Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “No matter how hard I try to stay organized - I just can’t seem to keep my book-keeping in order. I’m wasting so much time - what to do?”

Coach Michelle: The basics of sound financial management - and ultimately your business’s success - must begin with the quality of your bookkeeping and records analysis. However, it is a common occurrence when an owner or entrepreneur struggles with the organization of the books - we often venture into business because of our talents and ideas rather than secretarial or bookkeeping skills.

It is also important to remember that an impeccable style of bookkeeping will greatly influence a potential buyer, as this is an indicator of how your business was run in the past, and will continue to run in the future. And if you have regularly employed the use of professional accountants and auditors in your business, then mores’ the better. Not all of us - especially the smaller start-ups - have professionals at our fingertips (although you may want to consider outsourcing these tasks), and so we must tarry diligently with our record keeping skills. Remember that bad habits are harder to break once they’ve been around a while - so get yourself on the straight and narrow now!

6 Steps to Impeccable Bookkeeping

1. Never Mix Personal with Business. It’s critical that personal and business finances be kept separate at all times, regardless of a company’s size - even a small start-up must first begin with its own accounts. You must then devise an earnings management strategy dictating how cash is removed from the business to meet personal expenses and savings goals - in essence, how to manage cash flow.
2. Reconcile Without Fail. Reconciling your business’s books with your business bank statement every month is one of your most fundamental accounting duties - never, ever miss it, and follow up immediately on any errors you discover.
3. Know the Difference Between Profits and Cash Flow. To have an accurate picture of your company’s true financial condition at all times, work with an accountant to produce regular financial statements. These consist of a balance sheet, income statement, and profit and loss statement, which should be produced at least quarterly. Some businesses with a high cash flow may not be ultimately profitable - or in many cases, the converse is true with young start-up businesses. Know the difference.
4. Keep/Label/File Everything. All receipts, bills, invoices, and timesheets - all of it, no matter how small or insignificant you might feel it is. Organizing your filing system is worth taking an entire day off to do if necessary (that is if you are not outsourcing to begin with) - just know that it will save you COUNTLESS hours down the road.
5. If You Delegate - Do it Wisely. It is best not to have just one employee handle every aspect of the bookkeeping/recordkeeping system. Or if they do, have them systemize their processes so that it can be easily learned by a new hire, or audited by a professional. Remember that losses from internal fraud could significantly cripple a small business, or even lead to bankruptcy.
6. Focus Carefully on Employee/Payroll Records. These records are painstaking, gray-hair springing, head-banging chores that are amazingly easy to go cross-eyed over. Mistakes aren’t taken kindly by the IRS, and they LOVE to charge interest on underpayments. And if you overpay - do you think they will tell you? Also make sure your employees are classified correctly in the first place, and that you are withdrawing the right amount of taxes for each individual. If you are chewing on the idea of outsourcing because you are wasting way too much time, payroll might be one of the best places to start.

There are quite a few software programs available if you are not currently able to outsource your bookkeeping. Quicken Home and Business, QuickBooks, Microsoft Money, and several others are designed to help the small business owner with their bookkeeping. But bookkeeping done well can be a huge asset in raising the value of your business, as well as boosting profit. And keep in mind that cash flow is king.

According to billionaire Warren Buffet, “Cash flow is king because it shows TRUE profitability and a company’s real ability to continue operations.”

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line. Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “How do I know when outsourcing work is the best thing for the success and value of my company?”

Coach Michelle: Knowing when and how to get outside help is one of the key business strategy moves an owner can make - and it’s one that can effectively and enormously increase the resale value of your business. Many small business owners have some great talents - but they also think they can do it all. It may be difficult initially to hand over the reins to someone else, especially when financials are concerned and your company is YOUR baby, but it could prove to be a very wise move indeed.

Down the road, the incorporation of professionals such as accountants, lawyers, and IT gurus into your business processes will help reduce a potential buyer’s perceived risk. It also is essential to get your financials audited by a reputable accounting firm and use a good solicitor to go through the necessary papers.

When to Outsource

According to Mark Resnick, Ph.D., a small business consultant and director of the Institute for Technology Innovation at Florida International University, “Small businesses must identify their core competencies and capabilities and focus their own talent management and resources on being the best in their industry at these. Outsourcing any aspect of these tasks would be a big mistake because they would cease to offer anything that their own customers couldn’t get elsewhere.”

So when should you really think about outsourcing?

• When it’s becoming a tedious or overwhelming task (such as payroll or book keeping) for you or other key employees, and it’s draining time or reducing morale
• When it involves matters that could incur legal or tax implications that could negatively impact business - go directly to a reputable professional
• When it involves a new or emerging business or marketing area where professional support could strongly improve your sales or branding (ie. Social media strategy, new product line/engineering, etc.)
• When there is confusion with technology upgrades or a systems change
• When professional web design or graphic design is necessary

What to Keep in Mind When You Outsource

Remember that when you outsource, these freelancers come on board as subcontractors and save the small business owner the burden of paying overhead associated with payroll taxes and expenses such as health insurance and worker’s compensation, as well as the space constrictions that growing a company in-house can present. It really can be a win-win for a small business owner.

• Make sure the person has a clear picture of the purpose of any delegated work and knows what kind of results you expect
• Take the time to talk through your needs completely, explaining specifically what you’re looking for
• Encourage questions, and ask them freely as well
• Give the person all the information and other resources they’ll need to complete the project
• Set realistic deadlines that are agreeable and workable for both parties (although remember you are the boss - and are paying for a service)
• Keep yourself available for questions at any time, and when necessary ask for periodic progress reports - and keep them on file
  Make sure you have selected a professional by word-of-mouth referral from others in your business or through other reputable methods.

The ability to know when and how to outsource effectively has a double payoff. You’ll save time, which you can spend on other important creative projects, and you’ll send a signal to your colleagues and even potential buyers that your company is a smoothly oiled and professional machine. Increasingly, business coaches are encountering small business owners who seek outside professional help necessary to refocus and to reignite their vision for success, and boosting profits substantially in the process!

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line. Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “A significant part of my business relies on a small number of customers. Does that mean I should diversify? How should I do it?

Coach Michelle: Putting all your eggs in one basket with a small customer base can undermine the foundation of your business and decrease the overall value of your business. A good rule of thumb is to never have more than one customer equal more than 25% of your business. For some types of business this is even too high - 15 to 20% would be less risky. Very few businesses can lose 25% of their business and remain strong. Careful diversification is an excellent strategy for business survival, and it can mitigate the risks of losing a major client due to circumstance. But the key lies in that one simple word - “careful.” Ask yourself these four questions to see if you are on track for diversification.

• Do you have a solid idea for diversification? If you jump into a new product or idea without really knowing what you are doing, you run the risk of damaging your reputation if the new product is not up to par. So focus on what you truly know. And remember the more you can do for your customers, the easier it is for them to buy from you. People are quite busy, and do not want to run around to 6 different places to get the things they need or want. This is where you step in and provide them an easy solution.
• What would compliment your existing product or service, and be of use to your clients? Think about how you could make a purchase or a visit to your business add value in the customer’s opinion. For instance, if you make organic dog food and treats, why not add on a line for cats and other varieties of pets? If you are a bookseller, why not add the option of buying coffee and baked goods within your store? The answer is often very simple and easily within your grasp.
• Do you have the cash or solid backing to make the initial investment? Some costs associated with diversification are new equipment, inventory, new systems, new staff, and new marketing ventures. Make sure to develop business performance measures that will ensure that the return on your investment for diversification will meet your expectations.
• Are you ready to market yourself? Increasing your customer base through diversification is going to involve a marketing strategy on your part - it just is. You can utilize a professional to help you, or you can think creatively and inexpensively to get the word out yourself. Everyone is talking about social media marketing and how to utilize it effectively - and in doing so, reach a huge virtual audience including their friends and family members.

The short of it is, if you have a solid plan in place for growth using proven business and marketing strategies, diversification of your business is within reach - and is economically prudent. Relying on merely a few main clients to support any business could end in eventual instability and collapse. So think ahead for success!

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line. Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “I am trying to evaluate what my business is worth. Does recurring revenue make the business worth more?”

Coach Michelle: I often tell clients that all revenue is NOT created equal. Money in the present, unfortunately, does not guarantee money in the future. But when you can consistently prove solid repeat business that is basically signed, sealed and delivered, it is music to a buyer’s ears. Annual contracts, licensing, subscriptions, or maintenance fees are all examples of recurring revenue that will prove to a buyer that income will continue after they take the reins. So yes, recurring revenue makes it worth much, much more!

To have a successful business with consistent recurring revenue, you must first have procured a solid and diversified customer base, as well as an excellent, unique product. Once these basics are secured, you will realize that recurring revenue is not reserved merely for gym memberships - there are many other excellent ways to garner repeat business in today’s world!
Ideas for Expanding Your Recurring Revenue:

• Incentive clubs
• Bounce-back coupons
• Monthly fees for ongoing service or extended warranties
• “On call” services similar to retainers charged by attorneys or other professionals
• Offering subscriptions to specialized information associated with your product
• Periodical “upgrades” to product or service lines to keep customers hooked

Many recurring revenue services are incremental to an existing product or service sale - this makes it easy! In fact, the financial resources required to make a recurring revenue sale are far less than those required for the development and sale of a new, unrelated product. So if you are attempting to evaluate the worth of your business, know that recurring revenue is definitely a huge plus. Predictable long-term revenues will reduce business risk and make your company much more attractive to potential investors or buyers!

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “It seems like a good product and service is just not enough anymore. What else can I do to figure out what my customers really expect and want?”

Coach Michelle: Managing customer expectations is a process that is often in flux - it is important to understand that what was good enough last year may not be good enough now. When economic times are tough, consumers are often very conscious of the “hard earned” money they spend. Customers want more attention, appreciation and recognition for their purchases - and they want it consistently. And customers like to know what to expect each time they interact with you.

Business owners may feel overwhelmed during these periods of economic instability, thinking “how can I ever compete in a down market and actually make money doing so?”

But there are ways to leverage such a downturn to your own advantage!

• In tough times, many folks find themselves experiencing a sense of lowered self-esteem. But when they receive personal - and consistent - service from your business, it boosts their sense of self worth. And when people feel good about themselves as a result of your superior service, they buy your product - again and again!
• When money is tight, people tend to talk more with each other about how to get good value for their earnings. “Positive word of mouth” is a powerful force at any time. But in difficult times, you can be sure that even more folks will be listening. Be sure the words spoken about your business are positive ones!

In his book Over Promise and Over Deliver, marketing consultant Rick Barrera demonstrates how you can create dramatic market differentiation for your business simply by formulating a well-articulated brand promise through a principle known as touchpoint branding. The three major touchpoints Barrera discusses are:

• Product touchpoints. These occur when customers interact with a product or service - the key here being a “buzz”. Make sure customers leave talking about your product.
• Human touchpoints. This is the case when a customer directly interacts with the company’s employees on a personal level. You can manage these human touchpoints by flow charting your “moments of truth” - the points where a personal touch is really going to make a difference, so that all of your employees are on board with the process.
• System touchpoints. These include things like return policies or a smoothly functioning website - but basically include all other points of contact between a customer and an organization. Think of how to use systems to make it very easy and very pleasurable to buy from you!

It all boils down to the fact that all these key touchpoints must be in line with an organization’s “overpromise” in order to be successful. A business starts with a remarkable product or service and then makes sure that the customer always gets what’s been promised and what’s expected. Then by optimizing these touchpoints, you can “overdeliver” each and every time. Make a list of at least 10 things you do or can do as a business to give your customers more then they expect; then make sure you deliver them with each customer contact. It could be as simple as answering your phone on the first ring to a dazzling free service because of a foul-up.

Remember not to trouble yourself too much in this time of down markets. As Rick Barrera states, “Hard times create amazing successes!” You can be one of them.

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “When working on a marketing strategy for my small business- how do I really narrow down my most profitable target market?”

Coach Michelle: Even though you may consider your business “small”, remember that such powerhouse companies as Apple, Starbucks, Target, and Wal-Mart did not start off as all-encompassing giants - they first had a niche, and only then began to build on it. Before you can initiate the implementation of a solid marketing strategy, you must first define and narrow your target market.

According to Tom Donnelly, of Inc. Magazine, “The process of finding a target market and narrowing your company’s focus to appeal to it directly often trips up new businesses, who find it difficult to turn down business opportunities when they arise. But trying to be all things to all people is a sure way to fail in the marketplace.”

The key is FOCUS. If you don’t differentiate yourself from your competition, and understand specifically which customers you are speaking to, you are actually speaking to no one at all!

Here are some ActionCOACH tips to narrowing down your target market:

1. Know Their Age. Think in terms of a 10 year age range. But remember if you are marketing to a younger crowd, you are in some ways marketing to the parents too. And although you might find that you could sell your product or service to anyone, you and your staff deal better with a certain age group.
2. Know Their Gender. In most instances, your target market is likely to be geared more toward the male or the female. Know who you are talking to when formulating your strategy, and it will make a world of difference. Savvy marketing requires a strong knowledge of both groups when reaching out to the most diverse audience possible.
3. Know Their Income. What income are you looking for specifically? If your product is higher end - which it should be as quality and service always have better outcomes then price slashing - you want to be targeting the customer in the correct income bracket. Bargain shoppers are generally not your sweet spot client.
4. Know Where They Live. Are they local or do they come from a broad area to shop at your store front? Are you internet based or entirely a local business? The media that you use to communicate with and advertise to your target market will be influenced by this demographic factor.
5. Know Their Hot Buttons. What gets them interested, what are their hobbies, what are they passionate about? Ask questions, get informed, and remember personal details - enter it all into your database if possible. And use the information to modify your product and your marketing strategy.

Utilize this critical and specific information to figure out how to deliver your product as the ultimate experience for your target market. Collect and database all this data - it will prove invaluable in providing that “WOW FACTOR” that every truly outstanding and flourishing business provides.

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “As a small business owner, I believe great customer service is essential. But how do I really stand out from the competition?”

Coach Michelle: Recognizing that excellent customer service - service that provides a “WOW” factor and keeps your fans loyal - is a positive first step in gaining leverage over your competition. It should also include the realization that customer service is NOT mainly about how you handle and rectify complaints (although this is an important part as well). Truly excellent customer service is derived from being very proactive, through making your customers feel extremely special, and caring about them on a personal level.

It is exciting to live in a world where so many choices are at our finger tips, and with the internet and computers, the options seem truly limitless to most consumers. But this also makes for some difficult business strategizing - because being “good” is simply no longer enough to hold on to a customer and gain their loyalty. Small businesses usually can’t compete with larger rivals on price or selection so service can become a powerful differentiator and add margin points to the bottom line. And statistics show that only 4 % of dissatisfied customers will let you know about it - they simply move on - and may spread the negative impact to friends and family as well.

According to Jeffrey Gitomer, author of Customer Satisfaction is Worthless, Customer Loyalty is Priceless, “Customer Loyalty is the measure of your present and future success. Everybody measures customer satisfaction. But if you want to have more profit, measure your loyalty.” And loyalty means: will your customers do business with you again, and will they tell others about you? How do you instill customer loyalty better than your competition?

5 Ways to Extreme Customer Service

1. Attitude. It starts at the top - with you - the owner. It should travel down and be instilled in every single employee you retain. You must build enthusiastic employees and instill your goals, pride, and values in everyone. Remember that the quality of customer service cannot exceed the employees that deliver it.
2. Know Your Perfect Client. You should have a target market, and your employees should understand this concept too. Your product and service must be EXCITING to this ideal, sweet-spot client. Small businesses cannot be everything to everyone. You need to clearly understand what you do and what customers fit you … then you can really define how you will add value.
3. Complaint Management. If you DO have an issue (and they will crop up from time to time) you need to have a consistent management plan in place. Gitomer advocates the REACT-RESPOND-RECOVER as a method to handle problems - then add something extra in as “insurance.” This may actually get your clients telling others about the negative experience that turned into something really positive - and turn your mistakes into winning propositions for your business!
4. Formally Measure Your Customer Service. Think of ways to systemize this process, such as: calculating your conversion rate, retention numbers, referral rates and think of a way to put a number on the cost of poor service. Also, don’t forget to solicit and use the feedback you get from your customers. You don’t need to rely on a computerized or written survey … simply ask. You should, however, have at least 3 different ways of getting or receiving customer input.
5. Add the WOW factor. Think of this factor as the little extras that you do for your customers over and above the normal product or service you provide. You need to touch the emotions of your customers and leave a lasting impression - through communication and building personal connections. You could start a VIP club, send thank you notes, remember names, smile, laugh, just figure out some way to get people talking about you - and feeling that they cannot imagine life without your product and stellar service.

Extreme customer service means moving beyond merely satisfied customers and building raving fans - which requires a shift in customer feelings and emotions toward you. Your customers should begin to feel PROUD to be your client. It’s up to you to create that personal connection - and make your customers feel better about themselves as a result of being your client. They will soon spread the news!

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “As a small business owner, how do I get my business team performing at its optimum level - and does this involve leadership or management?”

Coach Michelle: The single most distinguishing characteristic of a great leader is the ability to create a vision and then communicate these goals and projections to their team members. But it doesn’t end there. A true leader will continue to motivate, generate enthusiasm, and stimulate pride in each employees work and accomplishments. But strong management is also a critical component - and you must understand the difference between what it means to lead and what it means to manage.

6 Key Steps To Optimum Team Performance

1. Understanding Strong Leadership Vs. Strong Management

Think back to your best teacher in your school years - a positive example who taught thoroughly, demonstrated through action, bestowed positive reward, and allowed each and every student to blossom and develop their own talents - all while demanding respect. It’s certainly a hefty job, and one that takes practice to hone. If you are experiencing a feeling of low morale among your employees, sluggishness, or frequent absenteeism, this may be a sign that your motivational leadership skills could use a jump start. Note that the qualities of a manager are quite different than leaders: managers focus on day to day functions and often times have a more directive and controlling approach. While a manager receives their authority based on their specific role or place in a company, a leader’s authority is intrinsic in their approach. You must be more adept at strategy and motivation.

2. Common Goals
Powerful goal setting is the name of the game for team cooperation. Knowing how to set S.M.A.R.T. goals and promote your philosophy through a solid mission statement and a clear vision for your company’s future is essential. Don’t let the fear of failure undermine your team’s efforts. Think of each goal as a learning experience, and be prepared to positively explore new options should your team fall short in a mission.

3. Rules of the Game
If your team does not understand the rules of the game, there really is no possible chance for success - it will be a solid strike out. Have you invested the time necessary to define your core values and to communicate the company culture to every single team member - including your outside contractors? Clearly defined rules should each have a function that is understood and sensible. The function should serve not to squelch creativity, but to remove the guesswork and distraction that can arise from trying to hit an unsteady target. This is also an area where managers and leaders can use their two skill sets to work well together. There is a commonly known phrase: leadership is doing the right thing and management is doing things right.

4. Action Plan
Do you have a clearly defined action plan - written down on paper - and in place? It is impossible for a team to function effectively as a unit without one. You can have an in-depth, creative, and focused team meeting, but if it concludes with no clear cut, step-by-step plan for the upcoming week or month, what purpose has it served? 90-plans serve as an excellent resource for they produce clearly defined written goals - with measurement strategies - and a concrete timeline. Business owners/leaders can delegate tasks to managers to ensure that structure, procedure, and solutions are being plotted and adhered to.

5. Take Risks
Mistakes WILL be made, but you needn’t fear them. Business is a learning process, and the best leaders learn from trial and error. You need to communicate to your team that the consequences of failure are not terrible…but merely help you move on to the next strategy session armed with greater knowledge and experience. Risk taking also involves embracing the Kaizen Principle - that continuous positive change in the workplace is essential, and that input from every employee is highly valued. Make them part of the process!

6. 100 Percent Involvement From Everyone
This principle not only includes yourself as the business owner, but every single member of your staff. If you truly want to bring your employees on board at optimum level, first make sure you have hired the right people! If you have come to realize that an employee is not willing to contribute 100% to your goals and expectations, then your job is to make sure that they get with the program quickly, or get rid of them. It’s your business, so don’t mess around with the kind of person who is merely floating through life on the easiest path possible.

If you embrace each of these steps, you are sure to get your business team operating at full potential. A strong leader can produce a strong team - and strong management can help their leader get the results he or she is looking for. In the words of Steven Covey, “We are the creative force of our life, and through our own decisions rather than our conditions, if we carefully learn to do certain things, we can accomplish those goals.”

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “I am trying to be a much more effective leader for my business team. How do I bring the team on board with our goals and vision?”

Coach Michelle: Every good business leader is in essence, an artist. You may not be able to put brush to paper. But you must be able to sculpt -in some fashion - a dream for others, through words, through action, and by example. The vision you paint must evoke feelings of excitement and emotion in your employees and other team members in the same manner that a beautiful piece of art would. And like a relished painting, this emotional image should hang on the wall of your business for every member to look at and draw upon daily, helping to keep them on board, focused, and working toward the same common goal.

No matter how small your business is, creating that feeling of positive forward movement is critical to continued growth and success. It is the essence of effective leadership for any business owner or company CEO.

According to author Steven Covey, “what we are communicates far more eloquently than anything we say or do.” I find this to be quite well said - for putting a good face on your business and projecting a consistently positive image is a major step in rallying your troops and customers around you.

Here are a few things to ask yourself when pondering how to bring everybody in your company - and especially customers - on board with you.

1. Have you clearly articulated your vision and mission to every person on your staff or anyone who is contracted to do work for you? Is that mission statement part of every working day?
2. Are you setting a good, healthy example for your team as far as work ethic and habits are concerned? How do you react to stressful situations? There is no way a team can stay calm, cool, and collected if their leader is not.
3. Do you create an environment of accountability in your business? If you are demanding the very best out of yourself, you must accept no excuses from your employees either.
4. What is your relationship with your team? You really need to ask yourself - do they trust their leader? Have you ever given them cause not to? Team building strategies are an excellent way to bring trust into the work environment.
5. Does your team approach and group dynamic extend to outside resources or independent contractors within your business realm? The best type of leader will bring ALL external staff on board with the goals and mission you wish to present. Never forget to develop interpersonal relationships with everyone involved with your business undertakings. Great relationships with external staff are an even greater way to network in small business.

In summary, if you truly want to be the most effective leader you can be, strive hard to create that positive image, enthusiasm, work ethic, and forward momentum - and then get your staff on board with it. The best possible products and the best possible customer service begin with an upbeat synergy created by employees in a happy workplace.

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line.  Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.

Join master business coach Michelle Landis, as she strives to create success and abundance for every business owner with the ActionCOACH method of focus, accountability, and results. Visit our weekly Q & A session as Coach Michelle tackles real questions on a variety of issues - and provides you with answers that will BRING RESULTS for your company!

Question of the Week: “I own a successful small business, but do you have any suggestions on how to improve my leadership capabilities?”

Coach Michelle: You may be a small business owner, and you may be managing your company quite well - but are you really leading it? Leadership involves much more than having superb goals and a lofty vision for the upcoming year.

To put the best possible face on your business - and on yourself - you really need to consider these three key factors for improvement as a true business leader.

1. Observation. The best way to learn something is through the observation of others in successful motion. Think of it in a high school setting – Imagine you are the shy underdog hanging around the lockers, identify the “cool kids,” and then watch them very closely over a period of time. What do these proven, successful leaders have in their pockets that you don’t? What’s their style, their “it factor”? And most importantly, what do you have to do to get it too? Or better yet … go a step beyond and improve upon it?
2. Networking. Did I say networking??? Yes, it’s that important! Business is competitive, and as owners, we sometimes get mired in the worry that our neighbor is going to outperform us or steal our secrets. But some of the best possible opportunities for small businesses arise through networking, and the joining of forces, so to speak. Here are some tips to improve upon this very important leadership skill:

• Don’t miss an opportunity to give out a business card. Be prepared, whether you are at a business meeting or a coffee shop.
• Practice your bio. Keep it to a couple sentences, and get it honed down just right - without sounding too much like an advertisement. Include information like what you do, where you are now, and where you are headed in the future.
• Listen and learn. This element ties into the first key factor of observation. Too pushy is a turn-off, but don’t be afraid to suggest a possible joint opportunity as well.
• Follow up. Send a personal note or email to each new contact you make, and don’t wait too long. Don’t forget to connect on LinkedIn or Twitter!

3. Sending the Right Message. Put the best face on your business by sending the right message about the quality of your product and your commitment. Dress and act the part. Think about how you can consistently project a positive image without sounding arrogant, or talking down to a potential contact, customer or future partner. Project your business as a team effort - with all staff on board with your vision and enthusiastic about it. And remember to continue with this same positive vibe when you return to your employees - it rubs off!

Effective Leadership is a powerful creative tool and when utilized and enhanced by business owners, can have an immense impact on a company’s growth and success. Above all, remember that what you do as a leader can create what you are as a business. Make the absolute most of it!

About the Author, Michelle Landis

Michelle is a certified Master Business Coach and owner of ActionCOACH of Greater Lehigh Valley/Berks. She is an educator and a business professional with over 25 years experience in the business world running both small and medium sized businesses. She has an extensive background in education, executive management, sales & marketing, operations and entrepreneurial pursuits that include international consulting in China, extensive teaching and educational endeavors as well as executive leadership roles with General Electric, Dun & Bradstreet and Armstrong World Industries. Her leadership skills have delivered over $58 million to the bottom line. Get a BUSINESS HEALTH CHECK with Michelle or connect with Michelle on FACEBOOK, join her on LinkedIn or follow her on Twitter.