Guide Common Sense Business: Managing Your Small Company

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Monitor requirements of successful partnership. Many partnerships with larger companies require entrepreneurs to make a greater commitment to their business in order to meet the obligations and conditions explicated in the partnership agreement. If the entrepreneur in question launched his or her business for the express purpose of realizing greater personal wealth or establishing a significant presence in a given industry, finding the desire to meet those partnership obligations should not be a problem.

If, however, the entrepreneur launched his or her venture in order to stake out a lifestyle of independence and travel, that person may want to weigh the sort of impact that the partnership could have on those aspects of his or her life. Do not be intimidated.

The trappings of the corporate world high-rise buildings, cavernous conference rooms, legions of blue suits, etc. Maintain independence.

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Autonomy is assured if you maintain ownership, so be leery of turning over too much equity in the business in exchange for financial help. Establish clear and open lines of communication. Good communication practices are essential to all business relationships, both internal and external, and alliances with large companies are no exception. Myriad small manufacturers rely on major mass merchandisers regional, national, or international to sell their goods.

Indeed, these distributors can dramatically heighten a small business's fortunes in a matter of weeks or months. But entrepreneurs seeking to establish such relationships will find that 1 competition to secure a place on the shelves of major retail outlets is fierce, and 2 some mass merchandisers will be better suited for the small business's product than others. The single most important factor in securing a distribution agreement with a major retailer is, of course, having a quality product that will sell.

But small business owners seeking to establish themselves with a major mass merchandiser also need to make sure that they attend to myriad other business matters every step of the way. After all, the mass merchandiser in question has plenty of product options from which to choose; if your company stumbles at any point, there are plenty of other competitors waiting to take your place on the merchandiser's shelf.


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In addition, small business owners should be prepared to provide prospective distributors with information on the firm's management and financial situation. Moreover, entrepreneurs need to make sure that they concentrate their efforts on finding mass merchandisers that already sell products to the new product's probable demographic audience. For example, an expensive, "high-end" home furnishing product is more likely to be compatible with the existing product lines of an upscale retailer than one of the major discount retailers Kmart, Wal-Mart, etc. Conversely, an inexpensive but functional item that would be commonly used might be better suited to discount outlets rather than Nordstrom's or some other high-end retailer.

Many small businesses, whether involved in retail, wholesale, manufacturing, or services, count fellow businesses as significant or primary customers. Pleasing corporate clients is in many fundamental respects no different than pleasing individual customers. Simply put, customer service involves everything you and your employees do to satisfy customers. That means you give them what they want and make sure they are happy when they leave. If you just manage complaints, offer refunds or exchanges on returns, and smile at customers, you only provide a small part of excellent customer service.

Customer service also means going out of your way for the customer, doing everything possible to satisfy the customer, and making decisions that benefit the customer—sometimes even at the expense of the business [depending on the customer's future potential]. However, corporate customers sometimes have different needs and priorities than do private individuals, and small businesses that do not recognize these differences are unlikely to provide service that will be acceptable in the long term.

For example, delivery deadlines are often far more important for businesses than they are for regular customers. Late delivery of a service or product may constitute no more than a minor convenience to a private-sector customer, but it might mean significant monetary loss for a corporate customer that was depending on that delivery to meet deadlines imposed by its own customers. Small business owners are painfully aware of the fact that the loss of a single corporate customer often constitutes a much more severe blow to a business's health than does the loss of a single retail consumer.

Whereas businesses that provide goods or services to the general public will have many customers, establishments that provide their goods or services to corporate clients will in all likelihood have far fewer customers. The loss of even one such client, then, can have a significant impact because of the percentage of total business that the customer represents. Finally, businesses that rely on corporate clients are more likely to encounter higher levels of paperwork and bureaucracy to satisfy the recordkeeping apparatus of their clients.

Networks, Alliances and Partnerships in the Innovation Process.

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Springer, Botkin, James W. Buvik, Arnt, and Kjell Gronhaug. August Doz, Yvez L. Harvard Business School Press, Gerson, Richard F. Crisp Publications, Personality Skill Set. If the job is distilling tons of invoices and receipts into a cash-flow report then you want someone who is detail oriented and reasonably good with numbers. Figure out the personality traits and skills the job requires and then eliminate candidates whose past employment gives no indication that they may possess that skill set. Basic Personal Attributes. You want employees who are reliable, punctual, intelligent enough, and have acceptable, basic social skills.

Does the candidate arrive on time or, better yet, early? Does the candidate dress appropriately? If your company sells computer-security software services and the job is for a sales rep who will interact with business customers, the guy who shows up in a t-shirt and jeans and has a lightning bolt tattooed on his neck is probably not a good fit. Does the person make eye contact? Why did they leave their last job?

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Do they seem to be intelligent enough to do the job? What sorts of tasks have they completed in their previous jobs? What vocabulary do they use? You can find lots of books and articles that will give you job-interview tips. Read a few of them. If you decide to hire Mr. Smith or Ms. Jones you need to make sure they understand what is expected of them. That is a false assumption.

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Lots of people who will come to you for a job will assume that company supplies are there for the taking as some kind of an unofficial fringe benefit. You need to explicitly tell every employee at the very beginning that taking company property for personal use is stealing and that it will get them instantly fired. If you learn that someone has done that and you confront them they will be confused. Sometimes employees return materials to a vendor or deliver recycling to the center and receive payment.

Lippman, calls George into his office.

Common Sense Business

Is that true? It should include things such as,. As an employer you have to start with the assumption that your employees know nothing, have no common sense, and have no basic cultural or behavioral values. Make them watch the video and sign and date a statement affirming that they watched the video, that they understand the rules of conduct it laid out, and that they understand that a violation of any of those rules may result in the immediate termination of their employment. You want employees who are honest, intelligent and have a good work ethic.

You want employees who are hard working, want to do a good job, and want the company to be successful.

Performance Challenges

Good employees need to be paid well and treated fairly because they make you money. Like every other contract, employment is a two-way street. Yes, the employer is giving the employee money, but the employee is giving the employer labor. Neither one is doing the other a favor. Every employee has the ability to maximize their value or to minimize their value.

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To a large degree which one they choose will depend on how you treat them. Committed employees will make you a lot of money and dedicated, conscientious employees will keep you from losing a lot a money. If you let your employees know that your primary goal is to get as much out of them as you can while paying them as little as you can get away with, their reaction will be to do as little as they can and let your business go to hell as much as possible.

Why would any of your employees devote one extra second of their time, energy or thought to helping you or making your business more successful if you treat them as if they are a necessary evil? When you treat people like shit, they will look for ways to treat you like shit. What goes around comes around. There are dozens of ways that employees can let your business go down the toilet and not get blamed for it. That few hundred dollars you save by grinding down your employees every chance you get will end up costing you thousands or tens of thousands of dollars.

If you have hard-working, dedicated, responsible, honest, employees then treat them well. Tell them they are appreciated. Give them a little bonus now and then.