TenFourInc.com

Just another WordPress.com weblog

Archive for the ‘Sales Training’ Category

BEING SUCCESSFUL IS WITHIN YOU

Posted by 104Inc.com on February 27, 2009

How things look on the outside of you always depends
on how things are on the inside of you.
 
Your thoughts have brought you to where you are today.
Your actions always mirror your thoughts.
Take a good look at where you are and what you’re doing,
and you can understand what you’ve been thinking.
Your mind is your true essence.
 
Your behavior is the perpetual revealing of yourself.
What you do, tells everyone who and what you are.
 
Change your thoughts and you can change your position in life.
You can start this process at anytime.
Why not start today?

Advertisements

Posted in Business, Diary Entry, Diet, family, Health, job, life, Love, married, motivation, romance, Sales Training, success, Weight loss, work | Tagged: , , , , , , , , , , , , , , , , , , , , | Leave a Comment »

MOUNTAINS ARE CLIMBED ONE STEP AT A TIME

Posted by 104Inc.com on February 27, 2009

“That's My Goal” cover
Image via WikipediTo attain success or to reach your goal,

Everyone who got where they are had to begin where they were.
Your opportunity for success is right in front of you.

To attain success or to reach your goal,
don’t worry about having all the answers in advance.
You just need to have a clear idea of your goal and move toward it.

Don’t procrastinate when faced with a difficult problem.
Break your problems into parts and handle one part at a time.

Develop a tendency toward action.
You can make something happen today.
Break your big plan for success into small steps and take the first step right away.

Success starts with a first step.

Reblog this post [with Zemanta]

Posted in Diary Entry, Diet, economy, family, Health, job, life, Love, marketing, Mortgage, motivation, Sales Training, success, Weight loss, work | Tagged: , , , , , , , | Leave a Comment »

Poor Or Good Economy, Advertising Can Help You Bring In Customers

Posted by 104Inc.com on February 27, 2009

View of Wall Street, Manhattan.
Image via Wikipedia

Poor Or Good Economy, Advertising Can Help You Bring In Customers

I understand that a slow cash flow is hard to cope with and the first inclination is to cut out the overhead. Unfortunately, they think of advertising as overhead. I considered it an extra salesperson that never slept, needed no health benefits, but always worked hard to bring in business. Advertising should be the last thing to go especially if you can cut cost and get more leads in the process. Now doesn’t that sound like a win-win? Read: Poor Or Good Economy, Advertising Can Help You Bring In Customers Read

By: 104inc.com | 25/02/2009 | Advertising

How To Advertising Online For Free!

Advertising online is big business nowadays. Since the medium is quite cheap to maintain, some other options have become open to earn while advertising online. By being observant online, one can find the ways to make money on online advertising. You can either be the host or the source, and here some ways one can utilize this business for personal revenue. Read: How To Advertising Online For Free! Read

By: 104inc.com | 20/02/2009 | Advertising

A Less Costly Way Of Going Green And Promoting Your Brand With 104Inc

All companies and businesses know the importance of spreading the word about what they sell and offer in order for people to know that their products or services exist in the market. And they know that target consumers will only try out a certain brand when they are aware of it or, as is most often the case, when they have heard of it repeatedly. This is the reason why businesses need all the advertising and promotion they can get…and afford. Read: A Less Costly Way Of Going Green And Promoting Your Brand With 104Inc Read

By: 104inc.com | 20/02/2009 | Advertising

Are The Yellow Pages Still Useful In This Internet Age?

I grew up before microwave ovens, fax machines, cell phones and personal computers. I finally got a Mac in 1984. Ten years later, a cell phone. I started working a sales consultant for the Yellow Pages in 1980 and figured that they would be around forever. But look at us now. We are hooked on Google searches and Blackberries as our PDA’s. What a difference a generation has made. So, do I or anyone else I know, still use the old printed directory? Read: Are The Yellow Pages Still Useful In This Internet Age? Read

By: 104inc.com | 20/02/2009 | Advertising

Why Don’T You Have A Sidewalk Or Window Sign For Your Small Business?

Advertising is so important for any business to survive. If you want people coming in your store then you have to advertise right? s a small business owner, I am sure you are always looking for an inexpensive yet very effective way to attract customers and make more money. Am I still right? Well I just have one question. Why don’t you have a sidewalk sign? Sidewalk signs have been proven to increase walk ins and sales but yet you still haven’t bought one. Again I ask why? Read: Why Don'T You Have A Sidewalk Or Window Sign For Your Small Business? Read

By: 104inc.com | 20/02/2009 | Advertising

How To Advertise Your Business On A Budget

With the unemployment rates going up, market ratings going down, and an overall gloomy outlook for the next few months, every business needs to cut costs. We all need to ride out this economic storm and wait for those clearer skies beyond. Hence, the norm usually these days is that you need to fit a small budget for a big objective. Advertising for example is one of the key investments that may suffer some budget cuts but still has some big shoes to fill. Read: How To Advertise Your Business On A Budget Read

By: 104inc.com | 20/02/2009 | Advertising

The Power Of Action Learning

I learned recently about The Freedom Class, a laptop seminar with Tim Brocklehurst. He claims that with just 2 days, he can set you up with your own Internet Business set to earn over $66,000 in eight months – and over $100,000 in a year. The theory is based around the phenomenon of exponential growth, and there are numerous examples of people who have experienced it using effective viral marketing on The Internet. Read: The Power Of Action Learning Read

By: 104inc.com | 20/02/2009 | Internet

How People Get Back Together After A Break Up

It might seem impossible right now to think that there is anyway for you to get back together with your ex. You maybe thinking that there is no way that your ex will take you back. The fact is that regardless of the reason you have been given by your ex, the true nature and reasons why they left can be right in front of you. Read: How People Get Back Together After A Break Up Read

By: 104inc.com | 20/02/2009 | Relationships

Internet Marketing Provides A Way For You To Earn Your Living Online!

An internet marketing seminar can be your ticket to learning everything you need to get started making money online. If you are like the thousands of people who have been laid off or “sacked” recently as they say in the U.K., you should look to learning a skill that no one can take away from you now. Read: Internet Marketing Provides A Way For You To Earn Your Living Online! Read

By: 104inc.com | 19/02/2009 | Advertising

Free Internet Marketing: 104 Online Marketing Strategies

Remember: You can’t put up a terrific web site on-line and “hope” that people will just arrive. You have to let your prospects know, IN EVERY POSSIBLE WAY, that your web site is there. This HAS to be part of any Internet Marketing Strategy you develop. This is actually a basic marketing principle. Unless you have something as needed and wanted as the original and authentic Fountain of Youth, your customers are not going to look for you; you have to look for them. Read: Free Internet Marketing: 104 Online Marketing Strategies Read

By: 104inc.com | 19/02/2009 | Advertising

Reblog this post [with Zemanta]

Posted in Advertising, Banking, Bankruptcy, Business, Business Finance, credit score, Diary Entry, economy, job, life, marketing, Mortgage, motivation, Online Business, Online Discounts, Personal Finance, Politics, Sales Training, success, Weight loss, work | Tagged: , , , , , , , | 3 Comments »

Take Your Ad Out of the Yellowpages and Save a Bundle!

Posted by 104Inc.com on February 25, 2009

Take your ad out of the yellowpages and save a bundle. Actually, there’s a bit more to say, but most of my customers usually did just that before coming to see me. You see, I counsele 1000’s of clients during my years as a marketing consultant. So, during a recession, customers would ask to cut or remove their ads entirely. Hey, it made perfect sense to them. When business is good, advertise. When it’s bad, don’t. They also probably buy high and sell low in the stock market, too.

I understand that a slow cash flow is hard to cope with and the first inclination is to cut out the overhead. Unfortunately, they think of advertising as overhead. I considered it an extra salesperson that never slept, needed no health benefits, but always worked hard to bring in business. It was tough to convince my customers to stop dumping money in the yellowpages and start getting more for less.  Advertising should be the last thing to go especially if you can cut cost and get more leads in the process. Now doesn’t that sound like a win-win?

But invariably some businesses will still remove advertising and hope things would get better on their own. Amazingly, when I see them the following year, things weren’t any better and often, worse. They couldn’t comprehend what was happening, so I tried to explain the situation.

I would start with, “You just made your competitors very happy.” The business owner would look startled. “Why is that?” they might ask. “Because,” I reply, “you aren’t in the yellowpages anymore and that’s great but did you replace it with a lower cost and more effective alternative?  No. So when a consumer’s water heater dies and they go searching for a plumber, the other plumbers are there and you aren’t. They get to benefit from less competition. So, even though they pay for the ad, it works better when there are less ads. You did them a favor. I hoped they thanked you.”

Sure, the poor times might cause you to drop the color or reduce a size, but dropping the ad is not the way to help yourself when every customer becomes even more precious. There are other ways to beef up the results of your ad without spending more. In fact, I’ve had some clients spend less and still maintain a successful advertising program. It’s all about the little things and how they are handled. Haven’t you brought your car into the shop for a tune-up? Well, I bet it’s time to trade in that old and dusty yellowpages ad and 104inc.com is your neighborhood low cost and high impact advertising source. They will show you how to create a headline that works and create a slimmer and trimmer ad that can compete for more business. Also, 104inc.com will help you track the results of the ads so you know exactly how it’s doing.

Give your ad a makeover and take it out for a test run with a 45 Day FREE Trial. In a poor or good economy, your advertising can help you bring in customers, if it’s well thought out and created with your business in mind.

 

Posted in Advertising, Business, Business Finance, economy, Free Trial, marketing, Online Business, Online Discounts, Sales Training, success, work | Tagged: , , , , , , , , , , , , , , , , , , , | 1 Comment »

High Quality Prospects For Your Business: Without Spending a Dime on Leads, Marketing or Advertising!

Posted by 104Inc.com on February 20, 2009

Today I wanted to share with you another secret to building a
successful and income producing business.
 
You see, I have met and talked with hundred of frustrated
marketers who are on the verge of calling it quits.
 
They are disenchanted by:
 
     – Their lack of income!
     – Stagnant business growth
     – The never ending attrition of their business!
 
Or worse, all of the above…
 
If this sounds like you – let me ask you this:
 
Are you building a business like a house of cards?
 
You know what I mean, an organization with little or no “real”
substance.
 
Here’s the secret I want to share with you today:
 
Build your business like you would your dream home.
 
What I mean by that is build your business with a solid foundation,
build from the finest materials you can find… and be extremely selective
when choosing who you bring into your business.
 
Now, this might sound challenging, especially if you’re new to the
business. But don’t worry, I tell you precisely how to do this – and
fast.
 
First of all, don’t simply recruit just anyone into your business!
 
Now, this is going to sound contrary to everything that you have heard
before, and goes against the “everyone is a prospect” mantra that has been
drilled into your subconscious.
 
But hear me out here, as this is an extremely important tip.
 
Most marketers will go to just about any length to recruit “suspects”
into their business, occasionally using “pressure” tactics to do so.
 
The result of this is building a business full of low quality recruits,
who will:
     – Complain the most!
     – Struggle the most!
     – Drain your time the most!
     – Quit the most!
 
And, most importantly – produce the least!
 
Instead, recruit only “high quality” people into your business.
 
Look for people who already have:
     – Existing Business savvy
     – A burning desire to succeed
     – A drive to achieve more
     – A willingness to learn
 
And, if they also have a built in “warm” market – that’s a bonus!
 
So where do you find such people?
 
Believe it or not, that’s a whole lot easier than you think –
BUT ONLY if you know where to look.
 
This is why I have taken all the knowledge that I have obtained in the
last 12 years, and compiled it into a simple to learn, surefire system,
that will show you in step-by-step detail how to target the highest
quality prospects for your business – without spending a dime on leads,
marketing or advertising!
 
And, it’s all waiting for you in my NEW “104Inc.com FREE TRIAL”.
 
And, here’s some great news for you:
 
As I mentioned yesterday, you have the chance to purchase it for the
Pre-Launch price of $99 before it goes on sale to the masses for $199.
I would encourage you to do so now.

Posted in Advertising, Business, Diary Entry, economy, job, life, Online Business, Online Discounts, Sales Training, work | Tagged: , , , , , , , , , , | Leave a Comment »

YOU MUST MAKE YOUR OWN OPPORTUNITIES

Posted by 104Inc.com on February 20, 2009

Success doesn’t come to you.
You must go to it.
You don’t need more strength or more ability or greater opportunity.
What you need is to use what you have.
 
The golden opportunity you’re seeking is in yourself.
It’s not in your environment.
It’s not in luck or chance or the help of others.
It’s in you.
 
There will always be a new opportunity
where there is an open mind and a willing hand.
 
Open your own door to opportunity.

Posted in Advertising, Business, Diary Entry, family, Health, job, life, Love, motivation, Personal Finance, Politics, Sales Training, Weight loss, work | Tagged: , , , , , , , , , , | Leave a Comment »

Free Online Advertising: New Challenges Need New Answers

Posted by 104Inc.com on December 17, 2008

New challenges need new answers; If there’s one truth I’ve learned these past years serving growing companies and helping them explode their business, that’s GOT to be it. And in today’s “slow” economy, the old ways of recruiting new people into your business, the ways we found working in an “easy” economy… well, they just won’t cut it.
 
Like it or not:  You can’t stand still in business. You’re either growing or you’re shrinking. And like a yacht without a rudder, if you’re not putting things to work for you to get your direction clearly set, you’re at the mercy of wind and wave.  But it’s not bad news. In fact, because so many people in your business have just “given up”, this so-called “crunch” could be the best thing for you and your family.
 
Surprised? I bet you are.
 
And in a moment, I’ll share with you how you can prove this to yourself for just FREE… with 0% risk to you. But before I get into that, it seems hard to believe how much things have changed: Years ago when I started sharing with growing companies like yours the secrets to explosive business growth, the Internet was a FRACTION of its size today.  But now there are an estimated 1.133 BILLION people using the Internet regularly: Can you even IMAGINE a larger pool of potential prospects for your business, no matter WHAT it is?  And just as the Internet has grown, the opportunities have grown right along with it.
 
Fact: everyone today seems to be desperately looking for new ways to make those few extra bucks to make ends meet… so could there be a BETTER time for you to be there as their “lucky rabbit’s foot”, with your opportunity?  No.
 
Approach it in the right way, and this could be the best time of all!  And that’s why I created the NEW “Endless Free Online Business Link and Advertising” for you, new thinking, new solutions for a new economy.  These new services are nothing you have ever seen before.   It might seem like a dream right now but I promise and I actually GUARANTEE with my own money — I’ll share with you the “new secrets” to adding a minimum of five new people to your business, each and every week… for a lifetime to come!  And I want YOU to join me, at 104Inc.com for FREE; sounds too good to be true?  I guess it might. But it IS true: I want you to give 104inc a try for free and you can START TODAY.
 
No strings.  They are sharing the secrets that “Pay Per Click” companies like Google don’t want you to know.  I know how tough it seems right now, so I’m sharing my success and good fortune with you and bringing it within EVERYONE’S reach: Register for free and you’re set to go: 104Inc allows you to find what you desire through multiple websites while still being part of our innovative network. With unlimited doors for users to “walk” through to locate your business, everyone within 104Inc automatically promotes for one another.
 
I’m not joking.  See, I KNOW how powerful this is, so I don’t have to worry about it not giving you the results I promise…  and YOU don’t have to decide now, because you can just give it a try for just free.  And, you know, when all this blows over, when the dust settles and things “pick up” again, there will be two groups of people in your organization:
 
  1. Those who made things happen; 
 
  2. And those who just had things
     happen to them.
 
I ask you now: which group do you want to be in? Visit 104inc.com right now and register.  You have nothing to lose and only business to gain.

free advertising

free advertising

Posted in Advertising, Business, Diary Entry, economy, job, life, motivation, Online Business, Online Discounts, Personal Finance, Sales Training, work | Tagged: , , , , , , , , , , , , , , , , | Leave a Comment »

Ill. Gov. arrested in Obama successor probe

Posted by 104Inc.com on December 9, 2008

CHICAGO – Federal authorities arrested Illinois Gov. Rod Blagojevich Tuesday on charges that he brazenly conspired to sell or trade the Senate seat left vacant by President-elect Barack Obama to the highest bidder.

Blagojevich also was charged with illegally threatening to withhold state assistance to Tribune Co., the owner of the Chicago Tribune, in the sale of Wrigley Field, according to a federal criminal complaint. In return for state assistance, Blagojevich allegedly wanted members of the paper’s editorial board who had been critical of him fired.

A 76-page FBI affidavit said the 51-year-old Democratic governor was intercepted on court-authorized wiretaps over the last month conspiring to sell or trade the vacant Senate seat for personal benefits for himself and his wife, Patti.

Otherwise, Blagojevich considered appointing himself. The affidavit said that as late as Nov. 3, he told his deputy governor that if “they’re not going to offer me anything of value I might as well take it.”

“I’m going to keep this Senate option for me a real possibility, you know, and therefore I can drive a hard bargain,” Blagojevich allegedly said later that day, according to the affidavit, which also quoted him as saying in a remark punctuated by profanity that the seat was “a valuable thing — you just don’t give it away for nothing.”

The affidavit said Blagojevich also discussed getting a substantial salary for himself at a nonprofit foundation or an organization affiliated with labor unions.

It said Blagojevich also talked about getting his wife placed on corporate boards where she might get $150,000 a year in director’s fees.

He also allegedly discussed getting campaign funds for himself or possibly a post in the president’s cabinet or an ambassadorship once he left the governor’s office. He noted becoming a U.S. senator might remake his image for a possible presidential run in 2016, according to the affidavit. And he allegedly said a Senate seat would also provide him with corporate contacts if he needed a job and present an opportunity for his wife to work as a lobbyist.

“I want to make money,” the affidavit quotes him as saying in one conversation.

The affidavit said Blagojevich expressed frustration at being “stuck” as governor and that he would have access to greater resources if he were indicted while in the U.S. Senate than while sitting as governor.

U.S. Attorney Patrick J. Fitzgerald said in a statement that “the breadth of corruption laid out in these charges is staggering.”

“They allege that Blagojevich put a for sale sign on the naming of a United States senator,” Fitzgerald said.”

Among those being considered for the post include U.S. Reps. Danny Davis and Jesse Jackson Jr.

Blagojevich also was charged with using his authority as governor in an attempt to squeeze out campaign contributions.

His chief of staff, John Harris, also was arrested.

Corruption in the Blagojevich administration has been the focus of a federal investigation involving an alleged $7 million scheme aimed at squeezing kickbacks out of companies seeking business from the state. Federal prosecutors have acknowledged they’re also investigating “serious allegations of endemic hiring fraud” under Blagojevich.

Political fundraiser Antoin “Tony” Rezko who raised money for the campaigns of both Blagojevich and Obama is awaiting sentencing after being convicted of fraud and other charges. Blagojevich’s chief fundraiser, Christopher G. Kelly, is due to stand trial early next year on charges of obstructing the Internal Revenue Service.

According to Tuesday’s complaint, Blagojevich schemed with Rezko, millionaire-fundraiser turned federal witness Stuart Levine and others to get financial benefits for himself and his campaign committee.

Federal prosecutors said Blagojevich and the chairman of his campaign committee have been speeding up corrupt fundraising activities in the last month to get as much money as possible before the end of the year when a new law would curtail his ability to raise contributions from companies with state contracts worth more than $50,000.

According to the affidavit, agents learned Blagojevich was seeking $2.5 million in campaign contributions by the end of the year, with a large part allegedly to come from companies and individuals who have gotten state contracts or appointments.

Blagojevich took the chief executive’s office in 2003 as a reformer promising to clean up former Gov. George Ryan’s mess.

Ryan, a Republican, is serving a 6-year prison sentence after being convicted on racketeering and fraud charges. A decade-long investigation began with the sale of driver’s licenses for bribes and led to the conviction of dozens of people who worked for Ryan when he was secretary of state and governor.

FBI spokesman Frank Bochte said federal agents arrested the governor and Harris simultaneously at their homes at 6:15 a.m. and took them to the Chicago FBI headquarters.

Bochte said he did not know if either man was handcuffed or if the governor’s family was their North Side home at the time of his arrest. He did say Blagojevich and Harris both were given time to get dressed before being taken to the headquarters.

He also did not have any details about Blagojevich’s arrest, only that he was cooperative with federal agents.

“It was a very calm setting,” he said.

The governor was to appear later Tuesday before U.S. Magistrate Judge Nan Nolan to answer the charges. The time was not immediately set.

http://104inc.com

Posted in Business, economy, life, Personal Finance, Politics, Sales Training | Tagged: , , , , , , , , , | Leave a Comment »

THE HIGHEST OF DISTINCTIONS IS SERVICE TO OTHERS

Posted by 104Inc.com on December 4, 2008

Life’s most urgent question is: What are you doing for others?    Martin Luther King, Jr.

The truly successful person doesn’t use others,
other people use the successful person.

If you can contribute to others, no matter how small your talent,
you too can become successful.
The measure of anyone is the number of people that they serve.

Service to others is the essence of success.
No one achieves success without being of service.
All great men and women became successful because they gave
some talent or ability in the service of others.

Everybody has to be somebody to somebody to be anybody.

Posted in job, life, motivation, Sales Training, work | Tagged: , , , , , , , , , , , , , , | Leave a Comment »

Building Partnerships: Identifies partnership needs

Posted by 104Inc.com on October 20, 2008

Analyzes the organization and own area to identify key relationships that should be initiated or improved to further the attainment of own area’s goals.
 
Competition today means getting to the finish line first with better products and services. What is good enough today most likely won’t be good enough tomorrow. Even if you’re meeting your objectives, don’t get complacent.

 

You could probably find small ways to improve your team’s operating procedures, but chances are your work area isn’t responsible for the total process. Whether you are producing a product, rendering a service, completing a project, or implementing an improvement idea, people outside your work area are going to be involved in what’s going on. Partnerships force you to consider how your work area and organization fit into the larger business process. They broaden your outlook and help you see how to make a major leap forward.

 

 

An organization is like a link in a value chain that connects the seller of raw materials or ideas to the end-user of finished products and services. An organization receives products or services from suppliers, adds its unique value, and then provides enhanced products or services to its customers. The customers add their unique value and supply even more enhanced products and services to customers one step closer to the end-user.

 

Consider a simple example. Suppose your organization, Sandy’s Sausage, processes sausage and other cured meats for grocery stores and pizzerias. One value chain might begin with the farm that grows grain (George’s Grains), which is sold to the livestock ranch that raises pigs (Paul’s Pigs). The pigs are sold to a meat-packing plant (Mo’s Meats), which sells the pork to your organization for processing into sausage. You sell sausage to a chain of pizzerias (Pat’s Pizza), which prepares the final product for consumption by end-users, the pizza eaters. There are many other customers and suppliers in the chain: tractors to run the grain farm, trucking from suppliers to customers, spices for the sausage, other ingredients for the pizza, and so forth. Every link in the chain adds value and offers opportunities to improve efficiency through partnerships.

 

Within an organization, work units are arranged in similar customer-supplier chains, with one unit serving as an internal customer to another. For example, the accounting department of Sandy’s Sausage might supply financial data to its customer, the human resources department, which uses the data to provide staffing services to its customer, the meat processing department.

 

Chains of customers and suppliers compete with one another to provide greater value to the end-user. This value is measured by such factors as lower cost, higher quality, or faster time to market. If Sandy’s Sausage and Pat’s Pizza partner to create a more tasty and cheaper sausage pizza, they can gain a larger share of the pizza eaters market, which will benefit both organizations.

 

The majority of business partnerships fall into three major categories:

  • External Customer Partnerships

Oftentimes, traditional organizations treat customers as distinct and separate entities that they must convince to make a purchase. Organizations that form partnerships with their customers take a different approach. By collaborating with their customers, these organizations remove the guesswork about what customers want. Because they help their customers become more productive, they increase sales, build more durable relationships with customers, and lock out competitor suppliers.

  • Supplier Partnerships

Organizations need suppliers for materials, parts, services, or information. Because these purchases add significantly to overall costs, it is to the organization’s advantage to obtain the highest value at the lowest price. Without partnering, organizations have to negotiate a better deal. To do this, some organizations use pressure tactics, haggle, or play one supplier against another. With partnering, organizations have suppliers who understand and respond to their needs. Organizations that help shape the nature of what their suppliers provide are inherently more satisfied with what they get.

  • Internal Partnerships

In traditional organizations different areas or units have their own agendas that often compete or conflict with those of other units. For example, the marketing department might want to develop many products to meet customer needs, but manufacturing might prefer few variations to enable long production runs. Meanwhile, engineering might want to tinker with new technologies to stay up-to-date. Each group tries to maximize its own goals without considering the overall organizational goals. When work units form internal partnerships, they establish relationships that move everyone toward common objectives. As partners, they share ideas, resources, information, and know-how.

To determine which partnerships you should initiate or improve, take the following steps.

1. Identify improvement opportunities.
Organizational units don’t exist in a vacuum, and you undoubtedly already have many potential partners. Your first challenge is to examine how these relationships function and then determine if building strong partnerships with these groups will be mutually advantageous. Ask yourself:

Do my external customers:

  • Share their strategies and how my organization/area can help to achieve them?
  • Share information on problems, profits, costs, and similar factors?
  • Consult my organization/area about the timing and nature of products or services they want?
  • Share expertise and knowledge with members of my organization/area?
  • Regularly contribute innovative product/service ideas?
  • Share concerns about our products/services immediately?

Do my external suppliers:

  • Consult my organization/area when developing strategies and plans for functions such as production and billing?
  • Emphasize factors in their measurement and reward systems that are consistent with what my organization/area wants (quality, low price)?
  • Share information on problems, profits, costs, and similar factors?
  • Deliver products and services in a way that meets my terms rather than pushing for their own schedule, pricing, etc.?
  • Share expertise and knowledge with members of my organization/area?
  • Regularly contribute innovative product/service ideas?
  • Address my needs and complaints quickly?

Do my internal customers and suppliers:

  • Integrate their processes with my area’s?
  • Shift resources to my area quickly and willingly when I need them?
  • Readily form cross-functional teams to explore new ideas or enhance organizational integration?
  • Coordinate their actions with my area’s?
  • Treat people in my area as friends and collaborators, not enemies and competitors?
  • Share resources, information, and ideas rather than protect their turf?
  • Consult me in the early stages when their decisions and actions affect my area?

If you answered “no” to any of the above questions, you have an opportunity to improve. A partnership will help you take advantage of that opportunity.

2. Challenge boundaries.
Rigid boundaries around organizations and work areas can blind managers to the possibility of integrating their work processes with those of internal or external customers and suppliers. An important step in building partnerships is to challenge those boundaries.

 

But, challenging boundaries does not mean destroying them. Not even the strongest proponents of “boundary less organizations” seriously suggest tearing down all boundaries. Rather, managers should try to make the boundaries more flexible and allow greater movement between them.

Boundaries are an intrinsic part of organizational life and serve useful purposes. Your organization does different work than your customers and suppliers. Your area performs distinct functions for your organization that no other area performs. Boundaries keep tasks differentiated and roles clear.

However, rigid and unyielding boundaries create problems. Inside an organization, functional units—like marketing, human resources, sales, and research and development—are often called silos or chimneys because they appear as hierarchical stacks on traditional organization charts. Each silo has its own agenda, resources, and leadership structure––a condition that fosters an “us” versus “them” attitude. Such feelings discourage integration across the organization and impede goal achievement.

 

It is especially difficult to think of lowering the boundaries of your own organization to make way for external partnerships. After all, the organization is legally defined as a separate entity. But if you rethink the ways your organization works with a potential external partner, you can open up pathways of productivity that are now blocked by the boundaries between you.

 

Challenging boundaries means changing your mind so that you can change your behavior. To shift mental gears, identify the purpose of the value chain and how the goals of your organization fit into that chain. Then think about how much easier it will be to meet the organization’s goals if you work with, not against, other members of the chain.

3. Identify potential partners.
Your work area might deal with a large number of internal and external groups. Some of these groups will be good candidates for partnerships. Spend time analyzing your current relationships and select those with the greatest potential for immediate payoffs.

 

Begin by making a list of your most important internal and external customers and suppliers. Identify what you need from them and what they need from you. Next, think about your relationship with these groups. Are you more open with some groups than with others? Finally, when a group seems compatible, identify how building a business partnership could better meet everyone’s needs.

 

Don’t just explore current relationships; extend your search for external partners. Ask experts, make visits, attend trade shows and conferences, and explore the literature about potential partners. Find organizations whose strengths will complement your own and look for trustworthy companies whose values are similar to yours.

 

Identifying potential partners is only one stepping stone in a longer path. Don’t commit to a partnership before exploring all of its positive and negative possibilities.

 

Posted in Advertising, Business, economy, Online Business, Personal Finance, Sales Training | Tagged: , , , , , , , , , , , , , , , , , , , | Leave a Comment »