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Posts from the ‘Company Profiles’ Category

Small Business Profile: Lead411

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of the BTS Blog started by Tom Blue, co founder of Lead411— BTS stands for Business, Technology and Sales.  The BTS Blog is dedicated to discussing startups, business trends, bootstrapping, tech companies, sales and marketing.

 

Tom founded Lead411 in the summer of 2001 and is mainly focused on marketing and management of the overall business. Prior to Lead411, he co-founded BlueChip Resources, a tech recruiting firm serving Silicon Valley and Southern California. Follow him on Twitter 

 

Tom uses several components to create his online strategy:

Public Relations: Twitter and blogging to be part of the greater community connect with other bloggers/columnists about topics he cares about. In particular, Tom has taken a lesson from the Zappos CEO (who several years ago resolved a customer support issue through his blog and won a lot of free press); Tom resolves several support requests via twitter and enjoys the close contact with customers.

 

Search Engine Optimization (SEO) highlighting a “Freemium” business model à where part of our content is free so that search engine and people can find them more easily, AND part of their content is behind a paid subscription. Using Search Engine Optimization (SEO), the BTS411 blog is able to get traffic into their site which brings in more awareness of their products/services.

 

The Challenge?

The idea for starting his business come came to Tom when he ran a recruiting company. He was in charge of finding partners to work with and instead of cold calling, Tom went to press releases and business articles to find companies that had just got venture capital funding, announced they were hiring, or opened a new office. 

 

The Opportunity?

After that he found the right executive to contact and connected with them to see if they were interested in recruiting services.  He knew that other sales people were doing the same thing in different industries in order to find new business so in 2001 he built a website which provides all of this data in one place.

 

 

Here is a little more from my conversation with Tom.

 

What do you do? 

I am the CEO/Founder of Lead411 so I basically oversee all operations.  I also handle a lot of marketing efforts.

 

What’s the biggest challenge you’ve had to overcome to start your business? 

The biggest challenge was not having any money when I started.  That was the toughest time. But it has huge benefits.  This is when I learned the most and it is also forced us to be profitable immediately which is definitely a “great” thing.  I knew within 4 months whether or not we had a viable business.  Venture funded companies are flying blind.  Also, I never considered venture capital financing at that time.  I didn’t want anyone controlling where my company was headed and I knew I could make it on my own.  That might have made it harder, but I learned so much from it and I still own the company. I think the other “challenges” have to do with me personally.  I needed to learn how to move faster and make quicker & better decisions.

 

 

What’s the most satisfying thing about running your business? 

Knowing that I provide a quality service at an inexpensive price.  Users need our service which makes me and my company desirable.

 

How do you define success? 

Being extremely good at what you are responsible for.  That is for me though… The definition of success is personal.

 

What are your sources of inspiration? 

Other bootstrappers.  I love hearing stories of other businesses that came from zero starting capital.

 

What’s the worst thing about running your own business? 

You can never pass the buck.  You cannot leave on a vacation and expect people to run the company just as you do.

 

Has running your business been what you expected it would be? How? 

For the most part.  The only difference is that when I was younger and was just about to start my company I had so many doubts.  I thought it was going to be much harder than it was.

 

How did you fund your business in the beginning? 

I had about 3 month’s pay saved up so that is how I funded it.  After that I needed it to be profitable.

 

What’s the biggest dream you have for your business? 

I would like to own multiple web properties.  Lead411 should be the primary business, but I plan on starting a number of other sites/companies that will be subsidiaries of Lead411.  We should be able to fund them internally.

 

What’s the happiest moment you’ve ever had in your business? 

Probably the first payment we ever received.  I felt like it was actually going to work.

 

What’s the darkest moment you’ve had? 

Overextending myself financially the second year. This lead to very little cash and some self reflection.

 

Do you think of yourself as an entrepreneur? 

I used to hear that entrepreneurs were born not made.  I don’t believe that.  I had some qualities that gave me a head start, but most was learned.  Yes, I think I am an entrepreneur now.

 

What can large businesses learn from a small business like yours? 

Accountability.  If every middle manager had more accountability there would be so much less waste.  I think that so many times expend

 

Where will your business be in a year? In 10 years? 

Who knows?  I would really like to keep Lead411 forever and just have it grow and fund other businesses, but you never know if someone comes in and offers you something in which you should not refuse…

 

If someone who was about to start a business asked you for advice, what would you say? 

This is a loaded question, but here are a couple suggestions.  1. Start as early as possible.  The younger you are the more risk you can take.  If it isn’t a success you are still young enough to get another job or start another company.  2. Just keep trucking. Like any job, you are going to make mistakes.  Don’t beat yourself up or spend too much time thinking about the “correct” decision.  Just make up your mind and keep going.

 

What makes you get up in the morning?

The ability to make 1% improvement in my company that day.  Over a year period that will improve a company 250%.

 

When or how did you know that this is what you wanted to do? 

Pretty early in college.  That is why I majored in Entrpreneurship at USC.

 

Have you ever failed?

Of course.  Too many times to note here.

 

What have you learned from failure?

It is really true that the more you fail the better you become.  You definite learn from these experiences.  That being said, I have learned just about everything from failure.  Every time we add a new feature and our customers hate it they tell us.  From there we know more of what they like and what to avoid in the future.

Small Business Profile: Guideposts.com

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of Guideposts.com—a site devoted to helping people find and reach their potential. This site interested me not so much from an entrepreneurial standpoint, but because of its history.

The nonprofit organization was founded in 1945 by Dr. Norman Vincent Peale and his wife, Ruth Stafford Peale. GUIDEPOSTS is involved in a number of activities including award-winning magazines, best-selling books, websites and outreach services such as free distribution of GUIDEPOSTS materials to hospitals, the military and families in need; comfort kits for children in hospitals; and coordination of the Knit for Kids project that has sent over 600,000 sweaters to needy children abroad.

Primarily a print medium, GUIDEPOSTS is enjoying their foray into technology and social media, which has expanded its audience and enabled direct dialogue with their customers.  

Being able to build a site that truly can and does inspire people is a great part of my job. — Philip Charles-Pierre, VP Digital Media

The biggest challenge their VP of digital media is dealing with right now is incorporating all the new technologies. Having roots in print and adding in new things (online publishing, social media can be quite the cold shower for many organizations). Charles-Pierre says that social media and online initiatives have allowed his publication to reach a broader audience.

“There are still a lot of people in our target audience that don’t quite understand why Guideposts and Guideposts.com are relevant to them. We are merely using the tools they use to let them know about relevant content,” Charles-Pierre says, including such tools as Facebook, Twitter, and widgets.

He adds that it is important to reach readers wherever they are gathering online.

Charles-Pierre enjoys the challenge of helping to reshape the business at a time when publishers are struggling. Guideposts continues to adapt its approach to ensure it is serving key audiences while attracting new pockets of readers. “We fundamentally believe our content appeals to both the devout and those who do not consider themselves spiritual, in nature. Good advice and guidance – as well as compelling content – appeals to all people, and we strive to make that case to the public at large.” 

 

 A little bit about the original founders: 

Dr. Norman Vincent Peale

One of the foremost motivational speakers of the 20th century, Dr. Peale wrote 46 books, including the inspirational best-seller The Power of Positive Thinking, which was on the New York Times best-seller list for 186 consecutive weeks. Still available today, the book has sold more than 20 million copies in 42 languages.

For more than five decades, Dr. Peale was the pastor of Marble Collegiate Church in New York City. He spoke to an average of 100 groups a year until he was 93, and was awarded the Presidential Medal of Freedom by President Ronald Reagan.

Books by Vincent Peale

Ruth Stafford Peale

The daughter of a minister, Ruth Stafford graduated from Syracuse University and taught mathematics before her marriage in 1930. Although she worked closely with her husband in all aspects of his ministry, she also established a separate identity as a religious leader, public speaker and author. She was cofounder, publisher and chairman of the board of GUIDEPOSTS and a member of the board of directors of American Bible Society, Interchurch Center, Blanton-Peale Institute and Laymen’s National Bible Committee.

Small Business Profile: Crossing Gaps

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of a company called Crossing Gaps — they help bring creative people (writers, artists, musicians, startups) online. Crossing Gaps helps them with everything from web design to marketing and monetization strategy so they can focus on doing what they do well, creating great products and services. My interest in this company is that it’s a classic .com consulting firm started by 3 guys, lots of whiteboarding and the desire to help people. They, like many organizations in their early stages, are feeling their way, finding ways to diversify their revenue and opportunities. Crossing Gaps will be an interesting company to watch.

Before starting his own business, Spalding worked as the online marketing director at Grooveshark, a music streaming company out of Gainesville, FL. He met co-founders Quang Tran and Nathan Thompson. Nate was his first intern and Quang and Steve had been working on various entrepreneurial projects for about a year before they buckled down and decided to throw themselves into Crossing Gaps. The opportunity to work in a startup helped prepare him for the challenges he could expect to see in his own endeavor.

“Blogging about entrepreneurs before joining Grooveshark gave me some idea of what having my own business might be like, but there is nothing quite like being in trenches. ” – Steven Spalding

Enjoying the coaching aspect of consulting the most, Spalding enjoys seeing his clients move to the next level in their marketing. He works with large and small organizations but the most satisfying work he does is with their smaller clients. “To see people who didn’t know anything about marketing on the web three months before be able to do effective, creative things without any prompting from us is really fantastic.”

Spalding recently authored a book named All The Little Things. Centered on creativity, building great ideas on the web and keeping yourself sane in the process. He is releasing a version for free, (http://atltbook.com) and selling a PDF “Final Edition.” For some inspiration, give it a read.

The Challenge?
Spalding, an Electrical Engineer by degree, recognized that the people building the most exciting technology are the least able to explain it to others or commercialize it effectively.
 The Opportunity.
Crossing Gaps offers a wide range of services to their clients based on need-business phase they find themselves in. From helping them “get online” to developing the right marketing mix (social media, print, online) to achieve their goals.

Here is a little more of my conversation with Steven:

What is the biggest challenges you’ve had to overcome to start your business?
We started our little enterprise right in the middle of the economic downturn. We have had to deal with everything that entails. No one has money, everyone is tightening their belts and you have to work better and smarter to survive. When I reflect on it, I know it has made us a stronger firm. We’ve needed to be really realistic and really -good- to push through and when things turn around it will pay dividends.

What would you do over again, if you could?
I would be better organized. The biggest issue you have when you get three entrepreneurs in a room is that everyone is working on 50 projects at once and no one wants to write anything down. This is a fantastic way to create ideas, but when you start dealing with schedules and deadlines it gets to be really stressful. Over time we’ve built up systems to deal with that problem but it has been a lot of trial and error.

Has running your business been what you expected it would be? How?
It has been harder than even I expected it to be, and I had no delusions going into it. What it boils down to is responsibility, responsibility for people other than yourself. What I didn’t expect was that it never really “turns off.” When you run your own business, you live it, 24 hours a day 7 days a week.

Are you happy?
I wouldn’t do this if I wasn’t. I am extraordinarily happy because I get to do something few people ever get to, wake up every day and know that I have control over what is happening next. Sure, we deal with clients, deadlines and all the other stuff that comes along with working with people but we make those choices and accept the consequences of them. It’s a great feeling. 

What makes you get up in the morning?
Before I gave up caffeine I would have told you three cups of coffee and a migraine . . . Really, what makes me get up in the morning is knowing that I am one step closer to accomplishing my goals. As important as tangible success is to me, I know the most important

Have you ever failed?
I fail everyday and I think that’s a part of the point. If you aren’t failing you aren’t growing, and you can’t survive entrepreneurship without growth. The trick to failure, if there is one, is to admit it to yourself and try to take the lesson from it. It’s absolutely fine to fail, but it’s not if you are constantly failing and not learning from the scratches and bruises.

Small Business Profile: Visible Logic

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of visiblelogic.comA well-designed message can position your organization, product or service to look unique, capable and strong enough to go head-to-head with any competitor of any size.  That is just what Emily Brackett (founder of Visible Logic) strives for with a talented stable of high performing freelancers, contractors and vendors that scale to any project. 

Before opening Visible Logic, Emily worked at several successful studios in the Chicago & Boston area. At these full-service studios she completed a broad range of design work, including B-to-B marketing collateral, annual reports and identity projects. Early in her career Emily worked in print production and as a print buyer in the book publishing industry. This foundation in print management allows her to troubleshoot the production side of projects.

“I always knew I’d start my own design firm, but I had to get the right experience before going out on my own. I got laid off in the summer of 2001 and decided it would be better in the long run to start my own business rather than search for another design job.” – Emily Brackett

The Challenge?Small businesses require someone who really understands their business; they cannot afford to mis-communicate to whatever precious audience they are able to amass. Businesses of any size can take a lesson (particularly in this climate) to adopt a consistent brand from one media to the next. Working with a lot of start-ups and entrepreneurs, Brackett also observes many often scramble to identify their brand along with their business so they can build a livelihood. The Opportunity?Visible Logic views design as a business tool, helping businesses by providing a useful web site or a memorable identity. This enables businesses of any size compete on an even playing field. Emily views graphic design as something that is equal opportunity. It doesn’t have to be hugely expensive, but can make your small business look professional, established, cutting edge, large, etc. She designs for both print & web (logos, book covers, marketing materials, web sites), and frequently works in more than one media for any given client. Graphic designers can work in several areas of design, but being able to work across media allows her to be more helpful to her clients and brings Emily the most satisfaction. Making things readable and usable through good design—establishing a clear hierarchy of information—makes things easier to understand.

Emily Bracket, Visible LogicWhat interested me most about my interview with Emily is her authenticity in reflecting that she didn’t start out with a plan to land where she did. She had always enjoyed art, color and type—but didn’t know what to do with it. Like many people, she wasn’t really aware of what a graphic designer did. So, I took the long route getting to where I am. I have a liberal arts degree, then I worked in book publishing. That’s where I realized exactly what graphic designers did and finally figured out where I belonged. Then, I went back to school at Massachusetts College of Art to get a degree in graphic design. Best decision!

Hence the name: Visible Logic. Some more from my interview with Emily from Visible Logic:
 
What are your sources of inspiration? 
In this business you do need inspiration. I have the typical trade magazines and award annuals, and those can help. I also keep a bulletin board with inspiration items tacked to it. They are not necessarily professionally designed, although many are. For example, I have a menu from a small family-run restaurant I went to in Tuscany, Italy in 2002.
 
What’s the worst thing about running your own business
Feeling like I can’t say “no” to a client. Therefore, working late or at least thinking about things late at night.
 
How did you fund your business in the beginning? 
Just my savings. Luckily, graphic design firms do not require much capital.
 
What’s the biggest dream you have for your business? 
Growing the firm so that I have more experienced partners to come together on projects. Currently, I partner with developers or writers, for example, but they are not full-time part of the team.
 
What’s the darkest moment you’ve had? 
In 2008 I had several clients go out of business and stick me with uncollected invoices. If I went through the issues I went through in ’08 in my first year, I wouldn’t have survived. 
 
Do you ever think about giving up and getting a job? 
No.
 
Are you happy? 
Yes. A bit stressed, but happy.
 
Where will your business be in a year? In 10 years? 
I think 2009 is a turning point. I made small, but steady progress from 2001 to 2007. Then I took off time to have a baby. So in addition to the recession, I had taken time off and definitely not done as much marketing as I should have. Now, I’m reinvigorated.
 
What makes you get up in the morning?
Deadlines!!
 
Have you ever failed?
Lots of little mistakes and failures.
 
What have you learned from failure? 
I try to verbalize to myself, to my staff (or to my husband) what went wrong, so I can avoid repeating it.
 
If someone who was about to start a business asked you for advice, what would you say? 
Don’t skimp on design. Too many people start a business and start marketing it before they’ve developed their identity and brand. Just like you would not show up to a job interview without a suit, you should not show up without a business card & web site. These basics of your identity form the foundation for your brand. There are ways to keep in simple and low cost, but still be effective. 

Small Business Profile: OutspokenMedia.com

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of Outspoken Media, Inc.—an internet marketing startup that was founded in January by three women who wanted more for their clients. Partner Rae Hoffman just finished 20th in the recent Startup Mom competition, an accomplishment with a tremendous amount of meaning to her.

“As three women in a male-dominated industry, we took a risk by starting a company together. My partner Rae is a single mom of three children (one severely handicapped) and I have a speech disorder that makes it difficult for me to communicate, statistics say we probably should have kept day jobs.” — Lisa Barone

Starting a business during a recession is a risky thing to do, but also the optimal time for new ideas, better services and plucky folks to connect. Top of mind for this crew is empowering others to take smart risks. “We did it and we want others to know they can do that too.”
 
Behind The Scenes


rae-hoffman-small      

Rae Hoffman


rhea-drysdale-small      

Rhea Drysdale
 


lisa-barone-small    

Lisa Barone

Rae Hoffman is Co-Founder and Chief Executive Officer of Outspoken Media, Inc. In 1997 Rae started a small website about her son and his medical condition that became one of the first international support groups on the topic. It earned national media coverage and helped further medical research in the field… More about Rae Hoffman Rhea Drysdale is Co-Founder and Chief Operating Officer of Outspoken Media, Inc. Since 2004 Rhea has grown her understanding of on-page optimization, online reputation management and social media with both in-house and agency positions. Rhea loves working with clients… More about Rhea Drysdale Lisa Barone is Co-Founder and Chief Branding Officer of Outspoken Media, Inc. Lisa has been involved in the SEO community since 2006 and is widely known for her honest industry observations, her inability to not say exactly what she’s thinking, and her excessive on-the-clock Twittering… More about Lisa Barone

 

Problem OutspokenMedia.com was solving for?   The Opportunity?  
Many SEO services offer a one-size fits all package and charge huge premiums for tailored to solutions. Employ techniques which are customized to a client’s needs to help them achieve higher rankings in the search engines and achieve more targeted traffic.

   
OutspokenMedia works with clients to develop marketing strategies that encourage them to do great things and to care about their niche communities. The Outspoken blog was developed to prompt action in the community as well as teach. Outspoken presents How Tos to small business owners helping them market their own businesses and get more from online.  The recession has given entrepreneurs an even larger opportunity to go out on their own and succeed. It hasn’t taken it away.

Here is a bit from my interview with Lisa from OutspokenMedia.com…
 
When did the idea for starting your business come to you?
Having my own business was never something I was aspiring to. I was very much content in the stability of being an employee and receiving a steady paycheck. However, in January I was three months into a new job (a job I had moved from CA to NY to take) and came to a point where I knew in my heart it wasn’t going to work out. So the decision was to stay in a job I wasn’t comfortable in to keep a paycheck or venture out on my own in a bad economy.  It may seem crazy to some but, I chose the latter option.
 
Luckily, it didn’t take more than a few chats with my then-friends, now business partners, Rae Hoffman and Rhea Drysdale to be confident that we could do something together. So really just like that, we formed Outspoken Media, a new kind of Internet marketing company.  Deciding to start the company was probably one of the hardest decisions I’ve had to make. Committing to myself to something that huge was an enormous undertaking for me. But I’m very glad I did it.

What do you do?
My official role at Outspoken is that of Chief Branding Officer, which to me means that I’m responsible for starting conversations. Whether that’s for us or for clients, through the blog or on Twitter, or through any other medium, my job really is to build brands and conversation through communities on the Web.  I help people their evangelists and build bridges.

What’s the biggest challenges you’ve had to overcome to start your business?
Learning how to wear so many hats.  Before I’ve always had very specific job descriptions. When the business is your own, you find yourself taking on tasks you never imagined.  There’s a constant learning curve.

What’s the most satisfying thing about running your business?
The freedom to do what I feel is right.  I’m a blogger and a bit mouthy, so working for someone else always meant that I had to temper that. I had to watch what I wrote, watch what I said, pick my battles, etc.  Now I get to blog as me and for me, which I think makes my blogging more genuine and more engaging for readers. It probably doesn’t sound like that big of a change, but to me it’s been night and day and something I’m incredibly grateful for.  I can’t always say what I want to in real life due to my speech difficulties, so having total freedom of my written voice means everything to me.  It’s empowered me.

Has running your business been what you expected it would be? How?
There’s a lot more to it than I ever thought. I knew that it would be long hours and that it’d grueling at times…I just thought at some point that would stop and that I’d have a day to catch my breath. That day hasn’t hit yet. My biggest lesson has been that it just never stops. There’s always something to do, something more than needs tweaking, an email to respond to, a blog post to write, someone to reach out to, etc.  I’ve learned that running your own business really is a 247 job. I love it. It’s been great and incredibly rewarding, but there’s so much more to it than I ever knew.  Every so often a crisis will break out and I’ll turn to one of my partners and say, “someone should really take care of that!”, and then I remember that I’m that person. If I want something done, I’m the person to do it.

How did you fund your business in the beginning?
I think that’s the beauty of the Internet, you can start a business with very low capital.  Because we’re a service-based company, the only initial costs we had were those involved with skinning the Web site. The domain was already bought, we had hosting, etc. From there the “cost” really is time. It’s been working to build the brand, getting our name out, letting people know we exist, and taking on clients.

What is your passion?
Using my voice in a way that helps others.  I love that the blog allows me to share advice, concerns, issues, etc, with people and to have an impact on their day or to touch them in some way. There’s no greater feeling than that.

What makes you get up in the morning?
My business partners and knowing that we’re capable of doing great things for clients, in a style that’s true to us.  It’s nice believing in what you do and the way you do it.

 

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Small Business Profile: Padosa.com

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of Padosa.com. Their goal is to provide the public with innovative and practical ideas that they can put into action today to save money, make money, and promote sustainable businesses and a sustainable planet-that is a rather noble mission whose time appears to have come. My main interest in this company stems from the core philosophy that you don’t need to be a nonprofit to do good, that there is so much opportunity to help businesses save money while making profit. 

Chicken –> Meet Egg

Padosa’s goal has been to prove that sustainability does not jeopardize profitability. In a position to see many opportunities in the sustainable space, these consultants wanted to have even greater impact by reaching a larger audience. A web based business based on this premise hatched.  

Problem Padosa.com was solving for?

A group of general management consultants for small businesses for several years, Padosa’s clients continually stressed their need to operate a viable business before they can be sustainable.

The Opportunity?

Padosa.com helps small businesses to save money, mind their budget while getting started with their sustainability efforts. They focus on initiatives that improve profitability in the short term, and long term. They provide practical information and a community to get their members personalized answers. Many companies don’t know where to begin and they want to make it easy for them. Their goal is to build a community of business people and make it easy for them to go green, profitably.

Here is a bit from my interview with Jennifer from Padosa.com… 

What do you do? 

Padosa.com helps small businesses get started with their sustainability efforts. We focus on initiatives that improve, profitability in the short term, and long term. We provide practical information and a community to get our members personalized answers. Many companies don’t know where to begin and we want to make it easy for them. Our goal is to build a community of business people and make it easy for them to go green, profitably.

What’s the biggest challenges you’ve had to overcome to start your business? 

The biggest hurdle is getting site visitors to contribute content to a site that looks empty. People tend to ignore a community until it looks populated; we are overcoming this by making sure every visitor gets lots of personal attention. We are also giving out Amazon gift certificates to people who contribute substantive posts – that helps!

What would you do over again, if you could?

We are learning as we go which is what is exciting about this process. There is nothing particular I can think of in terms of changing our strategy.

What’s the most satisfying thing about running your business? 

It is great when we connect people to each other. Recently we referred a solar energy company to a member who is interested in installing solar panels and he hired them. The member was really satisfied and the firm we recommended was thrilled to get the business. It feels great to help people accomplish their goals and earn revenue!

How did you fund your business in the beginning? 

Our consulting company, A2X Consulting, funds our business. We have a small staff and low operating costs at this point.

What’s the biggest dream you have for your business? 

We would love to grow Padosa.com to be the Linked In for Sustainability – a place where people connect and help each other with their sustainability efforts. We also want to provide best practices on sustainability initiatives from around the world and have a global presence.

What is your passion?

Making it easy for people to go green! And, making sure each visitor feels welcome and gets the answers he or she needs.

Small Business Profile: Heinz Marketing

To follow up on a previous post requesting feedback on topics and offering to highlight members of the community, I learned of Heinz Marketing. Matt has held positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, he started Heinz Marketing to help clients focus their business on market and customer opportunities. For more info, check out his blog.

Problem Heinz was solving for?Many companies approach their go-to-market strategies via separate departments that don’t always talk to each other or work together to form and execute a cohesive strategy for taking great products to market.  The Opportunity?To help fast-growth companies, especially those early in their development cycles, build a strong, actionable go-to-market strategy from the ground up, incorporating all the right elements from sales, marketing, business development, channel, etc. that make sense for their unique business. More on Heinz.

Here is a bit from my interview with Matt… 

When or how did you know that this is what you wanted to do? 

Funny question, I actually studied journalism and political science in school, then found myself in a PR job soon after graduating.  As I worked through PR, then tactical elements of marketing, then learning sales and business development and beyond, I kept realizing more and more that a complete picture of a company’s go-to-market strategy – not just individual components – was necessary to truly understand and capitalize on growth opportunities.  I wanted to be able to see that entire picture, and help my employer – and now my customers – take advantage of market opportunities in the most leveraged, successful way possible.

What is your passion? 

I love learning, discovering new things, and applying those ideas to both my business and to my customers.  There are so many sources of great ideas all around us every day – the trick is finding enough time to listen, filter what’s important, and taking the time to apply those ideas in a testable, measurable manner to foster growth.

hat’s the biggest challenges you’ve had to overcome to start your business? 

It’s probably a similar learning curve to many small businesses – balancing the need to 1) work with existing customers; 2) constantly look for prospective new customers, and 3) run my own business.  Over time I’ve figured out how to balance these more effectively, but doing these three things while still prioritizing my growing family (first child was born April 29th) is an ongoing challenge.

What would you do over again, if you could?

I absolutely would have started actively networking as early as I did, if not earlier.  Over two years ago, I figured I would start my own marketing agency some day.  I immediately started better tracking and keeping in touch with everyone I met professionally.  One of the tools I’ve used is a monthly newsletter, Heinz Marketing Insights.  It started with just 60 or so recipients, but now goes out to ~1,700 recipients each month and growing.  It’s been a great way to stay in touch with a lot of people at once, and now also keep Heinz Marketing’s name in front of them whenever they’re ready for help.

Any regrets? 

None.  I love what I do, love working with my clients, and love the freedom of running my own game.

How do you define success? 

For Heinz Marketing, I have specific goals for annual revenue and client retention.  But with clients specifically, I define success by how well I’m able to help them grow revenue.  Sometimes that’s by increasing customer loyalty and purchase frequency.  Sometimes it’s about accelerating new customer growth, opening into new markets, researching and launching new products, etc.  But if the client is happy and growing their business, that’s success for me.

What are your sources of inspiration? 

In life, it’s my family and my faith that underline everything.  For the business, I’m constantly inspired by people I talk to, read about and hear from every day.  Sometimes it’s industry leaders such as Seth Godin (permission.com) and Andy Sernovitz (damniwish.com/).  Oftentimes, it’s fellow entrepreneurs, business leaders and innovators who are taking risks, trying new things, and achieving their own success. 

What’s the worst thing about running your own business? 

Anything that takes me away from focusing on my customers, which basically means the operations of running the business.  As a small agency, I can run things pretty lean which is nice, but I still have vendors, taxes, legal things to attend to, etc.  Those are all important, but I’m happiest when I’m wrestling with a customer problem or opportunity.

What’s the biggest dream you have for your business? 

It’s too early for me to accurately define that.  I know what I want the business to look like at the end of this year, and have a few different visions for where it could be in 2-3 years.  The methodology I use for helping customers think about, define and execute their go-to-market strategies has been relatively consistent across different customers – size, industry, etc. – so I’ve been exploring ways to better productize and expand the impact of that methodology.

What’s the happiest moment you’ve ever had in your business? 

I wake up every day so excited to be doing what I’m doing.  That may sound cheesy, but I love my job and the impact it has on our customers.  The happiest moment may have been my earliest, literally waking up that first day I was making Heinz Marketing my full-time focus.  The freedom and unpaved path in front of me was exhilarating.

Do you ever think about giving up and getting a job? 

Not really.  There are days when I wonder if the steadiness of a regular job might be less stressful and more predictable, but those moments are fleeting and infrequent. 

What can large businesses learn from a small business like yours? 

I think any business – big or small – needs to be able to constantly listen to customers, re-evaluate their business, and make nimble, quick decisions that can quickly drive greater innovation and growth.  This is often organizationally harder for larger organizations, but there are plenty who do it and do it well.

Every company who gets big has, at some point, done the right things organizationally to be nimble enough to listen to and respond to customers, and do the right things to cross the chasm from small to large enterprise.  Those who stick with the values and culture that got them big typically continue to grow and thrive.

If someone who was about to start a business asked you for advice, what would you say? 

Make sure you have enough cash and/or funding to operate without revenue for at least 6-8 months, likely a year depending on what you’re trying to do.  Cash flow is the single largest problem for most small businesses.  Beyond that, I’d recommend creating a plan for at least the first year, but keep your eyes open to the opportunities you hadn’t anticipated that could help you deviate from the plan, but still maintain focus on your overall vision for the business.

Have you ever failed?

Absolutely.  I actually think failure is a requirement for innovation.  I’ve written about it many times.

“Look over your past month of work.  How often have you failed?  What have you learned from that failure?

If you can’t come up with many examples, think of things you might have done, or tried, but were afraid to do so.

Are they worth trying now?”

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Innovative Idea: Dead Roses For Those You…Liked

Hard to tell if this qualifies as innovative or if it should be put in the “people-will-pay-for-anything” category…but I can say I’ve seen it all now.  I suppose it’s green, technically… I suppose it’s home based. Clearly niche, if you believe that only a small segment of the population would actually put money behind the temporary feeling of being petty.

‘but someone’s making money off of it! Here is some copy from their web site…I’d love to know what qualifies as a “special drying technique.”

Do you know someone who will be 30, 40 or 50 years old? Don’t let this birthday pass by without the gift they will remember forever. Whatever the occasion, your sentiments will be clearly expressed with Dead Roses. This expression of your thoughts will make a lasting impression. We will deliver your own personal message with your roses… The ideal way to let them know how you really feel.

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Imagine the look on their face when they open the Priority Mail box to find a dozen Dead Roses! These are high quality roses, dried using a special drying technique to preserve the color and appearance of the rose. For only $24.99, with Free USPS Priority Mail shipping, you can make the statement you’ve been wanting to make for a long time. What if they’re not worth $24? Just send a half dozen for only $17.99 or a single Dead Rose for $10.99 The roses are shipped via USPS Priority Mail in a crush proof Priority Mail box.

Innovative ideas for home businesses

You just can’t put those grannies in a box…

Swiss Netgranny is a collective of 15 grannies who knit socks on demand and sell them online. Customers can choose their favourite granny from a gallery of ‘Grosis’, which includes information on why the women knit (‘not for money, just to pass the time’) or about their professional credentials (‘at age 6, I taught my 4 year-old sister to knit’).

Customers pick the color of their socks, or opt for a surprise design. After placing an order, their personal sock-knitting granny will take approximately two weeks to knit the pair of socks, which are sold for USD 33 / EUR 26 a pair, including delivery.

Netgranny was founded by Swiss fashion label Tarzan, who have created a product loaded with storytelling opportunities. While socks are generally a bland clothing commodity, this line of foot apparel lets customers pull up the leg of their trousers and share a great story with their friends or family.

Website: www.netgranny.ch

Such a simple idea, why are these small, managable projects not being done here in the US? What an opportunity for ideas for people to do out of their home:

  • custom scrapbooking –> send in a show box of photos, and get back an album)
  • custom quilting –> send the swatches of fabric that has meaning, get back an heirloom crazy quilt)
  • send a photo of a favorite vacation –> get a small postcard size piece of custom art by an artist looking to establish a portfolio

Being Green, one element at a time…

I met John Barboni following a rather powerful presentation on the societal impacts of consumption given by his colleague David O’Higgins and Jason Levine. Barboni and O’Higgins have formed an interesting partnership with architects Tom Abraham and Carl Stein, FAIA. …

Barboni is co-founder of elemental, a New York City-based collaborative where he and his partners concentrate on promoting sustainable energy-conscious architecture. Barboni provides design, strategic creative direction, brand development, management and implementation of elemental projects.

With his background in architecture, Barboni has an interesting perspective on consumption. He is front and center in seeing the very human, visceral desires about space as well as the raw materials which make the spaces in which we live. Given that he is in a position to advise clients on the best approach to meet those needs, and in the midst of “everything new, green, hip and current” I wanted to get his perspective on architectural trends.

It’s not about simply coming-out with more green products – essentially selling more stuff so businesses can make another buck under the guise of social consciousness. The current escalating consumption of resources by humankind is having a catastrophic effect on our planet. This over-consumption has been the direct result of a business paradigm that equates success with consumption. The consumption=success paradigm can not be sustained.

Businesses will enjoy steadier, more manageable growth if they are able to evolve an operating strategy in which the definition of success is decoupled from consumption.

Examples:

  • Ford: used to push big cars. The bigger car fulfilled the same function as small one – transport; now they must adopt a new paradigm. The old days of excess are over and they are beginning to address some of these issues with smaller more-efficient cars.
  • Horny Toad: A Colorado clothing company that inspires their customers to seek adventure, activity and outreach in their local community.

The average American hasn’t really come to terms with the severity of some of these issues…what it means in the way we live our lives. The real price of goods must begin to take shape as a way to educate the consumer. For example, the price of a bottle of Poland Spring water is selling in NY for $1. The true lifecycle costs of that bottle when considering the resources that go into is production, transport, disposal, and full environmental impact, are actually much higher than $1. There is price adjustment going on to promote consumption. This mode of consumer behavior is parasitic.

The divide is ever deeper; the top ,01% of the upper class control the same wealth as the bottom 90% of the world’s population combined. That has severe consequences for our society, from both an economic and a cultural perspective. As the middle class is wiped-out, social nodes for creative thinking and interaction are ever-more endangered by the extraordinary price escalation resulting from speculation.

The world population is approaching record numbers, and much like a Petri dish with finite edges, we are reaching the limits of sustainable growth. Elemental’s feeling is not to back away from this issue; they want to talk about the message. “Available resources are finite. We must curb exponential consumption and maximize efficiencies. These are not new, revolutionary ideas – we are simply reasserting their importance.”

elemental remains optimistic that the current green trend is not just a fad. “This has been Carl’s life’s work. He’s had almost 40-years of uphill struggle to communicate the message that green architecture is important. This time reception of the message feels different. People are realizing that it’s beginning to affect every American.”

Can Government help?

The issue of government control and regulation is a sensitive one. Germany placed a significant government subsidy on solar panels, so everyone got one, thereby creating a temporary shortage of silicon in the world, and driving-up prices. Yet, in a typical year, Germany gets less sunlight than almost anywhere else in the world. As a result of the government subsidy the raw resource (silicon) flowed into a part of the world where it was least efficient to use it.

Energy coupons could be an effective alternative. Everyone (rich or poor) could be allocated coupons or credits for x BTUs of energy per month. If you exceed your given allowance, then the price for extra energy would be at a premium. Un-used coupons could be traded on the open market.

It’s not up to any one discipline (government, scientists, economists, architects) to resolve these issues. It will take cross-discipline collaboration. Consumer education will be a powerful component.

 

About Elemental

elemental is an award-winning New York City based creative consultancy consisting of elemental architecture llc & sine elemental llc, committed to social responsibility in sustainable architecture and strategic creative direction for brand identity & media among emerging environmental, cultural, and consumer paradigms.

Founded on over 40-years of research and experience in energy-conscious design, current elemental architecture projects include ground-up new commercial and residential construction in Manhattan, historic reconstruction for the City College of New York, sustainability consulting for a 275-acre development in the Dominican Republic, and interiors for New York City’s first ‘green’ boutique hotel.

Led by over 20-years of experience in strategic marketing, brand identity and media consulting for several of the world’s largest and most visionary companies, sine elemental projects include strategic creative direction for WPP events group MJM Interactive, identity for downtown’s Cooper Square Hotel, Greenhouse 26, and several other boutique fashion, art, retail, and on-line ventures.

elemental is informed by a disparate but deep set of experience. From advertising and identity to architecture, design, letters and film the breadth of experience is concerted by commitment to methodology. Elemental never applies arbitrary style, trend or fashion as a solution. Instead, Elemental assesses the structures, functions, and cultural contexts of the client to provide the basis for authentic communications. From this process arises a form and style unique to the client’s mission, connecting the client with its audience and cultural environment.

john barboni

John Barboni draws on a diverse background that merges architecture, design, art and fashion. Mr. Barboni’s leadership at elemental is predicated on a deep understanding of design management and operations. Mr. Barboni’s experience includes work in fashion through Ford Models, New York and Best One, Paris. Additionally, as founder of art collective NYCART.org, Mr. Barboni maintains a commitment to support emerging artists. John holds a degree in Architecture from the University of California at Berkeley and further studied architecture, economics, art history and Italian in Venice, Italy and New York University.

david o’higgins

David O’Higgins brings elemental world-class strategic branding and creative leadership. His experience includes building several of the world’s largest brands with Enterprise IG, Landor, Interbrand and Siegel+Gale. O’Higgins helped re-define global television, print, retail and online brand identities for companies including Royal Dutch Shell, Ford Motors in France, and American Express Blue. Additionally, he has defined the identities of such cutting edge clients as haute couture fashion label, Alexander McQueen and has worked with artists such as David Byrne/Talking Heads. O’Higgins has lectured on branding and design in academic and professional circles in both Europe and the US. David studied design at Bath Academy of Art and holds a Bachelors Degree, with Honors, from De Montfort University, both in the United Kingdom.

tom Abraham. aia

Tom Abraham brings to elemental over a decade of experience in design, higher education and management. His design work includes a wide variety of built and conceptual projects, as well as object and furniture design. Mr. Abraham complements his leadership with a commitment to higher education having served on numerous design reviews, taught at The City College of New York School of Architecture and New York University College of Arts and Science.  He has also held exhibitions of his design work in Europe and New York. A graduate of The Cooper Union for the Advancement of Science and Art, Mr. Abraham is also a LEED Accredited Professional by the US Green Building Council, a member of the American Institute of Architects and licensed to practice architecture in New York State.

carl stein, faia

Carl Stein has pursued design in tandem with research throughout his career and is internationally recognized for his contributions to the field of sustainable design. His leadership at elemental is founded on a methodological approach towards the design process. For his achievements, Mr. Stein has received major awards and honors. Mr. Stein is the author of many pioneering works on ‘green’ architecture, such as Energy Conscious Architecture; the first in a series commissioned by the National Council of Architectural Registration Boards, and has chaired the National AIA Energy Professional Development Task Force. Published in The New York Times and Progressive Architecture, Mr. Stein also lectures worldwide and has served as consultant for the US Supreme Court, US Department of Energy and the New York State Council for the Arts. He has served as Professor of Architecture at The City College of New York and on numerous design reviews nationally.  Carl studied architecture at The Cooper Union for the Advancement of Science & Art and Harvard University Graduate School of Design after completing studies in physics at Middlebury College. Mr. Stein is licensed to practice architecture in numerous states, is a LEED Accredited Professional by the US Green Building Council, and a member of the American Institute of Architects’ prestigious College of Fellows. 

Look Outside Your Discipline, Network Through Values

For nearly ten years, Tom Abraham and I worked under Carl Stein. Carl and Tom , committed to education,  were also teaching together at the City College of New York. Through our work together on various projects, we realized that we connected on many levels and kept returning to the same values and themes.

Seeral events converged: I was approached by a client that was interested in doing a project with us; it was the perfect opportunity to launch Elemental with Carl, Tom, and David, who had come to us through Tom’s wife after having just left his branding agency in search of socially meaningful work. David initially directed the branding for elemental prior to becoming a partner.

It has been incredible adding David and his 20 years of branding expertise to a bunch of architects. He’s able to express our own views in such revolutionary ways – we quickly realized we were on to something special, and wanted to offer the same service to our clients.

David is instrumental to evocative communication with our clients while our experience as architects helps to substantiate the conversations. As with many technical professions, there is a definite methodological process involved in taking our projects to fruition. Before that happens though, we need to get “inside” businesses and understand who they are, what they do, who they want to be, and how does that relate to the changing cultural, environmental, and economic context. Once that foundation of understanding has been achieved, we then work to communicate that message in authentic, clear and constructive ways. The result or product generated from completing this approach effectively is beauty.

Help Define Your Space

We actively lecture and contribute to articles as a way to keep people talking a remain part of the larger conversation. Tom, Carl and David are actively teaching as education continues to be something that we all care profoundly about. Carl is also currently finishing a book called “Greening Modernism” which discusses the interconnections between green architecture and Modernist architectural thinking.

In our work, we consider both the social aspects and the business model. The more that people are becoming aware of some of the issues that we have discussed today, the more interest there is in our business. Our efforts in this space of education and communicating the message of sustainability are beginning to actually work out that way.

Many people think being green or sustainable is about a compromised “nuts and berries” or “hippie” aesthetic. In our experience, we have found that an appropriate green approach actually enhances the beauty of the product and elevates the human spirit. One of the examples we like to use: think of the experience of lying against a large stone in the desert to enjoy its radiating warmth stored from the sun. Compare that to the experience of using a radiator blowing hot air on you for warmth. The natural opportunity offers a much richer, dynamic, and greener experience.

There remain many misconceptions in the current green market trend. For example, a couple may build a giant 10,000 sq foot house, put solar panels on it, and say “I have the greenest house in the neighborhood” and someone might even write some articles about how innovative it is. The notion of curbing consumption asks: do two people really need 10,000-sf?  Why not build a 1,000-sf home and spend your resources making the project as beautiful and efficient as possible? Even without solar panels or any other green add-ons, they would be much greener than the alternative; it’s an issue of consumption.

Another misconception is that it has to look green to be green. Green should look and feel like the best quality out there. It’s not about just sticking a recycled logo on things – it’s about maximizing the potential of material and resource use.

Understand The Climate In Which You Live

The period we are entering now is much closer to the great depression than the energy issues of the 70s. There is a very severe period of change coming. Roosevelt’s New Deal enacted a whole series of programs that changed the way money was distributed in this country. We are at the brink of that now, and it will require a major change in the way everyone is doing everything. We want to help people to understand that and work to guide people through the upcoming transitions.

In the US we have been taught a culture of consumption because it fed the markets. It was a very conscious decision to steer things in that direction and it was good for short-term business growth. We are just beginning to feel the consequence of that behavior now. Americans are in love with cookie-cutter solutions to problems. We find a house design that is perfect for one particular climate and we scatter a million of them across the country because its fast, easy and cheap. Then you end up with a lot of things that have no contextual relevance and you’ve wasted a lot of precious resources.

 

The priority is here has been about immediacy.

The internet came along and the attitude was the same “just get it out there”, “publish first, edit later”, “build it and they will come.” The faster you were, the more successful you were. Those days are over. People need to take the time to measure twice and cut once. Be exceedingly mindful of how we use our resources…

That’s where the optimism comes in. There is nowhere to go but up. Now is the time to lead – be a pioneer in your industry.

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