This is a market of hundreds of millions of people, an established and diverse economy, states that are as different from each other as the US is different from other countries, and limitless opportunities for people who will roll up their sleeves and get it done. We invest in the economy, the people, and the opportunities. We are in it for the long haul and we suggest you do the same. While I’m a proud Canadian, I appreciate the opportunity to invest in the US and build business opportunities with American partners and clients.

LA Light from Colin Rich on Vimeo.

From time to time, something happens in business that makes me angry. After two decades of being an entrepreneur, you’d think that I would have gotten past the emotional side of feeling slighted or needing to stick my nose in the business of something that I don’t have right to (i.e. a client getting screwed over by a partner), but I am still always surprised by how crappy people can treat each other and how cheats can try to screw people over in business without concern of repercussions. Last summer I had a long-term business relation who wanted to have their lawyer  speak on their behalf because they didn’t have the courtesy or the courage to have a professional conversation about their inability to lead their team or follow a system. This lack of professionalism made me angry, but I bit my tongue and simply let the process of business take its course. I referred back to our agreement, engaged the court system in ruling on my position and had the lawyer involved on the other side reviewed for their conduct in the matter. Thought I didn’t have any interest in being aggressive or getting into a pissing match, I was committed to seeing the matter through to the end.

In business, we can be angry, but the thing to remember is that people do dumb things in business, even more so when they are angry. This particular person made many judgement errors throughout the time I did business with them and I would carefully go in and advise them on how to fix their mistakes. Anything from an unhappy client firing them through to a business plan that was one of the most poorly written documents I had ever read. After time and time again moving in to ‘fix’ problems, this individual decided to go on the offense with me which displeased me to say the least. When ever I find myself getting into an angry space, the first thing I think of is…”let the process manage the response”. We have agreements in place with people, not because we don’t trust them, but because we can’t rely on objectivity when something happens. It’s human nature to take up guard when you think someone is trying to screw you, but the proper response is to go back to the process you have put in place. In all occasions where I’ve found myself in this spot, I go back to the process. A partner doesn’t want to pay you your share; refer to the shareholder’s agreement. You call into question the ethics of a lawyer representing the other side on a business transaction, you call the governing body for that lawyer and file a complaint. There is no need getting red in the face, yelling, screaming, and stamping your feet. It’s better to follow the process.

If you find yourself getting aggravated in business, think first of the process(es) in place for you manage the situation professionally.  A strategic strike is always a better response than a physical one. When I’m angry, I get paid because I have a system in place.  Hit them where it hurts, and I don’t mean their stomach. For someone who used the middle initial “M” to refer to ‘money’ (they didn’t have a middle name), there is nothing sweeter than having them courier you a registered cheque for the amount they owed you, but weren’t planning to pay you. That’s gotta hurt! They get to fume about paying you money they didn’t want to (but were contractually obligated to) and you get to have trips, martinis, and other good stuff on their tab.

Let your processes channel your anger, not your words or your physical actions.

Cheers,

C/

When I was taking life guard training, the first thing we were taught is that a drowning person is a dangerous person. Not only will they strangle you if you get close (in order to preserve themselves), but they are not of rational mind. The first thing you need to do is get their attention, swim in behind them, and grab them around the chest. We were even taught that if need be, slap them or punch them to give yourself a chance to ‘shock’ them and position yourself to help them without getting hurt yourself. In business, it is common to feel like you are just about to go under water. The invoices that your clients owe you aren’t being paid, you have a huge cash burn each month (expenses), and the water is creeping up slowly, but surely over your head. Rather than flailing around frantically, stop and take a breathe.

If you stop struggling and put your feet down, you’ll find that you can touch. Maybe just on your tippy toes, but you can touch. Then you quiet your mind, close your eyes and feel the floor beneath you. One way and you’ll go deeper; the other and you’ll start to get into shallower and more manageable water. If you got yourself into the deep end, you can get yourself back out, but not by splashing and screaming. You must breath and ‘feel’ for the way out. Your rational mind will kick in, but not if you are in flight or fight mode. I’ve spent the last 11 years working with clients, who in their pursuits of big business and big money, find themselves in the deep end. Some swim in circles, some bob their heads above and below water month to month, but the seasoned ones ‘tread’ water and look around at the horizon. They look to see where the shallow part is and they swim (with strategies) to that part of the proverbial pool.

Everyone that has ever done anything great has felt like they are ‘in over their heads’. That’s part of the process, but how you manage these situations will determine if you become a champion swimmer or if you will run out of steam and sink. When it doubt, turn off your phone, your email, shut your door, take a breath and think…there is always a way out and you are the person to make it happen.

Best,

C/

I’m noticing this epidemic of business owners who have chosen to ride Social Media as their main (and only) business development process, rather than build traditional business through networks, creating credibility, and talking to people. About once a week, someone in the social media sphere tells me that I should be doing more on Twitter, Facebook, Linked In, and other social media sites in order to ‘build more business’. The first thing I do when I get this advice is have a look at what they are doing. Some have 4,000 Facebook friends, 20,000 twitter followers, and they get their blog reposted by other blogs like it is going out of style. The one thing they don’t have is….clients. They have these huge networks of people, but are not realizing the benefit from all their efforts online  resulting in gains financially.

I guess maybe this is the Luddite in me, but I’m using Social Media to stay engaged with people i know, not to meet new people. I meet new people in real world situations and then decide if I want them into my social media network. I get many requests for Linked In (up to 10 a day), friend requests on Facebook (maybe 10 a week) and 2-3 twitter followers a day. Nothing to write home about or to brag about. But..I’m on profit model. I run successful and profitable business models by meeting people, looking for fit, engaging them if the fit is there, and doing business. Then we may or may not connect online through social media, although most I do connect with on Linked In.

So am I saying that Social Media is useless? No. What I am saying is it should augment your marketing and business development systems, not replace them. You will make more money with a couple of good face to face meetings, then you will getting 100 new twitter followers. If you are selling a service or a product, you can open up Social Media as a way to have future conversations online, that were started offline. I have yet to meet one non-technology service/product based company that has built their company through Social Media only.  Maybe I haven’t figured it out yet, but truthfully, no one else I know has either. There are some great companies out there doing their thing on Social Media like Magnify and our friend and colleague Norma Maxwell, but they are extensions of business development, not replacements of business development. Their services  lengthen the conversation, not replace the conversation. They shorten the sales cycle,not replace the sales cycle. Social media is an ‘add on’, not a ‘replacement’ at least not yet.

Watching this closely, from a non-technology viewpoint, I don’t believe you can sell online, if you can’t sell offline. You master what you do offline, and then move it online with the right strategy.

Now, off to play with my abacus.

C/

Cheers and thanks to the two clients in particular that reminded me how much I enjoy watching horses win races.

C/

Although I think you need to know your audience, you also might not be aware that using profanity with intention (i.e. not just letting words slip out of your mouth) can actually expedite intimacy with your market. It shows you as the ‘real’ you, not as the ‘what you think people want to see’ you. Should you swear like you might when someone nearly hits you with a car? No…but the odd colorful descriptive word is sometimes the only way to illustrate a point or a situation. The rule here is to ‘know your market’. Would I swear in church? No. Would I swear to someone who is Ms. Manners? No. Would I use a colorful term in front of a group of professionals who I have previously polled to see if they are easily offended? Yes, but only to make a point. Where profanity gets a bad rap is when people use it without intention as a form of lazy language. In business, if you use ‘bad words’ as part of your normal vernacular, then insert when appropriate. If you don’t swear in the regular course of your day, then please do not attempt.

Now piss off!

Cheers,

C/

1. Don’t buy your own PR.
2. When the man thinks he’s bigger than the message, he’s finished.
3. You’re only as good as your last presentation.
4. What gets you busy keeps you busy.
5. It takes a lifetime to build and a moment to lose.
6. There is always someone hungrier than you. Don’t take a break. It’s a marathon, not a sprint.
7. If it is worth doing, it’s worth doing well.
8. Those that show up…matter. Those that don’t, don’t matter.
9. You are never too good to do something that needs to be done.
10. Everyone (and I mean everyone) gets the time of day…once.

Have you paid the price for what you want to do? If so, what was the price? If not, what’s holding you back. As always, I welcome your comments.

Cheers,

C/

In 1969, a relatively unknown 28-year-old actor/martial artist named Bruce Lee sat down to pen a letter to his future self outlining what he termed his “definite chief aim.”

Transcript is as follows:

My Definite Chief Aim

I, Bruce Lee, will be the first highest paid Oriental super star in the United States. In return I will give the most exciting performances and render the best of quality in the capacity of an actor. Starting 1970 I will achieve world fame and from then onward till the end of 1980 I will have in my possession $10,000,000. I will live the way I please and achieve inner harmony and happiness.

Bruce Lee
1969

Source: The Daily What

AT&T was my first carrier in the US, back in 2003. The service was spotty on my first tour, the customer service said that it was a ‘phone issue’ (a phone that I got from them), and I was pissed off enough to cancel my contract and move to T-Mobile. My comments have been venomous anytime they come up in conversation and than today I let it go.

Did I find Jesus? A lucky quarter? Have a re-birth? No…I have been impressed by a move by AT&T that has moved me past being bitter and instead have let it go. There are few times when humanity shows up. The only one I see on a regular basis is people getting out of the way when an ambulance is trying to get through. Aside from that, the world has a lot of ‘I don’t care’ mindsets. In business, it is a rare company that does things for the right reasons. Companies will sponsor things because they like the PR spin. I’ve been instructed by mentors not to obsess on the intention, and instead, judge the action. Today AT&T made a decision that I think positions them well, is newsworthy, and has taken an pissed off ex-customer like me, and allowed me to let it go.

AT&T is forgoing any costs to wireless consumers who are calling from the US (and Puerto Rico) to Japan for the duration of this month. This is a good thing, a kind thing, and something that we should expect and acknowledge from companies like this. Official press release below:

AT&T Offers Wireless, Wireline Billing Relief for Consumers Calling and Texting Family, Friends in Japan

DALLAS, March 14, 2011 /PRNewswire/ — AT&T* today announced it has implemented international calling and texting support efforts for U.S. residential wireless and wireline consumers trying to connect with loved ones in Japan, following last week’s tragic earthquake and tsunami.

Effective beginning last week, March 11, and continuing through March 31, AT&T wireless postpaid customers will not be charged for:
International long distance usage from the United States and Puerto Rico to Japan
Text messages to Japan, originated from a U.S. wireless number
In addition, and also effective March 11 through March 31, residential wireline customers can seek credits for up to 60 minutes of direct dial calling to Japan:
Upon receiving their wireline bill, customers may call AT&T to receive adjusted calling for up to 60 minutes. In other words, no charges for up to 60 minutes of call time from the United States to Japan between March 11 and March 31.
For any of the above activity, customers will either see no charges reflected on their monthly statement, or they will see a full credit applied to their statement for activity between March 11 and March 31.

“We want to help our customers connect with loved ones in Japan in anyway we can,” said Mark Collins, senior vice president, Voice and Data Products, AT&T Mobility and Consumer Markets. “Connecting with family and friends is most important at times like this- we want to make it as easy and worry free as possible for our customers.”

Still available, AT&T wireless customers can text “redcross” to 90999 to give a $10 donation to help the Red Cross with disaster support efforts in the area. No text message fees apply.

Great thought of the day is listening to critics, inside (your head) and outside (others). It’s rare that criticism has any positive meaning. It’s meant as an attack, disguised as an intellectual commentary. People who accomplish things don’t have much time to criticize; those that don’t have all the time in the world. Consider the source when hearing criticism.  I remember in the same week Entrepreneur Magazine suggested my first book was a “must read’ and then a donkey from the Boston Globe said that I “wrote the worst business book ever written.” Well, first of all, I doubt he has read every business book ever. Secondly, he is a three time author that has managed to sell less copies than the critically acclaimed book, “How to fix your Ford Pinto.” Those around me got mad at his review; I smiled. While he’s busy attacking me, I’m busy pacing him.

Whenever a person criticizes you, it is their stuff, not yours. It only becomes your stuff if you put value into it. Those that are trying to grow you won’t criticize; they will make assets and resources available to you.

Cheers,

C/