Leaders realize that they get what they expect. In large corporations with strict planning routines requiring annual, semiannual, and quarterly plans and plan updates, managers spend at least part of their time working on or thinking about a new plan or plan update. The same is true of the availability of funds. What could you do to reinforce your customer relationships?

What everybody ought to know about sales

Recommend your goods. Your employers are wrestling with a question. At this point, the small business owner is unable to manage everything by himself. In the likely event that you don't have a specific idea for a business you want to start but you have exhibited business-management skills, consider buying an established business.

Competitive factors or competition

Maybe this sounds a little cheesy, but I believe it should also be a relief to know that all you have to do is take some time to be introspective and answer a few questions about yourself, and about what you want to share with the world to correctly define your identity your brand. It will be seen in the foregoing how every leading impulse in human nature is appealed to--curiosity and cupidity, honesty and economy, personal flattery and local pride. A study at the University of Bath found that drivers drove measurably closer to bicyclists who were wearing helmets than those not wearing helmets. Owners of buildings must have their elevators inspected regularly and, in some cities, post the safety inspection record in public.

What is your profit potential?

For many sophisticated software products and electronic devices, a seller who can t provide tech support to buyers will have no chance of success.Whether you tote the note and guarantee credit to anyone, offer innovative leasing, do buybacks, or have other financing alternatives, you ll find that giving people different, more convenient ways to pay can lend your product a convincing strength. In the following plan you avoid all these costs, pay only for the raw material, and make the four profits yourself. By a system of large-sized coupons--we will say a foot square--you can put into practice a unique system that will appeal to the heart of every housewife. Working together to learn and improve each week fosters team spirit and enthusiasm.

Don?t just give money to people you like or admire

They are also of limited use when the options they map have wide divergencies in probability or value. It also may be an idea that comes about in a shaky economy or a saturated market. (That s doubly true if, as is the case with many entrepreneurs, both descriptions apply to you.) Collateral is just something the banker can seize and sell to get back some or all of the money you ve borrowed in the event that everything goes wrong and you can t pay it back with profits from operations. Why aren't you doing it?

Figure out your competitive advantage

But it is better to suffer a loss at one's own hands than to have a competitor introduce a product that takes away those same sales. If you can t find an answer, you may wind up like private aircraft manufacturers, many of which were forced out of the business by increases in lawsuits following crashes. In five years? You're in the People Business!