Moms In Business Magazine October, 2012 by The National Association For Moms In Business

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Small Business Mary Ann Fitzmaurice Reilly POWER Free Money For Your Business or Education Are Sponsorships Right For You?

Sugar Cravings Build A Stronger Strategic Plan Moms In Business Magazine • October,, 2012 • PAGE 1

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Moms In Business Magazine • October,, 2012 • PAGE 3

LETTER

From The President

w a h S e l l e h c i R

Fall is Here and Things Are Heating Up!

he Fall season is officially here, but we still have 90+ degree-days in Las Vegas! But things are getting hotter and hotter with tons of activity at NAFMIB headquarters! You gotta love Las Vegas! With my daughter back in school, some of our life is getting back to normal. It took the ENTIRE month to get back into the rhythm – sheesh, but now we are in full swing. Great News for all small businesses and consumers! Our Moms In Business Magazine Cover Mom featuring Mary Ann Fitzmaurice Reilly, Executive Vice President of AMEX, shares her remarkably inspiring story, her amazing contributions to small businesses and free tools from AMEX for Small Business Saturday. We encourage all of you to visit their FACEBOOK page and “like” the page, plus, don’t forget to record a video about your business from FREE exposure — just remember to post the links to your website. These tools are a part of our (NAFMIB) program, Marketing Without Money™. If you are not currently accepting AMEX as a form of payment, you will want to sign up because on Small Business Saturday — all of AMEX card holders are encouraged to shop with their cards in small businesses and the cardholder will receive cash bonuses for using their AMEX. By not accepting the AMEX card as a form of payment, you are going to miss out on all of the commotion. If you need to sign up – send an email to me at richelle@mibn.org and we can make sure that your registration is simple and easy. PLUS, a very important note: NAFMIB’s parent Non Profit Organization — The International Association of Working Mothers will receive a donation. Also, it is not too late to register and pledge to Never Text and Drive at: http://www. ItCanWait.com, a program by AT&T. AT&T is also one of our avid sponsors, — so be sure to support them! On another note, last week, I was so honored to speak in Chicago for the WDBC’s 26th Annual Entrepreneurial Woman’s Conference in front of over 2500 attendees. It was pretty exciting to meet some of our members, to motivate others to join our organization and encourage the rest to build million dollar businesses. Here are a couple of pictures from the event. I was there with Christy Hefner of Playboy and Laura Ricketts of the Chicago Cubs and my story led the Chicago Sun-Times recap of the event. I am still blushing. Read all about it at: http:// www.suntimes.com/photos/galleries/index.html?story=15276003.

The trip to Chicago was exciting and it inspired me to take a leap and make the decision to get out of Las Vegas and meet as many of our current, new and soon to be members as I can, so in true Richelle fashion… I am not waiting any longer and I am ANNOUNCING our Moms In Business University 20 City Tour. I have wanted to announce this for a few months; however, we are now finally putting the finishing touches on the cities and we are ready to go. If you want us to come to your city — send me an email at richelle@mibn.org and tell me where! Moms in Business University will include our nationally acclaimed class “Marketing Without Money™”, and also “The Million Dollar Equation™ Training”, which is based on my new book being released on Tuesday, November 13, 2012. Watch for more details to help us get to #1, a best seller plus grab some free gifts from me. We have lots more stuff planned, so make sure that you are connected to us either on social media or email us to get up to date information.

Richelle

Have an amazing month!

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INSIDE

OCTOBER

2012

4 LETTER

Letter From The President, Richelle Shaw Fall is Here and Things Are Heating Up!

NOW 6 8

Moms Minutes

Important Tips and Briefs

Why 5% Succeed Harness Your Service Super Power

FEATURE 12

Small Business Power

Interview: Mary Ann Fitzmaurice Reilly, senior vice president and general manager of Customer Marketing & Engagement at American Express OPEN – the small business division of American Express. Pat Davis is an internationally recognized expert speaker and trainer…

STANDOUT 9

Are Sponsorships Right For You?

Although the whole notion of sponsorships has been around for years, it’s only recently been...

Smart Women and the 4 Entrepreneurial Phases

Make Your Business Outstanding!

6 Ways To Build A Stronger Strategic Plan

Sugar Cravings and the Busy Entrepreneur

When you start a new business or take action on a big idea that you’ve had brewing for a while, it can be a very exciting time. When was the last time you were so impressed by a business that you just had to tell someone about it? Sadly, it’s probably been a while, but if you’re an entrepreneur... Every year, we meet thousand of decision makers around the country in our consulting and speaking work. Like you, they’re smart.... As a busy entrepreneur, do you find yourself constantly battling sweet cravings? Do you have frustratingly low energy levels in the middle of the day?

Need Free Money For Your Business or Education?

Bits ‘n Pieces ~ “I Love You Too!”

22 12

Governments across the globe are engaged in awarding free money to businesses, organizations and needy individuals in the form of government grants.

“Every great dream begins with a dreamer. Always remember, you have within you the strength, the patience, and the passion to reach for the stars to change the world.” —Harriet Tubman

On The Cover

Mary Ann Fitzmaurice Reilly

Moms In Business Magazine • October,, 2012 • PAGE 5

NOW

Moms Minutes

230,000 Temporary Jobs Available Over

for the Holiday Season And That’s Only Four Corporations!

Holidays are bringing temporary jobs for thousands. Macy's and Bloomingdales are increasing their need for temporary employees by 2.5 percent since last year, hiring over 80,000. Toys R Us Inc. is hiring 45,000 seasonal workers (Up 13 percent from last year), Kohl's Corp. is searching for more than 52,700 employees and Wal-Mart Stores Inc., over 50,000.

20%

Girl Scout Cookies Get a New Look

More Jobs Created

The ingredients and recipes stay the same, but the Girl Scout cookies are getting a make-over in the packaging department.

The third year of the nation’s recovery estimated businesses hiring nearly half a million more workers than previously thought. The Bureau of Labor Statistics announced that the economy added

386,000 more jobs

than originally estimated, bringing the total hiring to 2.3 million for April 2011 through March 2012.

The new design depicts the traditional “making-the-world-a-better-place” Scout activities including travel, volunteering and greening the earth. At this time, Girl Scout Cookies are not available online, but the Girl Scouts are “...researching a future state where it will be possible for girls to engage consumers in online sales.”

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Moms Minutes

85.9

million U.S. users

accessed retail content on their devices in July.

A report released by comScore on U.S. smartphone behavior with respect to retail and shopping found that 4 in every 5 smartphone users are shopping on their phones.

Picture Taking & Sending Winning Out on Mobile Devices Reports show 7.3 million daily active users for Instagram, towering over twitter’s not as good 687 million users daily in August.

Two Free Android Apps Worth Looking Into & Downloading PassWallet -

A practical use to store all your tickets, boarding passes, coupons and much more.

Zeebox -

For TV lovers, a cool way of discovering the most talkedabout shows, what is everyone watching and also allows some interactivity.

Twenty Minutes of Exercise Cuts Kids’ Risk of Diabetes T

he American Medical Association published a study on 222 overweight, inactive kids that underwent a 13-week clinical trial. Research indicated that 20 minutes of exercise daily for just a few months was helpful in contrast to no exercise at all. They were more fit, had less body fat and had better markers for diabetes risk than the non-active group. These results were surprising, as the diet was not changed, just the activity level. Moms In Business Magazine • October,, 2012 • PAGE 7

Why 5% Succeed

Harness Your Service Super Power YOU have a Service Super Power! You have an incredible ability to influence those around you, created by your passion for what you do, your desire to serve your customers, and your customer’s mirror neurons.

Neuroscientists believe mirror neurons enable us to “read” the minds of others in order to empathize and understand their motivations. Located behind your eyebrows, mirror neurons allow your customers to get a quick read on what you’re thinking before you even open your mouth. You automatically influence without even trying - just imagine what will happen when you put your Service Super Power to work!

I define service as your ability to advocate action that builds a relationship. There is nothing worse for your customer than being stuck in a status quo state of pain, unable to make a decision. Every conversation that imparts important and useful information makes you memorable and serves your customer, which fosters advocates. Advocate relationships are what generates more sales. Many mompreneurs confuse audience with influence. Having a lot of Twitter followers gives you the power to drive

awareness, but not necessarily action. Awareness and action are distinctly different abilities with unequal degrees of usefulness. Awareness might get you noticed, but advocacy drives more action (sales).

You don’t need a ton of relationships to have a strong business; you need strong relationships with advocates. Advocacy is driven by the depth of conviction and passion your customer has for your product or service. Brand advocates are highly satisfied customers who take it upon themselves to promote your brand because they genuinely value it. Research from Nielsen indicates that advocates are trusted by 92 percent of consumers, while Forrester Research data shows that influencers (those with large audiences) are trusted by only 18 percent of customers.

A headline from a recent article in AdAge reinforces this point: “Team Romney’s Digital Chief: Engagement Trumps Raw Numbers in Social Media.” Advocacy is vital because it indicates how engaged your audience is - and their engagement and opinion is more trusted by your prospects.

By Elaine Starling

quality of the relationship is what counts. According to “The Face-to-Face Book: Why Real Relationships Rule in a Digital Marketplace,” 75% of conversations in the U.S. still happen face to face; less than 10% take place through the Internet. If you’re not a social media whiz, don’t worry! Pick up the phone, go to a networking event, and send out that press release! The key to establishing advocates is to be of service in a way that empowers decision-making. Harness the passion of your current customers, who make up for in authentic enthusiasm what they may lack in audience. Passion actually attracts an audience the more people are raving about you, the more curious others become and the more they want to know about you too. Once your advocacy foundation is established, expand to influencers who bring the audience but perhaps less passion.

Just use your Service Super Power and your business will soar!

So how do you create advocates? Have conversations! And don’t worry if you don’t have a huge list to market to; the

Elaine Starling: President and Chief Marketing Insighter - Starling Media Services, Inc. Author of “Your Success is Social: Contribution is the New Currency,” and “Why 5% Succeed: The 5 Secret Strategies of Business Winners” with Gina Robison-Billups. Elaine is also a sought-after speaker, consultant, columnist, mentor, entrepreneur and Innovation Expert, teaches people how to double their business results with The Revenue FormulaTM. Meet Elaine at www.ElaineStarling.com and connect with her about Why 5% Succeed at www. Why5Succeed.com, Twitter: http://twitter.com/Why5Succeed, Facebook: http://www.facebook. com/why5succeed PAGE 8 • October, 2012 • Moms In Business Magazine

STANDOUT

Are Sponsorships Right For You? Although the whole notion of sponsorships has been around for years, it’s only recently been gaining popularity in the online entrepreneurial community. Which leads me to 2 very important questions - 1. Should you as a business become a sponsor? 2. Should you offer sponsorship opportunities? Let’s look at the pros and cons of each and see if your business is missing out because you haven’t fully considered sponsorships. First, let’s look if you should become a sponsor. Sponsorships are great if: * You’re going to be reaching a significant number of your ideal clients. * The person/biz/event your sponsoring has high credibility and influence with your ideal clients, thus boosting your credibility by connecting your name with theirs. * You have a way to collect contact information so you can build your list and exposure. * You’re okay if the sponsorship turns into a long-term tactic rather than making money in the short-term. Yes, I would classify sponsorships as more of a long-term marketing tactic than a short-term, make money

immediately, tactic. That doesn’t mean you WON’T walk out of there with sales. But I would view any immediate sales as a bonus, and the point of why you’re doing the sponsorship is to increase your exposure and visibility for the long term. That doesn’t mean you shouldn’t track your sales and make sure you get a good return on your investment, it just means you understand this is an investment in your marketing and your business and the pay off might come that day or next week or in 6 months. If you need an immediate influx of money, sponsorships are probably not the way to go. First off, they’re more expensive than just the cost of the sponsorship -you’re probably going to have come up with booth design, advertising, flyers, etc. And second, while you very well could walk out with immediate sales (especially if your sponsorship comes with some speaking or stage time) there’s no guarantee of that. It could just as easily work out that the sales start coming in a month or 2 later, which may turn into a very big stress point for you depending on how much you need that cash. So, now let’s look if you should offer sponsorships. First, is your business offering something where a big group of your tribe is hanging out? Something like an event is perfect, but it doesn’t have to be an in-person event. It could also be a virtual event. Or you could even offer

By Michele PW

sponsorships if you have a membership site or an association or you’ve created some other community. Are there going to be enough people involved to make it worth your sponsor’s money and time? Ask yourself if YOU would pay to be in front of your community? (Be honest with the answer.) Now the other part of this is will the sponsorship interfere with your ability to sell your own products or services? If you think it’s going to dilute what you’re doing, then I wouldn’t do it. But if it isn’t, and your community is big enough to warrant it, offering sponsorship opportunities could be a great way to add an additional income stream to your business plus add value to your community by offering them products and services they need.

Michele PW (Michele Pariza Wacek) is your Ka-Ching! Marketing strategist and owns Creative Concepts and Copywriting LLC, a copywriting and marketing agency. She helps entrepreneurs become more successful at attracting more clients, selling more products and services and boosting their business. To find out how she can help you take your business to the next level, visit her site at http://www.MichelePW. com Copyright 2009 Michele Pariza Wacek.

Moms In Business Magazine • October,, 2012 • PAGE 9

STANDOUT

Smart Women

By Joy Chudacoff

And The

4 Entrepreneurial Phases

own apartment and eliminate the need for a roommate. Over time, my vision for that part-time local business began to grow and ultimately it became an international business that had revenues of just under 2 million.

I remember when I started my first business. Initially, my goal was to earn an extra $500 per month so I could afford my

Along my entrepreneurial journey and working with 1000′s of women, I’ve discovered that there are 4 phases to entrepreneurship and each phase plays a key role in your success. Each phase requires a different skill or way of thinking and one is not more important than the other. You may find that you are a “natural” in one or more of the phases and possibly “challenged” in other phases. If so, you will want to think about getting support in

hen you start a new business or take action on a big idea that you’ve had brewing for a while, it can be a very exciting time. You begin to get a taste of what entrepreneurship can feel like; you’re in control of your own schedule, maybe you worked for someone else and you’ve escaped the rigid 9-5 routine and you’ve become your own boss – life feels good.

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the areas where you’re less comfortable.

The Big Ideas Phase  The beginning. You dream about the future, about your preferred life and how your Big Idea can help you live that preferred life. You have visions of working in your dream business doing something you enjoy. During this phase, your vision of the business is “general” or in the broad sense. Example: Maybe you’re dreaming of becoming a yoga instructor.

You have a vision of owning a yoga studio where you have the opportunity to teach yoga to people who want to be strong and healthy. (You get to do something you love, get paid for doing it and keep a strong healthy body too!) You daydream about the idea, however, you haven’t actually created a plan to make it happen yet. Maybe it’s still a “secret” to everyone except a close friend or family member.

The Illumination Phase  I refer to this as “shining a light” on the Big Idea. This is the phase where you become more “specific” about the dream. The idea actually begins to take shape. Using the yoga studio/instructor example, you may be asking yourself questions like: What age group will attend my classes? Where will I teach? Do I want my own studio? What time of day and how often? The Illumination Phase is a time to begin writing these questions (and the answers) down in a journal that is kept solely for the business. The Big Idea is beginning to take shape now. This is the beginning of your business plan.

Process & Plan Phase  This is the “doing” phase. You bring your Big Idea to reality. Maybe you need to become certified as a Yoga instructor. You begin to explore the certification process. If you desire your own studio, you’ll want to look for space that will be an ideal location. You are now beginning the process of setting the business up, claiming a name, and marketing yourself to attract clients.

The Leader Phase  The Leader Phase in any business is when you become known as an expert in your industry. You begin speaking and

educating people about your mission and your vision. In the yoga instructor example, you would educate your community about your vision for yoga and how your dream is to help people feel better, healthier and stronger. You become a storyteller and educator in the yoga community. Your vision starts to expand and you imagine your studio in different cities or parts of the world. You become known as an expert in your field and gain recognition. You become an inspiration to others. Women are the most creative beings on earth. You have Big Ideas that have the ability to be award-winning businesses. It’s essential that each phase be nurtured along the way to ensure your success. You may want to go from the Big Idea Phase directly to the Leader Phase without actually putting a plan or system in place to handle your clients once they become attracted to your business. On the other hand, you may be spending so much time on the Illumination Phase that you can’t seem to “pull the trigger” and get out there in a big way to promote yourself and your Big Idea.

All four phases are necessary if you want to create ultimate success.

When I began my journey as a woman entrepreneur years ago, I realized I needed support in several of the phases. I needed the support of coaches and mentors in the Illumination Phase to help me take my Big Idea from “general” to more “specific.” I wouldn’t be where I am today without the support of my team which is paramount to the Process and Plan Phase. I invite you to take some time and think about which entrepreneurial phase you’re in right now. Discover where you are a “natural” and consider getting some support in the areas where you need help so you can enjoy the ultimate success you want and deserve. Anything is possible. Everything is waiting for you. Joy Chudacoff, ICF, PCC, is the founder of Smart Women Smart Solutions®, a Professional Certified Coach to 1000’s of women, Motivational Speaker, and Entrepreneur. She publishes a weekly buzz generating ezine, Reflections On Life and Business for Women Entrepreneurs. If you’re ready take your life and your business to the next level, get your FREE Tips, 2 FREE Reports and FREE MP3 now at Creating The Spark: http:// www.CreatingTheSpark.com. http://www. ladypens.com/smart-women-and-the-4entrepreneurial-phases.

Moms In Business Magazine • October,, 2012 • PAGE 11

s s e n i s u B l l a Sm POWER Feature

Mary Ann Fitzmaurice Reilly, senior vice president and general manager of Customer Marketing & Engagement at American Express OPEN – the small business division of American Express. “I have been with American Express since 1990 and currently lead OPEN’s brand, digital and marketing strategies. “

PAGE 12 • October, 2012 • Moms In Business Magazine

GRB: It is such a pleasure to have you as our October featured Mom In Business. We look forward to knowing more about you. Thank you for taking the time to share your story. GRB: Mary Ann, please tell us something about your children/family?

What I most love about my current position at OPEN is helping our country’s small businesses find new and innovative ways to scale their businesses in addition to shining a light on the independent small businesses that make our economy run and our communities vibrant.

MARY ANN: I have one daughter, Fiona, she is 7 years old and just started 2nd grade. What can I say other than I think she is the most amazing little girl and is the love of my life! My late husband, Joe Reilly, passed away suddenly and unexpectedly when Fiona was just 6 months old. Shortly after, my sister moved in to help me raise Fiona and has essentially become second parent to Fiona. I am a firm believer in the adage, “It takes a village.” While our family dynamic is anything but traditional, it has created a bond that is incredibly powerful and uplifting. GRB: Mary Ann, what does your company do?

MARY ANN: American Express OPEN is the leading payment card issuer for small businesses in the United States and supports business owners with products and services to help them run and grow their businesses. We have been supporting small businesses for 25 years.

At OPEN, we are invested in the growth of small and emerging businesses. Why? Small businesses’ success drives the economy. It makes sense for us to help them succeed. We believe that if we help to increase the size of the pie, everyone will get a share of it. We feel it’s our mission to help small businesses grow. It’s in the DNA of American Express OPEN. GRB: How did you get started and why did you go into this business/career?

MARY ANN: I earned my Bachelor of Business Administration from St. Bonaventure University and later got my CPA. I worked at Deloitte, Haskins & Sells as an Auditor for 2 years, just long enough to qualify for a CPA. And that was just about the time I knew I wanted to do something completely different. To do that, I needed to move to a company with opportunities beyond accounting. American Express was a perfect fit. I started in Finance and moved into Marketing after about 2 years – and never looked back.

Before landing in OPEN, I ran customer acquisition and engagement for consumer card services and formerly served as Vice President of Business Alliances. I developed partnerships for the Membership Rewards program, signing deals with companies such as Home Depot and Staples, and was instrumental in the launch of the Costco co-brand relationship.

GRB: What has been the single hardest part of being in this business/career? MARY ANN: Juggling the demands of my career with life as a single mother. The realities of working for a large company do not fit neatly into a 9-5 schedule, no more than being a mom does. I am lucky that I work for a company that encourages work life balance.  Moms In Business Magazine • October,, 2012 • PAGE 13

Feature continued

Feature

true friends are. Those friends that rise to the occasion transcend. They become something special. They become family. They are my support system and the reason I am able to let go of the guilt when I have to miss one of those special moments with my daughter. GRB: How did you deal with that? MARY ANN: I’ve learned to determine and prioritize what I don’t want to miss with my daughter. For example, 2 years ago I was scheduled to attend a fairly high-priority conference, but the event conflicted with my daughter’s 1st day of kindergarten. The 1st day of kindergarten only happens once, so it was something I wouldn’t miss. While the decision was a no-brainer, I’m not suggesting that family always wins when there is a face-off with work. There are times when, for better or for worse, work wins out. When those times occur and compromises need to be made, it is important to have a support system. I feel strongly that everyone goes through at least one life-altering event. When it happens, you find out who your

GRB: What’s your greatest achievement (or what are you most proud of personally and professionally)?

MARY ANN: I would have to say my greatest achievement is helping to develop and shape Small Business Saturday in partnership with passionate colleagues, partner organizations and small businesses.

American Express created Small Business Saturday in 2010 in response to small businesses’ most pressing need: more customers. November 24, 2012 marks our third year of recognizing the importance of small business and their vital contributions to the economy, job creation, and local communities. The national initiative encourages consumers to shop at small businesses during the busiest holiday shopping weekend. Last year, Small Business Saturday spurred many millions of Americans to shop at

PAGE 14 • October, 2012 • Moms In Business Magazine

independently owned small businesses.

All small businesses, not just those that use or accept American Express, are able to participate. Small businesses are a vital and important barometer of the health of the country, which is why I’m particularly proud of the immense support that this program has received – more than 2.7 million Facebook users, 230 public and private organizations, 75 corporations and elected officials in all 50 states and Washington D.C. declared their support for Small Business Saturday in 2011. GRB: What’s on the horizon for you and your business?

MARY ANN: Small businesses are asking for new and innovative ways to grow their businesses, and OPEN is committed to delivering new resources and expanding on existing programs to help drive more business to small businesses so they can create jobs.

For example: Since launching in 2009, we’ve consistently expanded our Victory in Procurement Program, a national initiative to help small businesses at every level of contract readiness gain

insight and build relationships that help secure government contracts, in order to reach more small business owners across the country. From our annual research on government contracting, we found that small businesses are working harder for government contracting opportunities than in previous years. To help them save time and money seeking government contracts, our Victory in Procurement initiative has added new programs and partners so business owners can get the connections and resources to forge ahead. For 2012, we partnered with local Procurement

Technical Assistance Centers and the New York City Department of Small Business Services to deliver curricula and workshops to help American small businesses get on the path to winning government contracts. We also created the American Express OPEN Victory in Procurement group on LinkedIn – an interactive community of business owners, procurement specialists and government officials where members can tap experts, receive timely guidance and access current contracting opportunities as well as potential teaming partners. There are more exciting announcements to come in 2013 so stay tuned! GRB: How do you manage it all? (work/ life balance tips, etc)

MARY ANN: While it’s tempting to cover all responsibilities yourself, putting some effort into delegating can really pay off in the long run. Hiring smart and capable people and realizing that you just can’t do everything on your own offer a peace of mind. So don’t be afraid to ask for help

and learn to say ‘no’ – both can be pretty powerful time management tips. Lastly, while it’s important to have an idea of how you’d like your schedule to look, it’s equally important to keep things flexible enough to accommodate the unexpected things that we encounter day to day. GRB: Where do you get the courage to change your life in the direction that you need to take, but can be difficult or unknown?

MARY ANN: When you go through a tragedy like I did with suddenly and unexpectedly losing my husband, it brings your life to a crossroad. In that moment, I could have so easily succumbed to the grief and fear of the unknown. Instead, it showed me that I possessed strength and courage that I never knew I had. More importantly, the experience taught me how to harness it. I am a very different person now than I was just seven years ago. I am more aggressive, confident and decisive. That’s who I need to be for my daughter, for my friends, for my career and for me. GRB: What advice do you have for other moms in business? MARY ANN: There have been a number of articles in the media recently and countless discussions on whether or not women can truly have it all. For me, I tend to lean on a ‘yes’ answer. I recently read a great Harvard Business Review piece. According to the author, Rosabeth Moss Kanter (a professor at Harvard Business School), one way to do this is to stop seeking perfection and settle for good enough, or even not-at-all. Letting go of perfection cannot only be liberating but also help free up time to work on the things needed to bring work and life into better alignment. GRB: Please share with us 5 tips for reinventing your life (career choice, etc) that you feel are valuable .

MARY ANN: 1. Visualize your goal whatever it may be (whether it be a career choice or a personal one) and surround yourself with visual reminders – visualization can be powerfully effective. 2. Share your goal with family members and friends – this makes you accountable. 3. Determine what’s not working – keep in mind that when you’re doing this, you need to be completely honest with yourself. 4. Make YOU a top priority – this can be tough but if you don’t take responsibility for you and your well being, who will? 5. Lastly, don’t be afraid to dream big. Whether your dream is to be a workat-home mom or the owner of several businesses, remember, if you can dream it, you can do it. Just believe in it!

GRB: Have you experienced gender bias? If so, how? MARY ANN: I think every workingwoman has experienced gender bias at one time or another. What pops to mind are the moments when I walked into a partner meeting with a male member of my team and the partner would assume he was MY boss. GRB: Do you have a “breaking the glass ceiling” moment of your career?

MARY ANN: Reaching the level of Senior Vice President at American Express was my moment. To be one of the top executives at a Fortune 100 global company is something I never take for granted. It required a lot of hard work, dedication and support from friends, mentors and colleagues. In the end, none of us do it alone and I believe it is my responsibility to pay it forward to help others achieve their goals. GRB: Who has been your greatest inspiration?

MARY ANN: My daughter – she inspires me to do my best because I want to be a role model for her and show her she can do anything.

Moms In Business Magazine • October,, 2012 • PAGE 15

Feature

STANDOUT

By Mark Wardell

Make Your Business

Outstanding!

hen was the last time you were so impressed by a business that you just had to tell someone about it? Sadly, it’s probably been a while, but if you’re an entrepreneur, this represents a tremendous opportunity. Just think of the business potential that’s out there just waiting to be realized.

After years of helping people build their companies, I’ve come to realize that growing a business comes down to two main things… people and time. If you can learn to properly manage both, you’ll eventually be a success.

To do this properly, you must design your business to function independently from you. It’s the necessary goal of any organization that wants to achieve success. Without this, you are stuck. You are doomed to forever bump your Well, the problem isn’t a shortage of dreams. Most head against what we call the “glass ceiling” You’ll recognize entrepreneurs have more of them than they can count. The the symptoms if you ever find yourself running out of time to problem is the challenge of turning those dreams into reality. get your work done, complaining about your employees work Oh sure, every entrepreneur starts their business with ethic, or feeling frustrated with your customers’ seemingly the best of intentions, but somewhere along the way they unreasonable demands. loose sight of their dreams as they become more and more consumed with the daily grind of running their business. There are four basic tools you can use to confidently So what’s the problem? Why are there so few outstanding businesses?

PAGE 16 • October, 2012 • Moms In Business Magazine

give your business the independence it needs to grow.

1. 2. 3. 4.

Business Manual Employee Manuals Analysis Manual Business Calendar

Used properly, these tools will form a solid foundation for your growth. They are designed to give your business its independence, so you can focus your efforts on guiding it to the next level. There’s a little work involved, but I’ve never met a lazy entrepreneur. And besides, owning a successful, thriving business is more than worth the effort. The first business tool is your Business Manual. It functions much like an operations manual does for your car. It houses your strategies, your policies, your systems, and other basic information. Basically, everything you might need to run your company is located here in one central location. The value of a well documented Business Manual is significant, to say the least. Not only does it help smooth out the daily management of your operation, it gives tremendous confidence to a potential investor or purchaser, helping to raise the value of your business in the process. Why? Because a business that runs on its own is a much more solid investment. In fact, it’s a critical factor in determining its market value. The second business tool is really a group of tools. These are your Employee Manuals. Employee Manuals are the most common of the Four Business Building Tools, but rarely do they provide the value they should. A good Employee Manual should serve double duty as a Training Manual. This means it should contain not only your important company policies and contact information, it should also contain a detailed job description, complete with applicable systems. In other words, it should show an employee not only what is expected of them, but how to do it as well. The goal is to make the process of bringing in a new employee as smooth as possible and then empower them to take ownership of their work.

take a little time to identify the numbers that mean something to you. Then, share these numbers with your employees. Not only is an Analysis Manual a powerful goal setting tool (helping to keep you on track), it can also warn you of potential problems before they arise. For example, if you know that you need sales of $200 thousand next month and you know that your salespeople tend to convert 33% of their leads into sales, you’ll want to be sure you’ve got at least $600 thousand worth of quotes in place for next month. Now you’ll know with some certainty if you’re on track for a great month, or if you’ve got some work to do to reach your target. And you can do this with all sorts of numbers from your business. The final business tool is your Business Calendar. This is simply a place for you to track the annual cycle of your business. For example, there may be times of the year when you want to run various marketing campaigns… times of the year you want to review your budgets… times of the year you want to have employee reviews… and so forth. It’s not rocket science, but a good Business Calendar is an essential tool for keeping things from falling through the cracks. After all, when was the last time you had an employee review? When is your next employee review? Do your employees know this date? Can they count on it happening on a schedule, year after year? If you implement a Business Calendar you’ll be able to confidently answer these questions and more. Recently I met a fellow who grew his business from $10 thousand to $100 thousand per month in just under 6 months. Know where he was in month 7? He was bankrupt. He couldn’t keep up with his customers’ demands and his business simply imploded on itself. It’s a sad story, but his problem wasn’t new. The number one killer of small business today is unmanaged rapid growth. That’s not to say that rapid growth is bad. Growth isn’t the problem, all businesses need to grow… it’s the unmanaged part that can kill a good business.

The third business tool is your Analysis Manual. Think of this as your “business dashboard”. Here you will keep all the relevant numbers that you want to review on a regular basis concerning the status of your business.

So take a little time to get your business in order and then grow like crazy. Before you know it, you’ll be well on your way to building the business of your dreams.

Certainly this includes your financial statements, but those aren’t the only numbers that are important. For example, you may want to track the amount of overtime your employees are putting in per month, or the number of new prospects your salespeople are meeting with each week. It doesn’t need to be complicated, but it does need to be useful, so

Mark Wardell is President and Founder of Wardell Professional Development, a business consulting firm, focused on the unique needs of small/mid sized growth companies. Wardell Professional Development. Visit: http:// www.wardell.biz; Email: info@wardell.biz. Contact Phone: (604) 733-4489. Moms In Business Magazine • October,, 2012 • PAGE 17

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Ways To Build A Stronger Strategic Plan By David & Lorrie Goldsmith PAGE 18 • October, 2012 • Moms In Business Magazine

Every year, we meet thousand of decision makers around the country in our consulting and speaking work. Like you, they’re smart, ambitious, and they’re doing a decent job. But, they’re also often frustrated that they aren’t doing better. When we break down the element for them, we find that few if any of them have a good strategic plan they can work from. In fact, most of them don’t even know how to create one. The following is a mini lesson in strategic planning. We don’t have a lot of space, but here are some important things to know when creating a basic plan. 1. Know the difference between a strategy and a tactic. Strategy is the plan that defines where you’re going. Tactics are the things you do and use to get to the destination. Sounds simple, right? You probably already know this, right? Take a closer look at any list of goals; you will find that many of those goals are tactics. This is the reason most New Year’s resolutions and company goals are off track by March. 2. Be specific. A few words can make all the difference in the direction you take your firm, and the tactics you use to implement a strategy. • Vague statement: We will improve customer service response time. • Specific statement: We will improve customer service response time will drop 29%. Can you see how a few words change the way you might approach a challenge or opportunity? 3. Engage the aging process. Like great wine, the making of a strategic plan takes time. A strategic plan is NOT built during a weekend retreat! It evolves out of thoughts, research, information, and experiences. Spend some real time developing a strategy so that it’s the right one for your organization. Not having a strategy is hard on a firm. But having the wrong strategy, because you just threw one together, can be disastrous. On the flip side, don’t let the time frame hinder you from doing something, at least. It’s better to have some type of plan to follow, even if it isn’t exactly what you want it to be today. 4. Keep it simple. You can still be thorough without running yourself through the mill. Use the A-B-C approach: A. Establish what you want to achieve: STRATEGY. B. List available, realistic ways to make it happen: TACTICS C. Select options that give the highest rewards for the lowest output: IMPLEMENTATION.

5. Follow the plan. Most plans are developed, and then put on a shelf. When (or if) they’re finally taken off the shelf for referral, you usually have to blow the dust off them. Not good. Senior management is guiltiest of not following the plan. A CEO should be able to clear everything off his desk and follow the plan daily if the plan is complete. He shouldn’t think it is meant for everyone but himself. Think of the strategic plan as the road map you and your organization use to follow your intended path. If you were to drive from California to New York, you would use a map of some sort. You’d refer to it to make sure you took all the turns and exits you need to follow the right roads, prevent getting lost, and get where you want to be. Do the same with the corporate map. 6. Be flexible. If, during the course of the year, you find that the plan needs some tweaking, you can certainly modify it. Be careful not to switch directions too often, as this will discredit you and your plan in the eyes of its followers. But, make sure that the plan is working in the best interests of the organization, even if that requires a sensible, justifiable change here and there. Using these tips alone, you should be able to develop a stronger strategic plan…one that will endure through the unexpected trials that arise through the year, also. We hope this year is one full of growth and success for you. Good luck.

David and Lorrie Goldsmith. All right reserved, Copyright© 2009. David and Lorrie Goldsmith are co-founder of MetaMatrix Consulting Group LLC, a consulting firm specializing in executive and senior management education. A business owner of 9 separate businesses, David brings energy and real experiences to the speaking stage, filling programs with meaty, valuable content to educate his audiences. During two decades of speaking and business ownership, David and Lorrie Goldsmith have won awards such as CNY Entrepreneur of the Year and M&T Banks’ 40 Under 40 Leadership Awards, and have appeared in publications from The Financial Times of London to the Japanese version of Entrepreneur Magazine. For information about their Keynote speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com. Moms In Business Magazine • October,, 2012 • PAGE 19

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Sugar Cravings and the Busy Entrepreneur

By Milissa Harding, Certified Holistic Health Coach

s a busy entrepreneur, do you find yourself constantly battling sweet cravings? Do you have frustratingly low energy levels in the middle of the day? If so, you are not alone. Many entrepreneurs seek out sugary snacks during the day, as a way to boost energy levels and reduce stress. There is a sharp connection between experiencing stress and reaching for the “fun cupboard” that has all the cookies, chocolates, etc. Have you noticed that your sugar cravings seem to intensify when you’re feeling overwhelmed and stressed out? As an entrepreneur, you’ll definitely encounter stressful days from time to time, but consuming foods high in sugar will actually do more harm than good, and it will have a negative effect on your energy and productivity levels, which is not what you want when you have so much to do in your day! When you eat sugary snacks, your blood sugar levels increase, forcing your body to secrete insulin and bring your blood sugar levels back to normal. Eating something sweet can often improve your mood and give you a temporary feeling of having the energy that you’re looking for. However, once your blood sugar levels drop again, it’s quite common to feel tired, sluggish, foggy-brained and irritated. These feelings can lead you to reach for a sweet snack again as a way to “feel better”. Do you see how this can become a vicious cycle? This can be a frustrating rollercoaster to be on each day, because your busy schedule

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requires you to be focussed and energized. The “fun cupboard” is definitely not an entrepreneur’s best friend. So, what should you do to get off this crazy sugar cycle? The first thing is to understand that it is possible to have a healthy relationship to sweet foods while being in control when your sweet tooth begs for more sugar. This is a key part of my work with busy entrepreneurs like yourself. It’s not about deprivation; it’s about freedom-

It’s important to know that your sugar cravings are not the enemy. the freedom to enjoy the foods you love and have sweetness in your life without the side effects or the guilt. It’s also important to understand why you crave what you crave. Perhaps your diet is too restrictive or lacking essential nutrients. A craving for something sweet could mean you need more protein, more exercise, more water or more love in your life. Your body tries to correct the imbalance by sending you a message in the form of a craving. . The key to stopping your sugar cravings is to understand and deliver what your body really needs. I completely understand how busy you are already, running your business. You’re used to giving your attention to multiple things each day. However, I want to encourage you to add YOU to that list of what gets your attention, and one of the best ways to do this is to become more aware of the messages your body is telling you, in particular, when it comes to cravings. As you learn to decipher and respond to your body’s cravings, you will create a deep and lasting level of health and balance. The next time you have a craving for something sweet, treat it as a loving message from your body instead of a weakness. Try these tips to respond to those pesky sweet tooth:

distraction as well as a way to provide the energy that your body needs. It’s important to know that your sugar cravings are not the enemy. Having sugar cravings, (believe it or not), is your body’s way of getting your attention in order to

communicate important information about what it needs.

*Have a tall glass of water and wait 15 minutes; perhaps you’re dehydrated *Grab a bunch of baby carrots or make a batch of sweet potato fries *Ask yourself, “What happened just before the sugar craving started?”. Sometimes there’s a connection between what you’re going through during the day and when the craving starts. *Go for a walk or a quick run. This may be a great

Milissa Harding is a Certified Holistic Health Coach who teaches entrepreneurs how to maintain healthy energy levels needed to grow their business and create the lives they truly desire from the inside out. Visit http:// www.healthystartcoaching.ca to receive your free copy of “6 Steps to Become a Healthy and Energized Entrepreneur”.

Moms In Business Magazine • October,, 2012 • PAGE 21

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Need Free Money For Your Business or Education?

By Sarah Dinkins

Make Use of Government Grants It is possible to get government financing for various activities, like business or finance.

overnments across the globe are engaged in awarding free money to businesses, organizations and needy individuals in the form of government grants. In the US alone, more than $650 billion have been endowed to worthy businesses and organizations. Each government agency that is involved in this activity has its own unique set of pre-requisites and procedures, which you must familiarize yourself with, prior to applying for a government-funded grant. A Variety of Options Government grants cater to both individuals’ and businesses’ needs. Several categories are included in the individual grants options. Grants may be extended to homeowners or renters, students, sole-proprietorship owners, farmers and victims of war and natural

calamities to name a few. Both private sector and non-profit organizations can benefit from government grants as well. The US government sets aside billions of dollars each year to help businesses get started and to help keep them afloat during times of financial duress.

Student Grants Do you aspire to obtain a college degree but find that your resources do not measure up to cover your cost of attendance? Take advantage of the many government aid programs to help realize your dream. Student grants a great way of financing your college education and administered on a needs basis. Student grants can be administered via a federal grant program, known as the Pell Grant program or through various state programs.

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Grants for Research Students, businesses and non-profit organizations that are engaged in scientific Research and Development or plan to undertake research in a public sector too can finance their projects through government grants. While affiliated universities and institutions are the main source of obtaining information regarding obtaining government grants, you can directly seek the assistance of government agencies.

Business Grants Raising capital for your business venture can be a difficult endeavor, depending on the required level of funds. While the government is fully cognizant of the importance of

flourishing businesses to the economy and is generally willing to extend funds to worthwhile projects, businesses intending to seek government grants must meet certain requirements to qualify for a grant. Non-profit organizations must ascertain that the services they provide are in favor of the public and do not accrue any capital gains for themselves in order to qualify for a government grant. A few reasons that allow businesses to qualify for a grant may include minority/ women-owned business, export based business fraught with financial problems or a business that is in a special interest field. Businesses must submit detailed proposals in order to convince granting bureaus that they deserve the funds along with prepared financial statements, permits as well as character references that support their proposal.

Determine your Eligibility The requirements that one must meet in order to qualify for a grant vary with each type of grant. Each US citizen may be eligible for more than one type of grant, but the exact pre-conditions that must be met should be checked with the relevant agency. The good news is that there are no credit checks, collaterals or co-signers required and a person’s credit history will have no bearing on his eligibility, provided the unique conditions are met.

Explore your Options Government websites are usually the preferred mode to browse for options

Government grants cater to both individuals’ and businesses’ needs. Several categories are included in the individual grants options. available for funding. While this method is cost efficient, it is not particularly time efficient. Several online sites provide more focused and relevant information on sources of free funding that is upto-date and spot-on, but may require a minor application-processing fee. This should not act as a hindrance for you though. Bear in mind the advantages that government grants hold for you, and this will seem like a small price to pay. You can also employ the services of professionals to help navigate through your options and to secure the money

that you need, regardless of the purpose you require it for.

Sarah Dinkins is a financial advisor who has been associated with Guaranteed Bad Credit Loans since long ago. To find Personal Loans, Guaranteed Unsecured Credit Card, and others visit http://www. badcreditfinancialexperts.com.

Moms In Business Magazine • October,, 2012 • PAGE 23

Bits ‘n Pieces

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Moms In Business Magazine • October,, 2012 • PAGE 25