How to Ramp-Up to Serve a Fortune 1000 Company

Since I launched my first company in 1985 I’ve started a total of six SBEs. Each company was in the B2B space selling to the Fortune 1000. In each case I closed a large order with a F1000 that was the catalyst for significant growth.  And each time I went through the process I learned a bit more about how to handle the ramp-up. Here’s a sample of the progression:

Corporate Multi-Media – January 1985Stamford, CT – In our 2nd year we grew from $215K to ~$650K on the strength of a $200,000 contract to produce a national sales meeting for MCI International.  We went from 4 employees to 15 in a few months. My criteria for hiring was to put a mirror under their online slots nose, if they fogged the mirror (and had a seemingly valid driver’s license) they were hired.  I was 25… What did I know?

I had a refined organizational structure called The Wagon-Wheel… very effective. Everyone reported to me. If I was on a sales call, people sat and waited for me to return (see 1986: life without cell phones). If I ran to the bathroom, a line formed outside the door.  Real efficient (and a little embarrassing, I might add). It’s no wonder I regularly doubled-up with stomach cramps and employee turnover was so high.

I closed CMM in the “great recession of the late 1980′s”, spun my production department into a new multimedia company and merged with a “no-technology” 35mm slide production company with a staff of 4 artists—only one who could use a computer.  Total combined sales of $500,000…

To read the rest of this blog entry, please click this link taking you to The SBE Lifer blog site.

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Please! Don’t Jump… into Social Media Without a Marketing Plan!

Dear Small Business Enterprises (SBE),

I never thought I’d even think the following sentence: I enjoy Tweeting.

In fact, of all the Social Media platforms, I enjoy Twitter most.  Every post is an intellectual and creative challenge to draft engaging thoughts—and in such small confines!  All designed to entice fellow Tweeters to my content, competing against a stream of other finely crafted, engaging thoughts aiming to drive me to theirs.  A veritable super-highway of business Haikus.  (“I will never use this again!” I remember complaining when faced with writing Haikus for 8th grade English.  Who knew?)

And where else but Twitter can you find such a plethora of content on running an SBE?  Does any other platform link you to a greater bounty of content than Twitter?  Especially links on how to use Social Media in your business?  Just run this search: “Tips on Using Social Media.”  Tweet after Tweet after Tweet after Tweet…

“If you don’t know where you’re going, any road will get you there…”  Alice’s Adventures in Wonderland, Lewis Carroll

 

EX300  ,
000-017  
000-106  
PMP  ,
000-106  ,
MB2-707  
3002  
101  ,
400-051  ,
1z0-808  ,
70-463  
350-001  
300-135  
70-270  ,
220-901  ,
101  
200-120  
70-487  ,
70-410  
70-270  ,
300-070  
500-260  
200-310  
70-533  ,
500-260  ,
1Z0-803  
200-101  
70-178  
000-106  
ADM-201  
c2010-652  
350-050  
350-060  
HP0-S42  
200-310  
EX300  
70-533  
640-916  
PMP  
CAP  
PEGACPBA71V1  
CAS-002  
NSE4  
210-260  
70-483  
640-692  
210-060  
220-902  
M70-101  
300-135  
EX200  
CRISC  
ITILFND  
350-029