I’ve tried a lot of business ideas, some better than others. Some fail, more succeed and many of the successes have had to take a break before breaking out.

With there being so many complexities in creating, building and effectively running a business, it is pretty hard to get them all right the first time around.

While busy most of the time working on VoIP Supply, my core business, I often build prototypes of businesses/products, prove their viability and (the hard part) hand the idea and basic objectives off to someone hired to build it from the ground up. Ideally remaining very hands-off and allowing the professional hired to build a plan around it and successfully execute on their plan. “Ideally” isn’t always the outcome.

One such project led to the following analysis which is shaping the second period, areas for improvement in many businesses. These are listed in no particular order.

• Insufficient Planning and Metrics for Accountability and Measurement: If you fail to plan, you are planning to fail. That which gets measured gets done.
• Ineffective Leadership, Not Able to “Wear All Hats” as Needed in Start-Up Mode: You have to be able to see the business at 30,000 feet AND 30 feet.
• Confusing Messaging to Customers and Staff:  Within a multi-tenant holding company, who are we, how do we fit, why are we here.
• Lack of Focused Effort, Too Much Time Spent on Non-Essentials: Customers (sales) pay the bills, focus there first. Profits make pretty.
• No Simplistic Message (“Why Buy”) to Present to Customers and Partners: Explain it clearly in 30 seconds, once.
• Not Leveraging Strength in Brand and Reach of Strategic Partners: Don’t walk past five $10 bills just to get a $20 bill.

It is my belief that, had the leadership been more tech savvy with interest in learning and using tools to improve efficiency, had they created a plan that included measurable goals and the activities required to achieve them and had they rolled up their sleeves to complete the required tasks before dwelling on non-essentials, they would have been more successful. Furthermore, the messaging, the “who, what, why and how”, the “why buy”, along with their visual and textual representation needed to be simple and crystal clear without detailed explanation. Lastly, the pre-established partnerships and primed customer base wasn’t leveraged effectively.

Second period, back on the ice, avoid these six bullet points and do the opposite. Simple right?

Turn on the news and you can hear all about budget crisis, no money for schools, need for increased taxes, less social benefits, etc…

NY Speeding Cameras (all 12)

As you may know, one of the product categories on VoIPSupply.com is IP Cameras. If used at all, these fancy devices could add a lot of money to the coffers in NY State.

Thanks to some internet resources like the NY State Troopers annual report, I was able to do come quick math to make a suggestion. I’d love to hear why it hasn’t happened yet.

Note: The average speeding ticket in NY is $150.

In 2009, Troop T, the state troopers that patrol the I-90 wrote 85,672 tickets. I’m taking a guess here, but while they were writing those tickets, they missed 5 more speeders driving past them. I’m also guessing that they were not waiting to stop speeders 100% of the time they were on the clock. So let’s do the simple math of $85,672 times $150 and we get $12,850,800, not too shabby.

Now let’s say we put up speeding cameras to snap photos and automatically send the tickets to the speeder’s house. A novel idea, I know.

We could receive some non-cash benefits first. Less accidents or deaths related to rubberneckers and we could then deploy the police to stop more violent crimes.

Financially, big gains for the state which theoretically could be used wisely to close the budget gap, pay police more, increase educational budgets and support greater social services.

How much? For those without a calculator, let’s go very conservative and say we caught just the 5 extra speeders that were missed while our officer was manually writing a ticket.

Five speeders, times 85,672 (manual tickets), times $150 (average ticket)… wait for it… $64,254,000.

If you added in all of the rest of the state troopers in NY and their coverage areas, this number would double or triple and even that is ultra-conservative.

Go even further and add in red-light cameras, wow.

I’d venture, with some use of technology and legislative support, automating traffic tickets alone would wipe out 25%-50% of our current $2 billion deficit.

I won’t harp on any of the sensitive issues, there is no need to when simple solutions are right in front of you.

Stop arguing and do something. Make a decision, even if it means you won’t be popular enough to be re-elected – know that you did the right thing for the people.

How many great ideas have been crushed by thoughts like, “What if I take my product public and a big competitor just replicates it, crushing me and my idea?”

There was a good article in Entrepreneur magazine last month (Buy vs. build – Sam Hogg) that I want to summarize, in effort to promote progress rather than hesitation.

In short, big companies typically don’t build, they buy, they typically don’t innovate, rather they automate. Their shareholders demand guaranteed, successful growth, a requirement that start-up entrepreneurs can’t afford and also are not shackled by.

Innovation requires people (entrepreneurs) with wild ideas, solutions to problems and visions of a better future.

Large companies cannot afford the risk nor the time required to create something that may fail, it makes them look bad to their board and investors.

Entrepreneurs can make plans on a napkin and decisions over a couple of beers, large companies struggle to get a memo crafted in a day to call a meeting for next month.

Risk vs. reward…. it makes a lot more sense for a big business to buy a hot innovation than run the risk of trying to make it and failing, even if they have to pay a premium on the guarantee.

If you are thinking of innovation and afraid of getting stepped on, don’t be, just run faster and prove your success to a strategic partner or buyer (big business).

As the saying goes, if you fail to plan then you are planning to fail.

For tasks at hand, things to remember and other knowledge that you want to recall quickly, I put them to a list written out on paper.

For the skeptics of the world, those that “remember everything” and have no need for lists, try this very simple example.

Below are a list of words. Read them all once, twice, even three times. Now, close your eyes and count to 20 then speak the names of your 5 closest friends.

With your eyes still closed, read back as many of the words on the list as you can in 10 seconds.

1. Two
2. Paris
3. Elvis
4. Galveston
5. Sea-hawks
6. Seventeen
7. 1943
8. Alan
9. Nebraska
10. Disney
11. Lincoln
12. Washington
13. Wilson
14. Wildcats
15. Filthy
16. Fifteen
17. New
18. Nine
19. Twelve
20. Eyes

Now, open your eyes and read off the list as many words as you can in 10 seconds.

I won’t ask how you did because even having written the list myself, I couldn’t get them all in 10 seconds if I wanted to.

From a sales perspective, those words are your customers and actions that need to be addressed today. Outside of work, those are all of the things you need to get done before winter. At play, those are all of the fun thing you have done with friends when next you wonder what to do.

One of the first things I do when trying to remember what I had planned for the day and what I should do next is to create a list, so I don’t have to think about it anymore.

No delays, no games, close the deal!

Having created and run multiple businesses in both the services industry as well as hard goods, I’ve come across a fair amount of opportunities and inquires. While there are  many differences between these types of businesses, there are also some similarities, including the opportunity follow-up.

Answer immediately, particularly in the age of the internet, constant connectivity and instant response/gratification expectations. For us and many, our website is our storefront and any form completed to request information or follow-up communication is someone figuratively knocking on the door.

Just imagine if you had a brick and mortar business and your front door is locked at the moment. A customer shows up and knocks on your door to buy some goods or simply to ask a few questions. How many of these opportunities do you suppose you would close if you chose to answer your door a few hours or even a few days after the customer is knocking? Do you really think that they would just sit there waiting for you to answer the door?

When a customer completes a web form requesting information or contact, especially these days, they demand an answer immediately. If you choose to ignore the knocking on your door (or email on your smartphone) and wait any stretch of time to answer, you will lose nearly every time. They will go next door and find another seller, they will go to another website and submit a request and eventually, they will get an answer in a more prompt and professional manner.

No excuses!

Optimism (noun): A disposition or tendency to look on the more favorable side of events or conditions and to expect the most favorable outcome.

Denial (noun): A psychological defense mechanism in which confrontation with a personal problem or with reality is avoided by denying the existence of the problem or reality.

Surely there are many times when the two are very different, here is an example when they are not.

In business as in life, especially as an entrepreneur, there are times when this really needs to be given a hard look to determine if what you are claiming to be optimism is really just denial. Maybe you came up with a great idea, developed it, tested it and take it to market but sales don’t come in like you anticipated. You throw more money at the marketing efforts, add features to make the product better, hire people to promote the product, redesign your collateral to make it more appealing and start hitting trade shows to promote the product. Hundreds of thousands of dollars later you are still losing money and the forecast isn’t predicting sunshine. You remain optimistic because you have employees who’s morale must be upheld. You remain optimistic because you have investors who’s confidence needs to be maintained. You remain optimistic because you put your house and nest-egg on the line and your wife and children will be worried if they sense failure or doubt (worried is an understatement). You remain optimistic because you know it is a good idea and it was just too early to market, it will take off soon.

That’s where a good slap upside the head might help.

You are no longer optimistic, you are truly in a serious state of denial. It may have started as optimism but in the end, the dark side has won and you need to cut your losses. Maybe it was a good idea, maybe you were early to market, it happens. Good football teams usually punt on fourth down, they can’t always “go for it”.

Has this ever happened to you?

Of course not!

Ok, maybe it has. Being a college drop out, I chalk it up to my version of student loans. I learned the hard way, many years ago.

If you are or you’re getting ready to become an entrepreneur, inventor, business owner of any sort, prepare yourself for this possible outcome. While it isn’t always and doesn’t have to be, for many with the eternally optimistic entrepreneurial spirit, it’s easy to head down this path.

I make mistakes, lots of them. I do things that inconvenience others and things that are perceived as not nice words or actions. We all do.

There are lots of ways to respond these days (in person, email, phone, text) and there are generally two phrases used in setting the situation right in your mind.

I’ve seen both and have to say, there is a very notable difference (to me) when someone takes the time to say “I’m sorry” versus someone that says “I apologize”. Maybe I’m just being oversensitive to this one, but seriously, it is a lot harder to say that you are sorry and mean what you are saying than it is to “apologize”.

The delivery vehicle is just as important and highlights the good or bad of the words chosen.

Walking up to a person or calling them on the phone and saying to them “I’m sorry that what I did cause problems for you…” takes a lot more effort and sincerity than sending an email or text that reads, “My apologies for any inconvenience that causes…”.

Be mindful of your words and choice of delivery.

Most importantly, if you are not sorry, don’t apologize!

The end result…

EVERYTHING changes when this box shows its face!

The world will change forever and can happen anytime, when this micro propulsion system is finally unveiled.

When someone and their big brain combines magnetism, steam, electricity and solar power to create a tiny power plant capable of making a shoebox (or any sized container for that matter) float and move.

When this shoebox is given its own brain that can use cellular technology, gps, sonar and other guidance systems.

Envision boxes, cartons, barges and containers of anything and everything, traveling the world with complete self-sufficiency, no chance of contact with other vessels and ultimate free delivery to any cross-point of latitude and longitude on the globe.

It ALL changes!

For sure it could be done today. Though I am no physicist or engineer, I’ve no doubt that it is possible if not already completed. What changes then? A few examples…

• Global delivery companies go away (Fedex, UPS, etc)
• Entire industries are no longer needed (Trucking, Rail, Shipping)
• The need for oil is forever gone and thus the wars over oil are moot
• Automotive and airline manufacturing ceases
• All of the tax revenue generated by these industries is gone, further crippling governments and economies
• All of the jobs lost cause global panic plus the lost income tax revenue
• Economies, cultures and civilization as we know it implodes

But it’s the right thing to do for the world!!

The negative impact is mostly financial in nature and therefore the realization of this depends on a solution to offset the financial loss. Clearly there would be pain, suffering, loss and even death as a result of the financial impact, however… Some of the POSITIVE gains…

• Elimination of engine emissions from cars, trucks, ships, buses, trains and airplanes
• Ability to reach and deliver food, medicine, supplies, etc. to anyone in the world at any location
• Mindset shift to focus on improving rather than maintaining dependence
• Comprehension of LESS being more sustainable than MORE and really not that bad anyway

How do we as a global community then live? What happens to the millions now unemployed around the world, many of whom do not know how to do anything else. How can the government continue with limited tax revenue coming in and more dependents to care for?

It’s all very Darwinian even with respect to the current culture and government in developed counties where consumption and increased demand has been a driving force. When (not if) countries and governments have millions less jobs, major industries wiped out, significantly less tax revenue, free and renewable energy, free global delivery reach and no future need for oil it becomes a survival of the fittest era.

Sitting in Europe, surrounded by medieval castles, history and experiences makes me think that such a chaotic event would force a reverse into a similar mindset.

This IS going to happen and isn’t a WHAT IF, it is only a matter of time. When that first shoebox floats, where will you be, what will you be capable of and how prepared will you be? The long term end result is a possible saving grace for mankind, the short-term affects are astounding and painful. We were fortunate enough to have been given a glimpse of this in 2008/2009, yet the result wasn’t sufficient due to weak hands up top, we are seeing the continuation of that now.

Ricky Bobby

If you’ve read any of my stuff, then you know I’m always looking to find/grow intrapreneurs and entrepreneurs. I’ve also written about some personal experiences of taking on too much or not delegating often enough. Well here is an opportunity to address both of these and I’m certain that I will find the right person for the job, through this medium or another. It’s not an ‘if’ as much as a ‘when’, so if you think you have what it takes or know someone that might fit the bill, please send the information my way.

Below is a little bit of information about the business unit, the mission, its objectives and the competencies required to be successful. The right person doesn’t just exhibit some of these competencies, they demonstrate all of them, are known for having them and have used them to produce a track record that speaks to their talents. These sorts of opportunities don’t pop up very often in my opinion, certainly not in the shallow tech pool of Buffalo NY.

The key is in the ignition, the engine is running and I need the right driver to stomp on the gas. What was Ricky Bobby’s answer to the question, “Who wants to go fast?”

VP of Business Development: Seeking an experienced professional to build and grow an existing and profitable prototype into a highly profitable, million dollar division of VoIP Supply, LLC. We have proven the ability to generate sufficient volume of product and exceptional demand from global customers since November 2010. The growth of this unit requires dedicated leadership and a small team telephone based associates; with such, our mission is easily attainable.

Mission: Grow an existing, profitable business prototype into a million dollar enterprise that generates a consistent flow of high margin revenue.

Outcomes:

• Grow business to a minimum of 25 units/day.
  • Hire, train and manage enough team members to complete this mission (1-3)
• Ensure 100% of the products generated are sold for their maximum value to 3-5 customers.
  • Manage customer relationships
  • Solicit additional customers to join the program
• Attain mission success within budget and time-frames set

Competencies:

• Efficiency: Able to effectively produce without significant waste
• Integrity: Abides by company core values, conducts business ethically, builds trust, does what is right, honestly
• Organization: Focus, plan, schedule and budget based on key priorities
• Aggressive/Assertive: Moves quickly and does what is necessary to complete objectives and meet deadlines independently
• Intelligence: Learns quickly and applies knowledge to existing and future tasks
• Persistence: Demonstrates the required drive and dedication to complete the mission
• Proactive: Acts independently without being told what to do
• Ability to hire ‘A’ players: Understands and sources only ‘A’ players for their team, using best practices and our core values as guides
• Enthusiasm: Leads by example exuding passion, excitement and a positive attitude about the mission and results
• Work ethic: Works hard consistently and sometimes for long hours; has a track record of hard work
• High standards: Expects performance and results of self and team to be nothing short of the best

Sounds pretty easy, right?

Send me your resume or pass this along to those  you know that can take on a challenge and exceed expectations in the business world.

Prove Yourself !!

Prove yourself worthy of this challenge: This is a big opportunity and a chance to not only prove yourself, but also to start a career path within our holding company and all that it will be involved in over time. The interview process won’t start without some knowledge above and beyond what is listed on a resume. Please, if you think you can do it, answer these questions and produce the deliverables as requested (email me). The product in this case is information about a business or individual. The customers are existing businesses that purchase this information on a daily basis, typically as much of it as possible.

• Build and explain the financial model (spreadsheet and narrative) to support your plan, including costs, revenue and profits, people and operating expenses/components
  • Average product value = $40
  • Each product can be sold to 3-5 customers, no more than 5
  • Your budget will be roughly 20% of the gross revenue and must cover all expenses including your payroll, benefits, etc.
  • Each associate can generate between 5-15 products per day
• Once up and running, your box consists of you and a small team calling people to generate the product.
  • Will you find additional sources to generate products and thereby prove your proactive ability to exceed the goals of the mission?
    • If so, how and why?
• What are your core values and how do they impact your life?
  • What does your life look like five years from now?
• What makes you qualified to be given this opportunity?
  • What have you done to validate this qualification?
  • Did you create the plans and manage them or did you execute an existing plan?

Sometimes you just have to cut the white cable.

What am I talking about?

Running a business, managing your department and making changes in general are all hard things to do while trying to keep things running smoothly, maintaining morale and ensuring success. You can do like most and plan it out, take your time and do all that you can to minimize distractions and interruptions, or you can “cut the white cable” as I like to say. The phrase comes from a task a few years ago of relocating our network room from one part of the company to another after 5 or 6 years of growth and adjustments and hundreds of cable runs. With only a few live cables holding up the completion of the task, I was left with two choices. Tone out and trace each cable in the building until I found it, taking anywhere from a few minutes to a few days, or cut the cable and see who screams the loudest. Rather than waste the time searching, the white cable was cut and we finished the relocation. Sure enough, about an hour later someone reported a lack of connectivity and we were able to quickly locate the source and connect them up with the new network room. Hours saved, no harm done.

Here is another example, many are likely familiar with.

Every day I hear from a certain someone that their computer is so slow, everything takes forever and sometimes it freezes up completely. Being a decent computer, just cluttered with stuff and programs installed over time, it needs nothing more than a good cleaning and perhaps a fresh install of the latest operating system. Most likely this fix would take a couple of hours, little more. When this solution is presented, all I ever hear is that “I don’t have time to do that”. Not to be a jerk, despite that being the perception when responding, but it is a simple bit of math to determine that taking a little time will generate a significant amount of surplus time. Each day I hear of 10-20 minutes of waiting, downtime and mounting frustration throughout the day. Considering this has been the case, complaint, response and result for a year or so, you do the math (I’ll do it too). Fifteen minutes per day, 5 days per week, 52 weeks per year. Sixty five (65) hours wasted waiting, daily frustrations and probably sixty five hours of additional complaining about the issue OR take a few hours and fix the problem.

There are a lot of situations where taking time makes time, plenty to discuss in later posts. One to think about a lot though is staffing and resource allocation. If you’ve ever said or heard “I don’t have time to hire and train someone to do that”, do the math for yourself or the speaker to figure out how much time would be saved if a little time was taken to train and delegate.