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      C  2016 Dennis Zink. All rights reserved. This copyrighted material may not be re-published without permission from ...
Chapter 3 - CEO without a board  Consider a roundtable Chapter 4 - Tips, and lots of them, for small businesses Chapter 5 ...
Chapter 23 - Selling the company for maximum value Chapter 24 - How to know what to charge for a bologna sandwich Chapter ...
Chapter 42 - To succeed, you must see your way to goals Chapter 43 - Hiring choices can determine your fate Chapter 44 - S...
Chapter 61     Business pilots know a checklist can prevent a crash Chapter 62     There s planning, and then there s stra...
Chapter 81     Show your best at trade shows Chapter 82     You can take your    Elevator Speech    to the top floor Chapt...
Chapter 101     Your most pressing business concern Chapter 102     Where will your growth come from  Chapter 103     16 u...
Chapter 121     Let s chat about exit strategies for your business Chapter 122     Is it possible to bring the jobs back  ...
Chapter 141     Insulate business, avoid risk exposure Chapter 142     Making Facebook engaging is key Chapter 143     Dip...
Chapter 161     Do you have what it takes to be a successful leader  Chapter 162     The secrets to using LinkedIn success...
Chapter 1 Meet Dennis Zink, the  New Jerry  Staff Report Published  Monday, March 10, 2014 at 1 00 a.m.  When Jerry Chauti...
Chapter 2 Jerry Chautin passes small-business baton  CLICK HERE to return to Table of Contents  Dennis Zink, SCORE mentor ...
I met with Charlie Sax and Dick Radt, the group s intellectual security gatekeepers. I call them the twin SCORE keepers --...
I hope you benefit from and enjoy what I have to say. I look forward to your feedback, questions and suggestions. Next wee...
Chapter 3 CEO without a board  Consider a roundtable Published  Monday, March 17, 2014 at 1 00 a.m.  Twenty-six years ago,...
Why belong to a CEO group  Because it s lonely at the top. Most CEOs from small to mid-size companies do not have a formal...
According to Spirtas, vice president of the Manatee Chamber of Commerce,  The goal is to connect local leaders in a manner...
Chapter 4 Tips, and lots of them, for small businesses Published  Monday, March 24, 2014 at 1 00 a.m.  I am often asked ab...
10. Do the research yourself, because you must internalize it. Don t hire someone else to do your key research. You need t...
Chapter 5 Success means being a good plate spinner Published  Monday, March 31, 2014 at 1 00 a.m.  WHEN I WAS A CHILD, my ...
My contention is that if you are the owner, CEO, or top person in your company, you should work your way out of every task...
Chapter 6 You should have to do     and to don t     lists Published  Monday, April 7, 2014 at 1 00 a.m.  How can you poss...
Most of the things on your To Do list are probably things you should not be doing. Just because you can, doesn t mean you ...
Chapter 7 Your business will die.  When  is the big issue. Published  Monday, April 14, 2014 at 1 00 a.m.  When new retail...
employees  You ll want to keep your break-even number as low as possible and make your mistakes as inexpensively as you ca...
Chapter 8 Mastering networking ... and the hand-off Published  Monday, April 21, 2014 at 1 00 a.m.  While networking at a ...
If you don t know who the person is and what makes them uniquely valuable and how that s the same or different from you, i...
Focus on what somebody is saying and not what you re going to say next.  CLICK HERE to return to Table of Contents  CLICK ...
Chapter 9 Why business plans come in two flavors Published  Monday, April 28, 2014 at 1 00 a.m.  Will a business plan ensu...
elements describing a firm s value proposition, infrastructure, customers and finances. It assists firms in aligning their...
Chapter 10 A winning mindset for athletes, and you Published  Monday, May 5, 2014 at 1 00 a.m.  I HAD THE OPPORTUNITY to h...
A  At IMG we study the habits of high performers, and one thing we find as a common thread is that they do have mentors an...
Train to change the way you look at things. Easier said than done, but look at things through a different lens. How can th...
Chapter 11 On minimum wages and maximum results Published  Monday, May 12, 2014 at 1 00 a.m.  As an employer, I have compe...
and health care. What if this person has a spouse, children and or parents to care for  They are up a creek without a padd...
Chapter 12 Hell is being a slave to a losing business Published  Monday, May 19, 2014 at 1 00 a.m.  AS A SMALL-BUSINESS ow...
more than a token amount for your good will, should you want to sell your unprofitable business  Stale inventory is also g...
Chapter 13 Control your days  Know urgent vs. important Published  Monday, May 26, 2014 at 1 00 a.m.  Do you know the diff...
Let your phone ring. Check it later in the day  once or twice a day should suffice for most businesses  and return only th...
Chapter 14 Make your meetings amount to something Published  Monday, June 2, 2014 at 1 00 a.m.  Do you find yourself atten...
purposeful meetings. These meetings should be well thought out and purposeful, have the right people and keep costs in che...
Chapter 15 Creating quality is hard ... but worth it Published  Monday, June 9, 2014 at 1 00 a.m.  If you are over 40, you...
 We had quality problems, we needed a framework,  he said.  We needed discipline, and it gives you that as well.  Clancy b...
 Our sales, our profits, our backlog exploded. We were on  Inc.  magazine s List of Fastest Growing Companies two years in...
Chapter 16 Intellectual property and the small business Published  Monday, June 16, 2014 at 1 00 a.m.  Are you aware that ...
Employment, contractor agreements, or contracts, generally including explicit agreement that works created as part of a wo...
Design patents can be very limited in their value at times, simply because competitors can get around infringing. A compet...
Chapter 17 So you think you want a partner  Ask this first Published  Monday, June 23, 2014 at 1 00 a.m.  Should you consi...
I ve had four partners over a 30-year period, and fortunately all four of these businesses were successful, although three...
Talk through problems, be flexible, be empathetic, agree to disagree, and set procedures on how to resolve problems. Be ho...
Chapter 18 When should you scale your company  Published  Monday, June 30, 2014 at 1 00 a.m.  With the stock market settin...
Finances  If your company has successfully navigated the growing-pains stage, is profitable and has the management talent,...
Many business owners succeed in building an empire. Many more fail miserably at scaling and jeopardize their initial busin...
Chapter 19 Sizing up competition and share of market Published  Monday, July 7, 2014 at 1 00 a.m.   My clients hate to do ...
Step 5  Segment -- separate each publication s advertising into categories, such as real estate and restaurants. Compare e...
But it is critical that you know where you stand in relationship to your competition. Know what your market share is and d...
Chapter 20 A few ways to find out what you don t know Published  Monday, July 14, 2014 at 11 28 a.m.  The Socratic Paradox...
Take a contemplative minute by closing the door after each meeting or each lengthy phone call to give yourself a creative ...
Chapter 21 Finding manager yang for your start-up yin Published  Monday, July 21, 2014 at 1 00 a.m.  IN CHINESE PHILOSOPHY...
If I had  1 for every great idea, my wealth would rival Bill Gates. Having a great idea is indeed a starting point, but th...
Ask yourself if your business is optimizing efficiencies and its bottom line. Does your business have a solid yin-yang bal...
Chapter 22 Six strategies to use to exit your business Published  Monday, July 28, 2014 at 1 00 a.m.  WHEN YOU COME TO the...
very familiar with your business and certainly your industry. A big minus is if the deal doesn t go through, you just open...
Chapter 23 Selling the company for maximum value Published  Monday, August 4, 2014 at 1 26 a.m.  OKAY, YOU MADE THE decisi...
Market your business Consider hiring an intermediary  business broker , rather than selling your business yourself. Use a ...
Keep your account receivables higher  shoot for 2x or more if possible  than your account payables, and don t have account...
Chapter 24 How to know what to charge for a bologna sandwich Published  Monday, August 11, 2014 at 1 00 a.m.  WHETHER YOU ...
Competition  What are your competitors charging for the same or similar products services  How do you react when a competi...
Chapter 25 Business negotiations  goal should be win-win Published  Monday, August 18, 2014 at 1 00 a.m.  If I negotiate a...
Using data from Risk Management Associates, formerly known as Robert Morris Associates, you can look up your industry and ...
Chapter 26 My tips for networking with LinkedIn service Published  Monday, August 25, 2014 at 1 00 a.m.  WHILE HAVING LUNC...
Ask people you have worked with for recommendations. Add links to relevant articles and blogs you have written. Join user ...
From my search results, I may decide to consider Mary X. I ve never met Mary, but LinkedIn indicates we share 13 connectio...
Chapter 27 Cash flow, and ways to avoid selling your car Published  Monday, September 1, 2014 at 1 00 a.m.   I will gladly...
It may be helpful to classify entries with labels such as cash from operations  either from sales or accounts receivable  ...
15. Sell an equitable interest in your business. 16. Optimize inventory levels. Use JIT  just in time  where possible. 17....
Chapter 28 Why  Don t reinvent the wheel  is bad advice Published  Monday, September 8, 2014 at 1 00 a.m.  The wheel has b...
Another good example of this reinvention is evident with automobile tires. Tire evolution has produced tall tires, fat tir...
Chapter 29 Figuring out when it s time to fire customers Published  Monday, September 15, 2014 at 1 00 a.m.  Have you ever...
Examine why certain customers are not profitable and try to come up with a solution. Perhaps you need to raise rates or se...
Chapter 30 Small-business owners must know branding Published  Monday, September 22, 2014 at 1 00 a.m.  Brand and branding...
Website design -- Do the most you can with the budget you have. Look at websites you like and copy their use of design ele...
knowledge on a particular business topic. These podcasts are also available at centreofinfluence.org. Finally, where shoul...
Chapter 31 With eyes on your future, start by writing your obituary Published  Monday, September 29, 2014 at 1 00 a.m.  Ma...
Non-desirable and existing  List those things that exist in your life that you don t desire. These are your obstacles. Wri...
Chapter 32 Culture  it s not in ledger, but it affects the bottom line Published  Monday, October 6, 2014 at 1 00 a.m.  Cu...
5. Circle as many of the following that apply to your business and feel free to add your own attributes  effective leaders...
You now have two distinct groups trying to behave as one. Culture is a stubborn thing and resistant to change. Will one cu...
Chapter 33 Achieving world-class customer service Published  Monday, October 13, 2014 at 1 00 a.m.  Because last week was ...
10. Knowledge base. Does your staff know your products and the services you offer  Teach them to answer the customer s que...
This level of customer service embodies the 10 Commandments of world-class service  I. Have an incredibly strong, inspirat...
Chapter 34 It s time to give your business a tune-up Published  Monday, October 20, 2014 at 1 00 a.m.  Just like a car, a ...
Next, consider cash flow measures  cash from sales, cash after operations, debt service, interest coverage, etc. Circle or...
After you have made all of these positive changes, it s time to reward yourself for a job well done. A first step This exe...
Chapter 35 Why can t employees think more like a boss  Published  Monday, October 27, 2014 at 1 00 a.m.  Have you ever won...
Employer perspective  A review doesn t mean you automatically get a raise or pay increase. Employee perspective  I am bein...
One of the best ways to get employee buy-in to an employer s perspective is to have some form of profit sharing. This will...
Chapter 36 Lights, camera, action  Promote your business Published  Monday, November 3, 2014 at 1 00 a.m.  Last week, I at...
Nelson emphasized that, just as you would build a house using a blueprint, you should plan four video production steps so ...
Get excited about what you are talking about. That will make a huge difference. Of course, if it s not really you, it won ...