NFIB

Staying in Business
04/ 01/ 2002


You've decided to start your own business. You've done your homework: read all the literature, saved at least six months of living expenses, retained at least two major clients, and you've opened your doors. Now what?

Staying in business, the hardest phase of owning your own business. It takes more than being good at what you do. Workshop contributor Denise Cowan has nine principles that can help with that ongoing challenge.

-- Give the customer more than they expect.

-- Agree on the services to perform and the rate, but in the end give them more. More service. Higher quality. It doesn't have to cost you money.

-- Invest your time wisely. It's the most valuable asset you control, so spend it on your clients -- all the rest can wait.

-- Quality image begins with quality work. Don't confuse expensive letterhead and gold-embossed business cards with quality. Your client hired you for one reason -- they believe you can get the job done -- on time, within budget and better than your competitor. Your reputation of repeating that process builds a success foundation.

-- Market, market, market. Don't wait until you complete one engagement before you start searching for another. Set aside time every day to do some marketing. Breakfast meetings, cold calling, public speaking or professional meetings. Market your business and do it every day with the same enthusiasm you do your work.

-- Be consistent, reliable and accessible. Show up on time, call if you're running late, do what you said you'd do, follow up, confirm and document. You'd be surprised at how many don't.

-- Have integrity. Be fair to both yourself and your client. A good deal for your client that puts you out of business is not a fair deal. Do what's right, even if it doesn't yield the highest short-term profit.

-- Hone your skills. Take classes regularly and stay up on industry news. Set yourself up to be an expert in your field.

-- Take care of yourself. Remember, you are what's important to your client. Take time to read, renew yourself spiritually, exercise and relax.

-- Enjoy what you're doing and do it better than anyone else. Owning and operating your own business takes a tremendous amount of time and perseverance. Create a balance -- enjoy your life, your family and your business. If you enjoy what you're doing, your enthusiasm will be contagious.

workshop.microbusiness.fri
9.18.1998

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