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Here are the Top ERP Transformations That Support Buyers

erp

Here are the Top ERP Transformations That Support Buyers

B2B companies are currently up to their necks in “digital transformation.” They’re moving at a rapid clip to enhance the customer experience through technologies that automate processes, focusing on marketing, sales, and e-commerce. While this was percolating before COVID-19, it’s now encompassing and tied into the overall business strategies for 2021 and beyond. On the back end, ERP providers and their VARs are scrambling to keep up. Maybe, just maybe, it’s time to take a step back and look at this through a different lens.

As recently as last week, software providers such as Infor and SAP, along with industry leaders like MDM and NAW, have all published white papers or held forums on the “what” and “when” of digital transformation elements. Strategy, roadmap, commitment, and continual investment are the keys to staying ahead of the curve. What we have not heard is, “How are my customers going to fund these projects” or “which project has the most immediate of financial impacts to my business” and most importantly, which project has the lightest internal lift, easiest to deliver, and doesn’t require change management to drive adoption from internal customers.

As the brain and central nervous system for a business, ERP systems are very complex and can be challenging to maintain, especially older legacy systems. Most ERP solutions and resellers create additional revenue streams by providing customers with value-added technology, integrations, and professional services. That’s especially true right now when new systems are increasingly harder to sell.

From the buyer perspective, implementing a new ERP is like open-heart surgery. Similarly, new technology projects are feared as a drain on internal resources, and who wants to part with cash in uncertain times? The risk appears too great in the current market climate, while the need to upgrade, enhance, and automate is absolutely paramount. In short, they want an attractive, simplified facelift of functionality to the ERP that improves their agility in virtually serving customers.

The focus is primarily on the external customer and often neglects areas within their customers’ business where change is not perceived as immediately necessary.

As the brain and central nervous system for a business, ERP systems are very complex and can be challenging to maintain, especially legacy systems. Most ERP solutions and resellers create additional revenue streams by providing customers with value-added technology, integrations, and professional services. That’s especially true right now, when new systems are increasingly harder to sell.

The focus is primarily on the external customer and often neglects the business area where change is perceived as immediately necessary.

Supporting their customers’ digital transformation efforts has stretched many ERP companies too thin for them to take on major integrations. If their professional services organizations aren’t already tapped out by working on e-commerce, they’re doing projects such as CPQ (configure, price, quote), mobile order entry, or other customer-facing applications.

Partnerships are a proven strategy for obtaining solutions without having to buy them build them internally. By partnering with industry-leading businesses with a back-end operational focus, ERP providers can offer add-ons that complement their newly digitized front-end processes, deliver them more rapidly, and to a democratized customer base. With that in mind, here are three relatively easy back-office automation plays that ERP providers should consider right now:

1. Order management automation.

Automating order management is a no brainer in the “order to cash process.” As businesses build eComm into their revenue organizations, they still need to accommodate all customers and their preferred transacting business methods. While expanding online order acceptance, any manual processes will consume resources and present error risks for businesses that grandfather in older processes like accepting orders via fax. That said, the result is a smooth and versatile system that speeds up back-office processes without causing undue strain on internal teams.

2. Accounts receivable automation.

Accounts receivable automation pairs well with e-commerce upgrades. Customers may already accept payments online. However, for those who still need to invoice, accounts receivable automation can support efficient workflow creation. Such a move could improve cashflow and shorten DSO (days sales outstanding). However, it may require them to rethink how they submit invoices to their customers: via EDI, paper, PDFs, or CD-ROMs, which, believe it or not, are still in use. AR automation requires standardizing and automating invoice transmission. That could require some change management and internal resources on the part of the ERP provider, working in conjunction with the technology provider to get customers set up.

3. Payment automation.

All businesses are already making payments to suppliers, maybe some of them through an ERP module, but there’s still likely significant manual work involved. Best-of-breed payment automation solutions take four payment modes—check, ACH, card, and wire—and put them into one streamlined interface. When using this type of system, the buyer decides which invoices they want to pay—and they don’t even need to keep track of how each supplier wants to be paid. The payment service provider handles all the supplier enablement, and the software intelligently directs funds to approved suppliers in their preferred method. The concept of payment automation adoption is now over a decade old. In that time, payment automation providers have perfected the implementation process only to take a few weeks and minimal internal effort to get started. That means it can happen concurrently with front-end projects. The time and money saved (and potential rebates earned) by utilizing such a system enables businesses to allocate excess funds for other transformation projects.

Overall, digital transformation acceleration is a positive thing for ERP providers and partners. Their customers, who are in an “innovate or die” situation, are open to more outside-the-box solutions than before and are leaning on their ERP providers as a result. Finding high-tech hi-touch solutions. They have the opportunity to make a mark on their customer’s future success and garner recognition for their work.

At the same time, they have to adopt innovation themselves. Every day, one ERP or another is coming out with a new module or integration. The day of the monolithic tech stack is gone. Customers want to pick and choose what works best for their business. To retain their customers, ERP providers have to connect to as many different solutions as possible.

Right now, the back office is the best focus for improvements. Partner up and offer connected solutions, like automated order management, accounts receivable, and payments. If you’re looking for a place to start, I recommend automating payments first. That type of scenario creates a win-win situation because you create another revenue stream right out of the gate, and your customers generate a profit from something that just used to be a drag on their bottom line. The revenue saved or generated from that initiative can pay forward into other automation options, creating a simplified system that pays your efforts forward.

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Matt Mindrum is VP of Strategic Partnerships with Nvoicepay, a FLEETCOR company. For more than 20 years, Matt has delivered impactful solutions to businesses with a consultative approach on operational efficiency, sales enablement, and strategic partnerships. His expertise spans from low- and mid-market to Fortune 500 companies. He has a strong background in technology, manufacturing, and wholesale distribution.

work from home

The Best Cities to Work From Home

While the COVID-19 pandemic has been devastating for many businesses and workers, it has led to greater flexibility for workers in some industries. Employees at major tech companies, including Twitter and Google, for example, have been granted extended opportunities to work from home, sometimes permanently. These changes have afforded many people the ability to work and live where they want, rather than being bound to large cities where their employers have offices. Employees at major tech companies, including Twitter and Google, for example, have been granted extended opportunities to work from home, sometimes permanently.

This shift is leading many workers toward “Zoom towns”—cities that are booming as remote work becomes more popular. While much of the U.S. is experiencing rising home values during the pandemic as a result of low inventory, areas experiencing the largest booms are these Zoom towns, which are increasingly attracting well-educated laptop workers with lower living costs, access to outdoor recreation, and strong (albeit less dense) communities. Unfortunately for many workers, the opportunity for remote work and the ability to relocate to these cities are often only available to workers in tech, financial services, sales, and other similar roles that can be performed remotely.

To find the best locations to work from home, researchers at RetailMeNot ranked cities and states based on several metrics related to 1) community and safety, 2) housing and living costs, and 3) health and weather. In general, the researchers wanted to identify the most affordable locations with low crime rates, good weather for outdoor recreation, and well-educated, healthy populations, among other factors. Their researchers sourced data from the Centers for Disease Control and Prevention, the Federal Bureau of Investigation, National Centers for Environment Information, the U.S. Bureau of Economic Analysis, and the U.S. Census Bureau to create a composite score for each city.

At the state level, Mountain and Midwest states like Wyoming, Idaho, Utah, and Minnesota offer inviting environments for remote workers, with those states earning some of the highest composite scores for working from home. For example, Wyoming has no income tax, which is appealing for high-income professionals. Idaho, like Utah, offers residents good weather, access to the outdoors, low crime rates, and a large proportion of single-family homes. On the other hand, Southern states like Louisiana, Arkansas, and Alabama provide less appealing settings for at-home work. Despite being affordable, these states tend to have higher poverty and crime rates, more variable weather, and less opportunities for physical activity.

In the city-level analysis, only cities with populations above 100,000 were considered. These areas are typically suburbs of major metropolitan areas, offer easier access to big-city amenities, and appeal to a wider range of workers. Residents in these locations could also theoretically commute to the urban center as needed in the future. For people looking for more rural towns with populations below 100,000 residents, RetailMeNot recommends seeking out locations in the best states for remote workers, especially Mountain states like Wyoming, Idaho, Utah, and Colorado. Like the best states to work from home, the top cities tend to also have lower tax rates, ideal weather for outdoor recreation, healthy citizens, and several other beneficial characteristics for people working from home.

Here are the 15 best cities for remote workers.

City  Rank Overall work-from-home score Community & safety Housing & living costs Health & weather Metro area

 

Gilbert, AZ      1           91.04 95.24 85.14 92.74 Phoenix-Mesa-Chandler, AZ
Cary, NC      2           88.55 98.23 77.93 89.49 Raleigh-Cary, NC
Frisco, TX      3           87.73 97.11 76.88 89.19 Dallas-Fort Worth-Arlington, TX
Bellevue, WA      4           87.59 93.23 72.18 97.35 Seattle-Tacoma-Bellevue, WA
Fremont, CA      5           86.94 94.00 68.97 97.86 San Francisco-Oakland-Berkeley, CA
Carmel, IN      6           86.86 94.75 81.00 84.83 Indianapolis-Carmel-Anderson, IN
Thousand Oaks, CA      7           86.71 95.99 71.80 92.34 Oxnard-Thousand Oaks-Ventura, CA
Centennial, CO      8            86.21 90.13 79.52 88.98 Denver-Aurora-Lakewood, CO
Torrance, CA      9            85.38 92.23 67.10 96.80 Los Angeles-Long Beach-Anaheim, CA
Olathe, KS     10            85.32 94.28 79.22 82.48 Kansas City, MO-KS
Henderson, NV     11            85.11 84.95 87.49 82.90 Las Vegas-Henderson-Paradise, NV
Carlsbad, CA     12           85.04 88.52 68.87 97.73 San Diego-Chula Vista-Carlsbad, CA
Roseville, CA     13            84.99 90.48 72.06 92.41 Sacramento-Roseville-Folsom, CA
League City, TX     14            84.97 93.05 79.81 82.04 Houston-The Woodlands-Sugar Land, TX
Sandy Springs, GA     15           84.02 95.61 69.17 87.29 Atlanta-Sandy Springs-Alpharetta, GA

 

For more information, a detailed methodology, and complete results, you can find the original report on RetailMeNot’s website: https://www.retailmenot.com/blog/best-cities-to-work-from-home.html

ERP

5 Tips To Avoid ERP Failure And Turn 2020 Disruption Into Success

The trials of 2020 have put many businesses in a mode of transformation. For some, that can mean changing anything from their internal operations to the services and products they offer.

Due to advancements in digital technology, massive change was well underway in numerous industries before the pandemic. Enterprise resource planning (ERP) has been a central part of those changes as companies learn to organize and analyze data and use software applications to automate business functions.

But while the main goal in acquiring ERP is to streamline processes and increase productivity, it can be difficult to implement without the right combination of people, training, and technology. Failure with ERP implementation happens for many reasons, and knowing how to avoid those pitfalls is critical to a company’s growth and survival in these trying times, says Joel Patterson (www.JoelPatterson.com), a workplace culture expert, founder of The Vested Group and ForbesBooks author of The Big Commitment: Solving The Mysteries Of Your ERP Implementation

“Many businesses are aware they need to adopt digital technologies to compete in today’s market, but the fear of failure holds some back,” Patterson says. “Often, the barriers to successful ERP implementation have less to do with the software and more to do with communication- and employee-based issues.

“A change of such magnitude in a company requires solid and consistent change management, in which company leaders work well with outside consultants, but more importantly appreciate the importance of their workforce as much as the need for change.”

Patterson offers five tips on how to avoid failure in ERP implementation:

Tie ERP into long-term planning. One reason for engaging in an ERP project is to improve processes for the long haul. Therefore, an organization’s leadership needs to have a vision for the timeline that makes sense for their industry, typically at least 5 years. “It’s a key question for many businesses, especially in terms of selecting and implementing ERP,” Patterson says. “For example, it would be a big mistake to choose a product that doesn’t allow you to easily add new companies or service lines if expansion is a component of your strategic plan. Create a roadmap and share it with your IT partner.”

Put people first. Patterson says that having a solid work culture in which employees, their treatment and their betterment are prioritized is necessary for any ERP implementation to succeed. “You can have great ERP software,” he says, “but your employees are your greatest asset. Listening to them helps the overall effectiveness of the system going forward. If your culture is a mixed bag of nay-sayers and disengaged managers, projects of this magnitude are doomed to fail.”

Get buy-in across the organization. It’s common for people to fear or resist change, especially employees who have been with companies the longest. “When an organization is made up of people who understand the reasons behind what is being done, then they are more likely to be on board with the changes,” Patterson says. “How will these changes not only benefit the company, but more specifically, how does it impact their daily lives? These details need to be clearly laid out.”

Cut out bureaucracy, delegate responsibility. “The consulting team needs to be allowed to play the role they were hired to play, and you need clearly defined decision-makers on the project team,” Patterson says. “Otherwise, too many people wrestling over decisions can bottleneck projects. Your project team should walk you through each stage, and your company needs to establish a good governance structure in which each person knows their role.”

Prioritize aftercare. The next set of challenges comes when the company is running the new system on its own. “You can’t overlook the potential for problems,” Patterson says. “That’s why you want a partner who offers ongoing support. Assign teams to gather data about how employees are using the software, what issues they are encountering, and how to make it more effective overall.”

“In any ERP implementation,” Patterson says, “leaders need to stay connected with their employees and keep departments aligned while encouraging them throughout a sometimes challenging process.”

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Joel Patterson (www.JoelPatterson.com) is the founder of The Vested Group, a business technology consulting firm in the Dallas, Texas area, and ForbesBooks author of The Big Commitment: Solving The Mysteries Of Your ERP Implementation. He has worked in the consulting field for over 20 years. Patterson began his consulting career at Arthur Andersen and Capgemini before helping found Lucidity Consulting Group in 2001. For 15 years he specialized in implementing Tier One ERP, software systems designed to service the needs of large, complex corporations. In 2011, Patterson founded The Vested Group, which focuses on bringing comprehensive cloud-based business management solutions to start-ups and well-established businesses alike. He holds a bachelor’s degree in Business Administration from Baylor University.

 

profitable

How to Have a Profitable Business in Any Economy

People start and buy businesses for many different reasons. Some people do it as an extension of their passion for a certain thing such as flowers, woodworking, machinery or serving people. Some people do it for the thrill of winning, but ultimately everyone who goes into business does it to make money.

There are thousands of books that have been written about business telling you what to do and what not to do, but ultimately making money in business is not that difficult. Listed below are five fundamentals of what it takes to have a profitable business.

Income – expenses = profit. Income is determined by how much money is generated by the business. Expenses are what is needed to operate the business. Profit is what is left over after deducting the expenses from the income. You can always increase your income, but you can only reduce your expenses so far before you don’t have enough of the basics to keep the business operating.

Sales. A lot of people don’t like to hear the word sales, because they don’t want to be in sales or affiliated with sales, but without sales there is no business. Sales is the business. The major goal of every business is to increase sales, because without sales there is no income.

Sales combined with income and expenses applies to all industries. It doesn’t matter if you are operating an exercise/yoga clinic or a computer chip manufacturer, the formula is the same. Even churches have a sales department to entice their congregation to give more. Sales is what makes the world go around.

The formula shapes your business model. Over time, with the practicing and perfecting of the sales aspect along with the income – expenses = profit formula, you will develop a business model that works. This is called a profitable business.

Make the model scalable. To add more profits, hopefully the business model you have created is scalable and you can duplicate the business model either through franchising, dealers representing your business, or the opening of additional facilities using the same model you created and perfected.

What I have explained in five steps is very simplistic on how to have a profitable business anywhere. This formula is applicable in any geographic area and to any business. Anything else beyond the sales and income – expenses = profit model is called an excuse. I was taught early on in my business career that “You can make money or you can make excuses, but you can’t make both.”

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Terry Monroe (www.terrymonroe.com) is the president and founder of American Business Brokers & Advisors. The author of four books, he most recently published Hidden Wealth: The Secret to Getting Top Dollar for Your Business, with ForbesBooks. Monroe is a professional intermediary, consultant, and market maker for privately-held companies and has been involved in the sale of more than 800 businesses. In his 35-plus years of service, he has owned and operated more than 40 different businesses. At American Business Brokers & Advisors, he serves as a consultant for business buyers and sellers throughout the nation. As an expert source he has been written about and featured in The Wall Street Journal, Entrepreneur magazine, CNN Money, USA Today, CEOWORLD, and Forbes.

data

What Do Consumers Want Now? The Data Knows.

Businesses seem to know more about you than you know about yourself.

Sign up for or log into any social media platform and you will encounter suggested buying options based on your personal interests or previous buying history.

There’s a reason for that. The market is a consumers’ market. Any company that wants the chance of long-term sustainability must know as much detailed information as possible about their ideal client or consumer, says Janét Aizenstros, Chairwoman & CEO of Ahava Digital Group (www.ahavadigital.com), a women-led digital consultancy that serves Fortune and multinational media companies in 15 locations globally using data and technology.

And it’s not just the business sector. Government agencies, political parties and private equity investors make decisions every day based on what data reveals to them about a person’s income, financial and buying habits, credit history, political identification, demographics, personal values, lifestyle, emotional sentiments, voting history, opinions and modeled behavior.

“Without good, verified data, decision-makers would have to rely on guesswork as they introduce products and services, plan an election campaign, or determine whether a community needs their next real estate project,” says Aizenstros, whose company gathers and provides ethically verified data to Fortune corporations seeking to nurture relationships with women consumers.

“Guesswork obviously is not the best approach, especially when millions of dollars are involved.” 

How do businesses use verified data to make short-term and long-term decisions for their consumers’ needs?

“Ideally, personal milestones change a person’s buying habits,” Aizenstros says. “Examples are highlights of becoming a new parent, moving to a new home, or getting married. If a business knows you’ve just had a baby, then they know you need car seats, toys, diapers and a host of other products they can market to you.”

Consumer data carries great value to businesses, but only if it’s verified, refreshed frequently and keeps up with data and privacy legislation changes by data being ethically-sourced, Aizenstros says.

Here are a few ways data is used to keep the economy, and the world in general, humming along:

Auto industryCar dealers need a good understanding of their potential customers’ income and what vehicles they might prefer based on lifestyle. GM, Ford, and others draw insights from consumer financial data and lifestyle data as they plan and implement marketing campaigns for new models.

Fashion industry. The fashion industry’s new focus is sustainability to capture the growing trend of fashionistas. The retail industry pre-COVID relied more on the human experience than the ecommerce experience for their consumers to make decisions. But now Estée Lauder, for example, has accelerated its focus on e-commerce because of the pandemic’s disruption to brick-and-mortar stores. With verified and predictive consumer data, fashion brands can quickly measure how customers react to ideas and make prompt adjustments accordingly.

Real estate. Real estate developers are always trying to figure out which areas of a community to focus on for their next investment. If they are slow to identify trends, they could miss out on making money. Data helps them monitor, for example, which areas of a city are showing a growing trend in mortgages and credit history.

Financial institutions. Financial institutions use data in such areas as credit-risk assessments or to send targeted offers of investment products to consumers.

“The reason obtaining ethically-sourced, verified data is so important to corporations is that they want to maximize their ad spend by diminishing their burn-and-churn rates,” Aizenstros says. “They need to know who their ideal client is and what they exactly want so the business can maximize their marketing investment by more than 90%.”

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Janét Aizenstros is Chairwoman & CEO of Ahava Group Global (www.ahavagroup.co), a modern media parent company that serves Fortune and multinational media companies in 15 locations globally. Her background includes roles in finance at TD Canada Trust, Canon, and Brookfield LePage Johnson Controls, along with management consulting in a broad range of functions, such as supply chain operations and data analysis. Aizenstros is a signatory with the United Nations Business Action Hub for the United Nations Global Compact program. She is an award-winning businesswoman with several leadership awards such as the Top 40 under 40, the Top 10 Inspiring Women in Canada, and 2019 Conscious Company Media’s Top 22 Business Leaders.

competitive

How to Develop Your Competitive Advantage in Global Markets

Executives are aware that activities related to managing knowledge at the individual level and the practices associated with knowledge management at the organizational level are handled at different points on the organizational chart. In order to create a sustainable competitive advantage, executives need to focus on the interactions among the facets of knowledge to minimize the possible limitations of managing all facets of the business units and components on an organizational chart.

Can Social Capital Create Effective Knowledge Management?

Executives across the globe have found that knowledge management is critical to business success. Knowledge, in of itself, is not enough to satisfy the vast array of changes in today’s organization. Therefore, knowledge management is only a necessary precursor to effectively managing knowledge within the organization. One tool for executives to improve organizational knowledge management and use it to lessen the gaps between success and possible failure is to adopt leadership and become a social architect. Executives can do this by using what is known in the academic realm as social capital.

Social capital, however, is different from human capital in that human capital focuses on individual behavior and knowledge while social capital emphasizes relationships and the assets created by these relationships. Leaders aggregate human capital into social capital so as to provide further information and opportunities for all members, and subsequently contribute to organizational knowledge management through developing relationships with subordinates that link follower’s individual interests to the organization’s collective-interests.

Executives want to know how social capital can be defined and used in organizations. At this point, you’re probably asking why Social capital is so important. Just as human resources is a huge component of organizations, social capital is the resource that keeps the culture together and builds upon the foundations that help organizations prosper. Social capital focuses on developing relationships to create valuable resources. Executives may not be as interested in social capital as much as scholars are but there is a kernel worth looking it in this theoretical framework for executives. For example, social capital enables executives to improve organizational knowledge management and help close the gap between success and possible failure.

Many executives would agree with John Girard, who sees knowledge management as an outcome of various factors such as leadership, interactions, and communications, formal policies and rules, and a climate inspiring innovation and creativity within organizations. Organizational knowledge cannot merely be described as the sum of individual knowledge, but as a systematic combination of knowledge based on social interactions shared among organizational members. Thus, executives need to see organizational knowledge as the knowledge that exists in the organization as a whole and use social capital to convert individual knowledge into a collective mind for their organization to close the performance gap and help organizations prosper. Therefore, firms need to consider a range of other factors such as social capital that is also reflective of their knowledge management performance.

Can Knowledge Management Processes Create A Sustainable Competitive Advantage?

Executives know that discontinuity exists at all levels of product and services and they do not want to find themselves caught off guard and become obsolete. To remain competitive, executives realize that they have to quickly create and share new ideas and knowledge to be more responsive to market changes. Importantly, knowledge held by organizational members is the most strategic resource for competitive advantage, and also through the way it is managed by executives. Executives can enhance knowledge accumulation which is associated with coaching and mentoring activities by sharing experiences gained by imitating, observing, and practicing. Executives can, in fact, help followers add meaningfulness to their work in ways enhancing a shared understanding among members to enhance engagement.

In the integration process, organizational knowledge is articulated into a formal language that represents official statements. Organizational knowledge is incorporated into formal language and subsequently becomes available to be shared within organizations. Executives have their internet technology departments to create a combination that reshapes existing organizational knowledge to more systematic and complex forms by, for example, using internal databases. Organizing knowledge using databases and archives can make knowledge available throughout the organization—–organized knowledge can be disseminated and searched by others. Most importantly, in knowledge integration, organizational knowledge is internalized through learning by doing which is more engaging. It is important to note that executives have found that shared mental models and technical know-how become valuable assets.

Organizational knowledge, which is reflected in moral and ethical standards and the degree of awareness about organizational visions and missions can in-turn be used in strategic decision making. Organizational knowledge can be, therefore, converted to create new knowledge that executives can view and implement immediately in managerial decision making. Applying knowledge aimed at providing better decision-making and work-related practices and creating new knowledge through innovation.

Finally, when executives agree to share knowledge with other organizations in the environment, studies have shown that that knowledge is often difficult to share externally. One reason is that other organizations have too much pride to accept knowledge or are apprehensive to expose themselves to the competition. Therefore, executives may lack the required capabilities to interact with other organizations.

Learning in organizations is the ultimate outcome of knowledge reconfiguration by which organizational knowledge is created and acquired by connecting knowledge with other companies that want to share successes and failures. This leads to converting acquired knowledge into organizational processes and activities to improve processes that contribute to success. Executives can now see that a company’s capability to manage organizational knowledge is the most crucial factor in a sustainable competitive advantage. This core-competitive advantage relies within and among people. Figure 1 illustrates how social capital can create knowledge management and competitive advantage for companies.

Figure 1: Social Capital, Knowledge Management and Competitive Advantage

In Conclusion

Executives began to listen and respond to the plethora of information in the form of articles, books, and models attempting to provide social capital to help impact knowledge management and organizational competitiveness. This article articulates a different approach and introduces a new and dynamic perspective of social capital by showing how executives can create social capital as collective actions, meaning that organizational knowledge is power and can be used as an asset when competing with rivals.

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Mostafa Sayyadi works with senior business leaders to effectively develop innovation in companies and helps companies—from start-ups to the Fortune 100—succeed by improving the effectiveness of their leaders. He is a business book author and a long-time contributor to business publications and his work has been featured in top-flight business publications.

References

Girard, J.P. (2006). Where is the knowledge we have lost in managers?. Journal of Knowledge Management, 10(6), 22 – 38.

translating

Translating Your Product For The Global Market? Beware The Silo Effect.

Those “silos” that often pop up in large organizations – where departments fail to share information, tools and priorities – can prove especially vexing when a product’s global success depends on translating information into other languages.

Because of silos, the same information might be translated separately by every department, costing the company thousands in extra (and unnecessary) translation costs. A product’s packaging claim could conflict with material the marketing department is sending out. Or trouble could begin brewing over translations that weren’t vetted by the legal department and inadvertently violate another country’s laws.

“Silos can land a project in marshy ground and create major, costly delays,” says Ian A. Henderson, author of Global Content Quest: In Search of Better Translations and co-founder with his wife, Francoise, of Rubric (www.rubric.com), a global language-service provider.

Here’s just one real-world example the Hendersons encountered: They were hired by a U.S. company that planned a European rollout of a new personal hygiene product. When Francoise Henderson began working on the translations, she noticed the ingredients list planned for advertisements differed from the labels on the bottles.

It turned out the formula had been changed because some ingredients were banned in Europe.

“No one told the marketing department, though,” Francoise Henderson says. “Translation is about communication, and yet communications breakdown happens way too frequently in the world of translation when someone’s not overseeing the big picture and making sure the silo effect isn’t undermining the larger effort.”

Why are silos so common and what can be done to address the problems they create? The Hendersons provide these observations:

Company culture. On occasion, it is company policy or company culture that leads to the emergence of silos. For example, Francoise Henderson says, company policies may be in place to avoid breaking antitrust laws, or keeping up walls might help prevent conflicts of interest. “Company culture and policies can be the hardest thing to change,” she says. “Encouraging communication is a good start.”

Empire building. While sometimes silos just happen in the natural course of things, in some larger corporations, the building of silos is deliberate. “People might harbor concerns that a more streamlined process will make their own jobs obsolete,” Ian Henderson says. This could result, for example, in a marketing team in Belgium refusing to communicate with the marketing team in Japan. One way companies overcome this problem, he says, is to have a central communications hub that all information flows through.

Basic confusion. A company may have up to five separate sources of content, such as marketing, communications, technical, legal and packaging. “Each of these areas may have no sense of where their work intersects with the others, and how there may be redundancies in translations and beyond,” Ian Henderson says. “This can lead to confusion and even unnecessary work through duplication.” Companies should make sure each department has an understanding of what other departments do, and that they regularly interact with each other, he says.

“Silos are not a new problem, and they are not going to disappear overnight,” Ian Henderson says. “But when they are approached with foresight and experience, they can be dealt with and eventually dismantled.”

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About Ian A. Henderson

Ian A. Henderson (www.rubric.com), author of Global Content Quest: In Search of Better Translations, is chief technology officer and co-founder of Rubric, a global language service provider. During the last 25 years, Henderson has partnered with Rubric customers to deliver relevant global content to their end users, enabling them to reap the rewards of globalization, benefit from agile workflows, and guarantee the integrity of their content. Prior to founding Rubric, Henderson worked as a software engineer for Siemens in Germany.

About Francoise Henderson

Francoise Henderson is chief executive officer and co-founder of Rubric, overseeing worldwide operations and Global Content strategy. Under her guidance, Rubric has generated agile KPI-driven globalization workflows for its clients, reducing time to market across multiple groups and increasing quality and ROI. Francoise has over 25 years’ experience in corporate management and translation.

How Small Business Should Think About Financing

It’s no secret that over half of small businesses close their doors within the first five years. One of the critical problems that often occur has little to do with the innovation, ingenuity, or work ethic of the small business owners themselves, but rather the lack of access to sufficient capital to cover the ebbs and flows of their operation and its associated costs. 

Scaling any idea or enterprise, to me, is less often about “entrepreneurship” —and other catchy terms we can print on a business card— and more about meeting the demands of others, like payroll and customer expectations. Simply put: small business owners need capital resources— they need cash. 

Historically, small businesses have had limited options to access capital: savings, friends and family, credit cards, traditional bank loans, or the occasional SBA loan. Enter the financial crisis of 2008-2009, which ushered in a new regulatory environment that contracted these historic capital resources, thereby creating the market-driven need and demand for non-traditional banking options.

Consequently, we find ourselves operating in a new era, one in which enterprising nonbank funders have brought novel and different capital products to the small business market. This has been largely accomplished through an ambitious mix of fintech and financial innovation. These previously unavailable financing options give small businesses more resources to consider than ever before. Now their next step is to explore them and consider how their small business might decide on the best option for their specific needs. 

As we contemplate these innovations, here’s a quick list of some of the best financing options available to small businesses:

Business Term Loans: Best for businesses looking for working capital, equipment purchases, or to purchase inventory or other fixed assets. For short-term loans, it can often be matched to a specific project and repaid to coincide with the completion of that project in 6 to 12 months. For longer-term loans, the repayment can be stretched out to 3 to 10 years, but these often require higher levels of collateral coverage or a personal guaranty by the business owner. 

Pros: Great product for larger one-time investments with targeted cash loans flow that payments can be matched. 

Cons: Larger dollar amounts and a longer payback term will require increased time, energy (think: bank meetings and interviews), and documentation. 

Equipment Financing: Best for one-off purchases like restaurant equipment and machinery. 

Pros: no upfront spend; if the business owner has impaired credit the fact an asset is involved as collateral can make it easier vs. purchasing the equipment; and tax-deductible.

Cons: Overall cost is usually more expensive in the long-run; cost inclusive of fees if the lease is terminated early can be substantial; and must take into account all terms and conditions that can be complicated (who handles and addresses a break-down in the equipment? etc).

Small Business Administration (SBA) Loan: Best for business owners who need capital for a variety of longer-term business expenses. It is government guaranteed so the process can be daunting and is processed through a bank that has an SBA loan program. 

Pros: Cost and longer-term repayment; great product for owner-occupied real estate.  

Cons: Requirements are strict; process is time-consuming (60 to 180 days); high upfront fees; and requires strong personal credit scores.


Business Line of Credit (“LoC”): Best for businesses with more volatile sales and cash flow. Flexibility to drawdown and repay based on the needs of your business.  Often secured by accounts receivable and inventory. Some LoC’s offered by FinTech operators do not require business collateral but do require a personal guaranty.  

Pros: Can access quickly (assuming facility is in place) to solve urgent issues or expenses; and great for managing working capital needs and the business’ short-term cash flow needs.  

Cons: Reporting can be much more intensive vs. other products available; upfront and ongoing fees can be expensive, especially if the LOC is rarely drawn down.


Revenue-Based Financing: This is a financing option where the repayment schedule is tied to the future revenue of the business. The genesis of the product is that the funder operates as more of a partner and is taking some level of “equity-risk”. If the revenue decreases or the business fails, the repayment is either stretched out or in the case the business fails the funder has no recourse. Small businesses can utilize this product for project financing, working capital, growth investments, or short-term needs. 

Pros: Quick access; repayment risk mirrors the revenue; no business or personal recourse except in the case of fraud.  

Cons: Products are generally 12 months or less; more expensive given level of risk with limited recourse; reporting can be intensive as changes to payment schedules requires bank and financial verification.

Invoice Factoring: The business can turn its unpaid invoices into immediate cash. The invoice factoring company collects directly from the customers and distributes capital to the business, net of its fee. 

Pros: good for managing cash flow; typically a short-term financing product (30 to 90 days).  

Cons: cost can be expensive, especially if repaid much quicker than anticipated; can be disruptive notifying customers to change their payment instructions to the factoring company; requires technology integration or higher level of reporting and the business’ customers will be dealing directly with your funder if they delay payment – not you as the business owner.  

Angel Investors/ Venture Capital: Best for small businesses who want to scale quickly. 

Pros: entrepreneurial background provides increased insights and foresight vs. dealing with alternative finance providers, banks, or the government; larger investor network to leverage for additional funds or additional business; and capital remains in the business (vs. interest costs). 

Cons: Higher rates of returns expected (typically at least 5x their investment); requires giving up equity in the business; process will be intensive; typically reserved for high visibility, disruptive companies pursuing large addressable markets on a national or global scale; and will require operating agreement additions to governance to protect their investment in the case of underperformance.

Bootstrapping: Best for businesses with principals that have savings or expendable income who want to preserve equity ownership and cash in the business. 

Pros: maintain ownership position and keeps all cash generated either in the business or available for dividends. 

Cons: Growth limited to the owner’s cash position; risk missing market opportunity because thinly capitalized; challenging if a short-term need requires more cash than available.

While the pros and cons of this list provide a guide to financing in 2019, any financing decision should ultimately come down to your assessment of the cash flows of the business (today and in the near term), demonstrated capacity to handle credit, costs versus profit opportunity (positive ROI), and repayment thresholds. 

The good news is, enabling technology allows small business owners to access various forms of capital quickly and efficiently. There is no day like today to explore options to fund entrepreneurial dreams. 

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Vincent Ney is a founder and CEO of Expansion Capital Group, a business dedicated to serving American small businesses by providing access to capital and other resources so they can grow and achieve their definition of success. Since inception, ECG has connected over 12,000 small businesses nationwide to approximately $350 million in capital 

community

3 Ways To Build A Community That Leads To Business Success

In the business world, making new connections and interacting with people — commonly known as networking — is essential in achieving and sustaining success.
But Ngan Nguyen (www.nganhnguyen.com), an intelligent leadership coach and author of Self-Defined Success: You Have Everything It Takes, says taking the next step beyond networking is where some people stumble. She calls that next step “community-building” and it can only happen with consistent relationship-building.
“Networking means little if strong relationships aren’t built for the long haul, sustained, and other connections don’t spawn from those relationships,” Nguyen says. “Being open and available for when opportunities come is what positions us to move forward. But you really can’t do so if you haven’t done enough relationship-building in order to build the community you need around you.
“Weaving a wide net of connection is the essence of community-building, which provides a solid foundation of true support to help you keep moving forward in business. It’s taught to a degree in networking, but building a community requires much more than honing that perfectly scripted pitch, going to countless networking events, talking to as many people as you can and handing out your card. What is required is the ability to build, foster, and hold relationships.”
Nguyen offers these ways to build relationships and a community of support around you:
Believe in the value of you. “Inwardly and outwardly, be clear about who you are and what you offer as a person,” Nguyen says. “Fully believe in the value of you, before your product. When you embody the confidence of your message, clients will clearly see your value and be more likely to buy.”
Seek to give, not to pitch. “Giving to others genuinely creates goodwill, and as you show you care for others, you build a rapport and they naturally are drawn to you,” Nguyen says. “Scrap the elevator pitch. Be real and someone people want to know. People will refer people they like, people who had an impact on them with their kindness. It’s much more effective than the salesperson at a networking event circling the room and handing out cards.”
Be in the right place, right time. Nguyen says one needs to trust their intuition to find the right networking places where long-term relationships can spawn. “You hone your intuition so it guides you to the right place, where you can be in the perfect opportunity that will skyrocket your success,” Nguyen says. “People do business with people they know, like, and trust. To find an environment that fosters this, seek out events that are more likely to attract a culture of giving and fun so it is more likely to build friendships. Then, business can happen naturally and organically.”
“The miracles and best things in our lives are often influenced by other people,” Nguyen says. “To build influence and a community of people who support you and constantly send you referrals requires relationships that keep growing, and much of that depends on what you put into it and how sincere you are.”
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Ngan Nguyen (www.nganhnguyen.com) is the author of Self-Defined Success: You Have Everything It Takes, and the founder/CEO of Cintamani Group, an executive coaching and consulting firm. Nguyen coaches on leadership and empowers entrepreneurs as an intuitive strategist. She is partnering with Secret Knock and WeWork to bring a major networking event to Boston on Dec. 11 for entrepreneurs and business leaders.
With over a decade of business strategy experience as an advisor to Fortune 100 companies, Nguyen is also a certified master-level intelligent leadership executive coach with John Mattone and was an analyst for McKinsey & Company. Nguyen graduated with a double honors degree in biochemistry-biophysics and bioengineering from Oregon State University and completed a research fellowship at MIT in nanotechnology.
employees

Why Sending Your Workers ‘Back to School’ is Good Business

Learning shouldn’t stop when someone earns a diploma or degree, and that’s especially true in the workplace where the company’s fate – and an employee’s career – could rest on the constant thirst to learn and improve.

“Developing a culture of continued education and continuous improvement is critical if you want to retain your staff and provide them with advancement opportunities,” says Shawn Burcham (www.shawnburcham.com), founder and CEO of PFSbrands and author of Keeping Score with GRITT: Straight Talk Strategies for Success.

Essentially, Burcham says, sending employees “back to school” is good business, but that doesn’t mean you need to enroll them in Harvard’s MBA program.

“There’s plenty you can do right within your own doors and that employees can do on their own,” he says.

A few examples, Burcham says, include:

Establish in-house training programs. “Many companies spend thousands of dollars to send their employees to seminars or conferences,” Burcham says. “This strategy is fine, but personal growth starts by training in the workplace.” One example at PFSbrands, he says, was the creation of a Financial Literacy Committee that worked to make sure employees were educated about the financial aspects of the company, helping them to understand income statements and balance sheets. “This makes everyone more aware of the challenges involved with achieving profitability,” Burcham says. “Furthermore, this education provides everyone an opportunity to see how they can impact the company’s profitability and enhance their opportunity for additional income.”

Encourage everyone to read books for personal development. “One of my biggest regrets and mistakes in life is that I didn’t start reading books until age 40,” Burcham says. Now, he has created a book club at his company to encourage and incentivize everyone to continue to grow and learn, and he requires the senior-leadership team to read a minimum of 12 books a year. “I’ve seen dozens of people improve their lives as a result of implementing our book club,” he says.

Target lifelong learners in recruiting efforts. You can encourage employees to develop a continuous-improvement mindset, but it’s also possible to find people with that mindset in the hiring process, Burcham says. “We’ve found that lifelong learners are a great fit at PFSbrands, so we’ve developed systems and processes that help us to recruit these types of individuals,” he says. “Employees who don’t make an effort to continuously learn and improve will ultimately find themselves at another company. We train our leaders to not avoid the critical conversations with individuals who are not working toward improvement.”

“Despite how many degrees hang on the walls in their offices, wise leaders are committed to never stop learning,” Burcham says. “Whether it’s done in-house or at an industry conference, you owe it to yourself and your employees to engage in continued education. After all, a successful company’s growth is dependent on the capabilities of its employees.”

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Shawn Burcham (www.shawnburcham.com), author of Keeping Score with GRITT: Straight Talk Strategies for Success, is the founder & CEO of PFSbrands, which he and his wife, Julie, started out of their home in 1998. The company has over 1,500 branded foodservice locations across 40 states and is best known for their Champs Chicken franchise brand which was started in 1999. Prior to starting PFSbrands, Burcham spent five years with a Fortune 100 company, Mid-America Dairymen (now Dairy Farmers of America). He also worked for three years as a Regional Sales Manager for a midwest Chester’s Fried chicken distributor.