Monday, August 30, 2010
Family Biz: 3 Things to Include in Your Buy-Sell Agreement - BLACK ENTERPRISE
JGW in the news again today! Click on the subject for a link to the article>>>
Family Biz: 3 Things to Include in Your Buy-Sell Agreement - BLACK ENTERPRISE
Family Biz: 3 Things to Include in Your Buy-Sell Agreement - BLACK ENTERPRISE
Sell the Product or the Entire Company - BusinessWeek
It's always nice to get mentioned in the media and Karen Klein wrote a great article too. Click the subject line for a link to the Bloomberg BusinessWeek article. jgw.
Sell the Product or the Entire Company - BusinessWeek
Sell the Product or the Entire Company - BusinessWeek
Sunday, August 29, 2010
Go for the baseball, stay for the CARMEL CORN!!!
Good work today- the Closer Brian Wilson brought us home- 9 to 7!
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
http://www.bluekeybma.com/
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
Friday, August 27, 2010
Wednesday, August 25, 2010
Are You Living Your Calling?
"A calling is when one's greatest joy meets the world's greatest need."
From the book The Golden Flame: The Heart and Soul of Remarkable Leadership by Keith Merron.
I'm working on mine. If you are too, tell me about it below... J
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
www.bluekeybma.com
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
Fw: Seth's Blog : Sell the problem
Good Seth as usual... enjoy!
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[You're getting this note because you subscribed to Seth Godin's blog.]
Sell the problem
No business buys a solution for a problem they don't have.And yet, most business to business marketers jump right into features and benefits, without taking the time to understand if the person on the other end of the conversation/call/letter believes they even have a problem.
My friend Marcia (we've advised each other on various projects) has a very cool idea for large professional firms. As an architect, she realized the firms were wasting time and money and efficiency in the way they use their space. Roomtag is her answer.
The challenge is this: if your big law firm or accounting firm doesn't think it has a space allocation/stuff tracking/office mapping problem, you won't be looking for a solution. You won't wake up in the morning dreaming about how to solve it, or go to bed wondering how much it's costing you to ignore it.
And so the marketing challenge is to sell the problem.
(Interesting paradox: a lot of people aren't willing to embrace that they have a problem unless they also believe that there's a solution... so part of selling a problem is hinting that there's a solution that others are using, or is right around the corner.)
Imagine, for example, getting the data and publishing a list of the top 50 firms, ranked by efficiency of space use. All of a sudden, the bottom half of the list realizes that yes, in fact, they have something that they need to work on. If you knew that your firm was paying twice as much per associate as the competition, you'd realize that there's a problem.
When a prospect comes to the table and says, "we have a problem," then you're both on the same side of the table when it comes time to solve it. On the other hand, if they're at the table because you're persistent or charming, the only problem they have is, "how do I get out of here."
More Recent Articles
- Little lies and small promises
- The secret of the Roush effect
- Moving on
- Monitoring your internal monologue
- Drop everything, we need you to perform in our circus
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Tuesday, August 24, 2010
Tuesday, August 17, 2010
The BK Way
Here's a note that I recently wrote to one of my team members. It's my firm BlueKey's DNA; is it's why business owners choose us to facilitate their sale. Just thought I'd share. It's an internal document, but what the heck...
"I always lead from a position of service and while the money is a personal driver, I never refer to it with a client because it's the obvious elephant. Service is where we differentiate ourselves from other brokers who are just about the money. Clients want their goals met and to be taken care of (buyers to be found, their deal negotiated satisfactorily and a smooth and seamless closing) and if we do that, the money will follow...J"
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
http://www.bluekeybma.com/
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
"I always lead from a position of service and while the money is a personal driver, I never refer to it with a client because it's the obvious elephant. Service is where we differentiate ourselves from other brokers who are just about the money. Clients want their goals met and to be taken care of (buyers to be found, their deal negotiated satisfactorily and a smooth and seamless closing) and if we do that, the money will follow...J"
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
http://www.bluekeybma.com/
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
Seth's Blog: Avoiding momentum
Do you fall victim to your lizard? I know I have in the past... Keyword: past!
And a lifeguard might not feel like being a lifeguard.
Fortunately, they have appointments, commitments and jobs. They have to show up. They have to start doing the work. And most of the time, this jump start is sufficient to get them over the hump, and then they go back to being in the zone and doing their best work.
Momentum is incredibly useful to someone who has to overcome fear, dig in deep and ship. Momentum gives you a reason to overcome your fear and do your art, because there are outside forces and obligations that keep you moving. Without them, you'd probably stumble and fall.
And yet...
And yet many of us fear too much momentum. We look at a project launch or a job or another new commitment as something that might get out of control. It's one thing to be a folk singer playing to a hundred people a night in a coffeehouse, but what if the momentum builds and you become a star? A rock star? With an entourage and appearances and higher than high expectations for your next work. That's a lot of momentum, no?
Deep down, this potential for an overwhelming response alerts the lizard brain and we hold back. We're afraid of being part of something that feels like it might be too big for us.
Hint: it probably isn't.
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[You're getting this note because you subscribed to Seth Godin's blog.]
Avoiding momentum
Some days, even the best dentist doesn't feel like being a dentist.And a lifeguard might not feel like being a lifeguard.
Fortunately, they have appointments, commitments and jobs. They have to show up. They have to start doing the work. And most of the time, this jump start is sufficient to get them over the hump, and then they go back to being in the zone and doing their best work.
Momentum is incredibly useful to someone who has to overcome fear, dig in deep and ship. Momentum gives you a reason to overcome your fear and do your art, because there are outside forces and obligations that keep you moving. Without them, you'd probably stumble and fall.
And yet...
And yet many of us fear too much momentum. We look at a project launch or a job or another new commitment as something that might get out of control. It's one thing to be a folk singer playing to a hundred people a night in a coffeehouse, but what if the momentum builds and you become a star? A rock star? With an entourage and appearances and higher than high expectations for your next work. That's a lot of momentum, no?
Deep down, this potential for an overwhelming response alerts the lizard brain and we hold back. We're afraid of being part of something that feels like it might be too big for us.
Hint: it probably isn't.
More Recent Articles
- The fear tax
- How long before you run out of talking points?
- How big is your red zone?
- The right price the first time
- Resilience and the incredible power of slow change
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Monday, August 16, 2010
EXIT! The book...
OK, I am finally coming clean... The book I have been working on for a year is entering final stages of editing and I am working towards an October release (no promises!). The title is EXIT! How to Sell Your Business for the Price You Deserve. I will start to sneak peek chapters and tidbits here on the blog, so check back often. Writing is a lot harder than I thought by the way. When I would get stuck, I would re-group by simply typing as if I were speaking to my fellow business owner Nina Cooper (ninadesigns.com). Nina has build a multi-million dollar enterprise and is always seeking information about how to improve, grow and position her business for the future- whatever that is- so that's who (Nina's everywhere) my book is written for. Guys will connect with it too but the voice in the text is for my tribe :). Stay tuned! jgw.
The Worst That Can Happen Is Someone Says No - You're the Boss Blog - NYTimes.com#more-22529#more-22529
I tweeted this the other day, but I just read it again and am posting it again just in case you missed it... Enjoy!
The Worst That Can Happen Is Someone Says No - You're the Boss Blog - NYTimes.com#more-22529#more-22529
The Worst That Can Happen Is Someone Says No - You're the Boss Blog - NYTimes.com#more-22529#more-22529
Thursday, August 12, 2010
The Economy Doesn't Predict Your Future, Just Ask Your Customers
According to one of my favorite small business voices, Verne Harnish of Gazelles.com:
"Economic Predictions 2011 -- what is a person supposed to believe about the economy -- and predict how one should plan for 2011? My serious recommendation (and one I've given to my own personal clients) -- contact your top ten biggest customers this month, especially if they are large firms, and find out what they are predicting for 2011. In many cases, this is all that matters anyway -- their perceptions will drive their decisions and if they are big customers of yours, it will have an impact on you. And August is the very best time to reach the top guys (they aren't busy and likely not vacationing the entire month) -- ask them "so what are you seeing/predicting for 2011." Then plan accordingly!"
Great advice. Let me know what you find out... J.
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
www.bluekeybma.com
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
"Economic Predictions 2011 -- what is a person supposed to believe about the economy -- and predict how one should plan for 2011? My serious recommendation (and one I've given to my own personal clients) -- contact your top ten biggest customers this month, especially if they are large firms, and find out what they are predicting for 2011. In many cases, this is all that matters anyway -- their perceptions will drive their decisions and if they are big customers of yours, it will have an impact on you. And August is the very best time to reach the top guys (they aren't busy and likely not vacationing the entire month) -- ask them "so what are you seeing/predicting for 2011." Then plan accordingly!"
Great advice. Let me know what you find out... J.
Julie Gordon White, Principal
BlueKey Business Brokerage M&A
510.812.2233 Direct
License 01347013
www.bluekeybma.com
www.linkedin.com/in/juliegordonwhite
Sent Via BlackBerry!
Sunday, August 8, 2010
My Tribe!
Just back from 2 weeks literally in Paradise (Island). I'm fully recharged and re-committed to my tribe- YOU! More tweets, blog posts and valuable tips en route ASAP!
More on Monday... J
Sent from my Verizon Wireless BlackBerry
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