The Customer-Approved Small Business: Success Secrets for Developing Your Business

by Michael Schell

Designed on the research-based Approved Series template, The Customer-Approved Small Business is an easy-to-read, easy-to-use book that guides a business owner through two critical business areas:... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 097316753X
• ISBN13: 9780973167535
• Release Date: October 2004
• Publisher: Approved Publications
• Length: 157 Pages
• Weight: 0.85 lbs.
• Dimensions: 0.6" x 7.0" x 9.0"

Customer Reviews

"Do or do not...there is no try." (Yoda)

Schell and his associates have completed extensive research among decision-makers who buy products or hire talent. The books he has authored are based on that research and share a few core concepts: 1. Determine HOW you can help a given organization to prosper. 2. Learn everything you need to know inorder to propose an appropriate course of action. 3. Collaborate with the decision-maker(s) on finalizing the details of that course of action. 4. Then implement it with meticulous care as well as with energy and enthusiasm, making whatever revisions may become necessary. In this volume, Schell offers a cohesive, comprehensive, and cost-effective system by which to apply these core concepts for opportunities which small businesses have. (By the way, the same core concepts are also appropriate to larger organizations, but let's limit our attention to those which have limited resources, those for whom Schell primarily wrote this book.) It may be of interest to take a moment and consider a few statistics: Of the 1 million U.S. small businesses started this year [2005], more than 80% of them will be out of business within 5 years and 96% will have closed their doors before their 10th birthday. These are indeed chilling statistics. That's the bad news. Now some good news which is indicated as Jack Welch explains why he admires small companies: "For one, they communicate better. Without the din and prattle of bureaucracy, people listen as well as talk; and since there are fewer of them they generally know and understand each other. Second, small companies move faster. They know the penalties for hesitation in the marketplace. Third, in small companies, with fewer layers and less camouflage, the leaders show up very clearly on the screen. Their performance and its impact are clear to everyone. And, finally, smaller companies waste less. They spend less time in endless reviews and approvals and politics and paper drills. They have fewer people; therefore they can only do the important things. Their people are free to direct their energy and attention toward the marketplace rather than fighting bureaucracy." In this volume, Schell offers 53 "Secrets" and organizes his explication of them as follows: Part I: Foundation (Secrets 1-7) Part II: Developing New Business (Secrets 8-32) Part III: Tying It All Together (Secrets 33-53) In fact, few of these so-called "secrets" will be a revelation to anyone with even limited business experience. Each makes compelling sense and most seem to me to be obvious. For example, "Keep only the right people on your team" (#4), "Get Your prospect database in order" (#8), "Be ready for tough questions from your prospects" (#21), "Keep your employees informed" (#46), and "Negotiate effectively" (#49). Well, duh. The substantial value of this book is derived, rather, from carefully reading and then re-reading the material first; then completing what I would call a "gut check" to determine (a) the extent to which