Great Reviews on the Spring
thanks go out to all the CEBI members who helped make the Spring Summit a
resounding success -- facilitators, presenters, forum resources, and other
attendees. In the words of one
member, a first-time Summit
Summit was incredible and worth every moment and every dollar. I appreciate
you missed this event, you won't want to miss the
Fall Summit. Please mark
your calendar now for November 19-20 (travel on 18th) in Peachtree City
(Atlanta), GA. You'll be glad you came.
News Flash -- US Economy is
Within the past
4-6 weeks, you've seen an occasional article in the popular press that's not
completely "gloom and doom" on the economy. That's because the
economy has, in fact, shown some bright spots lately. Like any leading
indicators, these bright spots haven't shown up yet in broader measures, like
unemployment, housing starts, etc., and won't for a while
A recent Forbes
Magazine article noted that in the recovery from all prior recessions, the
stock market began to recover well before the broad economy. In
fact, historically the stock market has improved while lagging indicators, like
unemployment and perhaps even Gross Domestic Product (GDP) continued to trend down. That's because
the market attempts to price the future, rather than the
me is this -- I talk with at least a dozen different business owners every
day. And for some time I've been asking, "How is your business
looking right now?" In the past 4-6 weeks, I've been getting answers
quote volume is up"
"I'm hearing from customers who have had projects on hold"
"I got a new customer the other day"
"My customers dropped their reorder points 90% a while back, and have
finally run out of parts"
"My backlog is holding steady -- no longer shrinking"
This is indeed
good news. If I had to bet on anything as an economic forecasting model,
I'd bet on "gut feel" from business owners. And the anecdotal
evidence I'm getting every day is encouraging. That's not to say this is
yet broad-based. There are still industries and geographies that will need
months -- perhaps years -- to readjust capacity. And, of course,
households are cumulatively now saving money, rather than borrowing.
That will suppress demand on consumer goods until equilibrium is
So, are you
ready to move from defense to offense? At least one thing will be true
when your business begins to turn up -- you'll need more working capital. Read
on for reasons why you'll need some cash and some strategies for meeting that
prospective customers are experiencing the same information barrage that you
are. There's simply more information coming at us than ever before, and
humans react to that by trying to sort out the "signal" from the
One way they do
that is to forget things over time -- new ideas and experiences become
more vivid than old, sometimes called "front-of-mind". So,
when prospective (or even existing) customers realize they have a need, they
generally reach for the solution or vendor they've heard from most recently.
If you're that vendor and your solution meets their basic "needs checklist",
you probably get
the call and get the order.
Do you want to
be that vendor? If so, it's important to maintain front-of-mind with
your prospects, and the key to that is how recently you made contact, whether a
sales call, phone call, advertisement or electronic communication. You
want to be the most recent person or company on their mind in your market
-- 8 places to get content for an E-Newsletter, one of the more effective
and least expensive means of touching prospects....
Main Street Economic Survey
Over 100 owners
and CEOs of small to mid-sized businesses responded to the CEBI Spring 2009 Main
Street Economic Survey. Results are available to CEBI members, and have
been emailed to non-members who responded to the survey.
If you didn't
respond to the survey and would like a copy, please Register Here and
we'll send you the info.
And, as always, we're
interested in your ideas for newsletter articles. Would you perhaps write
a guest Editorial? Please let us know if you have ideas or material you'd
be willing to share with others.
Chief Executive Boards International