Articles Tagged ‘strategy’

Whale Hunting, Land Big Sales and Transform Your Company

Friday, February 15th, 2013

Often when I am networking I hear small business owners say things like “I really want to have Eli Lilly, AT&T or GE as one of my clients.” Whenever I hear this I cringe, because I know that it is not enough to want one of these giant companies as a client, you have to have a plan. Not just a plan to land the deal, but a plan to find it and then how are you going to maintain that client.

In her book, Whale Hunting, Barbara Weaver Smith and Tom Searcy, uses the analogy of how the Inuit of Alaska hunted Whales to feed their villages to how small companies can land the Whale of their own. This is an easy analogy follow and carries with it a powerful story of perseverance, commitment, strategy and success.

Barbara and Tom layout the strategy for researching which whale you want to hunt, how to research your whale, capturing your whale, and celebrating your whale. This is a book that you must read if you are really interested in landing your own whale.

Networking is great, but you cannot ask for a referral to a whale if you do not have a plan for landing and managing that whale. There have been several occasions when I knew I could get a person in the door of their whale but I also knew once caught they would not be able to keep the whale.

I cannot recommend this book enough, it is an easy read, and not only will you learn how to land your own whale there is a lot of very interesting history in this book that holds your attention as you read in amazement what the Alaskan Inuit could do with a row boat and harpoon. The planning, the implementing and the celebration are inspiring.

Hazel Walker
Referral Institute, llc
BNI
hazel@bni.com

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Love Conquers All Even Mike Tyson

Friday, October 28th, 2011

Early in Mike Tyson’s incredible career he was the most dominant boxer in history. Many thought he was unstoppable. When Buster Douglas was slated to fight Mike Tyson, it was only supposed to be a warm up for the apparent “real” show down between Tyson and Holyfield.

Buster had someone on his side—his mom. He was his mother’s pride and joy. She was telling everyone at the beauty shop that her baby was going to knock out Mike Tyson. Buster had to have been thinking his mom was crazy. He probably even told her so as many of us do when our parents “gush” over us.

Just a couple of days before the fight Buster’s mom died. He promised his mother that he would knock out the “toughest man on the planet.” When the big day arrived Buster did two significant things that seemed impossible.

He got up when Mike Tyson knocked him out (something no one else had done).
He knocked out Mike Tyson.
Love conquered Mike Tyson. It gave an average boxer the ability to withstand incredible pain and injury. It gave fuel to a human who accomplished the unthinkable; superhero feats. Something no one else had done before. It gave a man the ability to conquer his greatest foe.

If the gushing of a mother can make an average fighter the toughest man on earth—who can you gush over? Who can you lovingly encourage to conquer their biggest fears, their greatest foes?

Tony Scelzo
Rainmakers Marketing Group
317-216-6345
Tony@gorainmakers.com

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Problems vs. Solutions

Tuesday, July 26th, 2011

At dinner, I placed a bunch of broccoli on my daughter’s plate. Her immediate response, was the same as always – “That’s too much, I could never eat all that broccoli!”

I countered with my classic – “I have a lot of faith in you Corinne, you can do anything you chose.”

I’m OK with my daughter seeing a plate full of broccoli and seeing a problem with no possible solution – she’s 4 years old. However, at some point ( I think I’ll wait until her 5th birthday) I want her to change the way she thinks and recognize that she is responsible for finding a solution to life’s challenges.

Unfortunately, most people still approach problems like my 4 year old. They see every difficulty as an insurmountable challenge and instead of looking for the solution they spend all of the energy putting together a list of excuses why they won’t be successful.

The simple truth is that there are two types of people in this world – those that find problems and those that find solutions.

Guess which one makes more money and has more success?

Which one are you?

C.J. McClanahan
Reachmore Strategies
317-576-8492
cjm@goreachmore.com

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Random Thoughts – Crazy Interview Questions and Owning My Own Business

Monday, June 27th, 2011

SerinaKelly

Honestly, I’m not sure where this article is going, but I read an interesting article recently in an e-newsletter I had received from CBS MoneyWatch, and it just made me laugh a bit. It was about crazy interview questions from a variety of businesses, including Google, Proctor and Gamble, and Goldman Sachs.

I have owned my own company for almost three years now, and even though I don’t “interview” anymore for a job, I do meet with plenty of business owners to discuss if Relevate would be a good fit for their company’s marketing needs. With this being said, I realize those off-the-wall interview questions could probably be answered pretty well by a small business owner because so many times we need to be thinking quickly on our feet, tackling challenges and keeping our cool.

Gosh, it made me realize once again how much I have learned these past few years – and how fortunate I am to continue to learn more and more each day as a business owner. And, if down the road, things were to turn sour, I would be prepared for anything those interviewers want to throw my way.

Oh, but if I’m a true entrepreneur, I hear I’m unemployable – and the more I spend time as an entrepreneur, the more I realize the truth in that statement.

Serina Kelly
Relevate
www.getrelevate.com
serina@getrelevate.com
317-203-7740

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