'll certainly have earned the right to offer up assistance.  And now, rather than working through the organization and having to prove yourself over and over again, you've got sponsorship, and buy-in from the top.</p><p>I swear, you'll see your sales grow out of the relationships you've built, and feel rewarded helping to meet the real needs of the new, smart people you know.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
<a href="http://ads.pheedo.com/click.phdo?s=6694511ca8531fd95dc1043429af5c23&p=1"><img alt="" style="border: 0;" border="0" src="http://ads.pheedo.com/img.phdo?s=6694511ca8531fd95dc1043429af5c23&p=1"/></a>
<img alt="" height="0" width="0" border="0" style="display:none" src="http://tags.bluekai.com/site/5148"/><img alt="" height="0" width="0" border="0" style="display:none" src="http://insight.adsrvr.org/track/evnt/?ct=0:ef7jeah&adv=wouzn4v&fmt=3"/>]]></description>
			<content:encoded><![CDATA[<img src='http://www.inc.com/uploaded_files/image/100x100/star-sales-person-necktie-bkt_9358.jpg' align='left' style='margin-right: 10px;' alt='"You need someone with a built-in polish that matches that of your target customer."'><br><p>Five ways to forge relationships--and close more deals--directly with CEOs.</p><p>The longer I've been in business, the more I realize that the business of selling any product or service has very little to do with the product or service.  Sales is about building relationships of trust, and you build relationships of trust by finding common ground.</p><p>As a CEO, I always knew that I was in sales and that I was in a unique position to try and build relationships with my peers at the organizations we try to sell to.  The problem is that Beryl is a small service provider in the huge health care industry.  And I found getting into the "C suite" of a large hospital is pretty much like walking into a White House dinner without an invite. Not a high ratio of success. Even bigger possibility of being manhandled by guys in sunglasses on the way out.</p><p>What I realized over time is that the best way to sell is to "elevate the conversation" beyond the product or service we provided.  Frankly, the higher up in an organization, the less interested the executives are in the features and benefits of your product.  In fact, your product or service shouldn't be the topic for your first several conversations.  Find another way to foster a trusted relationship.  The sales will come.  You just have to be patient and disciplined. </p><p>Here's how:</p><p><b>1. Become a thought leader</b></p><p>There isn't anything particularly sexy about what I do.  I am in a commodity business: outsourced hospital call center services.  So I started a separate entity, a research institute, to tackle the bigger questions and issues around patient experience in health care.  The institute produces case studies and white papers chock full of data on topics that are top of mind for health care executives.  It has given Beryl a level of credibility I could have never imagined, which results in a halo effect over our services business. </p><p><b>2. Find a common passion</b> </p><p>My personal passion in business is company culture and employee engagement.  Those are subjects most CEOs are ready and willing to talk about, especially in health care, which is going through a cultural transformation.  </p><p><b>3. Share knowledge</b></p><p>When I connect with another CEO around a topic I learn he's interested in, I stay on top of the news to find and pass along additional relevant information.  I often send a hard copy of an important article with a short hand-written note. (I'm an analog guy in a digital world.)  The personal touch is still a very powerful tool in building relationships.</p><p><b>4. Ask for advice</b></p><p>Rather than sell a CEO something, describe your company vision and strategy, and ask if you are on the right track.  A top executive is always more than happy to give you honest feedback.  And now he will have some buy-in for your success.</p><p><b>5. Interview top executives for a book or article</b></p><p>I'm now writing my third book, which is specific to the health care industry.  I've already interviewed 25 hospital CEOs and I'm not stopping now. An interview shows sincere interest and is non-invasive.  Most people feel honored to be interviewed for a publication.  </p><p>Notice something missing from these tips?  The product.  Many of my "prospects" may not yet know what my company really does.  But, in the process, I've most likely learned about a potential new client's business challenges, know what he is passionate about, and have begun to develop trust and credibility.</p><p>If you follow this advice, it is more likely than not that your new friends will be asking you if you can help them.  If not, you'll certainly have earned the right to offer up assistance.  And now, rather than working through the organization and having to prove yourself over and over again, you've got sponsorship, and buy-in from the top.</p><p>I swear, you'll see your sales grow out of the relationships you've built, and feel rewarded helping to meet the real needs of the new, smart people you know.</p><br clear="both" style="clear: both;"/>
<br clear="both" style="clear: both;"/>
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			<pubDate>Tue, 22 May 2012 10:50:48 -0400</pubDate>
			<dc:creator>Paul Spiegelman</dc:creator>
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				<media:title type="plain">Sell More by Not Selling at All</media:title>
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