Are You Harming Your Business?

There are two schools of thought that have been proving right when it comes to killing business or killing a sale. I wanted to share these tips for you, as a business owner, to help my audience understand what NOT to do when it comes to business. If you follow my advice, you will grow your profit margin. So- without further delay- here are the two things that will kill your business;


1. Thinking the customer is always right.

This will kill your margins. Reducing costs, giving away freebies, comping things.... all of these practices will put you out of business. The customer isn't always right. While you want to try and smooth things over with an annoyed client, you don't want to destroy your business in the duration. Think about how to resolve a problem with value added services, not discounts or freebies.

2. Toxic employees.

This should seem obvious but toxic employees can cost you customers and turn off great employees. Bad HR practices will hurt your company. Even poorly behaved contractors can ruin your company. Avoid this problem all together by looking beyond experience and more at attitude. Remember, external customer service starts with internal customer service.

Don't let these two things ruin your company or potential growth. Know that the customer isn't always right and that your employees' bad behavior will hurt your profit margin.

Until Tuesday,

Twyla N. Garrett

Ways to Fail at Networking

I recently watched a friend of mine fail at a public cocktail event that had a lot of prospect business in attendance. I couldn't believe what I was seeing. It was then that I realized, my friend wasn't trying to be bad at networking. She just wasn't a naturally social person and no one had ever taught her how to mix business in a social setting. So, if you can related to my friend- then keep reading. These 5 networking sins are noted to help you learn, grow, and then become a master at networking.

1. It’s all about you….. Well, it’s not. People love to talk about themselves,so let them. I’ve learned to go to these types of events and ask anyone I wanted to meet a simple question… “So, what do you do?” And they’re off. Listening to someone else talk… and I mean really being engaged… will make them like you. They will say they had a great conversation with you— even if it is one-sided. So, instead of pitching yourself, let others pitch you.

2. No follow up. If you leave the event with business cards and wait for the phone to ring, you’re committing a “sin.” Go through the cards and enter them into your mailing list. Then call- yes use the phone, don’t send an email- the contacts you believe can bump up your business and invite the person out for coffee on your tab. Don’t pitch at the coffee meeting either. Instead talk to the person about what they do some more and learn where they can use help.

3. Not offering value. Once you have that coffee meeting and you discover how your potential referral contact can use help, find a way to provide it. Solve their problem for them- no charge- and without pitching yourself. Pretend that you have it all handled and clients are coming through the door. The contact won’t forget this move and YOU will be their number 1 priority when it comes to referring business.

4. Don’t think you’ve failed if none of this works. There are selfish and bad people out there. The system noted above works 95% of the time. Your first time out (maybe first 3 times out) may fall within the other 5%. Keep trying…

5. Stop going to every networking event. You should be selecting your networking events carefully and not by open bar status or what’s on the menu either! If you know a networking event is going to be filled with pediatricians… pass. They may not help your market. If you know an event is going to be filled with people within your industry… go and practice steps 1-4. If you know an event is going to be a mix of professionals you may, one day, sell your services to then go and practice steps 1-4. You may get referral or direct business off of it. Protect your time by picking events that (long-term) can provide you with real ROI. Don’t just network for the sake of meeting people. After all, the goal is to establish your brand and bring in money.

Twyla N. Garrett of IME

Working with the Enemy....

We’ve all heard of the movie ‘Sleeping with the Enemy’, right? Well, what if you have to work with the enemy. There is always going to be someone within the office (or your company) whom you dread working with. From personality differences to professional differences, no one gets along with everyone all of the time. However, you do have to overcome differences in order to keep your job or your business. Hey, if you're the boss, you still have to work alongside people you may not like. This is a part of life.

My best advice is to gently exploit your arch enemy if kindness fails. This doesn’t mean go after him or her or their job, it simply means make it noticeable, nicely, to your boss or other employees what this person is doing wrong. If it is a client, you're going to have to help him or her realize they are wrong. This can be touchy since they are the one signing your paycheck!

For example, if the person constantly forgets to put in a proper computer code- you may want to send out an email stating “I know Tasha keeps entering “z” into the “y” spaces. Don’t worry, I had some free time to go in and correct all these mistakes as I am sure Tasha didn’t realize the error and I wanted to be a team player.”

If someone truly is becoming a rival, it has to be addressed. Sometimes a face-to-face can make it worse so polite exploitation may be the right way to go. Use your best judgment but also play fair. Don’t look for trouble unless you are pushed.

Yes, we have to learn to get along with others but there are some times when we're going to have to speak up and take charge.....

Until Monday,
Twyla N. Garrett

Making God A Business Guide

As a woman, who runs a business revolving around Homeland Security, it is important for me to be reminded of the presence of God in my daily life. With any business that I run the bottom line isn't about money, it is about helping others.

Sure, like anyone, I like to get paid. But is that enough? And how much is enough? With the money I make in any of my businesses I have always tried to give back through employment and/or community programs. And, I am convinced that giving back and involving God, or your higher power, is the key to success.

I believe God provides everyone with a special gift, mine was ambition. I came from a place of hell before arriving in a place of heaven. I know it is hard to devote 100% of yourself to your business and also be deeply involved with a gospel community. Serve God by serving others. Bring God into your business by helping others through promotion, fair wage, employment, community donations and more. You will see your business prosper and inspire others to explore their gifts too.

Until tomorrow,

Twyla N. Garrett

Working with Clients 101

I overheard two businesses owners complaining about their clientele the other day. It can be frustrating, just like you- clients aren't alike. You will have clients who require extra hand holding and you will have clients who you never hear from, refuse to give you direction and then expect the world from you. Regardless, your clients pay your bills and you have to honor their work style just as you want them to honor yours.

To get a sense of the type of client you will soon be working for, and how to approach him or her, ask these questions:

1. What are your priorities and goals and what are your timelines.

Asking this question will help you understand what is important to your client and how fast the client expects you to work. This question series eliminates a lot of guess work.

2. What is your preferred form of contact.

I knew a lady who hated phone calls. Every week, on Friday, her servicing contractor would call her. He told me she always seemed annoyed but would insist on finishing the call. Finally, after this went on for months, the client asked him why he always found time to call her in the middle of her pedicure. The contractor assumed the client wanted phone calls and he assumed the date and time of the phone calls. Don't assume anything with clients. If you don't know, ask.

If you implement these two questions when starting to work with a new client, you will have a more positive working relationship.

Twyla Garrett

Working with Uncle Sam!

Ever wonder how hard it is (or easy) to get a government contract? Let me provide you with the tips to obtain (and maintain) the government's business!

First off, visit https://www.fbo.gov/ because there are usually (on average) 25,000+ contracts available at any given time. Know what is available and what you (or your company) or truly qualified to bid on.

Next, don't dismiss the 25,000+ contracts as reserved for major players. The government sets aside contracts for small businesses, women owned businesses, minor owned businesses, etc. Basically, you are set up to fairly compete with the big boys!

Consider subcontracted work. A good way to get your foot in the door is to perform subcontracted work through a provider that already has a government contract. Who has the current contracts you ask? Click here! https://www.supplier-connection.net/SupplierConnection/index.html

Lastly, understand that paperwork is the major part of the process. And, there is a lot of paperwork! Start with the Central Contractor Registration (CCR) http://www.osdbu.dot.gov/related/ccr.cfm . In order to do business with the govermennt (and start the paperwork for consideration) you must be registered with the CCR. Bonus: The CCT lets you review what companies are retaining contracts and how. It can help you become more competitive with your bids!

Twyla N. Garrett

Governor Jay Nixon Has No Choice....

Here's some breaking news, Governor Jay Nixon of Missouri has declared a state of emergency. An hour ago he told the press, "People need to feel safe and to achieve those goals, we need to be prepared." But is this the real reason behind his actions?

From a Homeland Security perspective, Mr. Nixon has no choice but to do this and the people's safety is just ONE of the many reasons why. You see, if Mr. Nixon doesn't act quick enough when it comes to preparation for the highly publicized verdict (should the grand jury decide not to criminally charge Ferguson police officer Darren Wilson in the shooting death of Michael Brown), then he can be criticized for NOT handling things smoothly and with safety as a priority. The state can be civilly liable too.

ABC News reported that an FBI bulletin sent to police forces across the United States warned that the grand jury's decision "will likely" lead to some violence. An FBI spokesman declined to comment on the report. Schools are also on alert. The state of emergency status is to free up resources and funds to prepare for the worst while hoping for the best. While I am sitting here writing this, the news commentators are stating that violence is going to happen either way, which is almost feeding on the energy of what is happening in Missouri right now. Some people are even stating the added resources via Nixon's decision to call a state of emergency are wasteful.

Again, from a Homeland Security perspective- the Governor has no choice but to be prepared and to help protect everyone within the city. People's emotions can get heated and that blocks their decision making. I know that regardless of what the verdict is, people are going to be upset and given the incidents over the summer- violence is a very real possibility. So no, I don't agree with people stating this is over-zealous or a waste of resources. I believe it is better to be over prepared and not have to take action vs. not being prepared and having civilians take a bad situation and make it worse- causing the loss of life.

Until tomorrow,

Twyla N. Garrett

Publicity and Homeland Security

This past October Joseph Clancy took charge of the U.S. Secret Service on an interim basis following a series of security lapses that led to the resignation of Julia Pierson as director of the government agency. Clancy's efforts will try to right the wrongs while a search for a permanent successor is conducted, but are the breaches in security already impacting the Secret Services and Department of Homeland Security (DHS) in a negative manner when it comes to publicity and public image?

One article on PR Newser states, "The agency has been hammered by the media since 2009 because of the string of embarrassing security breaches that have put the agency’s credibility in jeopardy. The latest episode happened September 19, when an armed intruder jumped over the White House fence and ran into the residence. That was preceded by the service allowing an armed felon to ride on an elevator with President Obama. The most notorious incident was in 2012, when several Secret Service agents conducting advance work in Columbia for a summit meeting there were recalled after being accused of hiring prostitutes and bringing them back to their hotel."

The list of blunders, unfortunately, can go on and on.... So, yes- the DHS and the Secret Service have lost respect in both the eyes of the media and public. A loss of respect in this specific example equates directly to the loss of feeling secure among the American people. We can plead with people to "see something, say something" all we want, but if the government isn't leading by example- why should the public take anything its says seriously?

Rebuilding trust isn't as easy as fixing communication errors or weak spots in security plans and procedures. It is a long-term fix that has to built up over time. The DHS and the Secret Service both have a long road ahead regardless of whomever fills Julia Pierson's intermediate spot. There is no quick fix to the damage done, which is unfortunate in a time where feeling secure is all that matters right now within this country and its road back to economic greatness.

Until tomorrow,

Twyla N. Garrett of IME

Impress an Investor!

You have everything ready to go for your next business venture.... that is everything except for money. So, you need to not only find an investor willing to consider your business venture- you need to impress that investor! After spending years developing my own companies, sometimes using investors, I've cultivated a few tricks to help investors give the "yes" nod.

What I've learned is business investors are looking for a good marketing plan from entrepreneurs in the business proposals. If an entrepreneur does not have a strong plan for marketing in the overall business plan, the entrepreneur might find that investors are not interested in taking a risk. Marketing is everything. If you don't research the marketing end of your business, investors will not even consider your numbers. Marketing = interest in the media and potential customers, which = sales and profit.

Investors care but don't rely upon education. Don't think your degree is going to get you anywhere with an investor. It is nice to have but some of the best business people on Earth barely made it through high-school. Keep your presentation simple, engaging and don't over pitch your education. Stick with pitching the numbers and how your product or services can be marketed and marketed easily.

Finally, be hands-on. Most investors will look at the attitude of the entrepreneur presenting the business proposal. Having prior business experience always works in favor of the entrepreneur. Most investors like to give the money to someone who has had experience in running a similar business.

I'm not writing a blog tomorrow. Enjoy your Memorial Day!

Twyla