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George Vukotich, Ph.D.

Small Business Network Event Thursday, May 14, 2009

Change for Success

Some Things to Think About

THANK YOU TO OUR SPONSORS

All the individuals that pitched in to make this event

possible.

THANK YOU

South Oak Park

Business Community

CHANGE – IN MANY WAYS

• Political

• Economic

• Social

• Technological

• Environmental

• Legal

• Globalization

More than ever need others to get things done.

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�� FORTUNE 500FORTUNE 500

�� SMALL SMALL BUSINESSESNESSES

�� BY INDUSTRYBY INDUSTRY

�� EVEN OUR COMMUNITYEVEN OUR COMMUNITY

STATISTICS

FORCED CHANGE - REACTIVE

SHOCK ANGER MOVING ON

FORCED CHANGE - REACTIVE

E

N

ER

GY

T I M E

STAGE 1 STAGE 2 STAGE 3

Shock

NumbnessMoving On

Denial Acceptance

Fear Understanding

Anger Depression

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PLANNED CHANGE - PROACTIVE

EXCITEMENT DETERMINATION SATISFACTION

Drawings by Anneliese

PLANNED CHANGE - PROACTIVE

E

N

ER

GY

T I M E

STAGE 1 STAGE 2 STAGE 3

LearningExcitement Accomplishment New Status Quo

Determination Satisfaction

Let Down

ADOPTION RATES

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ADOPTION RATES

How long did it take you to get:

Your first microwave oven?

Your first cell phone?

Your first Facebook page?

WAYS TO GO TO MARKET

Low Cost Provider

Focus on Customer Service

Focus on Product / Service Innovation

PURPOSE: What Do Companies Do To Be Successful

- What business are they in?

- Who are their customers?

- How do they compete?

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PURPOSE: Local People Are Successful Too

WHO IS / ARE:

• Lisa Brazelton

• Chuck Mishoulam

• Jason Smith / Rachel Weaver

SunStar Dental

RESULTS:- Satisfaction Levels

- Patients, Referrals

- Recognition- Growth

MISSION:To provide the highest quality dental care

in a friendly and relaxed environment.

• What business are you in?- Can you clearly articulate what you do?

• Who are your customers?- Best customers and why?

• Who are your competitors?- What differentiates you?

• What does your network look like?- Do you have a team that you can count on?

• What is your “value proposition”?

IF I ASK YOU THESE QUESTIONS CAN YOU ANSWER THEM

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TRENDSWHERE ARE THINGS GOING

• Increasing Generational Differences in How Work

and Life Are Viewed (segmentation)

• Aging Population

• More People Working From Home

• Going Green

• Use of the Internet (LinkedIn, Twitter, You Tube)

• Media – Broadcast – Interactive – Social Media

• Movie Theaters

• Neighborhood Video Stores

• BlockBuster Video

• Netflix

• Internet Download

RATE OF CHANGEAn Example

But What Enabled These Changes To Happen.

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WEB 2.0

• LinkedIn

• Facebook

• YouTube

• Twitter

• Communities of Practice

The Difference Is . . . you can do things you could not do before.

FIXING SYMPTOMS OR

SOLVING PROBLEMS

� Things happen – what makes a difference is how we react to what happens.

� Avoidance

� Ready, Fire, Aim

� Blaming others

� Finding the “root cause”

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SO WHAT DO YOU DO

• Know Yourself

• Analyze Your Environment (SWOT)

• Know Your Customers – Build Your Offering

• Set Your Goals

• Develop Your Network

• Perform -- Do What You Do Better Than Anyone Else

Monitor Your Environment . . .BE READY TO CHANGE, BE PROACTIVE NOT REACTIVE

SWOT ANALYSIS

LOOKING INSIDE LOOKING OUTSIDE

STRENGTHS WEAKNESSES OPPORTUNITIES THREATS

KNOW YOUR CUSTOMERS

• Can you tell who your ideal customers are - why?

• Have you looked at your existing customers to see what is similar or different?

• Can you segment them in any way?(location, age, gender, income, any other factor).

• Is there a group of individuals you would like to do business with – why?

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GOALS – Goal Statements

• S – Specific

• M – Measurable

• A – Attainable

• R – Relevant

• T – Time Bound

I want to greatly increase my business

by gaining market share and will do so

as soon as possible using the newest technology.

I plan to double the number of

customers I have in the over 65 age

group, by providing at least 10 educational seminars at senior centers

over the next 6 months.

Individual Group(Team) Organization

RELATIONSHIPS

� Single Most Important Factor

in Effective Relationships

� Impact on Productivity

� Impact on Innovation

� Impact on The Ability to Change

TRUST

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And I am willing to RISK more in the relationship.

TRUSTTRIAD

DIMENSIONS OF TRUST

DELIVER BEYOND EXPECTATIONS

• It Starts With Listening– What Do Your Customers Want.

• It’s About Being Responsive– Getting Back To People.

• It’s About Being Honest– A Broken Relationship Is Costly.

• It’s About Being Fair– No One Wants To Be Taken Advantage Of.

It Starts With A Smile – It Ends With A Thank You.It’s Not That Hard.

�� Create a list of what your business has to offer Create a list of what your business has to offer ––

what opportunities can you go after.what opportunities can you go after.

�� What differentiates you from everyone else.What differentiates you from everyone else.

�� Given what you have and who you are Given what you have and who you are ---- how how can you best go to market can you best go to market –– find opportunities.find opportunities.

�� Develop your 60 second elevator speech.Develop your 60 second elevator speech.

THINGS TO DO - Business

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THINGS TO DO - Relationship

�� What should your network look like.What should your network look like.

-- What type relationships do you need / want.What type relationships do you need / want.

�� What do you have to offer in a relationship.What do you have to offer in a relationship.

-- Personal Knowledge, Skills, and Abilities.Personal Knowledge, Skills, and Abilities.

�� How do you make contacts.How do you make contacts.

�� How do you go beyond the surface level.How do you go beyond the surface level.

�� How can you build trust.How can you build trust.

Keysto

Success

Work Within Your Collective Strengths

WHAT CAN YOU DO

You may not be able to control change,

but you can be prepared for it.

Build relationships, build trust

Make a difference

George Vukotich, Ph.D.

THE BOOK

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THANK YOU TO OUR SPONSORS

South Oak Park

Business Community

All the individuals that pitched in to make this event

possible.

THANK YOU

PLEASE PROVIDE FEEDBACK

Host: Ildiko Kresz

smallbusinessevent@gmail.com

(708)434-0669

Host: Ildiko Kresz (708)439-9374

Ildiko.kresz@kreszandassociates.com