BizEnrich Team
For the past eighteen months I have been a charter member of BizEnrich, a membership organization of independent business experts. In addition to networking and learning, members of BizEnrich collaborate on projects to benefit our mutual clients and the business community.
On September 10, 2010, twenty business experts from BizEnrich attended Fiberlay Expo, a customer appreciation expo hosted by Fiberlay, a leading distributor of composite, casting and related products servicing a multitude of industries both domestically and internationally. At the event, customers got to showcase their creations and interact with Fiberlay team members, as well as Fiberlay suppliers. BizEnrich was invited by Fiberlay to conduct a series of four business training sessions and enrich the business acumen of Fiberlay customers.
“Take Charge of Your Sales Team”
Dave Mantel, Seica Systems, took us through a sales process that qualifies prospects quickly by identifying those who are likely to say no. The slide above explains the process that is typical with prospects. In his experience the top salespeople work quickly through these phases and instead focus on those who are likely to buy something. A key part of that process is to understand what problem the prospect is trying to solve and match your products and services those needs.
“Creating a Collaborative Enterprise”
Bob Nitschke, Arago Partners, presented some concepts from his book, “Creating a Collaborative Enterprise”. Bob outlined collaborative enterprises as those who focus on communication, cooperation and commitment. The three “C’s” form the foundation for stakeholders: the workforce, customers, owners, suppliers, community, governments and yes, competitors of the collaborative enterprise. Bob contends that collaborative enterprises are significantly more successful in today’s global market than their competitors. Learn more at www.creatingacollaborativeenterprise.com.
“Creating Business Efficiencies”
Pete DiSantis, Peter DiSantis Consulting Associates, covered his approach to driving efficiencies into organizations of all sizes: Plan-Do-Check-Act. This four step problem solving process: find the real problem, implement the corrective plan, check that the plan was implemented and analyze the difference between the plan and what was implemented. Then repeat.
“Leading Strategies for the Recovery”
Ron Kranz, Beyond the Benchmark, helps business owners think outside the box partly by asking questions that make them think. Part of his presentation covered the economic cycle of four phases: Advancing, Best, Caution, Danger, returning to Advancing again. Ron’s feeling is our economy is in the advancing stage now and this is the period to make key investments in people and in other parts of the business to be in position to take advancing of the Advancing phase.
Well done to the four BizEnrich presenters.
