This month I thought I would share with you some of the information I learned at the National Convention.  The following are from notes taken from a Session conducted by George Cloutier, CEO of American Management Services and Co-Chairman of Partner America.  They may be explored in detail by reading his book "Profits Aren't Everything - They're the Only Thing" - No Nonsense Rules from the Ultimate Contrarian and Small Business Guru. Harper/Collins, Publishers.

I will cover the first eight points this month and complete Points 9 through 15 next month.

Many of you have been looking at your business and are discouraged. Your sales are down - your operating costs are climbing but your cash flow is slowing to a trickle, and your bank won't lend you any more money. You say - everyone is suffering right now - it's the economy - Right?

Mr Cloutier says - "Don't blame the economy if your business if failing - it's your fault. Take a good look under the hood and you will see that most of the problems are internal - and that is good news. It can be fixed/"

He suggests asking yourself these questions:

1.       Do you take responsibility for every aspect of the business? Open the books and look at where you are financially and face reality if profits are not where they should be. Look for red flags.  Procrastination is denial's best friend.

2.       Do you love your business as much as your family?  You should. If workers are family members, treat them as employees.  Never hire anyone you can't fire.

3.       Do your employees respect you (not like you)?

4.       Are you aware of your customers and their needs? Do you know who calls each day, what they required, were their needs fulfilled to their satisfaction - are they happy?

Don't  leave this important factor to someone else - keep on top of everything.

Micromanage. In a small business, you need to know everything all the time.

Does your ego get the best of you? Never rest on yestrerday's sales - try harder tomorrow and the next day.

5.       Do you pay yourself well? Always pay yourself first, the rest will follow. If you are not happy with your salary, you need to work harder. You can't lead the way if you are behind the pack.

6.       Use flash reports - one sheeters - that give you the daily update on the status of your business.

7.       Delegate but verify. Use your control freak badge with pride. 

8.       Every day think about where you stand on your operating and financial plans. Estimate your profits for the year and set that money aside. If you are having a bad year, adjust expenses accordingly and never spend beyond the original plan.

Never talk yourself into a negative position. It is easy to say - "the economy is down, everyone is hurting" or " I need to rest". If you start making excuses, its time to work harder. It does wonders for the morale when hard work starts paying off.