5/20/2009
Change for Success
Some Things to Think About
George Vukotich, Ph.D.
Small Business Network Event
Thursday, May 14, 2009
THANK YOU TO OUR SPONSORS
South Oak Park All the individuals
that pitched in to
make this event
possible.
Business Community THANK YOU
CHANGE – IN MANY WAYS
• Political
• Economic
• Social
• Technological
• Environmental
• Legal
• Globalization
More than ever need others to get things done.
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5/20/2009
STATISTICS
FORTUNE 500
SMALL BUSINESSES
NESSES
BY INDUSTRY
EVEN OUR COMMUNITY
FORCED CHANGE - REACTIVE
SHOCK ANGER MOVING ON
FORCED CHANGE - REACTIVE
STAGE 1 STAGE 2 STAGE 3
Shock
E Numbness
N Moving On
E Denial Acceptance
R
G Fear Understanding
Y Anger
Depression
TI M E
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5/20/2009
PLANNED CHANGE - PROACTIVE
EXCITEMENT DETERMINATION SATISFACTION
Drawings by Anneliese
PLANNED CHANGE - PROACTIVE
STAGE 1 STAGE 2 STAGE 3
E
N Learning
E Excitement Accomplishment New Status Quo
R Determination Satisfaction
G Let Down
Y
TI M E
ADOPTION RATES
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5/20/2009
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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5/20/2009
PURPOSE:
Local People Are Successful Too
WHO IS / ARE:
• Lisa Brazelton
• Chuck Mishoulam
• Jason Smith /
Rachel Weaver
SunStar Dental
MISSION:
To provide the highest quality dental care
in a friendly and relaxed environment.
RESULTS:
- Satisfaction Levels
- Patients, Referrals
- Recognition
- Growth
IF I ASK YOU THESE QUESTIONS
CAN YOU ANSWER THEM
• 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”?
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5/20/2009
TRENDS
WHERE 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
RATE OF CHANGE
An Example
• Movie Theaters
• Neighborhood Video Stores
• BlockBuster Video
• Netflix
• Internet Download
But What Enabled These Changes To Happen.
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5/20/2009
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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5/20/2009
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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5/20/2009
GOALS – Goal Statements
• S – Specific
• M – Measurable
• A – Attainable
• R – Relevant
• T – Time Bound
I want to greatly increase my business I plan to double the number of
by gaining market share and will do so customers I have in the over 65 age
as soon as possible using the newest group, by providing at least 10
technology. educational seminars at senior centers
over the next 6 months.
RELATIONSHIPS
Individual Group(Team) Organization
TRUST
Single Most Important Factor
in Effective Relationships
Impact on Productivity
Impact on Innovation
Impact on The Ability to Change
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5/20/2009
DIMENSIONS OF TRUST
TRUST
TRIAD
And I am willing to RISK more in
the relationship.
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.
THINGS TO DO - Business
Create a list of what your business has to offer –
what opportunities can you go after.
What differentiates you from everyone else.
Given what you have and who you are -- how
can you best go to market – find opportunities.
Develop your 60 second elevator speech.
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5/20/2009
THINGS TO DO - Relationship
What should your network look like.
- What type relationships do you need / want.
What do you have to offer in a relationship.
- Personal Knowledge, Skills, and Abilities.
How do you make contacts.
How do you go beyond the surface level.
How can you build trust.
WHAT CAN YOU DO
Keys
to
Success
Work Within Your
Collective Strengths
THE BOOK
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.
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5/20/2009
THANK YOU TO OUR SPONSORS
South Oak Park All the individuals
that pitched in to
make this event
possible.
THANK YOU
Business Community
PLEASE PROVIDE FEEDBACK
Host: Ildiko Kresz
smallbusinessevent@gmail.com
(708)434-0669
Host: Ildiko Kresz (708)439-9374
Ildiko.kresz@kreszandassociates.com
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