July 2010
5 posts
Invest in this! →
What do information to investors seek when reviewing a pitch? Are would-be entrepreneurs adequately prepared to meet with financiers? I examine these questions based on my research and my own…
17 tags
Recipe for biz failure
One night this past week, my wife and I stopped by a familiar local restaurant for dinner. We were the only patrons so we were able to spend time with one of the owners whom we happen to like very much.
When the inevitable question of “how’s business” came up, her response was simple; “we’re paying the bills but not getting ahead as the economy is really hurting...
What the hell is a "thought leader"? →
I guess the role of CEO is quickly becoming extinct if you believe the “experts.” Are we so desperate for jobs that we need to duplicate what is/was/should be the CEO’s role? Please read on for my…
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Why are the "experts" so stupid?
”William C. Dunkelberg”, an economist in the School of Business and Management at Temple University, said surveys showed that capital spending was at a 35-year low and that companies were still cutting, not adding, inventory. “Credit’s not an issue,” he said. “Customers are the issue.”
When I see quotes like this I am reminded just how oblivious the so-called “experts” really are.
This...
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Lead, follow or get out of the way
Are we facing a dearth of business leadership in the USA? According to a nationwide poll conducted by Powerfeedback, the answer is definitely yes.
If you own or run a business, please answer these questions honestly.
My staff is intimately familiar with our short and long term goals
Communication is seamless, consistent and clear in our organization
I recognize everyone’s...
June 2010
6 posts
4G Hokey Pokey Cell Phone Coming Soon! →
Ever wondered how far technology has come and if today’s smartphones are really “smart?” With the newest cell phones we will learn how to properly juggle our devices to most effectively make phone…
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Do customers love you?
My driveway was woefully in need of seal coating. Some of my neighbors got together and engaged “John” to do many driveways on our street for a lower rate. Besides the coating work, I asked John about applying a patch to one area of my driveway that was torn up.
John advised that he could apply “cold mix” but could not guarantee how long it would last. Thinking that my driveway always gets...
An inconvenient poll truth →
Should we given all of the facts, or just some of them? I examine a recent event that shows the power and the downside to polling and market research.
Protect the interns →
Is your firm allowing its marketing plan and sales goals to outweigh the security needs of your summer interns and other staff members? I examine this and offer some advice in this short piece.
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Protect the interns
As more and more small businesses are tuning to social media (Facebook, Twitter, Foursquare, Gowalla, Google Lattitude, LinkedIn, etc.) to promote their products and services, I offer some cautionary advice here.
After delivering a speech recently a small business owner sought me out for some advice. She mentioned her new and heavy use of social media and how her firm was conducting random...
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Status quo is okay
At the request of their trusted financial advisor, I met with two brothers last week. These two gentlemen own and operate a business that has enjoyed consistent success for 11 years. Their advisor wanted to me determine how best to fuel their growth.
When I met with Franklin and Christian (not their real names) they were extremely skittish with me, which surprised me, as typically people who...
May 2010
10 posts
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Why surveys don't matter
Given the fact that I am also the CEO of one of the most foremost market research companies around, this post may seem a little odd coming from me.
Like many of my posts here, I too base this one on some recent personal experiences.
In the last 30 days or so my wife and I have endured some pretty bad experiences at two chain (Applebee’s and On the Border) restaurants and at one small...
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Gauging the competition →
How do you anticipate yourself and your company from the competition? Check out my comments (#10) in this article.
“Assessing the competition is a healthy activity. Most of us want to know how they do what they do right?”
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What to do when buyers stall →
“Additional tips: Gingold cautions against spending so much time chasing one client that you might miss other opportunities. You’ve got to weigh whether the net profit of the order pays for all of the business development time and costs and if there are enough future orders on the horizon to justify the time and expense involved.”
I appreciate Shane Dale and Advantages Magazine...
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Doctors losing money
Despite what you may think, or may have heard, doctors are not garnering the income that they once did. That’s where I come in :-)
In working with a small (2 docs) cardiologist group I was asked to find ways to help them generate more revenue. Early on in the assignment I started talking to patients, both active and inactive. I discovered that 19% of the patients cancelled their routine...
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I change lives
“My name is Scott Gingold, I change peoples lives.”
I was recently engaged to give a speech to a small group of entrepreneurs. Prior to me starting my presentation the host asked everyone in the room to stand up and say what they do.
One after another it was the same thing. “I am a lawyer, I am an accountant, I am a doctor, I am an electrician, I am a contractor, etc.,...
10 tags
Stop networking!
Anyone who has read any of my writings knows that I am a huge fan of Networking. It has always been and, I suspect it will always be crucial to your personal and business success. This has never been more true as we continue to deal with the fallout of the great recession.
I wanted to offer a tip today based on a personal experience of mine.
Several weeks ago a friend and colleague...
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Economy news to ponder →
“When creditors ultimately decide to curtail loans to America, U.S. interest rates will finally spike, and we will be confronted with even more difficult choices than those now facing Greece.”
As you read this article I encourage you to remember that this is one persons opinion. That said, Peter Schiff does raise very valid points, concerns and insights.
There are things that...
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It's just a salesman, don't answer
I was sitting with a new potential client in her office and every few minutes her phone rang. Though surprised, her assistant did not pick up the calls. I did offer that if she needed to take the calls that I understood. Her response stunned me!
With a laugh she said: “no need, just salesmen trying to get our business.”
I was stunned! Part of the reason her company’s CPA...
Have you seen my salesperson? →
I uncover the value of recruiting and maintaining a first rate sales team as well as supporting them to maximize the success of your business.
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Have you seen my salesperson?
I love the sales role. Though my title is, and has been CEO for several companies over the last two decades or so, I still love the sales function the most. Sure, part of the thrill is the “hunt”. But the ability to persuade people to share the same enthusiasm and passion for the product or service that you are offering is intoxicating.
Lately I am left wondering what has...
April 2010
18 posts
19 tags
Follow me, or else
By now you know well of the power and usefulness of Twitter. This is especially true for small businesses, Confidential Counselor included!
What I find amazing though is how many businesses ask customers to “follow them” yet fail to reciprocate. Restaurants seem especially guilty of this.
If you are promoting your Twitter presence on your website, why wouldn’t you...
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Sir, step away from your mobile device
One of my favorite quotes come from Joseph Preistly: “The more elaborate our means of communication, the less we communicate.”
How much of your communication today is done via email, text messages, Twitter and Facebook and other electronic means? Now consider how many times you spoke to someone face-to-face, or even by telephone and walked away with a new order, a commitment for...
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Save money on college books
Want to save some money today?
Though I typically blog about business subjects, today, I have to offer a tip that will hopefully benefit cash-strapped college students and parents. I just became aware of this.
Remember those books that you paid anywhere from 30-100+ dollars for? I met with some college students who told me that when they go to sell the books they are being offered pennies...
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Screwed without a contingency plan
Imagine that you own a small business where communication is critical and you could not be reached. That is exactly what happened to a new potential client of Confidential Counselor.
The owner, “Judy” (not her real name) relies heavily on email and telephone in her service business. Judy and her team must be accessible to clients 24x7x365. Judy and her staff all carry Blackberry...
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I.R.S. To audit more small businesses? →
Is the I.R.S. poised to audit more small businesses? The I.R.S. says no, but others disagree.
What do you think?
iPad is killing productivity →
Can the iPad help or hurt your business? Much depends on the procurement process! I examine this in detail and invite you to see my findings and suggestions.
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iPad is killing productivity
Do you believe that Apple’s new iPad may be beneficial to your business? Before you say “yes” too quickly, please read on.
Assuming that you have not been in a coma or left the planet in the last few weeks you are already well aware of the frenzy and demand that the iPad has caused. What you may not know is how this technology marvel may be killing productivity in your company and wasting...
Can you entrance me? →
You have 30 seconds to achieve success for your business. Can you do it? Are you really prepared? I examine the traits needed to answer “yes” to these questions.
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Can you entrance me?
As some may already know, in addition to being the CEO of Powerfeedback and Confidential Counselor, I provide strategy and consulting to Hatchery clients.
The other evening I was once again a panelist for “Are You Serious.” This is a monthly event in which start-up and early stage entrepreneurs have an opportunity to present their services and capabilities. Four panelists ask...
Networking Failure 101 →
Are you really a good networker? Sure about that? I examine this in detail and the answers to these questions may surprise you. Please see my last report on this topic.
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Networking Failure 101
I have spoken to many groups about networking over the last few years. Simultaneous to this I have been interviewed and I have authored many articles on this topic as well on behalf of Confidential Counselor.
So with this experience and knowledge I was not surprised that a colleague approached my yesterday in utter desperation and disgust. He has spent the better part of 2009 and 2010...
14 tags
Your quote was late!
My last blog post (Should You Charge for Proposals) drew a ton of mail! Most of the feedback came from buyers and purchasing agents.
While they did not disagree with me, they did raise a valid point about vendors. Many procurement officials report that more times than not they have to call multiple vendors in order to get even simple pricing. To be clear, these are not full scale RFP’s...
14 tags
Your quote was late!
My last blog post (Should You Charge for Proposals) drew a ton of mail! Most of the feedback came from buyers and purchasing agents.
While they did not disagree with me, they did raise a valid point about vendors. Many procurement officials report that more times than not they have to call multiple vendors in order to get even simple pricing. To be clear, these are not full scale RFP’s...
Should you charge for proposals? →
How much time and effort does it take to assemble a proposal for an RFP? Is it worth it? Should you charge for it? What is your success rate? I examine this and offer my insights.
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Should you charge for proposals?
On a recent panel that I served on an audience member asked me if I thought that small businesses should charge for proposals. The easy answer is “YES,” but, it is more complicated than that.
About nine months ago we made a decision at my other company (Powerfeedback) to charge for proposals. This was not a rash decision as we had contemplated it for quite some time. What pushed us...
30 tags
Immigrants to fix USA economy
According to his own official bio, Thomas L. Friedman of the New York Times is not a small business owner. Besides being a columnist, his background includes serving as a Federal Government bureaucrat.
In a recent article Mr. Friedman penned a piece on what it will take for the economic picture to improve in the United States. While he does make valid points, there is one area that he is...
Why are you naked? →
Do you utilize all of your assets and resources? Are you missing opportunities because you fail to embrace the obvious? Whether you do, or don’t, this article offers some good advice and insight.
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Why are you naked?
I can’t speak for most men, but for me, seeing a woman dressed in appealing and sexy clothing (ah, fond memories of Catherine Deneuve) is far more alluring than just seeing a naked woman.
The same holds true for advertising.
A potential client asked us to come in for a discussion about their business. Ultimately we decided to not accept the assignment for a variety of reasons. One of the...
March 2010
10 posts
Warrior or wimp? →
When it comes to facing your competitors, are you a warrior or a wimp? Do you take them on, or, do you let them have the cream of the crop customers while you chase for crumbs? In this post I write…
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Are you looking for a job?
Whenever someone wants to connect with Confidential Counselor or myself personally via LinkedIn, I always check out their “Interested In” entries. I find it somewhat concerning when someone says that they want to find ways for our businesses to work together, yet they are also seeking “career opportunities.”
Perhaps even more troublesome to me is when business owners check this option as...
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Why your business will fail in 2010
Do you inspire your team or demotivate your team?
Since most of us have egos, I suspect that your initial gut reaction is to say “inspire”. But, as you ponder this further, have a heart-to-heart talk with yourself, and look deep into the mirror, can you honestly say that you are leading your staff in a way that best serves your company?
The client assignments that Confidential Counselor...
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What Toyota teaches us
Who among us hasn’t heard of Toyota’s “accelerator” problem? It has dominated the headlines in the print, electronic and broadcast news media. The situation has also become the punchline of jokes by comedians.
Were you aware that in recent days Honda recalled 400,000+ vehicles and that General Motors (GM) also recalled 1.3 million vehicles?
What I find interesting about this situation is...
15 tags
Its almost Monday, are you ready?
Sunday night—-some people are dreading going to work on Monday, other people wish that they were going to work on Monday much less any other day, and still others are preparing for Monday with enthusiasm and excitement.
Successful people use Sunday night as the launch pad of their week. They are making plans, getting organized, setting goals, and are eager to get back into the game. How...
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Are you hurting your business?
In more and more of the assignments that I am taking on at Confidential Counselor I have had to ask company owners and/or senior management this question. Here are some common reasons why-
Instead of being uplifting and positive, on many occasions I see ownership and management present a downtrodden and negative outlook to employees, customers and vendors.
There is no consistency. Instead...
11 tags
Create more selling time →
Please check out my selling tips offered in this ASI Central interview.
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My cell phone stinks
I am very unhappy with my present wireless device. It crashes way too often, the back-light dims when it is not suppose to, battery life is terrible, and it is becoming more and more unreliable.
On first blush the simple answer is to switch devices or wireless providers, and yes I am considering it but here is my conundrum. Based on my research of their other available devices, I would be...
February 2010
16 posts
Are you in a bad relationship? →
Feeling disgusted by how large banks are treating individuals and small businesses? Wondering how you can make a difference? Please read this post to learn about some simple things that you can do…