By Michael Marshall, PhD

Amazingly there are numerous similarities between business strategy and military strategy.

By studying both, we can see the similarities of why certain things lead to success while others lead to failure; and why neglecting fundamentals lead to struggles and failure.

In this article we are only briefly mentioning the highlights and some of the key points of this subject. 

This information can be an important stimulus for further discussions and business analysis. 

Applying the knowledge can assist you to advance on some positive changes that can lead to greater business development.

A common phrase, ‘Military theory is only as good as its execution’.

Business studies indicate that most business strategies that fail is due to lack of full execution and follow through, and Not due to a bad strategy.

Top military leaders continually study strategy, history of strategy, changes and advancements and adapting such to current situations.

This applies to top business leaders, as well.

A lack of such effort strongly indicates poor leadership abilities.

Military strategy includes intuition based on extensive experience.  Without experience one cannot have good intuition.

The same applies to business leaders.

Military lacking good intuition, experience and extensive study of strategy often fail and lose.

History is full of actual examples of such.

The same applies business leaders.

Most good military leaders have extensive experience in the field and as a leader. 

The same applies to good business leaders.

The military saying of ‘never so few lead by so many’ is similar to the business saying of being ‘Top Heavy’ with too much management.
Military often comment about not attacking head to head with frontal attack because it is often too costly.

This is the same in business with high costs of such a marketing campaign, possible pricing wars driving down profits and possibly stimulating numerous other negative things.

Instead, attack weak areas of competitors and on the sides or flank.  This is far more effective with little casualties and less cost, normally.

The same applies to business.

Important to analyze enemies and competition on their strengths, advantages and weaknesses compared to ones own; then develop strategy to win.

It is important to improve ones own weaknesses.

This is similar to the business concept of SWOT analysis; Strengths, Weaknesses, Opportunities, Threats.

The military saying of ‘Do not give up ground earned because it is too costly to get it back’.
This is similar to business with the importance to keep customers and market share and how costly and lengthy time to get back if lost to competition.

Military is always seeking out higher technology to utilize to keep a significant advantage.

The same is true for business in their products, services, technologies, capabilities and operations.

Military stresses the importance of continual training of staff and troops to increase skills. When responding or going into action, all is fast, effective and natural.

Extensive training before engaging is critical.

The same applies to business but business often fails at this due to short sided budget restraints for such.  This contributes to many business struggles and failures.

Military believes that deception to enemies and competitors is a key part of strategy and history does support this.
Making the enemy believe one thing causing other areas to be weakened and possibly not defended is a key.

This does apply to business.

Military ‘unity of command’ means good communications, understanding and agreement by all; effective coordinating and all units support each other in the efforts and strategy.

This applies to business.

Military ‘command and control’ means that officers given responsibilities are given the authority to act and make decisions and are supported.

This certainly applies to business but often many businesses fail at this which then contributes to struggles and failures.

Good communications with alliances and coordinating strategies is critical.

You must identify strategic alliances to progress.

Strategic alliances are critical for military.

This applies to business and businesses often fail at this.

Military Intel or intelligence of enemy and situations is the same with business for competitive analysis and market analysis.

Know your competition in detail and out maneuver them.

The importance of achievable goals and objectives with detailed tactics to accomplish them are the same with military and business.

Progress is made with offense and not defense is the same for both business and military.

A leader, who makes no mistakes and takes no risks, probably does not accomplish very much.

It is the same for business leaders. 

They need to be willing to face failures on the way to bigger success.

Good leaders are caring, considerate, courteous, and have a good clear vision of the future.

It is important to analyze core competencies, improve them; then utilize to progress and advance.

It is critical to develop competencies to go forward.

Goals and objectives must be clear, simple, communicated, understood by all, put into the strategy and then applied to achieve success.

Being flexible, seeking out and applying ‘outside the box thinking’, are all critical.

It is important to analyze and seek out what competencies that may have been developed but never used; and then utilize fully.
This is often referred to as ‘managing your knowledge’.

This is important to both military and business, obviously.

In striving to be the best you must continually develop competencies.

Multiple little improvements can add up to larger improvements. 
Seek out small improvements continually.

Timing has a value and is important for success.

Plans and strategy need to be flexible with contingencies for possible unexpected things.

Always be open to the possibility that you are wrong and be willing to change and adjust as needed.

Be prepared to seize opportunities and be aggressive at it.

Be prepared to be aggressive to support new ideas and new initiatives.

Moving quickly on insights and new ideas will make you unstoppable.

Analyze self over competition and out maneuver them.

There is a need to motivate others for peak performance.

It is important to keep staff morale high at all times.

When analyzing and investigating, are you asking all of the right questions from all of the right individuals?

Keep everything simple and clear but with forward movement and with time lines.

A key to strategy in wining is to continually developing advantages over competition and apply.

Ability to focus on key targets and objectives is important.

Managing perception is critical.

Valuing people’s knowledge and intelligence is critical; seek out to utilize.

History is full of stories about how this leads to success.

Always protect your own knowledge and intelligence.

Team approach is best.

The principle of continual offense is effective. 
It produces forward motion, increases confidence, motivates and energizes. 
It fatigues competition and de-motivates them.
It establishes a reputation of aggressive progress and an important force to be aware of.
It establishes a reputation that is beneficial.

Seek out ideas and feedback from all staff, employees, potential customers and customers.

With many successful businesses, customer feedback and seeking new ideas from them account for the majority of new products, competencies, technologies and services developed.

Always analyze customer complaints and issues to use for improving.

These things apply to both business and military.

After reading this article, you should understand the similarities with strategy in military and business strategy.

This information shows you how to grow your business more effectively and win more business.

For any assistance feel free to contact me directly.
Michael Marshall, PhD
michaelmarshall@new.rr.com
www.AskTheBusinessDoctor.com
Telephone  01-920-734-8678
Appleton, Wisconsin   USA

www.AskTheBusinessDoctor.com

What is this?

Why is this important?

Does your business have products, services, knowledge, technology, capabilities that can be promoted globally?

Do you need to import products, services, knowledge, technology or capabilities that would help grow the business and be more profitable?

How to get competence in this?

How to get started with international and global sales?

Many books are written on this subject and there are many universities with extensive educational curriculum on this, as well.

I have written business articles on this previously.

This article will briefly explain current information about international and global business.

All businesses no matter of size, products, services, technology and capabilities need to evaluate if they have any potential for extending their business globally or if they can import such to help grow their business.

Keep in mind that businesses from all over the world are expanding their sales into many countries as well as importing in products, services, capabilities, knowledge and technology.

In today’s global world, most businesses now have competition from many countries and there is a good possibility that many businesses can be integrated internally with several things globally.

In actuality, most businesses have already started being integrated internally globally.

Look at your office furniture, office supplies, equipment and look where they have been made.

There is a good chance you have already started becoming global but global goes far beyond just products.

Without efforts to become global, your sales and growth will be limited to local.

Not all businesses with their products, services, technology and capabilities are good candidates for expanding their business globally but there are so many that are that have not realized it.

How can businesses investigate if they have potential to expand globally?

There are many resources.

1. Most countries have commerce departments that help their businesses to expand globally and develop important strategic alliances.
In the US, the US Department of Commerce assists US businesses to do this.

2. Local Universities and colleges especially those with an International Business curriculum and department

3. Business consultants specializing in international and global business

4. Ask your own commercial bank

5. National and International Trade Shows globally

6. Trade Associations

What are the issues and challenges that you will need assistance with?

1. Finding and developing strategic alliances
2. Developing sales channels
3. Marketing
4. Negotiations
5. Pricing
6. Payment terms
7. Currencies
8. Language differences
9. Cultural differences
10. Customs differences
11. Time zone differences
12. Regulations and laws
13. Taxes and tariffs
14. Shipping logistics
15. Special packaging
16. Special labeling
17. Formal documentation
18. Political issues and changes
19. Preventing theft of technology and proprietary information
20. If patent protection is needed, coordinate with international, US and other patent agencies
21. If copy right protection is needed, coordinate the same
22. Transfer of financial monies or payments
23. Making sure you get paid or collect monies due
24. And other things

What support services and professional people are there to help you with all of this?

1. International Brokers
2. International Agents
3. International Independent Representatives
4. International Distributors
5. International Trade Attorneys
6. International Bankers
7. Freight Forwarders
8. Commerce Department
9. And more

The cost can be incorporated into the pricing.

What is in it for you and your business to expand internationally and globally?

1. Business growth
2. Increased sales
3. Increased profit
4. Positioning business to be more marketable
5. Expand into new markets
6. Expand into new geographical markets
7. Positioning business to have greater advantage over competition
8. Possibly position business to attract larger and more customers/clients
9. Increase capabilities
10. Your competitors may already be doing this and putting you at a disadvantage
11. And more

If you do have potential for expanding globally or you have a need to import some products, services, technology or capabilities, you need to proceed in doing so.

Do not think your business is not big enough.  This is a false belief that will hinder you.

Other countries are motivated and aggressively supporting their local businesses to expand globally as well as import products, services, knowledge and technology.

Let the above resource list help you determine if you have the possibility to expand globally; exporting or importing and how to accomplish it.

It is easier and less cost than you can imagine.

There are many resources and people who can assist you being successful.

Do not think that only large businesses with more staff can do this. 

I have met many individuals specializing in international business from large companies that did not know that countries have different time zones, different currencies, and different languages.

I can assure you that you can have far more competence than this by utilizing the list of resources in this article.

The world is a big place. 

What countries may have a need for your products, services, technology, knowledge or competence? 

Where should you start?

Again, the list of resources can assist you in this.

Countries with a high need for your products, services, technology or competence of course will be targets for efforts.

‘Gateway countries’ may also be good targets. 
These are countries that border larger regions where commerce and business routinely flow through them into the larger adjacent region.

Global alliances will be the key to your success to expand globally.

Again, are there concerns, challenges, and possible issues?

Yes, but again utilize the support resources that can help you manage these.

I caution you not to approach global expansion without proper professional support and professional guidance. 

There are many things that you can do wrong due to ignorance and not knowing better.

I have many stories of such that I can share with you.

Proper professional support will help you proceed effectively and be successful.

International business is simply, the selling to and buying from other countries.

Global business is more detailed integrating the internal operations of business, globally in a variety of ways.

The possible integration of products, services, technology or capabilities from some other countries into your business has the potential of helping grow your business significantly.

Hopefully this brief business article has motivated you to go forward to investigate your potential to expand globally.

Feel free to contact me for further assistance.

Michael Marshall, PhD

michaelmarshall@new.rr.com
www.AskTheBusinessDoctor.com
Tele. 01-920-734-8678
Appleton, Wisconsin  USA

  A Business Situation Needing Immediate Resolution

 By Michael Marshall, PhD  (www.AskTheBusinessDoctor.com)

 June 2011

‘Poisoning the Well’ refers to when a person tells others bad things about another person or the business to discredit others and cause poor feelings towards others or the business.

When such happens even if there is mistaken information and wrongful accusations, others may seek out things and observations to reinforce and substantiate such comments and feelings.

This is referred to as ‘selective perception’.

An example of selective perception is when you are considering purchasing a specific auto and then you start noticing them on the road far more often when before you did not notice them.

 ‘Poisoning the Well’ business situation is counter productive for all people including the business or company, fellow employees and staff, the recipient of the poison and the person or individuals doing the poisoning.

This is bad mental health, social health and business health.

‘Poisoning the well’ can happen when management, employees or staff have a disagreement to the extent of causing poor feelings, frustrations and possibly anger. 

Either one or both can start telling others about how bad the other is.

This can happen for many reasons;  to cause a bad image of others for spite, cause harm to others with a possible loss of job,  to ‘blow off steam’, express frustration and poor feelings, to help gain sympathy from others, or to help gain understanding and support for their view and side of things.

No matter what the reason or situation is, this is not a professional or mature approach by the employees, staff or management.

It is counter productive to the morale of everyone and can reduce productivity.

Those participating in such behavior of ‘poisoning the well’ need additional training to help understand the negative aspects of this and how to manage such situations better.

Proactive training for all employees and management is of course the best approach but businesses often do not have adequate budgets to cover their training needs.

A formal process established proactively to resolve personal matters is also effective.

When ‘poisoning the well’ situation occurs, it is important for senior management to acknowledge it and act quickly to resolve the situation and diffuse it.  If this approach does not help, then termination of all active participants in this may need to be seriously considered.

Even when individuals doing the ‘poisoning of the well’ or participating in saying bad things about others, have been removed, dismissed or have moved on; many bad feelings, doubts and insecurities may remain within the business employees.  These things are often referred to as ‘land mines’ because the new staff or new management will encounter them and will need to resolve the issues further.

I suggest that when senior management discovers ‘poisoning the well’ situations that they act quickly to resolve all issues.

A professional outside business consultant can assist you with this challenge and proactively establishing a formal process to resolve personal matters to avoid ‘poisoning of the well’ situations.

 
By Michael Marshall, PhD    ( www.AskTheBusinessDoctor.com  )

Most people refer to business pipe lines as potential new business that the business organizations are working on; whether it is current clients/customers, new customers/clients, new markets and possibly new applications.

It is common for current business to decline over time and new business is needed to replace it and hopefully help to increase business.

It is common for customers and clients to have life cycles that make the development of new customers, clients and markets, important.

It is common for products and services to have a life cycle that makes the development of new products and new services, important.

It is common for markets to have life cycles that make the development into new markets important.

Beyond this simple explanation, it is important that business pipe lines extend to all departments and functions in a business organization.

1. Sales
2. Marketing and marketing communications
3. Customer service
4. Engineering
5. Production
6. R & D Research and Development
7. Logistics
8. Operations
9. Finance and accounting
10. And all other departments and functions

All departments and functions need a formal business pipe line.

These need to be formal, documented with time lines for progress and continuous review to assure aggressive progress.

All departments and functions have things that become obsolete and new advancements are required.

Business organizations must work as a team internally and advance as a team.

Advancements, progress and new opportunities are in these pipe lines that are important for growing the business organization.

To be successful several things are needed:

1. Aggressive support from the business organization
2. Aggressive support and monitoring from the CEO and president
3. Financial support
4. Highly skilled, educated, trained and experienced management staff
5. Highly trained and skilled employees within the departments and functions
6. Support for continual training, education and increasing skills
7. Progressive incentive programs

Successful growing business organizations have these pipe lines and processes set up.

Struggling business organizations do not have these set up.

You successfully accomplish this and grow or you do not and eventually go out of business to be replaced by competition.

Business organizations need the assistance of professional advisors and universities to help accomplish this.  They have some of the expertise, knowledge and resources that can help.

As Albert Einstein often commented on:

“Life is like a bicycle; to keep your balance you must keep moving forward”

“The value of a college education is not the learning of many facts but the training of the mind to think”

“The best thing from college is not the knowledge since much will be proved wrong over time:  The best is making the mind more creative”
“We cannot solve our problems with the same thinking that created them”

“No problem can be solved from the same level of consciousness that created it”

For additional information and assistance, feel free to contact me directly.

Michael Marshall, PhD   (‘The Business Doctor’)
Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com

Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael has written over 100 business subjects with 28 business articles published internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

‘All are Mandatory to Help Grow Business in The New Global Business World’

By Michael Marshall, PhD   (AskTheBusinessDoctor.com)

‘Creativity’, ‘Out of the Box Thinking’, ‘Forward Thinking’, ‘Fresh Thinking’, ‘New Ideas’, ‘Innovation’, and ‘Reinventing Your Business’ are all important and mandatory for being able to grow business in today’s global business world.

In this short article we will not discuss  the details on how to advance to this level since this is subject worthy of many pages, many hours of discussions, several days of training and worthy of a being an advanced college/university course.
Instead, we will briefly discuss the importance and the challenges to accomplish this.

It is fairly obvious to most that new products and services are evolving at a fast pace. 

Those business organizations with new products and new services seem to be growing and those without, are declining.

Seeking out new and creative ideas need to be applied to:
1. New Products and New Services
2. Quality Improvement
3. Cost Savings
4. New Markets
5. New Applications
6. Customer Needs

All efforts need to be integrated into all levels of a business organization and all functions.
1. Production
2. Engineering
3. Customer Service
4. Sales
5. Marketing
6. Marketing Communications
7. Public Relations (PR)
8. Training, Internal and External
9. Research and Development
10. Logistics
11. Capabilities Improvements and Advancements
12. All functions and parts of the operations

Without this, efforts will fail.

To accomplish this, all employees and staff need to be formally trained in this and continual training established to assure follow-up and keeping fresh on everyone’s minds and efforts.

Formal processes and programs need to be established to apply the new concepts and efforts to continually apply them to stimulate positive results.

Formal incentive and reward programs need to be established

There are challenges:

1. Businesses may not have the money to offer adequate internal and external training to all employees and staff  (when this is an issue, be creative)

2. Businesses may not have the healthy mind set to do this

3. Businesses may only want to train management on these things which will hinder progress since all employees need this to contribute

4. Employees may not want to support this because of a lack of trust with the business from previous employee layoffs, downsizing, personal benefits being removed and poor feelings from other matters

5. Employees may not want to support this unless there is a significant  incentive program in place to financially reward them personally  if they contribute to growing and improving the business

6. Management may not want to support these efforts because they do not trust employees, do not value all employees, do not want to share any level of power and responsibilities; and do not want to appropriately recognize and reward for all employee’s ideas  contributing to growing and improving the business

7. The false belief that they are of this expertise and skill already

8. The false belief that they know more than most others and others cannot give them creative ideas and new thinking to help grow the business and solve problems and issues

9. The false belief that smaller improvements and advancements are not important and only large ones mean anything

All of these challenges can be overcome with a true team effort, honesty and mutual respect from all.

A major mind change from all is needed.

A reinventing the business organization approach is needed.

Staff, employees and management who do not support such efforts may need replacing.

Creative ideas come from within individuals, from groups, from business organizations and from a variety of external sources.   

You must aggressively and deliberately seek out creative ideas from numerous sources  then quickly act on them.

Small ideas, improvements and advancements can add up to major things and can lead to major ideas and major advancements.  Small ideas, improvements and advancements need to be sought out and valued.

These smaller things may position a business for something good and significant in the immediate future.

They may also solve issues early to prevent costly issues and major problems later.

When acting on new ideas and new thinking, it is important to focus on how you can do it or accomplish it and Not why you cannot do it.

You must be highly creative and ‘outside the box thinking’ to be effective in seeking out creative ideas, fresh new ideas and innovative thinking from all potential sources.

No one person or group has all of the answers and all of the new ideas.

You will find that creative new ideas and new thinking will come from all types of new and unusual sources.

You must seek these out and continually do so.

Any effort less than these is not effective.

Here is a simple and creative idea on where you can get new innovative ideas and thinking about your business; how to grow and improve the business and possibly how to solve problems and challenges.

Make arrangements with your local grade school, elementary school, high school and community college to visit as a guest speaker for their social studies classes or other classes.   Speak with  them about your business, problems, issues and your challenges.  Encourage the students to ask questions.  Then most importantly ask them to give you suggestions and new ideas about how to solve your problems and issues and how to improve your business, increase sales and expand business.

Get ready to write down lots of notes and new ideas.

You will be quite surprised on the creative ideas and new thinking that they will give you from all age levels and grade levels. 

Children and young adults are more creative than grown adults because they have not been trained to be closed minded yet.

When coordinating this, make sure that part of this effort includes donating computers and science lab equipment to the schools.  This is preferable over financial donations.  In the United States there is a business tax deduction for businesses that is beyond the actual cost of the donated equipment.  Have your company’s accountant research ‘Imputed Value’ under the US tax codes to learn more.  Basically there can be additional value attached to donated equipment for ‘learning’.

This is good for the school, the students, the community  and good for your business organization. This is a win – win situation for all.

Those business organizations that have been successful with new products and new services utilizing ‘Creativity’, ‘Out of the Box Thinking’, ‘Forward Thinking’, ‘Fresh Thinking’, ‘Fresh Ideas’, ‘Innovation’; have faced the challenges and welcome the new mindset that is needed to conquer the challenges.

The positive financial payoffs are great for the business organizations that are successful with this.

The negative results from failure of not accomplishing this, is great as well.

There is no in between, partial progress or median with this. 

You successfully accomplish this and grow or you do not and eventually go out of business to be replaced by competition.

Business organizations need the assistance of professional advisors and universities to help accomplish this.  They have some of the expertise, knowledge and resources that can help.

As Albert Einstein often commented on:

“Life is like a bicycle; to keep your balance you must keep moving forward”

“The value of a college education is not the learning of many facts but the training of the mind to think”

“The best thing from college is not the knowledge since much will be proved wrong over time:  The best is making the mind more creative”

“We cannot solve our problems with the same thinking that created them”

“No problem can be solved from the same level of consciousness that created it”
 

For additional information and assistance, feel free to contact me directly.

Michael Marshall, PhD   (‘The Business Doctor’)
Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com

Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael has written over 100 business subjects with 28 business articles published internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

By Michael Marshall, PhD 

www.AskTheBusinessDoctor.com

Those that refer to the traditional sales approach of ‘Are You a Farmer or Are You a Hunter?’ have fallen behind with this old concept or approach. 

It also indicates the individual’s lack of skills and expertise that are needed for business development especially in this new global business environment.

The farmer approach or mentality refers to those who like to nurture customers and clients with customer service and tending to their needs.  This is their main skills and personal comfort zone.

Sometimes it can be taken to the extreme and have a bad reference as ‘Are you just an order taker?’

The hunter approach or mentality refers to those who like to seek out sales within existing customers and clients and possibly seek out new potential customers and clients.

Those that are interviewing potential new hires in sales often ask, “Are You a Farmer or a Hunter’?

What is wrong with this concept is that those using it think that individuals and sales staff are only one of these approaches.

The real truth is that effective sales staff and effective sales/marketing management need to be both plus far more.

The traditional Farmer Approach of nurturing is needed to help customers and clients perceive you as caring for them and their needs and not just looking for sales. 

Remember, ‘People like to buy and not to be sold to’.

People want to feel that their needs are uncovered, recognized, viewed as important and tended to.

They want to feel that they have a special business relationship with you.

The traditional Hunter Approach is very sales oriented.  Seeking additional sales in existing customers and clients and possibly seeking new customers and clients is the main drive of this approach.

‘Cold Calling’ is a significant part of this approach.

It should be obvious that both strategies and approaches are needed to be effective in sales, marketing and business development.

The Farmers approach that nurtures is important to build business relationships that can help obtain internal business referrals and network to new sales opportunities. 

It can also be utilized to obtain referrals to other clients and customers. 

In addition, it can be utilized to obtain valuable market information, ideas and suggestions. 

It can help lead you to new niche markets and new applications.

The Hunters Approach is needed to instill the personal thrill and gratification of finding new additional business in existing customers/clients, discovering new niche markets and new applications and discovering new potential customers/clients:  Feeling comfortable in doing so is important.

‘Cold Calling’, speaking to new contacts, new potential customers, networking, seeking referrals, and traveling to new customers and clients are common tasks with this Hunters Approach.

But again, both approaches are needed within a sales and marketing person.

In addition, one must have skills in and be comfortable with, research and investigating.  These are the skills that are needed to do all of the above. 

Researching and investigating new niche markets, new applications and new potential customers/clients is very important.

This is a critical component of business development.

All efforts must be thoroughly integrated into the business organization and aggressively supported.

You will find that a research and investigating approach will help you network and get referred to new contacts, new niche markets, new applications and potential new customers and clients.  

This is Not the same as the traditional Hunters Approach of seeking new sales and ‘Do you want to buy?’

Obtaining special training and coaching in research and investigating skills and applying it to business development will help you grow the business.

‘Knowledge and competence is golden.  Many business organizations lack the gold and need far more of it.’

Feel free to contact me for more information.
Michael Marshall, PhD   (‘The Business Doctor’)
Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com

Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael has written over 100 business subjects with 28 business articles published internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

‘Competence and efforts in business development has proven to be the main deciding points for a business to grow and survive or struggle, fail and possibly close’

By Michael Marshall, PhD    (AskTheBusinessDoctor.com)

 
In this article we will focus on business to business

This subject is worthy of a series of workshops and college level courses.
I will abbreviate much and just discuss a few highlights to this dynamic and important subject.
The majority of businesses that are struggling do so primarily due to lack of business development.
Business development refers to developing business with new customers and clients in new niche markets as well as expanding business with existing customers and clients meeting more of their needs.
It is safe to say that most attempting business development are failing in both their efforts and their lack of competence.
The lack of competence is common with business management and leaders as well as the staff.
The majority of businesses struggle with this.
Recently I spoke with a president of a company that discussed with me about their need for more competence and more effective efforts in business development and their need for staff with competence in business development.
He was fearful of going out of business if they did not improve on this. 
He recognized the need for new customers and clients in new niche markets and expanding capabilities, products and services to meet new applications and needs. 
This president went on to say that he personally has tried to do business development but has failed due to lack of competence in it.
The he tells me how he is determining what skills and type of individual is needed to fill a position for business development in his company.
You tell me: Do see a real problem with this situation?
Hint:  The blind leading the blind
For business development to be effective significant change management is needed to support such and to integrate competence and efforts into the business organization at all levels.
Foundations to business development include:
1. Competence in business development
2. Aggressive efforts that are effective
3. Integrating competence and efforts to all levels of a business organization
4. Reliability of products and services
5. Products and services that are marketable to markets and not obsolete with little demand
6. Business ethics
7. Attitudes and willingness to expand capabilities, products and services
8. ‘Creativity’, ‘Out of the Box Thinking’, Forward Thinking’
9. A research and investigating mentality
10. An attitude of how the business organization can accomplish things, meet challenges new needs and opportunities instead of why they cannot

To uncover needs, new opportunities in new niche markets and then work the issues over time to hopefully lead to sales revenue is a risk and does cost money.
Without aggressively doing so has a bigger risk for the business struggles to get worse leading to failure.
If you are not willing make positive efforts with competence, another competitor will come along and do so to put you out of business.
It is this simple.
Business development starts with a research and investigative approach and utilizes ‘creativity’, ‘out of the box thinking’ and ‘forward thinking’.
This makes sense when new customers and clients in new niche markets with new applications and new opportunities is what is being searched for and is the goal.
Cold calling is a requirement which requires special skills and talent.
Most fail at this.
Cold calling is often screened by fellow company staff and can hinder getting the appropriate individuals to cold call.
With downsizing, staff do not have time to receive cold calling inquiries even if the information is important and of value.
An approach that does seem to be effective is cold calling to network to individuals for fundamental research about the targeted company or business, key contact names and to uncover needs and pain points.  The main reason for the cold calls is ‘research’.
After needs and pain points and key contacts are uncovered, a call via networking and establishing referrals internally is effective.
Internal referrals and internal networking along with significant insights and knowledge to the clients’ needs and pain points is very powerful.
This business to business approach can be utilized internationally but it is important to know there are very sensitive matters that are culture driven.  In some countries, such an approach will insult senior management and alienate them and get the lower level staff in trouble and possibly terminated.
You need to be sensitive to this international difference and be utmost careful to prevent any such damage.
There are many sources available to uncover a wealth of new markets and new opportunities to target.
1. Visit numerous trade shows and investigate (be creative, outside the box thinking and forward thinking)
2. Participate and exhibit in numerous niche market trade shows
3. Professional trade associations; utilize for information and possibly become a member and network
4. Advertise in niche markets publications with the message of seeking new applications
5. Possible PR and write some articles for niche market publications
6. Efforts and competence of such needs to be in all your organization’s marketing communications, website, correspondence,  trainings, and internal operations, goals, objectives and all efforts
7. U.S. Commerce Department to help expand business internationally

 
The old and obsolete sales and marketing approach used to be;
‘Are you a farmer who nurtures customers or are you a hunter looking for customers’?
In 2011 and beyond a new dimension is added that is;
‘Are you business development competent with a research and investigative mindset with appropriate skills to do so’?
Anyone using the old phraseology and approach is obsolete and in need of new training and education.  Their skills and knowledge are in need of upgrading.  Most likely they are part of your problem.
It is important to recruit, hire and retain individuals with competence in business development that have the expertise outlined in this article.
A business organization’s competence in business development must be significantly increased at all levels. 
Everyone key to such efforts need to participate in formal training and education in this.  This includes president and CEO.  Since their responsibility is to lead then lead with competence.
Utilize local college and university courses in business development.
Hire an outside professional consultant and advisor specializing in business development to come in to train, coach and advise.
With business development, ‘Competence is golden and currently there is not a lot of gold lying around business organizations’.
This can be improved.
Hopefully this article helps you develop some gold reserves.

Feel free to contact me directly for more information.

Michael Marshall, PhD
‘The Business Doctor’
Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com

Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael currently has 28 business publishing’s on various business subjects, internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

A short article and to the point

By Michael Marshall, PhD   (AskTheBusinessDoctor.com)

 
‘Cold Calling’ is simply contacting a potential customer or client by telephone or in person without any previous conversation or business relationship.  The purpose of such is to market ones products and services hopefully leading to sales.
There are differences between business to business marketing/sales and business to consumer.
There is also a difference between United States business culture and international.
Business to consumer cold calling utilizing the telephone is often referred to as telesales. 
Due to the over use of such becoming a consumer annoyance, US laws and regulations have been enacted to stop contacting consumers at their personal residence unless personally requested by the consumer.
Of course, businesses are being creative finding ways around these new laws and regulations.
Some approaches include direct marketing of many types to uncover consumer needs and coordinate consumers to request information.  Once the request is obtained a telemarketing or telesales call can be made.
Another approach is customer service calls based on the consumer being a customer to a store or business and signing up for special store discounts and announcements.
There are more methods to help get around the consumer no telemarketing/telesales regulations.
Let us move on to the subject of business to business cold calls.
There are no laws or regulations with this but due to downsizing in businesses and the new telecommunications equipment that gets rid of the need for business telephone operators and front desk receptionists, cold calling does become difficultMost business staff now has voice mail and without knowing the extension of a specific individual it may be difficult to obtain this.
Cold calling is also screened by fellow staff and can hinder getting the appropriate individuals to cold call.
With downsizing, staff do not have time to receive cold calling inquiries even if the information is important and of value.
An approach that does seem to be effective is cold calling to network to individuals for fundamental research about the targeted company or business, key contact names and to uncover needs and pain points.  The main reason for the cold calls is research.
After needs and pain points and key contacts are uncovered, a call via networking and establishing referrals internally is effective.
Internal referrals and internal networking along with significant insights and knowledge to the clients’ needs is very powerful.
This business to business approach can be utilized internationally but it is important to know there are very sensitive matters that are culture driven.  In some countries, such an approach will insult senior management and alienate them and get the lower level staff in trouble and possibly terminated.
You need to be sensitive to this international difference and be utmost careful to prevent any such damage.

Feel free to contact me for more information.

Michael Marshall, PhD   (‘The Business Doctor’)
Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com

Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael currently has 28 business publishing’s on various business subjects, internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

I have been asked many times to talk about, advise and write about business ethics.
These requests have come from both nationally and internationally, from private businesses, business executives, the education sector, teachers/professors, business students, business consultants, business advisors and various staff in business organizations.
Normally, I just refer them to the courses in business ethics that seems to be popular and available in most community colleges, colleges and universities.
After continual requests, I am now writing on this subject.
In my 20+ years of a business career nationally and internationally, I have seen and experienced a lot.
In discussing this subject we will use ‘forward thinking’, ‘out of the box thinking’ and be posing some questions.
‘There are more questions than there are answers.’
Is the root of the business ethics issue, incompetence or is it simply lack of common morality?
Should business ethics be taught early in life in both elementary and high school?
Should business ethics be a mandatory class in college?
Should business ethics be promoted more with modern media; television, radio, digital media, road digital billboards and others?
Should business ethics misconduct have more severe punishment especially higher financial fines for both the individual with the misconduct and the business organization where they work?
How can business ethics be promoted and enforced better internationally?
Keep in mind that most countries have a significant amount of their manufacturing businesses moving out and relocating to other countries.  Purchasing of such products does continue even though the provider s of products are now located in other countries.  So business ethics is truly an international issue.
During the economic downturn and high unemployment, we often hear how so many seeking a job who are educated, skilled and experienced are being viewed as ‘over-qualified’.  Having more education and experience certainly parallels age and being older.  Their seeking employment struggles continue.  Is this discrimination?  Is this age related?  Is this unethical?  Should there be a specific new law written to manage this?

Business Ethics can vary internationally depending on the country along with local laws and regulations to manage such.
Local culture nationally and internationally is a variable in business ethics.
Some business ethics do have international laws and regulations but enforcing them is sometimes difficult and is quite lengthy in time.  Often, only with a strong government and political involvement do such issues get proper attention.
In the United States, many of the common business ethics actually have laws and regulations to reinforce them.
A common problem is that these laws and regulations are not obeyed.  
A formal complaint needs submitting to the appropriate federal authorities or the business organization’s human resources to start a formal investigation. 
Some management level and executive level do not feel that business ethics, laws and regulations apply to them and that they are above such things.  Power and money is their motivation for such.
I refer to this as SCDD, Social Conscience Deficit Disorder.
This term or diagnosis has not been submitted to the DSM Diagnostic and Statistical Manual of Mental Disorders regulated by the American Psychiatric Association and Foundation for considering entering into it. 
It was advised that doing so would offer those of business ethics crimes and infractions legal grounds of being found not guilty for such crimes due to a medical defense reason.  It could also give them a medical and legal reason to obtain medications when such is not appropriate or beneficial.
This appears ridiculous but it is factual and has happened with other new diagnoses that were added in the past.

This will certainly stimulate discussions and debate.
Unfortunately, some individuals that deliberately do not follow the various business laws and regulations that reflect business ethics may comment, ‘we are only guilty and unethical if someone registers a formal complaint and a formal investigation finds us guilty’.
Other individuals may lack knowledge on business ethics, laws, regulations and other important business subjects.
The question now can be; ‘Should incompetence be a major crime in itself and have significant additional punishment and fines to both the offending individuals and the business organization so both are held accountable’.
Punishment for such is often weak and not substantial enough.
When business ethics legal issues are followed up on aggressively with business organizations, the offending business organization often just offers money to the individuals pushing the issues to silence them and make them drop their complaint and go away.
Incompetence is not an excuse but business management can be incompetent and lack adequate business skills and knowledge.
Stronger punishment financially could motivate business organizations to closely evaluate their staff’s skills and expertise and to hire the more appropriate level staff with the higher competence.   
This may also motivate individuals to seek out continual education, training and experience to increase their level of knowledge, skills and competence.
Let us discuss some numbers and statistics to help understand the issues.
In 2007, the ERC Ethics Resource Center in the United States reported that business ethics misconduct is on the rise substantially.
Some studies and statistics indicate:
60% of employees observe business ethics misconduct
75% of employees are not willing to report business ethics misconduct
25% of employees feel that they work in a business environment conducive to excessive business ethics misconduct
1% of employees report business ethics misconduct on confidential whistle blowing hot lines
Many indicate that management is part of the business ethics misconduct.

Business ethics misconduct programs in business organizations decrease the misconduct but not substantially.
Business ethics misconduct include, lying, stealing, discriminations of age, religion, sex and origin, sexual, hiring practice, terminating and firing practices, safety, and more. 
Business ethics misconduct applies to both private business and public government.

A popular and sensitive business ethics subject is the higher business executives’ personal compensation of several hundred thousand dollars and into the millions of dollars when employees are being laid off, many earning low wages, some near minimum legal wage and sometimes with the business struggling financially.
Again, I refer to this with SCDD Social Conscience Deficit Disorder.
This is a subject to itself.
Many business ethics do not have laws and regulations to reinforce them.

As examples:
1.
A company has an order from a business/customer for product but there is a lead time for making the product and delivering.  In the mean time but later, a bigger and more important customer puts in an order for the same product and needs delivery immediately.  Should the bigger favored customer be put ahead of the first order that came in?  What is ethical?

2.
A company has had a good profitable business year and wants to hand out special bonuses to management.  Should the amount of money bonus given be based on the individuals’ efforts or based on popularity or favoritism to upper management?  What is ethical?

I continue to highly recommend private study, research and attending local college courses on this subject.

There are several organizations and publishing’s that can help those interested in the subject;
Association for International Business Ethics
ECOA Ethics and Compliance Officer Association
ERC Ethics Resource Center
International Business Ethics Institute
Society for Business Ethics
Business Ethics Magazine
Journal of Ethics
Journal of Academic and Business Ethics
There are more associations and publications available that can easily be found with a simple internet search.

Business ethics is both a national and international issue that affects everyone around the world.
I think you can now see why I recommend taking classes in business ethics from the local colleges and universities and for private study and research.
There are just so many issues and subjects within the main title of business ethics subject. 
There is significant amount of information to keep up with.  All are worthy of discussions, study and debate.
A brief article on business ethics cannot come close to discuss business ethics in the United States or internationally.

Hopefully in this brief business article, I have presented some interesting information and ideas worthy of discussing and thinking about.
Michael Marshall, PhD
‘The Business Doctor’

Tele. 920-734-8678
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com
Michael has 25 years of business experience in numerous markets with a variety of products and services.  Prior to his extensive business career, he was a behavioral health counselor.
His education includes a PhD in business, MBA, BS degrees in psychology and social human behavior, Federal International Business Certification, and over 34 other advanced certifications in; business management, business development, sales, marketing, marketing communications, customer service, product management and development,  training and business  strategy.
Michael currently has 28 business publishing’s on various business subjects, internationally.
His passion is ‘Business Development’ and ‘Creatively Finding Ways to Grow the Business’ using his psychology and behavioral health background and training.

.

By Michael Marshall, PhD
‘The Business Doctor’

I am often asked about how to develop a business development and marketing plan to grow the business.  I am asked what information is needed.

 
I will answer with this list of questions that a business must have complete answers and information for.

 
1. What are the target markets selected; both major markets and niche markets?

2. What are the other possible markets that are not selected?

3. Why select the specific target markets indicated and not the others?

4. How will these enhance your business’s position in the marketplace, strategically and financially?

5. What capabilities does your business have to make these achievable and synergistic?

6. What are the resources needed to successfully target these markets: products, services, marketing, sales, customer service, staffing, IT, operational, internal support?

7. What new literature, promotions, websites, possible special events and trade shows participation that will be needed?

8. What are the financial costs?

9. What are the time lines and measurements of such to successfully implement?

10. What are the TAM’s Total Available Market in dollars in each of these markets and what would the sales revenues be if you were able to capture just 10 percent % of it; 20%; 40%?

11. What internal business attitudes need to change?

12. What branding needs to change and advance?

13. What is the other competition in these markets, how do you compare?

14. What are your strengths, weaknesses in these target markets compared to competition?

15. How do your competitors currently market to these target markets and how does your business strategy compare?

16. How are your competitors successful or not successful in these target markets and why?

17. In these target markets, what is the percentage of market share of each of the competition?

18. What important customer and client needs are there (validated directly from the customers and clients) in these target markets that you can fulfill and help with?

19. With these validated needs, how do you compare to competition?

20. How does your pricing compare to competition? 

21. When competition realize that you have entered these target markets and are now a competitor, what may be their response?  If this happens how will you be prepared?

22. What are the challenges and obstacles to enter these target markets?

23. What are the risks and the worse things that can happen by attempting to enter these target markets?

24. What are the risks and what can happen if delayed entering these target markets?

 
If I can be assistance to you, feel free to contact directly.

Michael Marshall, PhD
Email:  michaelmarshall@new.rr.com
Personal website:  www.AskTheBusinessDoctor.com