SBTM March 2015 issue by Genera Media

SBT Houston Staff FEBRUARY 2015

PUBLISHER SCOLUMN

Chairman John Cruise

President/Executive Publisher Steve Levine

From the Publisher

Vice President /Associate Publisher/ Creative Director/Editor Barbara Davis-Levine

Steve Levine

Business Development/PR Bill Huff Aaron Kaplan Deborah A. Powell Interns Jesus Gonzalez Norma Diaz Graphic Designer Lavinia Menchaca Photographers Gwen Juarez Contributing Writers Don Brown Helen Callier Barbara Davis Mila Golovine Ruben Gonzalez Toni Harris Bruce Hurta Aaron Kaplan Craig Klein Paul Marcus Hank Moore Mark Murrah

Rick E. Norris Mayor Annise Parker Howard Partridge Christi Ruiz Rita Santamaria Kim Sawyer Gail Stolzenburg Pam Terry Holly Uverity Jack Warkenthien Aimee Woodall

Chief Advisor Hank Moore Publisher’s Advisory Board Shah Ardalan Helen Callier Sonia Clayton Donna Cole John Cruise Dirk Cummins April Day Dr. John Demartini Maya Durnovo Kathie Edwards Mila Golovine Dory Gordon Greg Grant David Holt Richard Huebner Jeffrey Jones Darryl King Sandy Lawrence Craig Klein

Wea Lee Hank Moore Lisa M. Morton Mike Muhney Leisa Holland Nelson Tony Noun Mayor Annise Parker Page Parkes Howard Partridge Susan Repka Maria Rios Grant Sadler Rita Santamaria William Sherrill Pam Terry Linda Toyota Jack Warkenthien Carlecia D. Wright Aaron Young

Phone: 832-419-2814 E-Mail: Steve.Levine@SBTMagazine.net Or Write: Small Business Today 5380 West 34th Street, Ste 230 Houston,TX 77092 See us on the web at www.SBTMagazine.net Free APP for Android & iPhone go to your APP Store and type in Small Business Today Magazine SMALL BUSINESS Today MAGAZINE IS PUBLISHED MONTHLY BY LEGACY PUBLISHING GROUP, LLC. 5380 WEST 34TH ST., STE. 230 HOUSTON, TX 77092 EXECUTIVE PUBLISHER - STEVE LEVINE: 832-419-2814 CHAIRMAN - JOHN CRUISE: 832-460-2020 www.SBTMagazine.net ADVERTISING RATES ON REQUEST. BULK THIRD CLASS MAIL PAID IN TUCSON, AZ. POSTMASTER: PLEASE SEND NOTICES ON FORM 3579 TO 5380 WEST 34TH ST., STE. 230 HOUSTON, TX 77092. ALTHOUGH EVERY PRECAUTION IS TAKEN TO ENSURE ACCURACY OF PUBLISHED MATERIALS, SMALL BUSINESS TODAY MAGAZINE CANNOT BE HELD RESPONSIBLE FOR OPINIONS EXPRESSED OR FACTS SUPPLIED BY ITS AUTHORS. COPYRIGHT 2012, LEGACY PUBLISHING GROUP, LLC. ALL RIGHTS RESERVED. REPRODUCTION IN WHOLE OR IN PART WITHOUT WRITTEN PERMISSION IS PROHIBITED.

Small Business is often a Family Affair

any of the entrepreneurs that we have interviewed for our covers started out working in the family business. Many started out very young, sweeping the floors, emptying the trash, and running errands. Most of you know that I was fed and clothed from the proceeds of the two dry goods stores run by my parents who were originally recruited into the business by my paternal grandparents who started them in Nyack and Pearl River, New York. Both of my parents had aspirations of going to college and pursuing their individual dreams. My father had planned to go on the G.I. Bill and my mother had an art scholarship but instead of going to college, they accepted my grandparents’ offer of working for them with an offer to pay for them to go to college later. College never happened and even after my grandparents passed away, my parents continued to work the stores until my mother succumbed to cancer and “big box” stores put their little stores out of business. Admittedly, I never worked in the family business but I spent plenty of time observing their work ethic, their focus on customer service, their dedication to their community, and their dedication to each other. I can honestly say that the lessons that I learned from those observations still serve me well today. As a high school wrestler, I stepped out on the wrestling mat to meet my opponent and knew that my parents were not in the stands to cheer me on or console me when I lost. I went to several father/son awards banquets on my own. I was never disappointed as I knew where they were. They were working their business to feed and clothe my sister and me. Many of today’s entrepreneurs grew up like I did as observers in their parents’ business. Their parents were their role models in learning about work ethics and commitment that a business owner needs to have for success. For this month’s cover honorees, Troi & Kelley Taylor of Taylor Construction Management, every day is a learning experience for their “Mini Mes”, daughter Laila and son Joshua. Troi and Kelley are creating a legacy for their children and establishing a blueprint by which they can follow in their parents footsteps in creating their own successful business or taking over the helm if they so choose when they are adults. It is time to let you get started on this month’s very special issue,

Good Reading, Good Sales, & Success to You,

Steve Levine

President/Executive Publisher, Small Business Today Magazine

[ FEBRUARY 2015 ] www.SBTMagazine.net 3

INSIDE FEBRUARY 2015 EDITION HOUSTON

Publisher’s Column

Netiquette and Teliquette

A Fiscal Plan for the Future

How and When Collaboration is Advantageous

The 7 Areas of Power Needed in Order to Succeed

Getting Organized - Creating a To Don’t List

Game Plans for Success

The Only 3 Ways to Increase Sales – Part 1

Which Businesses Can Take Advantage of SBA Government-Guaranteed Loan Program?

Love vs. Lust: Long-Term Marketing Success Trumps the One-Night Brand

The Lone Star State Crisis

The 4 P’s of Phenomenal Networking Events

Troi and Kelley Taylor Taylor Construction Management, LLC A Blueprint for Success in Business and Life; Designed with their Children in Mind

CITY OF HOUSTON OFFICE OF BUSINESS OPPORTUNITY

KOSHER CHILI SUNDAY MARCH 8th

Your Next Step How to Take the CHILL Out of Cold Calls (Part 4)

Financial Astrology for February 2015 Entrepreneurs Tool Box Family Owned Businesses

2 [ FEBRUARY 2015 ] www.SBTMagazine.net 5

COVERSTORY

Taylor

Troi & Kelley Taylor Construction Management, LLC A Blueprint for Success in Business and Life; Designed with their Children in Mind

By Barbara R. Davis

s the saying goes, “Great minds think alike”, and as a result Troi and Kelley Taylor have created a carefully designed blueprint for success that is a guide for their business, their marriage, and especially their children. Partners in everything they do, the Taylor’s started Taylor Construction Management in 2011 and in less than four years have developed it into a multimillion dollar, award winning global project management consulting firm.

Even though Taylor Construction Management’s success seemingly happened overnight, there were many integral factors in Troi and Kelley’s lives that led up to it. Understanding the different backgrounds of Troi and Kelley helps provide insight into who they are and how they developed into such a unified force. Troi loves sharing his story, “I’m the kid who went to public school in South Park, Houston. The most successful person in my neighborhood was a mailman who owned a nice house and drove a Cadillac. I wanted to know what he did to have nice things. I was always looking for the blueprint. What is it that I’m supposed to do when I get older? My story is a testament of faith and diligence. With every success, I believe there is an unspoken responsibility to challenge and inspire others with the goal of leaving a legacy of overcoming obstacles and realizing dreams.”

Taylor Construction Management – Modeling the Blueprint for Tomorrow’s Leaders Photo by Gwen Juarez Photography. 6 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

Kelley’s background was somewhat different from Troi’s. From a young age, Kelley grew up with an air of fearlessness and self-confidence in the Central Arkansas town of Holly Grove. Kelley’s dad would tell her she could do anything she wanted to do and expected her to go to college. He made her believe that the sky was the limit. Later, her family moved to Dallas where she attended public school and then on to the University of Arkansas at Pine Bluff where she got her undergraduate degree. Kelley recalls, “Looking back, I always expected to achieve my personal and professional goals. Failure was never an option!” Kelley and Troi met by chance at a Cotton Bowl party in Dallas. She had gone there to give a friend a ride home. Troi immediately noticed her and was trying to get up the nerve to speak to her. As he was leaving, he did speak to her and the rest is history. Troi

Project Management can be fun, given the right leadership style. Photo by Gwen Juarez Photography

reflected, “I never would have guessed how the timing of that encounter would change my life forever. It is amazing to think that as I was walking one way and she was walking the opposite way, that I would lay eyes on my future wife, the mother of my children, and my business partner!” People ask Troi all the time, “How is it that you can be with the same woman day in and day out?” Troi and Kelley believe that it’s one of those things that they didn’t see as a strategic positioning or a blessing then. When they were in Cincinnati, they grew closer because they didn’t know anyone. They went to the post office, the mall, and literally everywhere else together! They still do everything together. It’s as natural as breathing. After graduating from Prairie View A&M University,Troi accepted a project engineer position for a prominent pharmaceutical company in Cincinnati, Ohio. One of the first tasks that Troi was given there was to be the project manager for the design and construction of a packaging materials sampling facility. He thought to himself, “I have a degree in chemical engineering that has absolutely nothing to do with project management!” Troi reflected, “From a career adjustment perspective, it was very, very tough but in hindsight, I wouldn’t have it any other way because I don’t think I would be anywhere close to where I am now had I not gone through that Cincinnati experience.” Now, he uses that lesson as a souvenir to remind him of the road travelled to position him for future success. “Cincinnati taught me to use each disappointment and failure as a launching pad to get better, wiser, and more resilient. The goal should be to never make the same mistake twice!” Not knowing anything about design or construction, Troi’s company connected him with an architectural and engineering firm. He was told that he would be given an office at their office so that he could watch them design the facility. Troi would act as the eyes and ears of his company and answer any questions on behalf of the owner of the pharmaceutical company. He was told that once con-

struction began, he would be given a senior construction manager to work hand-in-hand with to direct the construction company. The facility was about 35,000 square feet and he was there almost seven days a week because he didn’t want to fail. He knew it would be a long commute back to Houston if it didn’t work out! It was a lot of hard work but Troi fell in love with it. He learned so much on the job and knew that he wanted to continue doing this kind of work. Everything depended upon relationships and Troi realized he had a gift at doing it. He was able to win the respect of his peers and they became his biggest advocates. His scientific mind enabled him to envision the big picture. He instinctively knew to begin with the end in mind, always looking at the end results. Just like a chess game, he was wise in choosing his battles and realized that he would have to lose some fights in order to win the war. It’s all about the strategy. From early on, Kelley would say to Troi, “Why don’t you do it for yourself? If you are doing it for them, you know you can do this, right?” Troi had a six figure salary and being a cautious person, he didn’t want to risk not being able to properly provide for his family. Kelley respected Troi for his convictions but she believed that they would function better being in control of their own destiny. “I don’t think either of us played that corporate follower. We could never get comfortable for long and I just started to tell Troi there is a reason for that. I don’t think we are meant to be the employee; we are meant to be the employer,” expressed Kelley. When Kelley started earning a commensurate income as Troi’s, she would tell him, “I can handle things while you do what you need to do to start the company. I can take care of the bills until the company starts to bring in money.” He continued to be cautious until one day when he called Kelley at work and told her how there had been some kind of award given by his company for a hospital that he [ FEBRUARY 2015 ] www.SBTMagazine.net 7

COVERSTORY

TCM successfully managed the 1st Biological Safety Level 2 & 3 Laboratory in China that meets American and European Regulatory Standards. Photo courtesy of Taylor Construction

had done the project management for and they never mentioned him. That was the straw that broke the camel’s back. Kelley stopped whatever she was doing and said to Troi, “What do you want to call the company? Let’s just get it started.” People would always ask Troi, “Have you ever thought about starting your own company?” At first he had thought he was too young and that others wouldn’t respect him but then he realized how many relationships he had built over the years with CEOs, CFOs, and Board Chairmen of hospitals, schools, and major corporations. Not even a week after Troi left and started his own company, a scientist that he worked with in Kansas City called and asked,” I have a project in China. Would you be willing to go over there and run the project?” Knowing it would be a big adjustment,Troi and Kelley discussed it and agreed that they were prepared for the temporary sacrifice to establish the company and realize their dream. The Taylors realized that it was a blessing to be able to start internationally and then come back to the United States and have that on the company portfolio. During that time while Troi was in China, Kelley and he began working on their certifications. They also started to put more thought into what they wanted the company to look like. After that, they just took off from there. “We never operated in the red nor did we have any business loans,” reflected Troi. Truly, the Taylors have been blessed! Troi stated, “You have to remember that in Cincinnati, Kelley and I just had each other – literally. The foundation for our relationship was established and we became best friends in the process.” Troi thinks Kelley is the smartest person he knows. He expressed, “She was always fearless; I wasn’t. I was always careful, cautious; she was always saying we can do and be anything.” Kelley shared, “I think Troi and I balance each other very well because he pulls me back when I’m just going 100 mph but I think that I help him to broaden 8 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

his view a little bit more so that we are not missing opportunities.” Regardless of what’s going on with their company, the Taylors believe in first things first - their marriage and then their family. Other things will fall into place as it should. They don’t put the company before their marriage; they don’t put the company before their kids. It’s just a matter of keeping it in perspective. Kelley elaborated, “I think that’s why we can work together because we know where our priorities are and we have fun.” Troi does a lot of the business development and Kelley deals directly with all company operations and making sure they have competent employees who are leaders with strong convictions. Kelley sees her role as the one who is responsible for putting the infrastructure and the people in place so that when Troi’s winning work, they are ready from a technology standpoint and are current and up-to-date. Last November in 2014, Kelley participated in the Tuck Executive Education Program at Dartmouth College, a weeklong program on how to build a high performing minority business. Kelley recently completed the Goldman Sachs 10,000 Small Businesses Program. The knowledge Kelley received has enabled the Taylors to refine what they are doing and provide them the ability to look down the road three to five years from now and know how to get there. As a result, Kelley was able to write the company growth plan for 2015 through 2019. When Troi and Kelley first began in business, it was just the two of them. They had no guidance in dealing with employees but as they grew, they simply continued their blueprint for success in treating them the same way they treated their clients and each other, with respect and with appreciation of their ideas. Their employees know they are part of the team and that when they speak, they are listened to. These same principles practiced by the Taylors were taught in

the Goldman Sachs Program as well which validated that they were heading in the right direction. Presently,Taylor Construction Management has a total of nine people on their team including seven project managers, Kelley, and Troi. Kelley runs the company and as Troi explains, “I am out there nurturing healthy relationships and positioning the company for future business opportunities!” It’s important to the Taylors that their employees have two things: A healthy work/life balance and the desire to grow. Even if the Taylors observe an employee doing something wrong, they are very careful in how the employee is approached. The employee is always spoken to as a professional who understands as much as the Taylors do about their business and there is a lot more collaboration than directed conversation. One of the most important factors is that the employees are treated with respect and when any member needs help with a project, the entire team/family comes together to solve the problem. Taylor Construction Management is on course to double in size. A lot has to do with the way they do business. They try to treat people well, always with honesty and fairness; they don’t try to price gauge; and they never try to get rich off one client. They are very appreciative of the great support they have received from the Houston Minority Supplier Development Council and the Office of Business Opportunity. Last but not least, they believe that they are blessed because so many major corporations, international and domestic, are seeking their services including Houston Independent School District, Houston Community College (HISD), and Texas A&M University System. Soon after Taylor Construction Management began, Texas A&M University System reached out to them in August of 2011. They were on their way to the airport to fly to Canada when Troi received an email from Texas A&M saying they wanted them to respond to a project management solicitation to do project management for The System. Troi told Kelley,“There are so many companies and we don’t have a big portfolio. They wouldn’t take us serious anyway.” Troi sent back an email saying,“I appreciate you thinking about us but we are a small company and I know you are going to hire the big boys.” They replied and said, “We are not just looking for the big boys.” Troi was thinking, “Thanks, but no thanks,” because solicitation responses are time-consuming and expensive. About six months later, Texas A&M University System called Troi and asked, “Are you still too busy?” Troi responded that he would respond to the solicitation even though he believed that they would never take a small company when he was competing against such heavyweight, mature, portfolio companies. Two weeks later,Troi took his son Joshua with him to College Station and spent two days there. Wanting Joshua to experience what Troi does in business, Troi likes to include his little protégé. Troi and Joshua went around the campus speaking to different people within the A&M System to understand

how they do business and what they expected from an ideal project management firm. About two weeks after that, Troi received a voicemail that said, “Aren’t you the guy that was just here with the little kid, your son? We have a project and would you be interested?” Sure enough, they had beat out those big companies and ended up getting two projects! From that time on, Taylor Construction Management has been working at Texas A&M University System on a daily basis and have a great relationship. What separates Taylor Construction Management from similar companies is the level of customer service they provide. Their goal is to always be accessible, responsive, flexible, and knowledgeable so that their customers expect an elevated level of value when working with their team. Even when they pursue new clients, they don’t forget about their current clients. They try to stay pliable, malleable, and take great effort in understanding their clients’ needs. Troi teaches his team that it is important to look at the big picture. “To build the environment for sustainable success on our projects, it is always important to get involved with the communities we are working in. For the HISD projects, we even have tents for tailgating events at the school athletic events. It’s all about building trust and having a rapport,” stated Troi. TCM is currently working on two schools in Bellaire, Bellaire High School and Condit Elementary and Troi has the same project manager working on both. One of the proudest moments Troi has experienced happened about two months ago when they did the groundbreaking at Condit. Even though it was extremely cold outside, Troi observed his project manager standing next to the Mayor of Bellaire and the Condit Elementary School Principal in a true team building moment. They were all holding their shovels and having an intimate conversation as though they had been friends for 30 years. Troi believes it is all because of the connection his project manager has made with that city, understanding what the city council wants and balancing those wants with those of HISD and the Bellaire community. “They look at our project manager as just an extension of that community even though he doesn’t live in Bellaire,” said Troi with delight. Taylor Construction Management has received a lot of recognition including being selected as the Emerging 10 Award recipient by the Houston Minority Supplier Development Council in 2012, Emerging Minority Firm of the Year by the Greater Houston Business Procurement Forum in 2014, and the International Rising Star by the Houston International Trade Development Council in 2014. Troi and Kelley are all about giving back to the community and they like to include their children in their philanthropy. Some of the programs that they support include Dads for Education (DADS), Scholar Athletes, and Star of Hope. In June 2014, their daughter, Laila, raised $1,500.00 to help feed and clothe the homeless. Kelley committed to contribute an additional $1,000 to bring the total to [ FEBRUARY 2015 ] www.SBTMagazine.net 9

COVERSTORY

$2,500.00. They also have a standing commitment to donate and volunteer at the shelter. Kelley is active in service sorority Delta Sigma Theta (North Harris County Alumni Chapter). The Taylor’s also donate time and money to sponsor and enrich this inner city youth basketball team in order for them to attend national tournaments with the goal of obtaining college scholarships. Last but not least, Troi is the Golf Scholarship Committee Chair for the Houston Minority Supplier Development Council. In May 2014, the committee raised $90,000 for minority businesses to attend trainings and seminars to better their companies. Another one of the Taylors’ passions is their desire to start a non-profit that would allow them to go back into the inner city schools and help mentor the children. The Taylors’ most precious commodities are their children, 10-yearold son Joshua and 8-year-old daughter Laila. Their business is their legacy to their children and they are grooming them to one day take it over if they so choose. Joshua has built every hospital with Troi and Laila has raised money online in “Go Fund Me” for the Star of Hope. Both of the children are little miniature replicas of their parents. They want to be just like them and even dress like them. When Laila was making a thank you video for the recipients of her donation, she said to her parents, “I have to do my hair and hands just like mommy. Don’t I need a business jacket?” The children observe everything their parents do so it is important to the Taylors that they are stellar role models.They teach the children that there is a lot in their name and it’s not just about Taylor Construction Management; it’s about them. Joshua loves to go with Troi to Texas A&M University acting as the lead. He picks up bid documents and exchanges business cards. He will put on a suit, a blazer, and tie and he shakes hands. He looks at them in their eyes and sits up straight. When Laila is older, she will start going with her parents as well. When the Taylor family lets their hair down, they spend a lot of time watching movies together. The children participate in a lot of extracurricular activities.Troi and Kelley try to have a date night once a week or twice a month. The family also does a lot of traveling.They are getting ready to go to Colorado and next year they have China and Italy on the agenda. Troi and Kelley know that it would be wonderful for their children to choose to follow in their footsteps. Even so, they are quick to remind them that whatever they do, just work at it with all of their heart. On a daily basis, the Taylors tell their children that it is all about faith and hard work and whatever they do, just do their best. They tell them that their story isn’t over yet; it’s just beginning. They tell them that all they need to do is follow the blueprints they have designed and it will lead them on the right pathway to success. 10 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

Photo by Gwen Juarez Photography

Troi and Kelley’s Best Words of Advice 1. There is room for your passion and gifts. If you are diligent in nurturing and pursuing your gifts, they will reward you with a quality lifestyle. 2. Ask yourself if there is going to be a market for it. Will your business serve a need? How will it impact your customer? Who is your customer? 3. Don’t try to be a “Jack of all trades”. Be so good at something that people will remember the experience. 4. Add value. If you make your customer’s business your business, they will in exchange make your business their business. 5. Don’t look at someone else and go into that industry just because it looks like they are doing well. Their gift may not look good on you. A person’s gift allows them to do things effortlessly and creatively because that is how they are gifted. Do what is good for you. 6. Every relationship that touches your business is an important relationship. That doesn’t just include your clients but also your contractors and your community. 7. Write your business plan at least six to twelve months in advance and then start talking to your banker and show them the plan. Keep them updated on the trends in the market and they in turn will give you financial options. It’s not just the numbers that are important but the relationship is equally important. Things will go a lot smoother if you have a rapport with your banker. 8. Write your business plan at least six to twelve months in advance and then start talking to your banker and show them the plan. Keep them updated on the trends in the market and they in turn will give you financial options. It’s not just the numbers that are important but the relationship is equally important. Things will go a lot smoother if you have a rapport with your banker.

THANK YOU!

Thank you to all of our clients and friends who attended the JANUARY 2015 Magazine Launch Event for Angelica Garcia-Dunn AIM Global Logistics For more information on how YOU can be part of our Launch Events and other monthly events, Please call Executive Publisher

Steve Levine at 832-419-2814.

[ FEBRUARY 2015 ] www.SBTMagazine.net 13

EDITORIALFEATURE

Netiquette and

Teliquette By Rita Santamaria

“

Netiquette” and “teliquette” (email internet etiquette and telephone etiquette) are actually hot topics right now. With so much correspondence being handled by email and cellular phones, many believe there has been a loss of good manners being practiced within the business environment. Emailing is just as important as a live phone conversation is in today’s workplace but many employers are losing customers, leads, and dollars due to poorly handled emails. One can have their character, performance, and intelligence predetermined by the way they write, reply, and use email communication.

Email Etiquette Basics

There must be information put on the subject line that demonstrates the core meaning of your email message. There should always be a greeting at the beginning of the email just like you would do with any mail correspondence; that is just good manners. There should be a closing so as to not make you sound terse or annoyed. Be sure you address the note with the same formality as you would in personal or business communication such as, “Dear Ms. Santamaria” or “Dear Rita”. Always verify correct spelling of the person’s name and spelling within the body of the note. Emails with typos will influence the reader’s respect for the sender. It may cause them to view the sender as having a lower intelligence level if there are grammatical errors or misspelled words. Read your email out loud prior to clicking send so as to check the tone of your message. Choose words that reflect your meaning and try not to be abrupt. Using all capital letters will give the recipient the feeling that you are screaming at them. Bolding a word or phrase shows that you’re put-

“Teliquette” in the work place is a skill that requires continual training. First impressions are made when the person calling hears the greeting and tone of the one answering the phone. ting emphasis on a point or being emphatic. Using all lower case is viewed as though you’re mumbling. Don’t abbreviate words like “two” or “too” by using the number 2 or “you” by using the letter U. You are giving a first impression of yourself over the electronic mail delivery system and abbreviations can give your associates and clients the impression that you are in a hurry, disorganized, or uneducated. The use of multiple exclamation points – “!!!” and question marks – “???” demonstrate too much emotion in an email unless it’s a personal email and that is your actual goal. If the intention is not to have a personally charged tone in your email, walk away from the computer or cellular phone and relax for awhile. Then reread your remarks and ask yourself if you were on the receiving end of the note would a working solution occur based on the wording and tone of the email you are writing? Reviewing the sender’s email to verify you are interpreting their message is a great suggestion. When in doubt, pick up the phone and call that person to verify the sender’s information and demeanor. Type complete sentences and use correct sentence structure. The use of “thank

12 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

you”, “please”, “how are you”, and other courtesies are always good communication techniques and relevant to every email and form of communication.

Telephone Etiquette Basics

“Teliquette” in the work place is a skill that requires continual training. First impressions are made when the person calling hears the greeting and tone of the one answering the phone. One should always answer the phone with a smile on their face because people can actually hear the difference when they are not smiling. Always answer the call by identifying yourself and the name of the company; for example, “Hello, thank you for calling Champions School of Real Estate, this is Rita”. It is important for the one answering the phone to speak clearly and not too fast. Remembering to use polite words such as “thank you” and “please” will give a positive first impression of the entire company. Answering the phone call on the first few rings is an example of the company being prepared and alert to receive the call. If the call cannot be handled on the first few rings, ask politely to put a caller on hold; then pick up the other ringing line. Ask the new caller politely if they mind holding and that you will be back momentarily. In a worst case scenario, allow the call to go directly to voice mail but then check voice mail as soon as possible and return the call quickly. Never tell the caller how busy you are or that many lines are ringing, etc. That is not your client’s concern or problem to solve. Again, it makes you and your company sound disorganized and short staffed.

»Continued on Page 37

EDITORIALFEATURE

A Fiscal Plan

for the Future By Annise D. Parker, Mayor of the City of Houston

s economic booms and bubbles underscore the importance of healthy financial reserves and longterm planning, city leaders are also hearing increased calls for financial transparency from constituents interested in how their taxes are being managed. The City of Houston is addressing these concerns with new financial policies that were approved in early December by the Houston City Council. These policies that will guide budget development beginning with the 2016 fiscal year (officially starting July 1, 2015), represent a guide for improved financial management and heightened accountability with more focus on making sure today’s decisions are sustainable in the future. The City of Houston staff did an outstanding job of researching and developing these policies using lessons learned in other communities to craft a document that suits Houston as we work to strengthen our City’s financial future. The policies were drafted over the past year by City finance staff in coordination with the office of City Council Member, Stephen Costello, who chairs the City Council’s Budget and Fiscal Affairs Committee. Developed with input from numerous City departments and the City’s financial advisors at FirstSouthwest, the policies address debt management, internal financial controls, and evaluation of economic development investment. In addition, they reflect the best practices of the Government Finance Officers Association and other cities across the country.

These new policies include:

• An increase in the City’s minimum financial reserves from 5 percent to 7.5 percent of annual General Fund expenditures (less debt). To hedge against risk, the policies also provide for a slight increase to the City’s Budget Stabilization Fund (formerly known as the Rainy Day Fund). • A new focus on recognizing the full cost of capital items and projects including a progressive increase in funding allocated for operating maintenance up to 2 percent of assets’ current replacement value as well as a stipulation that all projects in the City’s Capital Improvement Plan include an accompanying five-year operating budget impact projection. • Greater emphasis on long-term planning and forecasting to identify and anticipate upcoming budgetary challenges. This includes requirements for regular projections of long-term pension liabilities and the annual presentation of a five-year financial forecast that identifies the potential budget imbalances in future years and the plans for achieving budget balance. • A conservative approach to debt management including limitations on longterm increases in debt service payments, standards under which debt refunding may be initiated, and a road map for gradually reducing the City’s maximum annual General Fund transfer for debt service to 10 percent of General Fund revenues.

14 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

The City Council’s adoption of the policies is just a first step. The rules will only yield benefits if they are used as the framework for fiscal responsibility and prudent stewardship of public resources. Adherence to the policies is essential to the City’s long-term financial health especially in light of the financial challenges ahead. The new 13-page document also includes a number of items intended to improve transparency in the City’s management of public funds not just for the City Council but for the citizens of Houston. A highlight of this focus requires the City to report in its annual budget whether it is in compliance with each component of the policies. Public reporting on our adherence to the new policies is critical. While the policies codify our current practices in many regards, they also set a high standard for us not just in how we manage and utilize public resources but how we inform citizens and their elected representatives as to our progress. The full text of the policies is available at http://www.houstontx.gov/finance/COH_ financial_policies_approved_120314.pdf Serving since January 2, 2010, Annise D. Parker has been elected as the Mayor of Houston three times. She is Houston’s 61st Mayor and one of only two women to hold the City’s highest elected office. In 2010, Time Magazine named Mayor Parker one the 100 most influential people in the world. Mayor Annise Parker is a Steering Committee Member of the C40 Cities Climate Leadership Group and serves on President Barack Obama’s State, Local, and Tribal Leaders Task Force on Climate Preparedness and Resilience. She is also on the advisory board of Small Business Today Magazine. For more information, go to www.houstontx.gov/mayor/.

EDITORIALFEATURE

How and When

Collaboration is Advantageous By Hank Moore, Corporate Strategist™

he biggest source of growth and increased opportunities in today’s business climate is dependent upon the way individuals and companies work together. This article is a follow-up to last month’s column, “Collaborations, Partnering, and Joint-Venturing.”

Situations Which Call for Teams to Collaborate:

• Business Characteristics Most industries and core business segments cannot be effectively served by one specialty. It is imperative that multiple disciplines within the core business muster their resources. • Circumstances People get thrown together by necessity and sometimes by accident. They are not visualized as a team and often start at cross-purposes. Few participants are taught how to best utilize each other’s respective expertise. Through osmosis, a working relationship evolves. • Economics In today’s downsized business environment, outsourcing, privatization, and consortiums are fulfilling the work. Larger percentages of contracts are awarded each year to those who exemplify and justify their team approaches. Those who solve business problems and predict future challenges will be retained. Numerically, collaboration contracts are more likely to be renewed.

Learn more about the customer. Each team member must commit to professional development and taking the program to a higher level. Making sales calls does not constitute relationship building. Consortiums must continually improve in order to justify investments. • Desire to Create New Products and Services There are only four ways to grow one’s business: (1) sell more products-services, (2) cross-sell existing customers, (3) create new products-services and (4) joint-venture to create new opportunities. #3 and 4 cannot be accomplished without teaming with others. • Opportunities to Be Created Once one makes the commitment to collaborate, circumstances will define the exact teaming structures. The best opportunities are created.

• Strong Commitment Toward Partnering Those of us who have collaborated with other professionals and organizations know the value. Once one sees the prof• Demands of the Marketplace itability and creative injections then one Savvy business owners know that no one aggressively advocates the teaming prosupplier can do it all. Accomplished man- cesses. It is difficult to work in a vacuum agers want teams that give value-added, thereafter. Creative partnerships don’t just create new ideas, and work effectively. happen...they are creatively pursued.

16 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

Seven Stages of Collaborating:

1. Desire to Get Business Nothing ventured, nothing gained. Why not try! 2. Desire to Garner Ideas Learn more about the customer. Each team member must commit to professional development and taking the program to a higher level. Making sales calls does not constitute relationship building. 3. First Attempts Conduct programs that get results, praise, and requests for more. To succeed, one needs to do more than advertising and direct marketing campaigns. 4. Mistakes, Successes, and Lessons Competition, marketplace changes or urgent need led the initiative to begin. Customer retention and enhancement program requires a cohesive team approach and multiple talents. 5. Continued Collaborations Collaborators truly understand teamwork. They have had prior successful experiences in customer service. The sophisticated ones are skilled at building and utilizing colleagues and outside experts. 6. Desire and Support Teamwork Team members want to learn from each other. All share risks. Early successes inspire deeper activity. Business relationship building is considered an ongoing process, not a once in awhile action or marketing gimmick. 7. Commitment to the Each Other Each team member realizes each other’s value. Customers recommend and refer business. What benefits one partner benefits each partner.

EDITORIALFEATURE

Why Collaborations Fail

• There has been a lack of communication and understanding of each other thereby underutilizing each other’s talents. • Participants have had one or more bad experiences and tend to over-generalize about the worth of consortiums. • One partner puts another down on the basis of academic credentials or some professional designation that sets themselves apart from other team members. • Participants exhibit the “Lone Ranger Syndrome” and prefer the comfort of communicating only one person.

• Participants exhibit the “I Can Do That Syndrome” and think that they do the same exact things that other consortium members do and, thus, see no value in working together, sharing projects, or referring business.

• Learn from industries where consortiums are the rule rather than the exception (space, energy, construction, high-tech, etc.).

• Junior associates of consortium members want to hoard the billing dollars in-house to look good to their superiors, enhance their billable quotas, or fulfill other objectives that they are not sophisticated enough to identify.

• Subcontractor, supplier, support talent, and vendor information can be shared.

Reasons to give the concept a chance:

• Think of the “ones that got away”; opportunities that could have been created but the contract was awarded to someone else.

• The marketplace is continually changing.

• Consortiums are inevitable. If we don’t do it soon and often, others will beat us to it.

Hank Moore has advised over 5,000 client organizations including public sector agencies, small businesses, non-profit organizations, and 100 of the Fortune 500. Contact Hank by phone at 713-668-0664, by email at hankmoore4218@sbcglobal.net, or visit his website at www.hankmoore.com.

EDITORIALFEATURE

Your Next Step

How to Take the CHILL Out of Cold Calls (Part 4) By Jack Warkenthien, CEO of NextStep Solutions

Timing Is Everything! Zig While Others Zag.

ver the past few articles, I hope you have seen a pattern; the more information you know about your candidates, the warmer your sales opportunity. Conversely, the more meaningful intelligence your candidate has about you and your company, the more likely they are to do business with you. Timing is everything and your job is to deliver the right information at the right time using the right media. Many of you who have been in sales for decades will attest to the fact that you enjoyed information disparity. Sellers had far more information/data/ research/etc. than buyers. Thus, there was more of a need for you, back then. Now, welcome to information parity where buyers have as much information in which to make an informed decision as sellers. Are you ready for a “touching” solution?

Touch 12 System

If you had to bet next year’s sales quota, on a maximum of 12 relationships including your top opportunity decision makers and centers of influence (COI), are you able to draft your short list right now? If you can, a hearty congratulations to you! Now is the time to create your personal Touch 12 System; a system where you will begin to “touch” your 12 top sales sources once a month in one of four ways: Information, Education, Recognition, and Entertainment. For you math geniuses reading this article - 12 people, touched 12 times, equals 144 touches in a given year.

Information

This is where you provide some fresh, insightful, meaningful information that will be appreciated by your “touchee”. Whether you’re informing a decision maker, COI, or whoever is on your Touch 12 list, this is about them and not you. There’s a time to sell and a time to inform. In fact, when you send your

information, you can do it anyway you want - except by email. Old school is new school, so I suggest you use a note card with a real stamp and a handwritten note. Even though you’ll include a business card with the note, you should never ever mention your desire to sell something or ask for a referral. Information is all about them.

Education

This is where you share what is newsworthy. What is new with your company, your value suite, your professional advancement, etc. Your firm may have announced a new product, service, executive, office, or solution so this is the time to blow your own horn. Education involves teaching your contact the “what, how, and why” surrounding your solution. Of course, it’s important to know where you are in the sales process, so the education creates a more informed buyer.

Recognition

Funny thing about your centers of influence and even a few of your decision makers, they’re probably in the news occasionally. Many times, I see pictures of my group in the Society Pages of the Houston Chronicle (yes, I do have the daily paper thrown on my driveway every morning) wearing their finest penguin suits with an attractive spouse on their arm. I neatly clip their picture, append it to a note card with a personal message (e.g., “You definitely married up....”), and voila!

Entertainment

As one of your four options this month, you may want to call your contact and invite them to lunch, golf, a sports event, or even to Top Golf (a new popular alternative). Nothing builds relationships better and allows people to bond more than when they are at a non-business meeting. You are

18 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

able to get to know each other a lot easier in a casual setting. Of course, your territory may be the world; and it’s difficult to meet someone at your favorite restaurant when they’re located in San Francisco and you’re in Houston. Entertainment for you may be clipping an especially relevant Dilbert comic (the only one I read in the paper) and sending it with a note that states,“I thought about you when I read this”. This is a simple yet powerful technique. By touching 12 people once a month for a year, you will be truly amazed at how often your touch will solicit a phone call from your target saying, “Hey, thanks for the note. We’ve been thinking about bringing you in and speaking to our group”. Timing is everything and if you can make it easy for them to find you when they have a need, it is goodness all around. There’s no better way to become “top-of-mind awareness” than executing this system. Disclaimer: Being the tech-savvy guy that I am, I’m going to share the intricate method of keeping track of my own Touch 12 contacts. Are you ready with pen and paper in hand? Okay. I have 12 green Pendaflex® files labeled January through December.Then I take my 4 x 6 index cards with all the contact information on them and move them from one month to the next until all cards are touched. Then, I start the process all over again. Regardless of the system you use, be vigilant with it, and enjoy the benefits of touching your best contacts at least 144 times in 2015. Have a great year! Jack Warkenthien, CEO, NextStep Solutions, can be contacted by email at www.jwarkenthien@nextstep-solutions.com or call him at 832-344-6998. You can also visit his website at www.nextstep-solutions.com.

EDITORIALFEATURE

The 7 Areas of Power Needed

in Order to Succeed By Dr. John Demartini

here are seven areas of power that everyone needs to fulfill in order to succeed or else they will become overpowered by others:

1. Spiritual mission 2. Mental genius and creativity 3. Vocational success, achievement, and service 4. Financial freedom/independence 5. Family love, intimacy, and continuance of procreation 6. Social influence and leadership 7. Physical health, stamina, strength, and well-being If we don’t have empowerment in any of these seven areas, we will become overpowered by others. We are not victims of the ones overpowering us; we are simply not empowered. It is their empowerment that in turn initiates and is a catalyst to our drive for inner-empowerment. I have yet to meet anyone who did not want to expand their powers in each of these areas. No one gets up and honestly says that they want to shrink in power.

powered by other nations or groups. This applies to nations just as it applies to individuals. The will to power and empowerment, although assumed to be about race, creed, color, age, or sex isn’t in fact limited by these factors.There is always somebody from each race, creed, color, age, or sex who empowers their lives and is not overpowered. It’s all about empowering. The first step in empowering each of these areas is education. Success leaves clues and those individuals as well as those nations that have risen in power need to follow these clues. Awakening to and owning these traits and developing and furthering these traits in each of the seven areas of life can empower individuals and nations as well. If we blame outer circumstances for why we are not empowered, we will hinder our empowerment, but if we start acting and doing the things that are proven to empower, we will rise in power. Instead of having individuals or nations sitting in the shadows of other individuals or other nations, it’s wise for individuals and nations to recognize that nothing is missing in them, particularly in their areas of competitive advantage, and that they are just not acknowledging, awakening, or honoring the powers they have. Once they awaken these powers and recognize them, through awareness and education, each competitive advantage that each individual has or nation has will shine.

As Nietzsche proclaimed, “We all have the will to power.” Just as we as individuals have these yearnings for these powers, so do collective societies and nations. But now, their descriptions also have to expand. Our individual spiritual mission now becomes the dominant, spiritual/religious ideologies of a nation. Our mental genius becomes our educational system. Our goals for achievement and success become our GDP (gross domestic product). It represents the total dollar value of all goods and services produced over a specific time period. You can think of it as the size of our corporate entrepreneurial development and our national business development. Our family stability is our marriage and divorce ratios and our fertility and mortality rates. Our social influence is our influence on other nations around the world, our leadership, and our physical health and wellbeing. This becomes our healthcare systems, policing systems, and military strength.

If we as individuals and nations concentrate on what we do have and recognize our power and use it wisely, we will not become overpowered. Empowerment is not provided from the outside; empowerment comes from within. The moment the individual or nation realizes that nothing is missing inside them and they value themselves, so does the world. Empowerment is not what corrupts; it’s the fear of being overpowered that corrupts. The anticipation of loss of power corrupts, not the gain of power.

Now if a nation does not empower any of these seven areas, that area can be overcome and over-

Dr. John Demartini is a human behavior specialist, educator, author, and the founder of the Demartini Institute. Visit his website at www.DrDemartini.com. [ FEBRUARY 2015 ] www.SBTMagazine.net 19

The Office of Business Opportunity

ormerly called the Office of Affirmative Action and Contract Compliance, the Office of Business Opportunity (OBO) has helped local historically underutilized businesses succeed and thrive in Houstonâ&#x20AC;&#x2122;s competitive and diverse economy since 1984. Businesses owned by minorities, women, and persons with disabilities look to the OBO for information about certification, answers to everyday business concerns, networking opportunities, special designations, capacity building, and opportunities to showcase their many achievements.

Above all, the OBO looks to assist businesses at the critical stages of their development.The challenge for most entrepreneurs, of course, starts with the paperwork. Processes like local certification may seem exclusive; acronyms like DBE/ACDBE are analogous to alphabet soup; and contracts with agencies like METRO and Port of Houston Authority appear unattainable. The OBO, though, approaches that confusion with decisive action. The OBO certifies Minority, Women, Persons with Disabilities, Small Business, and Disadvantaged Business Enterprise (MWPDBE, SBE, and DBE). The OBO has a

Certification Team that hosts a free weekly Pre-Certification Workshop every Thursday at 2 PM, a staff ready to facilitate the certification process once businesses decide to begin, and certification that is accepted by many other agencies. As a result, businesses have increased exposure to the government procurement process and several lucrative opportunities within their reach. In essence, complicated processes become helpful solutions to early-stage problems. Granted, there will always be growing pains as a business grows. The Houston Business Solutions Center, a part of the OBO, works to provide permit information at all levels of government, management counseling, resource referrals for financial assistance, workshops for prospective business owners, and even access to loan financing. When technical questions are answered, many businesses then look for help to expand their network and gain new customers. The OBO helps with that too by sponsoring or co-sponsoring events that help connect small businesses with key individuals and contracting opportunities. These events include: Meet the Buyer, Runway to

Business Opportunities, and Government Procurement Connections. Another valuable resource is the TweetMyJobs! Houston online platform that has connected more than 20,000 individuals to over 100,000 jobs in Houston. While these events and generalized solutions help the vast majority, sometimes specialized help is greatly needed.The OBO has a Business Development Manager on staff for certified businesses needing further development assistance.

â&#x20AC;&#x153;The Office of Business Opportunity exists to serve as a resource for individuals thinking about starting their own business as well as established businesses looking to grow or do business with the City of Houston.â&#x20AC;? - Carlecia D. Wright,

Director for the Office of Business Opportunity

Members of the Office of Business Opportunity Advisory Board serve 2-year terms and work towards assisting MWPDBEs, SBEs, and DBEs in accessing City contracts. The Advisory Board assists the department in increasing its programs visibility and identifying best practices in its processes.

From Left to Right (Marlon Mitchell, Ramesh Gunda, Troi Taylor,Vladimir Naranjo, Dell Trahan, Chair-Alicia Jimerson, Director-Carlecia D. Wright, Maria Rios, Laurie Vignaud, Sam Merchant, Alan Bergeron, Sam Eaton) Members not pictured: Christina Moore, Nicole West, Lana Kay Coble.

City of Houston Awards over $1 Billion to MWSBE Firms By Mayor Annise D. Parker

ouston continues to lead the nation in economic growth. A significant increase in the number of small companies interested in becoming certified as Minority, Women, and Small Business Enterprises with the City of Houston’s Office of Business Opportunity is an indication that it’s not just big firms that have positioned themselves to reap the benefits of that growth. Since the beginning of my administration, the pool of certified firms has increased by more than 25 percent annually and there are now more than 2,500 certified companies that are ready and able to perform the work and supply the needs of our City Departments. I am proud that the City continues to fuel our economy by providing opportunities to qualified certified firms. Collectively, our certified firms employ nearly 30,000 employees and report more than $4 billion dollars in annual revenue, playing a crucial role in the City’s economy. In addition, since I’ve taken office as Mayor, certified firms have been awarded more than $1 billion in prime contracts and subcontracts. The impact of our diversity program has also affected private initiatives in the City by creating an additional influx of hundreds of millions of dollars in opportunities for the City’s diverse firms. I believe the City of Houston has one of the best diversity programs and serves as a national model. We’ve achieved this through transparency, outreach, and capacity building. From the beginning of my public service career as a City Council Member, I’ve been committed to ensuring that the City of Houston provides opportunities to local, minority, women, and small businesses. When I became Mayor, I further demonstrated this commitment by establishing the Office of Business Opportunity, a stand-alone City Department charged with educating, connecting, and growing businesses. Created to assist existing companies and aspiring entrepreneurs, it provides a full arsenal of resources, workshops, and business development programs. Because the success of Houston’s businesses is always at the forefront of what the Office of Business Opportunity does, it is important to provide programs and services which are beneficial in assisting them achieve that success. Over the past five years, we have launched award winning and newsworthy initiatives that support growth and innovation including the Goldman Sachs 10,000 Small Businesses, Hire Houston First,TweetMyJobs Houston!, Build Up Houston, and Liftoff Houston. Undeniably, small businesses play an integral role in the strength of our nation’s economy and the success of our local, minority, women-owned, and small businesses in Houston ensures the continual creation of jobs and sustainment of a strong economy. The City is open for business!

Carlecia D. Wright, Director for the City of Houston Office of Business Opportunity Carlecia D. Wright was appointed by Mayor Annise Parker in 2011 to lead the City of Houston’s Office of Business Opportunity. She was recruited to serve as the City’s Chief Diversity Officer and charged with guiding the direction and vision for the City’s supplier diversity and inclusion efforts. Mrs. Wright has been responsible for shaping the City’s supplier diversity policies to ensure participation of small and diverse businesses in City procurement. As the Director, she is responsible for ensuring compliance with the applicable equal employment opportunity laws and labor standards. In addition, she develops, leads, and manages short-term, midterm, and long-term strategies that impact how the City leverages diversity to create a competitive business environment in the City of Houston. Prior to coming to Houston, Carlecia worked in New York City government where she led various policy, strategic planning, and communications initiatives for the City of New York’s Departments of Small Business Services and Housing Preservation and Development. While in New York, she was recognized as an aspiring and emerging leader for the work she had done in city government. Carlecia is a Change Agent and Strategic Planner as well as an avid advocate for economic development policies. She holds a Bachelor’s Degree from Columbia College of Chicago and a Master’s Degree from New York University.

Certification Programs for Minority, Women, Persons with Disabilities, Small Businesses, and Disadvantaged Business Enterprises Certification Division The OBO facilitates the local certification program that enables Minority, Women, Persons with Disabilities, and Small Business Enterprises to compete for locally funded, goal-oriented contracts with the City of Houston. OBO also facilitates certification for the Disadvantaged Business Enterprise (DBE) Program which allows DBEs to participate on US Department of Transportation funded contracts. Advantages of Certification: • OBO’s MWSDBE online directory - used by City Departments and prime contractors to find qualified firms to meet goal requirements on City contracts. • Notifications about contracting opportunities with the City and other government agencies. • City certified firms are eligible for expedited certifications with the Houston Minority Supplier Development Council (HMSDC) and the Women’s Business Enterprise Alliance (WBEA). External Affairs OBO’s External Affairs Division is responsible for outreach and recruitment of firms for certification, marketing the benefits of the business opportunity program through consistent interac-

tion with the communities served by the programs, developing relationships with community partners and stakeholders, and developing education programs to assist certified firms. The division also serves as a source for information in answering questions from contractors, MWSBEs, and PDBEs and assisting them in navigating the City’s procurement process. Houston Business Solutions Center The Houston Business Solutions Center (HBSC) provides businesses with federal,

state, county, and city license and permit information. HBSC also offers management counseling via SCORE, resource referrals for financial assistance, educational workshops for individuals wishing to start their own business, business resource guides, and access to loan financing via Lift Fund Texas (formerly ACCION Texas Inc.). Visit www.houstontx.gov/hbsc

Hire Houston First Program The Hire Houston First Program (HHF) is an initiative developed by Mayor Annise Parker to promote economic opportunity for Houston businesses and to support job creation. HHF grants the City the ability to give preference to local companies competing on City of Houston

contracts, as long as their pricing is competitive. OBO’s Houston Business Solutions Center administers City and Local Business designations for the Hire Houston First Program. Contract Compliance Division The primary mission of OBO’s Contract Compliance Division is to implement, monitor, and enforce the Prevailing Wage Rate, MWSDBE and EEO compliance on all City of Houston contracts under laws and regulations mandated by the City, State, and Federal Ordinances. The Contract Compliance Division also facilitates the City’s Pay or Play Program. The Pay or Play Program, established in 2007, creates a level playing field and enhances fairness in the bid process between competing contractors that choose to offer health benefits to their workforce and those who do not. Houston Airport System Office of Business Opportunity The Houston Airport System Office of Business Opportunity (HAS-OBO) is responsible for promoting the utilization of Disadvantaged Business Enterprises and Airport Concessionaire Disadvantaged Business Enterprises in order to increase and improve access to Houston Airport System contracts and procurement opportunities.

Initiatives and Capacity Building Programs

LIFTOFF Houston

LiftOff Houston is the City’s Business Plan Competition. This entrepreneurial initiative aims to encourage Houston residents to achieve their goals of business ownership while contributing to the local growth and sustainability of the Houston economy. Collaborative Partners: Houston Public Library, Capital One Bank, SCORE, and Lift Fund Texas formerly ACCION.

Interagency MENTOR-PROTÉGÉ Program

The City of Houston, Metropolitan Transit Authority of Harris County, Houston Independent School District, and the Port of Houston Authority teamed together and created the Interagency Mentor Protégé Program (IMPP). IMPP exists to strengthen effective working relationships and fosters long term stability between the leaders of established companies and emerging historically underutilized businesses.The goals of the IMP Program are to enhance the business skills and broaden the base of historically underutilized businesses by providing the knowledge and experience of established firms.

KAUFFMAN FASTTRAC New Venture Program

The Office of Business Opportunity and the Women’s Business Enterprise Alliance have partnered to bring a curriculum-based program specifically designed for individuals starting their own business or are in the early stages of business development.

BUILD UP HOUSTON Program

The OBO, in partnership with the University of Houston-Downtown, designed this seven-month program to increase the capacity and success of small businesses in the construction service industry with doing business in the City of Houston. The curriculum is provided by Interise, a non-profit organization that focuses on helping small business owners. Additional information on the BuildUp Houston Program can be found at www.houstontx.gov/builduphouston/

Champions of Diversity Awards Recipients 2014

Construction Contractors of the Year

PepperLawson Construction Founded in 1983, PepperLawson Construction is a full service construction firm providing construction management, general contracting, design-build, and waterworks services for clients throughout Texas and the Midwest. The company has constructed more than $1 billion in water and wastewater projects to support municipalities, cities, and water authorities with forward-thinking solutions and a commitment for each client’s success. In February 2014, Pepper Lawson Construction awarded $1,930,145 to City of Houston Certified Firms. Tikon Group, Inc. In 2002, General Contractor,Tim Onyedum, established the Tikon Group, Inc.Tikon humbly began as a fencing company and has since expanded to include roadway construction, concrete construction, including sidewalks, driveways, parking lots, water lines, and underground utilities. Tikon is a City of Houston Certified Minority, Small and Disadvantaged Business Enterprise. They have completed projects for the City of Houston, Port of Houston Authority, Houston Airport System, Metropolitan Transit Authority, Waste Management, Houston Rapid Transit, and Houston Area Water Corporation. In February 2014, the Tikon Group, Inc. awarded $467,957 to other City of Houston Certified Firms.

Professional Services Contractors of the Year

RS&H, Inc. Since the 1960s, RS&H has provided fully integrated architecture, engineering, and consulting solutions for land, air, and space. The firm is organized into five market-based practices: Aerospace & Defense, Aviation, Corporate, Transportation Infrastructure, and Transportation Construction Management. Building on the long history of market-based, specialized experience, RS&H is consistently ranked among the nation’s top 100 design firms and has worked in more than 50 countries across the globe. In February 2014, RS&H awarded $1,686,961 to City of Houston Certified Minority and Women-Owned Businesses. KIT Professionals, Inc. KIT Professionals, Inc. (KIT) is a Houston headquartered, full-service civil/environmental consulting engineering firm that has provided innovative infrastructure solutions to municipal and industrial clients since 1999. KIT’s technical capabilities include the planning, design, and construction management of paving, stormwater, water transmission and distribution pipelines, wastewater collection and conveyance systems, and water and wastewater treatment facilities projects. The company has exceeded the MWBE contract goal on all of their projects for the past five years. In February 2014, KIT Professionals, Inc. awarded $321,965 to other City of Houston Certified Minority and Women-Owned Businesses.

Purchasing Contractors of the Year

Texas Concrete Enterprise Ready Mix, Inc. Texas Concrete Enterprise Ready Mix, Inc. was established in 1948 and produced the first prestressed girders used by the Texas Department of Transportation in 1956. They are pioneers in the method of forming a void with a mandrel and strand deflection, of which they hold several patents. The firm continues this line of production while providing services for companies such as Phillips Petroleum, Shell Oil, and Southern Pacific Railroad. In February 2014, Texas Concrete Enterprise Ready Mix, Inc. awarded $998,388 to City of Houston Certified Minority and Women-Owned Businesses. Nation Waste, Inc. In 1997, Nation Waste, Inc. (NWI) was founded by Maria Rios, President/CEO. NWI is a fully certified commercial waste disposal company specializing in construction, demolition, commercial, and industrial non-hazardous waste removal, portable toilets, and recycling services. In addition to its City of Houston Minority and Women Business Enterprise Certifications, NWI holds certifications with the State of Texas as an Historically Underutilized Business, the Port of Houston Authority, and Metro. In February 2014, Nation Waste, Inc. awarded $396,997 to other City of Houston Certified Minority and Women-Owned Businesses.

City of Houston Department of the Year

Administration & Regulatory Affairs The City of Houston’s Administration and Regulatory Affairs (ARA) Department provides efficient and logical solutions to administrative and regulatory challenges. The Department provides an increase in value to Houston via a customer-driven team that pursues continual improvement to operational efficiency and service excellence. ARA provides services to residents of the City of Houston through its 311 Service Division, Parking Management Division, BARC Animal Shelter and Adoptions Division, and Transportation and Commercial Permitting Division. In February 2014, the Administration and Regulatory Affairs Department awarded $1,368,934 to City of Houston Certified Minority and Women-Owned Businesses.

Community Partner of the Year

Goldman Sachs 10,000 Small Businesses Program, Houston Community College Goldman Sachs 10,000 Small Businesses is a $500 million investment to help small businesses in the United States create jobs and economic growth by providing entrepreneurs with a practical business education, access to capital, and business support services. Houston has been an ideal location for the 10,000 Small Businesses Program at Houston Community College.The Program has graduated over 300 small business owners. Since its start in January 2011, the Program’s alumni have been awarded over $25 million in contracts with the City of Houston.

The Office of Business Opportunity Advisory Board’s Annual Champions of Diversity Awards Ceremony is an opportunity to recognize certified companies and a city department that goes above and beyond in helping Minority, Women, and Small Business Owners through the City’s procurement process.

THE OFFICE OF BUSINESS OPPORTUNITY ADVISORY BOARD WOULD LIKE TO THANK OUR Sponsors: PRESENTING SPONSORS

GOLD SPONSORS ACT Pipe & Supply Goldman Sachs 10,000 Small Businesses Gunda Corporation HillDay Public Relations, Inc. Houston Strategic Alliance Jimerson Underground, Inc. Tellepsen Builders

SILVER SPONSORS PLATINUM SPONSORS

Houston Contractors Association Lockwood, Andrews & Newnam, Inc. Nathelyne A. Kennedy & Associates Project Management Group, LLC Taylor Construction Management Westco Ventures, LLC

MEDIA SPONSORS Solo Mujeres Magazine D-MARS News Wire Houston

EDITORIALFEATURE

Getting Organized - Creating a

To Don’t List By Holly Uverity CPO®, Office Organizers

“To Do” list can be an invaluable tool; it allows you to get information out of your head and onto paper where it can be turned into action. A “To Do” list is an effective part of your organizational system but it can also be helpful to make a “To Don’t” list. We often get bogged down thinking of things we need or have to do, or we continue to make the same mistakes over and over again. Writing down what you’re no longer going to do can be an eye opening experience. Once you’ve created your “To Don’t” list by making decisions to not do certain things, you’ll experience freedom since you won’t ever have to struggle with those things again.

The following are some of my favorite “Don’ts”:

• Don’t buy more than you need. This is especially true in the area of technology. Technology changes so fast that you could easily wind up with boxes of floppies in a CD world. Create a simple system so you can keep track of what you have and when you need to replenish your supply. This doesn’t have to be an elaborate inventory control system; it can be as simple as an office supplies shopping list with minimum and maximum quantities printed directly on the list. • Don’t underestimate the amount of time it will take you to do something, no matter how small the task. Keep a log of your time for about two weeks; write down what you’re doing in 15 minute increments so you can accurately see where and how your time is spent. Once you see that it actually takes you an hour to do something, you can stop trying to get it done in 15 minutes. • Don’t be afraid to try something new. The way you’ve always done something may not be the best way to do the same thing now. There are more choices and personalized 26 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

Keep a log of your time for about two weeks; write down what you’re doing in 15 minute increments so you can accurately see where and how your time is spent. options now than there ever have been before so take advantage of them and try accomplishing a goal with a new tool or technique. Something as simple as rearranging your furniture or removing an unused table or chair can make a big difference in how your office looks or feels. If what you’re using in any area of your office isn’t working, try something new. It just may be the answer you’re been looking for.

• Don’t feel guilty when you backslide. Guilt has no place in changing your behavior; it serves no good purpose and is actually an impediment to moving in a positive direction. Change is never comfortable and it’s always so much easier to return to an old habit than it is to maintain a new one. When you find yourself backsliding, recognize it and simply move on. • Don’t do it alone. Recognize when you need help and then ask for it. It takes some of the stress off of you and gives you time to focus on something you truly don’t need help with. Asking for help also has the added benefit of making someone else feel good about oneself. People like to feel needed and want to contribute. Let them. What’s on your “To Don’t” list? Office Organizers is The Entrepreneur’s Organizer. Founded in 1993, they work with business people to create solutions to their organizational challenges. Contact them at 281-655-5022, www.OfficeOrganizers.com, or www.fb.com/OfficeOrganizers.

EDITORIALFEATURE

Game Plans

for Success By three-time Olympian, Ruben Gonzalez

veryone wants to win. Wanting to win is not enough. You have to be willing to prepare to win. No matter how many times I’ve been to a particular luge track with my team mates, before we train on it we “walk the track” with Coach. A typical week during the Luge World Cup Circuit is like this: Tuesday through Friday we take our training and qualifying runs, Saturday and Sunday we race, and Mondays are for traveling to the next track. Within Europe, we drive from track to track in vans. For races outside of Europe, we fly. No matter how long we have been traveling, no matter how tired we are, whether we’ve just ridden in a van for twelve hours from Innsbruck to Sarajevo, or flown ten hours from Europe to Calgary, before we go to the hotel - we walk the track. We start at the top of the track and for two hours we literally walk down the track, slipping and sliding the whole way, planning exactly what lines we will take during training. Coach knows the best lines – he was the World Champion three times. Coach knows the shortcut to success. We follow Coach and take detailed notes on everything he says. Typically, it goes something like this: “Okay guys, this is curve three. You want to enter early. At this point, you want to be no more than three inches from the left wall. Over here, steer with a force of three (where zero is no steering and ten is all you’ve got). Down there at the expansion joint give it a five, over there by that sign hold it up, then at the end - crank it with all you’ve got, but remember to counter steer or else you’ll slam into the wall!” We feverishly write every word he says. Some of us even tape Coach as he’s talking. When we finally get to the hotel, we don’t go straight to bed; we memorize the fastest lines and start visualizing our perfect run.

28 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

Within Europe, we drive from track to track in vans. For races outside of Europe, we fly. No matter how long we have been traveling, no matter how tired we are, whether we’ve just ridden in a van for twelve hours from Innsbruck to Sarajevo, or flown ten hours from Europe to Calgary, before we go to the hotel - we walk the track. What if on the way to the track I had told Coach, “Coach, I’m not feeling well, will you just drop me off at the hotel?” You know what would happen? I’d take a hot shower, get a hot meal, snuggle under the warm covers, watch “Friends” or “Frazier” on TV in Serbo-Croatian while sipping a hot chocolate, and drift into a wonderful night’s sleep, all the while thinking, “Those fools! They’re freezing their rear ends out there!” And then the next day I’d kill myself on the track and have only myself to blame. Wanting to win is not enough. You have to prepare to win. Winners do whatever it takes to get to the next level. Are you willing to do whatever it takes? If you’re not, then your dream is a pipe dream.

Ruben Gonzalez is an award-winning keynote speaker and the author of the critically acclaimed book, “The Courage to Succeed.” His experiences as a three-time Olympian and as the owner of two businesses give him a unique perspective on how to conquer the corporate struggles of today. For his free 10-Part Success eCourse, visit www.StartWinningMore.com or contact him at 832-689-8282.

EDITORIALFEATURE

The Only 3 Ways

to Increase Sales – Part 1 By Howard Partridge

hat comes to mind when you think of the word marketing? For some, it’s advertising. Others might think of networking, branding, or the idea of getting your name out there. Yes, marketing includes those things but marketing is actually everything you do to attract prospects to your business. Phenomenal marketing delivers a meaningful experience that educates, engages, and entertains. A phenomenal marketing system is a group of working parts that duplicates results consistently. What kind of results? Enough of your perfect target prospects to reach your sales goal consistently. A phenomenal marketing system consistently produces your perfect target prospect. If you are attracting the wrong kind of prospect, your marketing isn’t working. If your sales are up and down because you don’t consistently implement marketing, then you don’t have a system. Too many business owners spend lots of time and money getting their name out there but have no real system of attracting prospects consistently. Most often, a small business owner’s marketing is a gamble more than a planned effort. Congratulations for reading this article. You now have the opportunity to be one of the few who escape that trap.

Regardless of the type of marketing you do, it must increase sales. Of course the sales process will determine whether the prospect will actually buy but it also depends on the quality of the prospect you are attracting. When you attract the wrong kind of customer (because your marketing isn’t what it needs to be), it doesn’t matter how great your sales process is. You may even close the sale but you won’t build the kind of business you want.

The Only Three Ways to Increase Sales

Regardless of the type of business you are in, there are only three ways to increase sales under the sun: 1. Increase Sales from Existing Clients The first and possibly easiest way to increase sales 30 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

is to get your existing clients to use your services (or buy your product) more often or to use more of your services (or buy more of your products). This can have a dramatic effect on your income. If you are not already marketing to your existing client base, you could literally double your business with this strategy alone. This is assuming that you have something compelling and valuable to offer your past and existing clients. Marketing to your past and existing clients is one of the most important marketing activities you can do and not marketing to your past clients is what I call “The biggest marketing mistake of all!” Most people are unaware that it costs approximately 500 percent more to gain a new client than is costs to keep an existing one. The client already knows you. You already know them. They have already paid your price. They are the most likely to do business with you, assuming that you have a repeatable service, other products, and you want referrals from them. 2. Increase Number of Clients Speaking of referrals, the second way to increase sales is to get more clients. This is the one that people usually think of first. Most small business owners say that 85 percent of their business comes from repeat and referral business. Yet they don’t have a system in place to maintain and increase repeat and referral business. Most small business owners say they build their business through word of mouth but they don’t have a referral system in place. There are many ways to get more clients but the best way is through referrals. Next month, in Part 2, I will share how to put your word of mouth marketing into a phenomenal system, what experiential marketing is, and the third way to increase sales for your business. Howard Partridge, President of Phenomenal Products, Inc. and International Business Coach, is the author of 7 Secrets of a Phenomenal L.I.F.E. and 5 Secrets of a Phenomenal Business. You can contact Howard by phone at 281-634-0404 or visit his website at www.HowardPartridge.com.

EDITORIALFEATURE

Which Businesses Can Take Advantage of SBA Government-Guaranteed Loan Program? By Bruce Hurta

or a small business owner, it sounds like a good idea to use SBA government-guaranteed financing for their business. What’s not to like about lower down payments, longer repayment terms, and easier qualifying criteria than conventional bank loans? In fact, the SBA Loan Program can finance a business acquisition, a partner buyout, a real estate purchase for new facilities, new construction, and business expansion. The SBA 7(a) Loan Program is available to small businesses for one or more loans up to $5 million.

Rules for SBA Borrowers

There are, however, businesses that are not eligible for SBA financing according to the rules of the U.S. Small Business Administration. For instance, the business must meet the SBA’s definition of a small business. In general, if it’s not a middle market or public company, the business is considered a small business according to SBA’s size standards. Another qualifier is that the business must be a “for profit” business. Nonprofit businesses are specifically excluded from obtaining SBA loans. The business must not solely promote one religion. This is a government loan program, so there must be a separation of church and state with this requirement. The SBA is also not interested in serving sexually-oriented businesses, so those establishments are not eligible for the SBA loan program either. Likewise, this is also the case for businesses involving gambling. They are not eligible. Finally, businesses which derive their income from speculating in real estate and other financial transactions are ineligible for SBA financing. There are several other special considerations when determining SBA loan eligibility, so the best procedure is to let an experienced SBA lender determine SBA loan eligibility for the applicant.

How Do You intend to Use Your Business Income?

You can see that certain small businesses are deemed ineligible merely by the way they derive the majority of their income. These businesses are ineligible because of their type of business. The other component of eligibility is derived from how the loan 32 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

This article is written to help potential beneficiaries of the SBA 7(a) Government-Guaranteed Loan Program understand that eligibility will be the first hurdle their SBA loan officer must consider. After the eligibility is determined, the loan officer can accept the SBA loan application for underwriting and approval. proceeds will be used. For instance, a small business that is normally an eligible type of business or industry may want to borrow funds to construct a new business facility. They plan to use half the square footage for their own business and they intend to rent the other half for additional income. Unfortunately, this would be an ineligible use of SBA loan proceeds because funds are being used to finance real estate investment (speculative) activity when renting out part of the space. An experienced SBA lender will tell the applicant that in this case, the SBA understands the need for additional building space for future expansion. They will allow up to 40% of the square footage to be dedicated to future expansion and rented to a third party in the interim. With a majority of the square footage being immediately used by the small business loan applicant, the loan request becomes eligible. This article is written to help potential beneficiaries of the SBA 7(a) Government-Guaranteed Loan Program understand that eligibility will be the first hurdle their SBA loan officer must consider. After the eligibility is determined, the loan officer can accept the SBA loan application for underwriting and approval. You can learn more about SBA lending and small business finance on Bruce’s blog at brucehurta.wordpress.com. For more information about SBA real estate loans for small businesses, contact Bruce Hurta, Business Lending Manager at Members Choice Credit Union at 281-384-2595 or by email at bhurta@mccu.com.

EDITORIALFEATURE

Love vs. Lust: Long-Term Marketing

Success Trumps the One-Night Brand By Aimee Woodall

h the thrill of the chase! When you meet someone new it’s all snap, crackle, and pop. You’re getting to know each other and it’s EXCITING. Then things start becoming complacent. You know your brand has your audience’s attention; so now what? You need something different; something new. So you start focusing on grabbing a new audience’s attention and ignore the ones you already have. Welcome to the life of the one-night brand1 Not content to create a lasting relationship with customers, the one-night brand goes after every hot young thing that saunters onto its Twitter feed. It’s all about flash and dazzle and romancing new conquests. Like the local bar lothario, the one-night brand fails to invest in its audience, going instead for shiny new customers and ignoring those who are tried and true. Don’t be like that. Set your sites on the long term. Look for a more meaningful relationship with your audience.

Here are some sure-fire ways to keep things interesting and make a real connection:

Define Your Ideal Match

Is your perfect customer an avid Twitter user? Or are they more of the strong, silent type, content to just like or follow without describing exactly how their day was in 140 characters? More importantly, do they share your values; your sense of humor? Like filling out a Match.com profile, you need to know what you’re looking for before you start to woo. Look to your customer data and see what trends emerge. It’s very likely that you’ll be surprised by what kind of people you really connect with.

Plan the Perfect “Date”

Once you know who you’re looking for, it’s time to be strategic. You want to reach your audience in the right ways; planning experiences and interactions that are real, delightful, and engaging. Don’t just grab some grocery store roses

and think you’re sweeping them off their feet; create a plan of action to reach your audiences in the ways they want to be communicated with. A strategy that contains research about your audience, your core messaging, plans for outreach (online and off), and tactics for executing those plans is essential for making sure your brand is thinking through all the ways you can make your customers feel special.

Make a Commitment

With your perfect match in mind and your strategy in place, it’s time to focus on what a lot of brands get wrong - consistency. It’s wonderful to have a creative, groundbreaking campaign that goes off without a hitch but it’s better to have a creative, groundbreaking campaign that goes off without a hitch AND continues to engage with audiences even after the launch. Don’t take your audiences to dinner and then never text them again. That’s just rude. Make plans to keep your brand relevant to your customers three or six months AFTER your campaign launches.

Sometimes It’s Good to Spice Things Up

Finally, it’s important to keep the romance alive. Include some surprises and little incentives for your audiences such as contests, unique content, or personal outreach. You’ll be amazed at how much a personal tweet or a small token/gift from a favorite brand can delight a person. In marketing, love and lust are just as confusing as they are in the dating world. Focusing on these areas of your brand will keep the home fires burning in your customers’ hearts.

Aimee Woodall is the owner of the Black Sheep Agency, a Houston-based strategic branding agency specializing in cause-driven marketing, public relations, social media, and community outreach. You can contact Amy by phone at 832-971-7725, by email at aimee@theblacksheepagency.com, or visit the website at www.theblacksheepagency.com. [ FEBRUARY 2015 ] www.SBTMagazine.net 33

EDITORIALFEATURE

The Lone Star

State Crisis By Sonia Clayton

t is understandable that people are nervous since massive layoffs are at the door. After all, the oil industry is a major producer of jobs and wealth for the U.S. It contributes around $1.2 trillion to U.S. GDP supporting over 9.3 million permanent jobs. On the other hand, the Lone Star State’s economy has been a national growth engine since the last recession ended. Between 2009 and 2013, we have expanded at an average rate of 4.4 percent annually, twice the pace of the entire USA as a whole. So, there is no doubt that the downturn in energy prices represents a tremendous concern. Perhaps, Texas simply got lucky in recent years thanks to the hydraulic-fracturing miracle, pushing tremendous records of success for the last 50 months. So, as history demonstrates, the larger part of our good fortune comes from the oil and gas industry. Now that the oil prices have plunged nearly 51 percent from June’s last peak of $52.69 per barrel, I believe we should be bracing for the next fall that is part of our economic cycle. I don’t believe this will be a replay of the recession in the 1980s because we now have “experience” and a highly regulated banking sector. With more vertical diversification and from lessons learned,Texas as a whole has become a well-rounded state. Presently, the oil and gas industry makes up a smaller share of the entire Texas work-force in comparison with the ‘80s recession. As an employer and service provider of the oil and gas industry, I can see the effects first hand. Oil exploration companies have put on hold some of their most important projects for 2015. By default,

oil field services corporations that provide labor and machinery will be affected and those are the corporations that generate thousands of jobs in Houston and the USA.

THE GOOD SIDE

But as oil prices drop, so will costs in many sectors, bringing the “break-even” and the stabilization of inflation. Of course, this involves a little Texas theater and here we are! First of all, oil producers will first clutch their hands and tell their suppliers that they simply cannot afford to drill any more given the downturn in oil prices. Their suppliers will offer a slight discount on their services but the producer will say, “I am not interested”. This is where we are today in the negotiating cycle. Eventually, a producer will give their former client a call saying that they are considering the proposal of getting back in the game. Desperate for work, the suppliers will eventually be willing to renegotiate a whole new agreement with lower oil prices. The aim of the new contract is to give producers close to the same margin they had when prices were much higher, so, eventually profits are restored and they get back into a reasonable cycle of production. In the meantime, keep an eye on growing sectors such as: Information Technology, Medical, Logistics, Transportation, Travel, and Hospitality.

FOCUS YOUR BUSINESS IN THE FOLLOWING FIELDS:

• Financial Services - Particularly important due to the exiting of the baby boomer generation. Financial Services are always needed and remain

34 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

strong during recessions. • Software - Companies and individuals are dependent on the Internet and complex computer systems. These services are always needed. • Database Administration - Most businesses have database needs. • Education - Learning programs and training are always needed. • Accounting - Accountants are always necessary as tax management continues to be needed even in a recession. • Energy - With so much concern over the cost of energy, this industry will thrive regardless of the economic condition. • Healthcare and Senior Care - According to the U.S. Bureau of Labor Statistics, nearly half of the 30 fastest growing occupations in the coming years are from the healthcare field. • Security and Law Enforcement - This industry is more recession proof than other sectors and is needed all the time. In addition, crime rates tend to climb during poor economic times. • Hotel and Restaurant Management - Since transportation is impacted positively; travel, food, and leisure will benefit greatly from this downturn. • Logistics and Transportation – Lowered oil prices provide an opportunity for air carriers and the transportation industry to grow. Keep an eye on them.

Sonia Clayton is the President and CEO of VIP (Virtual Intelligence Providers, LLC). VIP is a single source provider of Project Management, Training, Education, Leadership, Organizational Change Management, Staff Augmentation,Training, Leadership,Technical Consulting Services, and tools to empower businesses and leaders to reach their goals and potential. For more information, visit their website at www.vip-global.com.

EDITORIALFEATURE

The 4 P’s of Phenomenal

Networking Events By Gail Stolzenburg

ave you heard the statement,“The primary reason to host an event is to promote the next event.”? Does that statement apply to networking events? Yes, many networkers use an event to promote their next event. Referral marketers host local networking events to promote citywide events then state, regional, national, and international events. In fact, hosting your event in conjunction with a larger event adds credibility to your event. Houston has over 6,000 networking events each month including many chambers of commerce, open (casual contact), closed (strong contact), community, civic, charitable, and women’s and men’s groups. Some of the events have a well established track record of more than 20 years. So, what makes it a phenomenal networking event? Remember the “4 P’s”.

1. Planning

Why are you hosting the event? As Stephen Covey says, “Begin with the end in mind”. We know people purchase from those they know, like, and trust, so even though your reason may be to help develop your business, you must provide value at the event. Plan eight weeks in advance. Who are you inviting? Geographics (where do they live), demographics (who are they), and psychographics (what are their values) all need to be considered. What is the cost? Is it a luncheon? Can you charge a few extra dollars to cover other costs? Location – what kind of facility? Who is on your team to help with the hospitality, registration, setup, cleanup, donating prizes, etc.?

2. Promoting

Promote using traditional and nontraditional resources including newspapers, magazines, post cards, Meetups, Facebook,Twitter, LinkedIn, Google+, blogs; webinars, teleconference calls, Google HangOuts, the venue’s event list, other event list publishers, and announce at other events. Have something that appeals to each of the personality types: Director, Influencer, Supporter, and Conscientious. 36 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

3. Production

It’s all about the experience. Why do people stand in line to pay more for coffee at Starbucks when they can get it across the street a convenience store? Make it a memorable experience by making guests feel welcome with team members making introductions. Leave no one alone. Use upbeat music. Do you remember how it feels to walk into a quiet room? Use networking exercises. Many events use photos and hashtags to promote the event to their friends while they’re attending the event. Consider livestreaming for large events. Did you hear about the host of an event who did everything correctly? There was good promotion; the date had no other conflicting events. The location was easy to find with free parking; a delicious, inexpensive lunch was included; the signage was easy to read, and the music was upbeat. The attendees were welcomed by the hosts and introduced to other guests; the speaker was a well known, best selling author; and everyone had a memorable experience. But there was one part missing – the final “P”.

4. Post Event Follow-Up

There were post event follow-ups that included an invitation to the next event with an onsite registration form, a thank you by email, text, or notes; and a survey that asked, “What did you like best? What could be improved?” Before hosting a networking event, be sure to attend some of the established events. See you there! Your Network is Your Wealth! Gail “The Connector” Stolzenburg’s new book, “CONNECTIONS: Contacts to Clients” was just released. For more information, Gail can be contacted by phone at 281-493-1955, by email at Gail@GailStolzenburg.com, or visit his website at www. GailStolzenburg.com.

EDITORIALFEATURE

Financial Astrology for

February 2015 By Christi Ruiz, Business, Spiritual, and Intuitive Life Coach

ARIES (March 21 - April 20) No problems in your financial and economic zone this month. No negative planetary aspects. Pluto assists you in getting along with co-workers or employees. TAURUS (April 21 - May 21) Mercury is still in retrograde (in reverse) in your career zone so now is not the time for change. Mercury will go direct on the 11th so the time is now for a change. You may try to negotiate a raise in secret until then. Saturn is stabilizing your investment zone. GEMINI (May 22 - June 21) Saturn is influencing your partnership zone and a good time for contracts or negotiations. Your magnetic power will draw out money from tightwads with only a smile and charismatic wit. CANCER (June 22 - July 22) Jupiter is transiting your income zone. The Sun comes into make you shine so take advantage of opportunities. Pooling your funds with others’ funds for investments will pay off handsomely. LEO (July 23 - August 22) The Sun and ambitious Mars with a splurging Venus makes you use your strategies to benefit from money opportunities. Neptune will make you use caution in making financial decisions. You will find many unethical advisors and others that will try to take advantage of you. VIRGO (August 23 - September 23) You have a determined Mars and a seductive Venus working with your cutthroat ambition in your financial zone. As you greatly increase your investments, seek out all of the shortcuts and opportunities. Mars brings you luck with Saturn so now is the time to deal with mortgages.

LIBRA (September 24 - October 23) You have no astrological influences this month. If you dedicate yourself to your career you can establish a great reputation. This will assist you in boosting your earning potential. SCORPIO (October 24 - November 22) The stress of the office is impairing your best creativity and production. Move to your home or a mobile office and this will relieve the stress and boost your wages. Mercury assists you in being focused intellectually. Mars brings you luck at work. SAGITTARIUS (November 23 - December 21) Pluto is in your money zone and you may receive some financial assistance. Allow yourself to be helped and do not allow your ego to get in the way of any financial offers. Do not fret; you will be able to pay back what you owe or are offered. CAPRICORN (December 22 - January 20) Mercury is in retrograde (in reverse) in your earned income zone so you will not have much help coming your way at this time. Mercury goes direct after the 11th and a large amount of money and a prosperous New Moon will influence your income. New moneymaking opportunities will be able to grow for the next 12 months. AQUARIUS (January 21 - February 19) Mars is in your wage zone so now is the time to make money doing what you love. The Sun will fight the influence of Saturn and will bring you people who will challenge you or resent your good fortune. PISCES (February 20 - March 20) Ambitious Mars and a silver-tongued Venus will enter your income zone and make you very powerful. This is an unbeatable combo for any type of negotiations. This can assist

you in bidding on a job/project, selling yourself in a job interview, or asking for a raise. Now is the time to cash in on your value.

Christi Ruiz is an expert in spiritual and intuitive sciences. She uses these skills to assist with one’s success in real estate, business, and personal matters. In addition, Christi’s many years of experience working for banks and mortgage companies gives her an extra edge in understanding the world of finance. You can contact Christi by phone at 713-773-0333-O or at 281-9042658-C. Her website is www.christisportals.com and her email addresses are christiruiz722@gmail.com and christiruizchristi@yahoo.com.

»Continued From Page 12 Netiquette and Teliquette Cellular phones should be on silent when in a personal face-to-face conversation with others. It is never good etiquette to answer a phone call when in a meeting. If absolutely necessary, excuse yourself and step out of the room to take an emergency call. It is not appropriate to talk out loud and answer your cellular phone when at an event, meeting, church, seminar, or luncheon. Those wearing Bluetooth devices are no exception to remembering to turn off devices during meetings. The person sitting in front of you who you are conversing with takes precedence to any phone call. The bottom line is that “teliquette” and “netiquette” can make or break your business. Rita Santamaria is the owner and CEO of Champions School of Real Estate, which was founded in 1983 and is a five time Pinnacle Award Winning School. The Champions School of Business Etiquette division was founded in 2012 and has grown in a short time to be a leading development venue for individuals and companies. For more information, visit their websites at www.ChampionsSchool.com or www.ChampionsBusinessEtiquette.com. [ FEBRUARY 2015 ] www.SBTMagazine.net 37

EDITORIALFEATURE

Entrepreneurs Tool Box -

Family Owned Businesses By Alvin E. Terry, MBA/Business Consultant

ew Year’s Resolutions should have been made by now and already implemented with a new business plan. If you have a family owned business, I hope that all of the family members who are directly involved in the operations of the business have had an opportunity to add some valuable input to help ensure that the business can continue to be successful. It’s time to make some new money and collect the old money that is carrying over from 2014 on the books. You really need to get through the first quarter of the business year to gauge exactly what the business environment is looking like. Did you lose customers last year? If so why? Did you gain new customers? If so how? Is it time for a staff change with new responsibilities? Should we consider new hires or layoffs? Have family members decided to pursue other job opportunities in the job market due to burn out in your business?

Whether you have a product or service, are you continuing to provide added value to your customers? Do you need to upgrade your product or your service? Is it time for pricing adjustments? Obviously, there are a lot of moving parts in keeping a business on track. Every business, whether family owned or not, experiences the same challenges on a daily basis. Fortunately, with the right team of mentors and armed with current market information, you can help keep your family business on track.

Pros:

• Starting a new business or continuing a family owned business tradition has been the backbone of American entrepreneurship.

Did the chemistry work between the family members or did everyone outgrow their nerve endings? Did anyone in the family have false expectations or not know what to expect on what it takes to run a business?

• Mostly everyone can name at least 10 family owned businesses in America. Just to name a few: Ford, Dodge, Heinz, Firestone, Johnson & Johnson, Campbell, Sears, Woolworth’s, Wal-Mart, Mrs. Baird’s Breads, Mars Candies, Mattel Toys, Sherwin-Williams Paints, McDonald Douglas, Wilson Footballs, and Harley-Davidson.

Did you have a business development committee, an advisory board, or outside mentors? Did they perform up to your expectations? Did they help contribute to your company’s bottom line or just give suggestions and advice that did not have any measurable impact to the success of your business?

• Someone had the original vision and passion to pursue the manifestation of that dream until it became a reality. They saw the end in mind even before they got started. All business dreams start in the same way. They are a magical potion. It’s just the sheer determination and the relentless pursuit to get it done.

Did your banker help guide you through the rough patches while waiting on your accounts receivables to come in?

Cons:

• Remember, there is always another side to the story. There will always be other

38 SMALL BUSINESS TODAY MAGAZINE [ FEBRUARY 2015 ]

points of view. It’s just part of human nature, coupled with the business environment. All family members will not always buy into that dream. Some will be forced into it because that is the way it is going to be or because that is the way it has always been. • Now, here comes the resistance with negative points of view, the naysayers, the saboteurs, the slackers, and other personalities that you never knew existed. • Keep in mind, not necessarily will everyone in the family buy into your business dream of being part of your family business. You just have to educate yourself and succumb to the realization that other members just might have their own dreams and aspirations, and as individuals, they might want to pursue other options in life. This should be discussed with all family members who you are considering including in the day-to-day operation of the business. Listening and not just hearing becomes very important at this juncture. Keep emotions out of this discussion and replace them with positive alternative courses of actions that will keep you and the business on track. Running a business, whether family owned or not, will always have its challenges. Continuing education is an ongoing basis and can definitely help stem the tide of any frustrations that you will encounter. After taking in all of the above, you and your family members will eventually decide to continue with the status quo or make the appropriate adjustments. Alvin E. Terry, MBA is the President of Dynamic Business Builders. For more information on business or real estate, you can be contact him by email at alvin. terry@rocketmail.com or by cell at 713-392-9107.

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FEBRUARY 2015 EDITION HOUSTON

13 ...................................................Brian Keith Productions 1........................................................Champions School of Business Development 13....................................................Champions School of Real Estate 29...................................................Gwen Juarez Photography 2......................................................Houston Kosher Chili Cookoff 2015 INSIDE.......................................Houston Minority Supplier FRONT COVER Development Council 31....................................................Howard Partridge 13.................................................... Infinity Financial Advisors 35...................................................Main Street Chamber of Commerce 15....................................................Nerium 29...................................................Paul J. Franzetti/Trusted Law Advisor 27...................................................Paradigm SES 29...................................................Prosperity Real Estate Group 35...................................................Rush Med Pharmacy 4......................................................Sales Nexus

BACK .........................................Small Business Today COVER Magazine Radio Show 17.....................................................The Bougainvilleas 27...................................................Virtual Intelligence Providers INSIDE ......................................WBEA BACK COVER