Got Life?
While I grant this posting is later than I had wished, it is still timely and relevant. I was working on a project last week from Monday through Thursday, averaging 20-hour days. After everything had been accepted by the client, I passed out on the couch for a few hours. Upon waking I decided to unplug everything electronic for the whole weekend and spend time with my wife and friends. We traveled to Orlando (Winter Springs) for the Central Florida Scottish Highland Games. I didn’t take phone calls, check emails or texts, and I felt great!
At first I had a great deal of trepidation, but in this 24-hour a day, always-on world it is easy to burnout. Intellectually, particularly as a business owner, I know I have to spend more time working than most in order to create a revenue stream that can operate without me in the future. This situation brought the balancing act many of us perform into stark relief, and I was forced to decide where to draw the line. Luckily, I have friends who are caring enough to remind me when to take some down time, but I also have clients who are able to work me to death, and I am grateful for both. The big surprise was that I met a vendor from Bradenton, Robin McAllister of Faire Isles Trading Company, and we hit it off while discussing the finer points of our Utilikilts. After all of the work I had done I still remained excited to talk shop on my vacation, a reminder to myself of how much I love my chosen career path.
I try to do everything in moderation, work and play, but it’s unrealistic to suggest that will happen all of the time. Sometimes the best any of us can do is to find some degree of balance. Hard work is nothing to whine about, but to balance it I followed with a tech disconnect and a couple of days out-of-town. Having been through slow times, and the current economic situation, I can honestly say I will never complain about being too busy, but I will also try harder to secure the freedom to enjoy my life, family and friends and to take the time to smell the roses and watch men and women in kilts toss the caber. : )
Do you live to work, or work to live? How do you decompress?
Happy 2010
With a new year come new goals, new challenges, and new opportunities for success. Regrettably I have let my blog get lost in the shuffle of life and work, and that is something I resolve to fix this year. I will make a concerted effort to post, at least a small article, once per week. There are a lot of facets to business, and I should have no problem coming up with topics, but I would like to hear from others. If there is a topic you are interested in, have a question about, or even something would like to write a guest post, please email or call. It will help me collect ideas as to what to write about and also ensure everyone gets timely information about what really matters.
At a New Year’s party last weekend a number of people expressed interest in starting their own businesses this month. It seems since the economy is still in a state of flux people would rather cut their expenses and make a go of business ownership than continue worrying about losing jobs. They want to have a sense of control of their own lives, their future, and they want to do what makes them happy. While I, being in the business of helping businesses, wanted to get each and every one of these people on contracts, it occurred to me that in most cases they did not have the funds to hire my company. After a few conversations, all similar in scope if different in substance, these realities lead me to a new offering. I want to help each of these businesses get started along the right path, but do not have a great amount of time to dedicate to them. As such, I or a colleague will be meeting with the principals of each company for an hour or two this week to ensure they have a plan laid out, know where they want to go, and set them on the path to achieving their goals, and we will be doing it for FREE. They will have to do all of the heavy lifting, and will succeed or fail based on their own effort, but they will have the solid foundations many companies lack at startup.
Why are we doing this?
Quite simply, because we can! Small companies:
• Represent 99.7 percent of all employer firms.
• Employ just over half of all private sector employees.
• Pay 44 percent of total U.S. private payroll.
• Have generated 64 percent of net new jobs over the past 15 years.
• Create more than half of the nonfarm private gross domestic product (GDP).
• Hire 40 percent of high tech workers (such as scientists, engineers, and computer programmers).
As a sector, this is the easiest way to help create jobs, stabilize the economy, and help people do what they are passionate about.
Is there something in it for us?
Absolutely! Once these small businesses start to flourish their goals are going to change, they will outgrow their current business models. They will need to hire or retain a business consulting firm, and we will have the opportunity to solicit that business. Nothing will compel them aside from the fact that we helped when they needed it, and we did it well.
This is not necessarily going to be an ongoing offering, but if you are considering starting your own business, please contact us. We would love to help!
Thank you for taking the time to read this, and I will make every effort to have another post by next Monday.
Understanding Costs
What constitutes a cost for your business?
For such a simple question, there is a beast of an answer and it all starts with, “it depends.”
Different businesses, different monetary policies, different objectives and methods of accounting all play into the answer which makes it somewhat difficult to say. Additionally, there are two kinds of costs, fixed and variable, that further complicate matters.
A short definition of each type:
Fixed Costs (also known as sunk costs) can be thought of as costs that stay pretty close to the same regardless of how slow or busy your business is. Examples would include rent, salaries, and insurance.
Variable Costs change based on how much work is being done. Examples would be COGS (cost of goods sold), and payroll.
I will give two examples that demonstrate the range of views, the first was a prospective client, and the latter is my own method.
This example can be defined as the straight costs of goods. This was a widget manufacturing business operating as an unofficial partnership. When pricing an order of widgets, they knew how much the individual components cost, how many would give them an economy of scale, and believed that any amount over that would be “profit”. This is actually referred to as COGS, or Cost of Goods Sold, and is only one cost associated with the actual expense. In this case, the “profit” was needed to cover rent, utilities, expenses, upkeep on equipment, and what was left was considered payroll.
A simple solution to this would be to recognize their costs, make the necessary adjustments to their billing prices, and fix the problem. They felt that by raising their rates, clients would go to other vendors where they can get widgets for less. Note: When competing on price, you can only be as smart as your dumbest competitor.
I count every expense I have, first personally, then for the business. My personal expenses are my payroll expense for the business. For the business, I again count every expense I can foresee, including new equipment I will want in the future. By using this method, I have retained earnings (left over money or profit) so when I need a new computer or printer, I do not have to go into debt for it. While this method is more time consuming to setup initially, it is a far better system, in my opinion. I know all of my bills will be paid, and anything left over is actually profit I can reinvest in the business.
So I bring to your attention this, the U.S. Postal Service is posting a $2.4 Billion loss in 2009Q3 (third quarter). What are they doing wrong? If this were your company, what methods would you use to solve the problem? Yes, this is really the stuff I think about in my down time…
Ethical Decision Making
Ethics may be one of the more overlooked aspects of business, yet one of the most important. Unethical business practices have far-reaching effects throughout the entire community, economy, ultimately stretching into personal lives. While I know most people understand it intellectually, I feel compelled to address it anyway.
Laws, in most cases, represent the lowest common denominator of ethics. Simply because something is legal, does not make it right, and making it illegal does not make it wrong. Situations and motivations have nuance that need to be weighed against the ends.
Let this question serve as a warning sign:
I wonder if <insert idea here> is legal?
If this question is being asked about an action to be taken, you can bet that the ethical line has long since been crossed.
There are times when those of us who are not lawyers need to know what actions legally need to be taken. That is what a responsible business owner should do, and this is not the situation I am talking about, nor am I trying to bash lawyers (truth be told I’m related to a few). I am addressing the issue of people who are willing to do things that may be legal, but are in no way ethical. These same people disregard how their actions affect others.
As children we all learn the Golden Rule, and at least attempt to do unto others as we would have them do to us. This should remain the goal throughout life, including in business practices, but as adults, let’s step it up a notch. I introduce to you John Rawls and two terms he coined, original position and veil of ignorance. Original position is the idea that a group of rational individuals will be tasked with creating a society based upon moral principles they accept. The veil of ignorance prevents this group from knowing what role (religious, racial, social, gender, or abilities) they will possess, and therefore the expectation is they will be fair to everyone regardless of these differences. This is one of many different philosophies on ethics, and I challenge you to do some research on the topic.
If philosophy isn’t your cup of tea, then I suggest two other litmus tests that do not get so bogged down:
1.) Would you want your family members or friends to be on the other end of the action you are about to take?
2.) Would you want it to be published as the headline for all to see, or to be how you are remembered?
In any case, be kind to one another. Primum non nocere – First, do no harm.
Competition
I recently spoke to a prospective client about his business, and when I asked who his competition was he informed me he had none. Now, I don’t claim to know everything about business, but I do feel reasonably certain about some things. Here is a little tip, if you truly don’t have any competition, expect some soon.
Every industry with a company turning a profit demonstrates that there is money to be made. This goes without saying. The issue is that the only limiting factors to other people coming in and competing for that income are entry barriers. Some industries have larger barriers than others, and some barriers are pure illusions, but in any case, the only reason anyone can honestly claim they have no competition is because someone else hasn’t figured out a way in yet.
Let’s look at a couple of big examples I like to call, Mistakenly believing you have no competition:
1.) The Apple iPhone has become one of the most ubiquitous tech gadgets of recent years and because of the licensing and exclusivity agreements Apple and AT&T have only had competition with other phones and services. Within weeks of release people were “jailbreaking” (hacking the iPhone to allow applications from sources other than iTunes) and “unlocking” (allowing the iPhone to be used on the T-Mobile network, which uses the same GSM network for transmission). While these violate EULA (End User License Agreements) they also provide a new level of options for customers, i.e. Competition.
To make matters worse, Apple’s strict control over its App Store and AT&T’s lack of responding to customer desires has incited more and more people to use these avenues.
2.) Blockbuster was buying out or annihilating smaller video stores as it grew into the nation’s largest video rental company. They felt they had no real competition, or reason for concern from regional rental stores, since they owned so much of the market share. Then, a small upstart dot com comes along and allows users to create a queue of films they want to see online, and the movies are mailed both directions with no late fees. Later this company adds movies that stream to customer’s computers, and then directly to their televisions. Netflix also has competition from cable providers, legally, and torrents, illegally, but they realize this and work with that knowledge. That is the important lesson, knowing who or what your competition is can be more valuable to the long term success of your business than not have any. P.S. Replace Blockbuster with Circuit City, and make the lesson about electronics stores, and you have the success of Best Buy.
Who or what is your competition? Or where will it come from?
I recently did a corporate valuation for a client and in going through the financials for the last few years it occurred to me that his business was worth little on paper but was actually quite lucrative. In fact, after a long conversation about possible valuation methods and the effects of the current downturn, the owner asked me what I would do in his position. My brain had been juggling all sorts of possible plans of action for two days, so I was prepared to state my singular thought, “I wouldn’t sell.”
What?
I had to play it backwards and forwards, different amounts, and different tweaks, but no matter how much I reordered the data I kept coming up with the same answer. To sell now would be leaving far too much money on the table. The buyer had not yet had access to the numbers I was working with, but I feel certain he thought he would be getting a steal. Certainly there is no shortage of business owners who would rather be bought out than just close the doors and turn the keys over to the landlord or bank. Something is better than nothing.
This is the love/hate aspect of consulting. I love my job, the analysis, brain storming, twisting and turning to see the whole picture and implementing solutions. After that comes the much harder part, when I can only give a factual account of what the numbers mean, and postulate the options the client has. In business I am, in game show terms, a “lifeline”, the real equivalent of “phone a friend”, “ask the audience”, or a “street shout-out.” I can apply all of my experience and education to a problem, and then break it down to the salient details to ensure each little part is understood. Ultimately, at the end of the day, the client is the one who has to pull the trigger and give their “final answer.” I get paid either way, only my reputation is on the line, and I can’t see into the future any more than anyone else.
I do everything I can to make money for my clients, or to mitigate losses when necessary, but imagine for a moment that your friend or family member is on a game show and has just been asked a question that could mean the difference between struggling to make ends meet and never having to work again, when all of a sudden, your phone rings…
Getting Things Done
I have a dry-erase board, month-at-a-glance calendar, and gCal synced to my iPhone. Every task, be it personal or professional ends up on these. Why am I so obsessed with calendars?
It has been my experience, only things with deadlines looming get done. It forces me to see what is coming up, evaluate where I am in a project relative to its delivery date, and coordinate everything with the rest of my life. Here is my ten cents on getting things done, and done on time.
First, before anything goes on a calendar I ask myself if it will be worth my time. If the answer is no, then it will not make it past that point. If it is, in fact, worth my time, then I put it in the appropriate gCal (personal, family, business) and make any notations about it along the way. For example, let’s say I am meeting with an established client and they want me to figure out some solutions to Problem X, sometime between now and then I actually have to DO that. I schedule times to do the work in the interim, and then ensure I complete it a few days early so I may review it again before meeting with the client. All of this is transcribed on my dry-erase so I have to see it everyday, a not-so-subtle motivation.
What method do you use to ensure you get everything done that you need? Are there any productivity tools you find helpful?
©2008-2009 Virtuoso Team Consulting, Inc. All Rights Reserved.
Neither Pot, Nor Window
There are a lot of independent business owners out there who feel as though they have, neither a pot to pee in, nor window to throw it out of. The economic slow down is causing a great many business owners to go out in search of a part-time or even full time job, thus relegating their businesses to an “as able” status.
Truth be told, historically, this is the best time to start a business, and the worst time to have already been running one. Many of my friends are business owners, as makes sense in my profession, and the majority have found other jobs. One, however, recently contacted me and has decided to become lean. He was remembering the old days of his start-up, the fun he had with only a handful of reliable clients. We are currently restructuring his company to take him back to that stage, and it occurred to me that this may be an excellent solution for others too! His revenue is going to drop, but so will his overhead and expenses. I love the idea; it feels like tech going artesian, growth through getting smaller.
Did you go from being a business owner, to having your business own you? If so, I would love to hear your story, and share what you did with others. Please leave a comment.
©2008-2009 Virtuoso Team Consulting, Inc. All Rights Reserved.
Changing of the Guard
Bringing in new management is simultaneously the smartest and hardest thing to do correctly in business. New blood, especially if coming from a different industry, can breathe new life into a stagnating company. However, during this process there are usually a few people whose toes get stepped on, so it is important to keep them involved because their experience may be important for the team to succeed as a whole. Most managers would rather be a player on a winning team than the captain on a losing one.
Having said that, there will always be a few people who are very resistant to change, and would rather sew the seeds of discontent. It is important to identify them early, and either counsel them or remove them. These few can be capable of usurping authority, bringing energy levels down, or worse.
A client was losing members to their club, and could not seem to build the numbers up again. After speaking with the executives, the problem was obvious. There was a loud, domineering individual who was resistant to change, and would not concede.
A consumer study was conducted, in order to discover what the underlying cause of the attrition rate was, facts were gathered, and an analysis and write up were concluded and offered to the executive committee. There were some simple issues that needed to be addressed which would not only get back lost members, but add to their rosters expanding their market demographics.
Though this person was not the highest ranked in the room, he refused to yield his opinion to logic, facts, or even the consideration of trying something new. Needless to say that this plan will not be implemented until he is gone, at which point I hope it will not be too late.
©2008-2009 Virtuoso Team Consulting, Inc. All Rights Reserved.
Opportunity Costs
One of the biggest inconveniences we are faced with is the innate inability to be in multiple places at the same time. How wonderful it would be to be earning money at the office while being out on the boat with our family, or spending time with good friends, while finishing off that presentation due next week. Every time we make a decision to do one thing instead of another, there exists a cost. Whether it is sacrificing time with your family so you can pay the mortgage, or spending money on dinner so you don’t have to cook, one thing is being exchanged for another.
Recently, I had a friend ask me whether or not I would be able to show a benefit to the bottom line earnings of a company if they hired me. I responded that it would all depend on the business owner.
Why would it depend?
Simple! I gave him an example using his own company. He works long hours, which prevents him from spending a lot of time with his wife and child. He would love to spend more time with them, but cannot because he needs to make money. He bills clients at $50 per hour, and spends 5 hours per week doing his own bookkeeping. A company approaches him and offers to do this bookkeeping for $200 per week. As a business owner he declines the offer, because why would he want to pay $200 a week to someone for something he can do? He agreed with this so far.
I then explained that if he spent those five hours working for his clients instead of balancing his books, he would net $50 more than the cost, or he could work for four hours, break even, and buy another hour of his life back to spend with his family. This news came as a surprise, because he had never taken that approach. I then asked him, how can I show that as a bottom line increase if he were to opt for the hour of family time?
Anytime you are able to make more money doing what it is that you do, than the cost of paying someone else to do another task, it is generally a good idea. There are instances that this is not the case, but that is for each individual to decide for themselves.
©2008-2009 Virtuoso Team Consulting, Inc. All Rights Reserved.
