Category: Business Development

The Natural Progression That Leads to Referrals
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The Natural Progression That Leads to Referrals | Cynthia Greenawalt

{3:01 minutes to read} For close to 20 years, I’ve been coaching and training business owners and sales professionals in the art of referral generation to grow their business. At the heart of someone’s success in unlocking referrals from their network is mastering the art of developing and cultivating meaningful — even magical — relationships with other professionals. This cultivation process is a fascinating progression to behold. If we were to map out the relationship progression that leads to referrals, there are many ways we could do this.

Click here to read Cynthia Greenawalt's full article...

Does Your Bio Inspire Prospects to Want to Work With You?
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Does Your Bio Inspire Prospects to Want to Work With You? | Mark Bullock

{2:00 minutes to read} A professional bio is a critical component for business owners and entrepreneurs—especially those in professional services. Prospects, COIs, and referrals are Googling you, and it’s important to share your credentials, experience, and achievements via a concise format, i.e., your professional bio. A basic bio is standard, but you can enhance your brand by expanding your bio into a “creation story.” When people are considering enlisting you and your services to resolve their issues, they often want to get to know who you are and how you came to be.

Click here to read Mark Bullock's full article...

Budgeting Basics: Part I
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Budgeting Basics: Part I | Sallie Mullins Thompson

Many small business owners seek resources and information for both business and personal budgets. I am pleased to share guidelines and best practices for both types of budgets. Below, I discuss the development of household/family budgets; in Part II, I will discuss business budgets. Why is it important to have a budget? Here are a few common reasons:

Click here to read Sallie Mullins Thompson's full article

What’s in a Name?
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It's one of those things that you know, but it's rarely front of mind. You never think about it, but you're bombarded by it daily. A NAME embodies a whole effort.

When you reference your efforts in business--whether for profit or non-profit--at a certain time you use a name, or a symbol, or a sound or something else to identify those efforts (i.e., a "NAME"). Unilever does. UNICEF does, too.

You see, that NAME may tell people your professional association certifies a product, it may tell folks you made a product or you offer a service, or it may be a way for you to communicate to others what your values are. The NAME identifies the technology, function, design, lifestyle, and sociocultural substance of your effort and resulting goods and services. For better or worse.

Click here to read William R. Samuels' full article...

The Prophets of Profit: Standing Out in a Busy World Today with Dorie Clark
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The Prophets of Profit: Standing Out in a Busy World Today with Dorie Clark | Brian Califano

In this interview, Dorie Clark shares some of her best practices. Dorie Clark is a marketing strategy consultant, professional speaker, and frequent contributor to the Harvard Business Review, TIME, Entrepreneur, and the World Economic Forum blog. She is the author of Reinventing You: Define Your Brand, Imagine Your Future and her most recent book, Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It. Some of her clients include: Google, the World Bank, Microsoft, Morgan Stanley, the Ford Foundation, the Bill & Melinda Gates Foundation, and Yale University.

Click here to read Brian Califano's full article...

phoneBlogger.net—WAY More Marketing Than Just Content Marketing
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phoneBlogger.net—WAY More Marketing Than Just Content Marketing | Mark Bullock

{3:42 minutes to read} As a phoneBlogger.net client, there are many value added features that innately come with content marketing.

Built-In Features of phoneBlogger.net’s Content Marketing:

#1 Search Engine Optimization (SEO): One of the first features is Search Engine Optimization, both for your website and your social media. A website (or blogsite) gets great Search Engine Optimization if it’s regularly updated with content that is relevant to the purpose of a client’s expertise.

Click here to read Mark Bullock's full article...

Transformative Use of Copyrighted Material Is Highly Subjective
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Transformative Use of Copyrighted Material Is Highly Subjective | Iva Rukelj

In our previous blog article, we explored the concept of fair use and how courts determine whether the use of copyrighted material is permitted without the rightsholder's permission under the Constitution's statute. One way to decide whether the fair use law applies is to determine whether the third party engaged in the transformative use of the copyrighted material. New York's active Second Circuit Court recently ruled on two applicable cases, elucidating the intricacies of fair use.

Click here to read Iva Rukelj's full article...

Are Your Online Properties a Hacker’s “Dream”? Protect Yourself Now!
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Are Your Online Properties a Hacker’s “Dream”? Protect Yourself Now! | Mark Bullock

{4:25 minutes to read} Hacking and Internet intrusion is on the rise. Issues are occurring in websites, social media, and even in some email systems. It is incredibly important to take serious and consistent steps to ensure that your online properties (Facebook, Google+, LinkedIn profiles, newsletter programs, website and/or blog) are protected to the greatest extent possible. “Password” Should Never Be Your Password  Nor should 12345! Hackers use sophisticated software to define, obtain, or circumvent passwords. Your passwords need to be very strong!  Most of us grew up in a time when we had passwords that were easy to remember and reusable—to do so is no longer safe.

Click here to read Mark Bullock's full article...

Why a “Declared Client” Disappears & How Our “Attraction Factor” is the Remedy
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Why a “Declared Client” Disappears & How Our “Attraction Factor” is the Remedy | Cynthia Greenawalt

{3:21 minutes to read} In my 20 years of coaching and training, here’s what I’ve found to be at the heart of success in the art of referral generation: our Attraction Factor — the degree to which people feel inspired and connected to who we are as human beings. The most influential dynamic in having people feel drawn to us is our ability to be vulnerable, authentic, empathetic, and compassionate. As a business owner, your ability to show empathy and compassion comes into play when a potential client seems to disappear, somewhat like becoming a member of the “witness protection program.” Let’s take Jane, for example.

Click here to read Cynthia Greenawalt's full article...

It’s Fair to Say Fair Use Is Complicated
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While the framers of the Constitution had no way of predicting the kinds of technology we enjoy today, they did have the foresight to understand the necessity of intellectual property rights. That is why the Constitution gives artists and inventors an exclusive right to their work under Article I, Section 8, Clause 8:

To promote the Progress of Science and useful Arts, by securing for limited Times to Authors and Inventors the exclusive Right to their respective Writings and Discoveries.

Click here to read Iva Rukelj's full article...

3 Degrees of Rita
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3 Degrees of Rita | Cynthia Greenawalt

{4:05 minutes to read} I recently had an amazing conversation with a potential client. Let’s call him Bob. I asked him to draw a dot on a piece of paper, which represented one of my favorite clients: Rita. I then asked him to draw a circle around Rita, to represent her first-degree relationships. Although her LinkedIn profile might say she has 3000 connections in her first degree, I asked Bob to write the number 300 on that first circle around Rita, to represent the 300 people that she could call on the phone and they would know exactly who she was. These 300 have an instant relatedness to her. I then asked him to draw another circle outside Rita’s first degree, to represent the second degree of Rita.

Click here to read Cynthia Greenawalt's full article...

phoneBlogger.net’s Onboarding Process: A Springboard to Word-of-Mouth Marketing Results
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phoneBlogger.net’s Onboarding Process: A Springboard to Word-of-Mouth Marketing Results | Mark Bullock

{3:33 minutes to read} phoneBlogger.net has a detailed and well-oiled client onboarding process that starts with the end in mind—to create full engagement in our process and for clients to produce and distribute smart articles to their network. The onboarding process is a coordinated effort—and it works. Our goal is to handle as much of the tasks as possible for our clients; however, there are a lot of parts that come into play. It is important to note that there are pieces of information (that cannot be guessed or pulled out) that the client will need to provide, i.e. contacts, etc.

Click here to read Mark Bullock's full article...

What Do Chevrons, Stripes & Romance Have in Common? A US Supreme Court Decision!
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What Do Chevrons, Stripes & Romance Have in Common? A US Supreme Court Decision! | Iva Rukeli

If you thought that US Supreme Court justices lacked romantic proclivities, you're wrong! Some months ago, in a conversation between the justices about a very important copyright issue involving fashion, Justice Stephen Breyer stated, "The clothes on the hanger do nothing. The clothes on the woman do everything." Justice Elena Kagan immediately interjected with, "That's so romantic!" Romantic or not, the justices were determining whether or not a feature of a useful article is protectable under Section 101 of the Copyright Act.

Click here to read Iva Rukelj's full article...

AIA Agreements Part 2
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AIA Agreements Part 2 | Aaron Pierce

Only takes 5 minutes to read! In part two, we will continue the discussion on AIA agreements. If you’re an owner, a contractor or subcontractor, contact me here with questions or comments about AIA agreements. Get landlord signoffs wherever appropriate. The owner of the property, the landlord, has to sign off on practically every little bit of work before it is started. If not, the work will likely be considered a breach of your lease agreement. In this case, you could end up spending a quarter of a million dollars having work done on your property only to have the landlord then claim you breached the lease in doing so, and may even be able to have you evicted.

Click here to read Aaron Pierce's full article...

Which House Are You on the Block? Maximizing Your Networking Real Estate
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Which House Are You on the Block? Maximizing Your Networking Real Estate | Cynthia Greenawalt

{3:24 minutes to read} I was speaking in front of a group of entrepreneurs recently. I used a powerful analogy, asking them to imagine a beautiful neighborhood north of New York City with a block of 10 homes varying in price from 2 million to 10 million dollars. Then I asked which is the better real estate investment: owning the 2 million or the 10 million dollar home? The most popular response was the 2 million dollar home for the following reason: the value is brought up by the higher priced homes on the block, whereas the 10 million dollar home has its value brought down by its neighbors.

Click here to read Cynthia Greenawalt's full article...

How Is Asparagus Farming Like Networking?
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How Is Asparagus Farming Like Networking? | Cynthia Greenawalt

Several years ago I gave a workshop discussing the benefits of being a “farmer networker” vs. a “hunter networker” (click here for my previous article on the topic). As a farmer networker, our sights are on creating a long-term sustainable yield from nurturing and cultivating referral partners who make introductions to potential clients. One of the attendees at that workshop explained to me how my training reminded him of the way asparagus grows. Because asparagus is my favorite vegetable, I was intrigued.

Click here to read Cynthia Greenawalt's full article...

Moving Beyond Cold Calling
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At a recent Around the Horn session, we were presented with a question from the principal of a new company. He told us about his cold-calling efforts, which were largely successful—but he was curious if there was another way to get his venture off the ground. The group came up with several ideas. Targeted Seminars  One attendee suggested hosting or producing seminars for targeted groups. Seminars for targeted groups generally produce great conversion rates upwards of 30%. Someone else suggested that he do a Network!Network! forum.

Click here to read Dave Bresler's full article...

The Importance of Carefully Worded Independent Contractor Agreements
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The Importance of Carefully Worded Independent Contractor Agreements | Alan Krystal

{4:54 minutes to read} In past articles, I have discussed the increasing trend in the courts and government agencies in which the majority of the determinations held that workers classified as independent contractors were, in fact, employees and therefore entitled to minimum wage and all other statutory protections afforded workers. The New York State Court of Appeals was confronted with this issue on appeal of a decision by the Unemployment Insurance Appeal Board which stated that a yoga studio was responsible for unpaid unemployment contributions for certain yoga instructors whom the studio has classified as independent contractors.

Click here to read Alan Krystal's full article...

What Is in an AIA Agreement? Part 1
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What Is in an AIA Agreement? Part 1 | Aaron Pierce

Only takes 5 minutes to read! The AIA A101 is the standard form of agreement furnished by the American Institute of Architects which is used in generating well-defined business relationships between a Pand a contractor. These contracts have been crafted, published, and promoted by a very influential and nationally renowned industry group. Consequently, the standardized version is designed to protect the interests of the contractor and can be protective of a contractor to the sometimes-costly detriment of the rights and flexibilities of the owner.

Click here to read Aaron Pierce's full article...

When Is Late Rude?
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We’ve all heard the old saw about how it’s de rigueur to be fashionably late. We once, many years ago, arrived very late (I won’t say how late) to a dinner party and were mortified to find everybody else already seated at the dinner table. So, the next time we were invited to dinner (somewhere else, I hasten to add), I pushed my wife to get there on the dot only to be greeted at the door by the host and hostess in their bath robes.

Click here to read Dave Bresler's full article...

Website Map for Sallie Mullins Thompson
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Authored by , re: Accounting & Bookkeeping, Business Development, on .
Website Map for Sallie Mullins Thompson | Sallie Mullins Thompson

In this announcement of my new website at www.smtcpapllc.com, I want to let you know what’s available and how to navigate! Please spend some time browsing through the new website, as I think you will find it to be a comprehensive resource for gaining knowledge about various aspects of your financial life.

Click here to read Sallie Mullins Thompson's full article ...

Reaching Deep Into Your Goldmine: Shifting From Reactive to Proactive Referrals
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Reaching Deep Into Your Goldmine: Shifting From Reactive to Proactive Referrals | Cynthia Greenawalt

{4:00 minutes} Referrals can be grouped into two categories: Proactive and Reactive. The value of categorizing referrals is so we can study them to become more masterful. In my experience, 90% of referrals that people receive are reactive in nature. Consider this example: Karen is a residential realtor with 20 raving fans—referral sources who are willing to risk their reputation by bringing her into their network. If Karen could put a camera on the shoulder of each of her fans for one week, and witness conversations that her fans are having with friends, clients, neighbors, etc, she would be shocked at what she saw.

Click here to read Cynthia Greenawalt's full article...

MWBEs, Let’s Work Closer Together to Achieve Success!
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MWBEs, Let’s Work Closer Together to Achieve Success! | Jean Kristensen

{3:10 minutes to read} I was recently at a meeting where there was a lot of pushback from MWBE firms that preferred to self-perform and take credit for MWBE goals; they wished to do this instead of subcontracting the work to other MWBEs. I was a little taken aback by this, and thought I’d share my thoughts on the importance of MWBEs 1. working with, 2. outsourcing to, and 3. sharing resources among other MWBEs.

Click here to read Jean Kristensen's full article...

Hidden Figures: When the Numbers Tell You Something You Don’t Want to Hear
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Hidden Figures: When the Numbers Tell You Something You Don’t Want to Hear | Fabienne Swartz

{3:30 minutes to read} A friend of mine has a problem. She is in the middle of a divorce, yet she remains wedded to a lifestyle she can no longer afford. The bulk of the expenses she is claiming are what I would consider unnecessary, like:

  • Retaining a full-time housekeeper;
  • Outfitting her children with designer clothes;
  • Driving a high-end, German car;
  • Grocery shopping at Whole Foods; and
  • Monthly clothing budget in excess of what many people earn in a month.

Click here to read Fabienne Swartz's full article...

Is Your Website/Blog Missing the Nuts and Bolts Your Visitors Expect to See?
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Is Your Website/Blog Missing the Nuts and Bolts Your Visitors Expect to See? | Mark Bullock

{5:55 minutes to read} As I’ve mentioned before, if a visitor comes to your website who’s a potential client, and they don’t find the information they’re looking for, they’re likely going to go searching the Internet for somewhere else to find it. You can just assume that.

Don’t send visitors away from your website! Asking them to contact you for basic information about a specific topic that is included in your profession is paramount to sending them away—if they can’t find what they are looking for on your website.

Click here to read Mark Bullock's full article...

The Department of Labor’s Overtime Rule
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The Department of Labor’s Overtime Rule | Alan Krystal

{3:06 minutes to read} In my November article, Update on Overtime Rules, I had mentioned that a federal court judge in Texas had issued a nationwide injunction blocking the Department of Labor’s rule requiring overtime pay for more than 4 million new workers, which was to have taken effect on December 1, 2016. This ruling arose out of a lawsuit filed in the U.S. District Court, Eastern District of Texas challenging the overtime rule, arguing that the Department of Labor exceeded its statutory authority in issuing the regulation.

Click here to read Alan Krystal's full article...

Multilevel Marketing: A Viable Option for Busy Moms and Dads
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Multilevel Marketing: A Viable Option for Busy Moms and Dads | Fabienne Swartz

{3:29 minutes to read} Network marketing, or multilevel marketing (MLM), is a type of direct-to-consumer business that relies on a decentralized network of sales representatives to market a product. MLM companies generally have no fixed hours like a traditional 9-5 job, which presents a viable income source for families with young children—as well as retirees living on a fixed income.

Unfortunately, when some people hear about MLM they immediately think of so-called “pyramid schemes,” wherein the main goal is not to sell products, but recruit distributors who work under you in the “pyramid.”

Click here to read Fabienne Swartz's full article...

Ghana: A Top Choice for Businesses Entering the African Marketplace
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Ghana: A Top Choice for Businesses Entering the African Marketplace | Tatenda Aloy Musewe

Entering an African marketplace requires rigorous strategic planning that incorporates the business’ goals and the market’s suitability to those goals. Naturally, access to accurate information is critical to the success of the business.

In African jurisdictions, practice often differs greatly from expectations created by statutes, regulations, case law (where it exists), and government-originating communications. In addition, clients usually have concerns about political and economic stability in their regions of interest. These concerns have merit.

However, there are several examples of successful returns on foreign investment in African regimes even during periods of political or economic volatility.

MWBE Success: 5 Tips for Improving Outcomes in 2017
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MWBE Success: 5 Tips for Improving Outcomes in 2017 | Jean Kristensen

{3:25 minutes to read} 2016 was an amazing year for my business! We’ve experienced significant growth over the previous year, allowing us to expand our client base and add employees. Here are some of the things that helped us arrive at the next level: 1. Clearly defined mission and purpose: Our mission is simple: We want to help MWBEs increase wealth through government contracting, certification, and innovative business strategies. Our purpose is about the opportunity that increased wealth creates within our communities. We believe that entrepreneurship is a pathway to opportunity.

Click here to read Jean Kristensen's full article...

Miscategorizing Employees as Independent Contractors Carries Serious Consequences
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Miscategorizing Employees as Independent Contractors Carries Serious Consequences | Aaron Pierce

Only takes 5 minutes to read! It is vital that all employers understand how seriously both the IRS and state agencies take the issue of miscategorizing employees as independent contractors. Any appearance of impropriety is assumed to be the case. It’s understandable when you consider how much money a business can save by classifying an employee as a contractor: employer contributions to Social Security, Medicare, unemployment insurance, and worker’s compensation are non-existent in an independent contractor relationship.

Click here to read Aaron Pierce's full article...