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10 Business Authors’ New Year’s Resolutions for You

There are lots of great business books out there but, as a small-business owner, you may not have time to read them all. Luckily, we were able to get some of the country’s best business writers to distill their business theories into one short and sweet New Year’s resolution for you. Even if you only pick one or two, you’ll be on the road to building your business in 2012.

Stay current on transformative trends. Based on 28 years of research and analysis of current hard trends, it’s evident that the next five years will usher in the biggest technological transformation in human history, transforming how we sell, market, communicate, collaborate, innovate, train, educate and research. We are entering the era of “big data, meaning anyone can access data streams and analyze them using a smart phone or tablet. For example, Wall Street is now mining Tweets to determine mood and sentiment among the public. As technology progresses, it will be more common for people and companies to have moment-by-moment data for a variety of uses that will give us intelligence and help us learn about, react to and anticipate changes that are happening globally. – Daniel Burrus, “Flash Foresight”(HarperBusiness, 2011)

Read the Other Authors’ >

It’s Time to Transform the US Postal Service

The United States Postal Service has been doing poorly, financially, for years. With the advent of emails and electronic bill payments there’s been a dramatic drop in the use of the postal service, yet their expenses have increased. So it’s no surprise that they’ve recently announced some big cutbacks to help them rein in costs.

In the future, will more people turn to online bill payments and email communications? Absolutely. That’s a hard trend. And starting in 2012, thanks to mobile banking and mobile payments, we’ll see people turning their cell phones into a way of paying bills. Additionally, Netflix, one of the biggest users of the US Postal Service, will soon be streaming movies to your phone, tablet, and digital TV rather than mailing DVDs. As processing power, bandwidth, and storage continue to accelerate exponentially, the concept of DVDs coming via the mail will be obsolete.

Now, I admit that it’s nice to get a handwritten letter. Additionally, you can’t email packages. But we don’t need that much mail anymore. And with FedEx and UPS being competitive in the package delivery markets, what’s the US Postal Service to do?

One suggestion is to get into the email business. Believe it or not, but the USPS has very sophisticated technology. In fact, they likely have the most advanced scanning technology in the world. Just think of all of the packages and letters they have to scan with handwriting recognition software—even items with the sloppiest and most illegible handwriting get to the right place.

So they have amazing technology…and we have emails that are loaded with spam. What if the USPS created a secure email system for the nation that has the highest level of spam filtering?  Since it’s our government, perhaps they could connect with the Department of Defense to make sure we get good filtering, get rid of spam, eliminate viruses, and devise a national email verification system. This way we know for certain that our emails are from the companies they claim to be from and are not a phishing scheme.

Would everyone in the US use it? No. But if it’s a high value service, most corporations and businesses will jump onboard and pay handsomely for the service.

Finally, with the layoffs the USPS is planning, estimates show that by 2015 there’ll be 120,000 fewer Postal Service employees. That’s a soft trend, since many things can still affect this estimate. But rather than just lay people off, what about retraining those workers so they can get jobs in something that is growing? Putting money toward retraining and re-educating would be well-spent so the unemployment system isn’t strained even further.

Ultimately, the USPS has the opportunity to create some amazing new value for United States citizens. By generating income from e-business and retraining workers, they could positively shape America’s future rather than cling to the past.

We’re All Too Busy … Missing Amazing Opportunities

By Daniel Burrus and John David Mann

Two questions. First: Are you busier now than you were a year ago? You don’t even need to check your calendar: a quick gut check tells you the answer. Sure you are. Every month seems to go by faster than the last.

And second: In the five years before GM went bankrupt, were the top five executives busy every day? Sure they were. We all are. But being busy certainly didn’t help them, and it won’t help you either.

It’s a fact of life in the twenty-first century: we’re all very busy. Unfortunately, it is possible to busy yourself right out of business. Blockbuster, Chrysler, Polaroid, Borders … the list is long.

Being busy won’t help today because we’re in a time of transformational change, and all business processes are transforming before our eyes. Spending your time putting out fires and managing the crisis of the day won’t work anymore, because the biggest problems you need to solve are the ones that haven’t happened yet. And the biggest opportunities you face are the ones that are coming tomorrow, next week, next year.

IBM says 40 percent of their profitability today comes from products that were impossible four years ago. For Apple, it’s 70 percent. And the pace of innovation is still accelerating. That means the majority of the answers you’ll need to be implementing four years from now reside in products or services that are not clamoring for your attention today—and that you need to start seeing NOW.

Being busy won’t help. You need to start being anticipatory: solving tomorrow’s problems and seeing tomorrow’s opportunities today.

How Specialty Product Retailers Can Accelerate Growth


By Daniel Burrus, Special for US Daily Review

A recent Forbes magazine article listed some of the most profitable businesses in America, and many of them were (surprisingly) restaurants. In fact, two of restaurants noted had four-year growth rates of over 120%. The four-year growth rate is important, because it includes the recession, meaning that these restaurants are growing even during hard economic times.

How is a business that provides a non-essential service (eating out) doing well in a time when people are being more conservative with their spending? Because rather than competing with other restaurants, they are redefining their competitive position, anticipating trends, and finding new and growing niches.

Specialty retailers can learn a lot from these restaurants and can apply the successful strategies they are using to their own business.

  • Stop competing on price.  

There are many ways to compete, yet most companies tend to compete on price. However, the more you compete on price, the lower your margins, meaning you need high volume to make up for it. If your intent is to be a competitor of price, then fine. Just realize you have many more options. The restaurant Buffalo Wild Wings decided to compete in areas other than price and are experiencing a 121% growth rate because of it.

If you go to the restaurant’s web site, you’ll see a very atypical site complete with avatars and animated graphics. It even challenges visitors to play some computer games. It’s fun and sells the experience of patronizing the restaurant to their targeted demographic. The restaurant chain realized that people flock to places that deliver an experience, so that’s their competitive advantage, not price.

In addition to competing on price, you can also compete on time, reputation, values, technology, image, experience, service, design, innovation, quality, information, knowledge, consultative value, loyalty, and process. To get away from competing on price, ask yourself, “Do I have a strategy for every one of those different ways of competing?” Most companies compete in only one or two areas and have a detailed strategy for both. But few compete in all areas. Therefore, to gain an advantage, detail how you are different in each area so you can go beyond competing and accelerate growth.

AUDIO: Embrace Change in Uncertain Times Says Futurist

From my September 11 interview with the Central Valley Business Times.

•  Smaller businesses can more easily adapt, if their leaders are not timid

•  ‘These are great times for business, especially if you’re small or mid-sized’

Uncertain times can be great times to grow a business, says technology forecaster, business strategist and author Daniel Burrus.

“These are great times for business, especially if you’re small or mid-sized,” says Mr. Burrus. He says smaller businesses – if their leaders are not timid – can out-maneuver larger firms during uncertain times.

He says while times may seem uncertain, there are many events that happen with rock-solid certainty. “There are known cycles,” he says – from the cycle of the seasons to annual events such as Father’s Day.

But, he says, there’s another kind of change that business leaders need to understand — linear change.

(Dan Burrus talks about linear change and how business leaders can tap the concept to build their businesses in today’s CVBT Audio Interview. Please left-click on the link below to listen now or right-click to download the MP3 audio file for later listening.)

Podcast Click here to listen to or download the MP3 audio file (burris.mp3, 13.80 MB)

The Opportunity In Disruptive Technologies

If you asked CEOs what keeps them up at night, the majority would say it’s the potential impact a new disruptive technology can have on their company. They’ve seen disruptive technologies change industries and put companies out of business fast. They’ve also seen it put companies out of business slowly (think Kodak or Motorola).

Continuously De-Commoditize

Look at every product and service you have and ask, “Why is this item a commodity?” Then ask, “What can we do to make it different?” For example, look at the features and functions of your products, how things are housed, how convenient the product or service is, what the customer experience is like, how something is processed or made, etc.

Make Your Commodities Stand Out

No matter what industry you’re in, chances are you have a few products or services in your line that are commodities. From food and beverage items to household products to daily services, commodities are everywhere and make bottom line profits harder and harder to attain.

Always Take Competition Seriously

Look at the specific ways in which you compete in the marketplace as well as what makes you unique. Then decide how technology can redefine the way you compete. For example, when was the last time you bought something from the Polaroid Company? At one time, they were the king of instant photography. But then technology and digital photography changed their industry, and the way they competed (instant photography) changed…but Polaroid didn’t change with it.

Social Media Guidelines For Your Organization (Part II)

In my article last month, I discussed the new frontier of Web 2.0 and the importance of customer engagement, communication and finding your focus. This month, I would like to share the guidelines that your staff can use to shape their posts around the company strategy. (Note: the following suggestions are general in nature. Please adhere to your state’s HR laws and seek legal counsel as needed.)

Social Media Guidelines For Your Organization

The new frontier of Web 2.0 is not just about informing your customers; it’s about communicating with them. Today’s Web 2.0 tools, such as blogs, Twitter, Facebook, LinkedIn, and the many other social media options, are all about customer engagement. When you send your prospects or clients an email, a mailer, or a newsletter, or when you place a TV, radio, or print ad, you’re informing your readers about something.

Plug Into Your Future By Unplugging from the Present (Part II)

The key to becoming an opportunity manager is to have the discipline to unplug from the present at least once per week and instead plug into the future. Last month, I shared two steps on how to solve tomorrow’s problems before they occur and see the new opportunities change can bring. This month, I have two additional steps you can take to move the ball forward and watch your success grow.

Plug into Your Future by Unplugging from the Present

What if there were a way to predict the challenges your organization will face and stop them from ever happening? Short of having a reliable crystal ball, most people believe such a concept is impossible. In reality, you can solve tomorrow’s problems today – you simply need to give yourself time to do so.

The fact is that in today’s marketplace, change is coming at us fast…and it’s only getting faster. That means organizations will be facing more problems than ever before. One thing we know for sure is that most problems or changes come from the outside in – external factors impact the organization. This causes people to react, crisis manage, and continually put out fires.



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