“Everyone has a plan ‘til they get punched in the mouth.” -Mike Tyson

I admit, I’m not a big fan of Mike Tyson, but when a statement rings true it’s time to listen.
In the past we’ve had lots of “feather weight” economic upheaval. There have been “light weight” and “middle weight” financial bouts; but in 2010 we are in the “heavy weight” division. In the heavy weight world you feel every punch.
When the business world entered the ring for this fight we had no idea it would last this many rounds. The initial hits we took could be expected and we made changes as needed. Now, as the rounds pile up and months turn into years everyone is digging deep just to stay alive.
These days clients and customers are reevaluating necessities, contracts, business relationships and employees— but that means opportunity, not dead ends. This is not a Pollyanna point of view, it is real. All those potential clients who have been sitting on status quo year after year now have a reason to open up to change.
Making changes when sales are flat can be scary. “If the change doesn’t work how big of a financial hit can we take?” Flat sales mean you are taking hits left and right. The cancelled order is a right jab. A top customer who went out of business is a left upper cut. Your top sales rep that goes to work for your competitor equals a straight right followed by a left hook.
After three years in a tough economy you’re bruised and bleeding. Here are some coaching tips:

1.  Move your feet. Are your employee’s running fast but getting nowhere? You may want to take a look at their feet. They could be shackled to an archaic system. “We re-did our ops manual last year.” Who re-did it? If it was constructed by management and signed off by operations, you might need to give it another shot.
Employee Training: Gather information from everyone. Where is the shortfall in operational procedures? Change people around and open up your cross-training to help employees feel both wanted and needed. Cross-training also allows you to hire from within and reduces ramp-up time with the bonus of employee satisfaction. Also, putting a supervisor on the front line can be a great inspiration generator.
Sales and Sales Training: Throw out the statistics. The idea that x number of calls equals so many appointments which equals so many sales will not work today like it did in 2007. Don’t blame your sales teams for not making sales; you’re the one that is holding them to the defunct sales standard. Deconstruct the sales process and ask your sales reps to put it back together. Give a prize for the most outlandish workable idea.

2.  Cut your eye. Blow after blow your face has taken a beating; we need to cut some flesh so you can see. It is time you looked at your company from the outside in. This is not as easy as it sounds. Some of the things you invested time and money into may need reworking or elimination. Areas to consider include:
Marketing: Down markets are a great time to take over market share. Have you cut back to conserve resources? When you stand on the outside can you even see a path looking into your company? Make your marketing dollars prove they are working for you. Wherever you spend money ask for a detailed report and electronic surveillance if possible. If there is no data available, even if you think it is working for you, if you are spending money, you should delete it. Times are tight, don‘t spend money on hope.
Website: “In our line of work no one really looks at our website.” What does your website look like? The majority of websites out there have a business that spent money on it but did not invest in it. When a website holds no value for today’s buyer, they won’t go to it, but it has nothing to do with “your line of work.”

3. Learn. “I’m scared every time I go into the ring, but it’s how you handle it. What you have to do is plant your feet, bite down on your mouthpiece and say, ‘Let’s go.’“ – Mike Tyson.
It is easy for business owners and management to get frustrated when you can’t seem to land a single punch. Your company is bobbing and weaving their hearts out but you just don’t seem to be gaining any edge.
Listen and learn from the guys with the championship belts. Call your clients who are holding their own or even prospering and ask for input. When you are in the fight you don’t see the whole picture. Get a new, different perspective from your usual sources. It’s easy to commiserate with a buddy and play the victim card but if that is your desire then throw in the towel now so you don’t have to take another hit. If you want to win; if you really, really want to win, now is the time to dig deep.

“A champion shows who he is by what he does when he’s tested. When a person gets up and says ‘I can still do it’, he’s a champion.” -Evander Holyfield
By: Shari Allison

Whether businesses need a helping hand, extra storage space or heavy equipment, the Work Training Center is there to make life easier.

The center, a nonprofit organization, is dedicated to supporting people with disabilities as they achieve increased independence in work and leisure. Businesses using the center’s services are not only keeping business local, they’re helping local adults with disabilities earn a living.

The support can be especially helpful for businesses just starting out or businesses that have reached a point where they need to give up space to continue running. Owning a company can be hard work and with the tough economy it may not be feasible to rent workspace or buy delivery trucks.

“Our new tag phrase is ‘The Smart Way to Grow Your Business,’” said Carl Ochsner, executive director, Work Training Center. “We can keep businesses’ costs down and risks at a minimum, yet still allow them to increase product volume.”

The work done by the training center has included putting bottle caps on Klean Kanteens, folding up ChicoBags and making wooden gift boxes for Vino 100. The center has thousands of square feet of warehouse space, delivery trucks, forklifts and a strong work force. It also offers a wide variety of services, everything from assembly to packaging to delivery. Many businesses in the area have utilized these services, including Enloe Medical Center, Sierra Nevada Brewery and S&S Produce and Natural Foods.

“The thing that ChicoBag and Klean Kanteen like about us is that we’re super flexible,” Ochsner said. “We can get things done fast and it’s ok if they have nothing for us to do the next week.”

Hiring new employees can be costly and is impractical when mixed with erratic order flow, he said. The center can be a real asset to businesses that want things done quickly and aren’t looking to hire.

Another beneficial service the Work Training Center can offer is experience. The nonprofit has been around since 1949 and since then has become a big part of Butte County.

The knowledge the company has gained from working with a variety of successful and not so successful businesses has provided insight on how to effectively run a business. This can be especially beneficial for businesses just starting out. If entrepreneurs need help clarifying their ideas, coming up with a packaging design or figuring out how to get into markets outside the county, the Work Training Center can help.

“If you want to be successful, it doesn’t cost you anything to come and talk to me,” Ochsner said. “I might have people, resources and ideas that can really help.”
Ochsner considers the Work Training Center to be a great ally to have that is always there to lend a hand.

“Businesses should see this as another place to call, another supplier and a way to solve problems they might have,” he said.

For more information on the Work Training Center or to take advantage of their services call 530-343-7994 or visit www.wtcinc.org.

By Kayla Cook

The owners of Northern California Recycling are already dedicated to keeping our streets clean and waste free, but this month they are devoting themselves to something even more amazing—providing children in Africa the funds to better their poverty stricken lives.
During September, Northern California Recycling will be donating two cents of every pound recycled to the Mustard Tree Ministry. The Ministry is committed to addressing the hard issues of poverty, premature death, hunger and disease that the Zambians are born and locked into. They help educate and feed the people of Southern Africa in hope that this will aid them in having brighter futures.
“I want to help these kids out,” said Paul West, owner of Northern California Recycling. “I hope to at least generate a couple thousand dollars.”
Paul and his wife, Vicki, bought Northern California Recycling in February of 2009. Since then they’ve expanded to a better facility where they make convenience the key to their company. People can drive up and have their trucks unloaded during business hours and after hours they are still welcome to drop off their recyclables.
The whole purpose of the business is to stop people from dumping their stuff along the highway, West said. Customers have shown great appreciation for this service. Going there saves them time and money.
“Nobody can believe it’s free,” West said “There just not used to hearing the word.”
West finds it rewarding to know that he is keeping the streets from being covered in unwanted appliances and electronics.
“When I pull up in the morning and see 10 TVs and 20 refrigerators I know that people are using our service,” West said. “Where would those be if they weren’t here?”
West’s caring nature is what led him to become involved with the Mustard Tree Ministry. He heard about the organization from his accountant, and after learning more about the organization from the founder, Barbara Lund, he knew he needed to help.
“We went to Barbara’s house and she showed us photos of the tribes’ people and her living in a hut,” he said. “There were holes in the side used as a bathroom; you just don’t realize that still goes on.”
Mustard Tree Ministry has already made a huge impact on the people of Zambia. They provide care for the children and give them the education and skills that will offer them a chance to rise above the poverty.
West attributes the success of the business and the hope for this project to his wife. “She is what keeps me going,” he said. “She is my world.”
Sometime after September, West and his wife hope to go to Southern Africa and see for themselves how they are helping the children of Zambia.

Visit Northern California Recycling in Redding (18405 Clear Creek) and drop off your recyclables during September to help raise money for the people of Zambia. For more information on the Mustard Tree Ministry, visit www.themustardtreeministry.org.

By Kayla Cook

Golden Capital Network and NoRTEC have launched a series of business development workshops to get companies on the road to growing their entrepreneurial venture into a thriving, successful business.
The Venture Island Entrepreneur Workshop series, which began in August, is currently focused on giving Venture Island-North State contestants the skills they will need to make it to the top of the competition. Venture Island-North State is in full force with the last competition on October 29. Previous workshop topics have included beginning a business, entrepreneurial strategies and PowerPoint fundamentals. All workshops will be held at the Uptime Coworking Studio (101 Salem Street, Suite 240), which opened last November. Golden Capital Network created this venue for knowledge sharing forums such as these.
“Our vision as an organization is to promote entrepreneurship and innovation as an economic development strategy,” said Alan Chamberlain, program director of Golden Capital Network. “Those are the people who are going to create companies that will grow and provide good, sustainable employment opportunities for workers.
Although these workshops will focus primarily on the contest up until September 28, the content is valuable to anyone pursuing commercial success, so everyone is welcome.
On September 9, entrepreneurs can practice PowerPoint presentations at a “pitch clinic” that will offer feedback and suggestions for improvement. Throughout the rest of September and end of October workshops will focus on financial analysis. Businesses will have a chance to learn about revenue and expense projection, capitalization and business strategies.
At the closing of the Venture Island competition on October 29, the workshops will move forward to topics on growing small businesses. Companies can become more familiar with human resources practices, business law, accounting management and more.
“Our local small businesses are struggling in this economy and learning some things will help make their businesses better and hopefully lead them to growing their business,” Chamberlain said.
The seminars will not only give businesses skills to succeed, they will provide participants an opportunity to meet others interested in what they do, he said.
Each workshop will be taught by an expert in the business field, said Jon Gregory, president/CEO of Golden Capital Network.
“Workshops provide access to leading business executives and service providers for both start-up and existing growth companies to amplify their business acumen, and accelerate success,” Gregory said.
The connections made at these workshops will provide entrepreneurs with the guidance and support that will aid them in growing their venture.
These workshops will be every Wednesday from 6 p.m. to 7:30 p.m. All sessions are free, but space is limited. To register visit uptimechico.ning.com, or for more information on the workshops go to www.ventureisland-northstate.com.

On June 26, Sierra Nevada Brewery’s Big Room played host to CEPCO’s 23rd Annual Dinner and Excellence in Business Awards. Amongst the chatter of various Hawaiian shirt-clad business owners and enthusiasts, hors d’oeuvres and wine were served by Long Creek Winery, Quilici Vineyards, La Rocca Vineyards, New Clairvaux Vineyards, Pedrozo Dairy and Cheese, Sierra Nevada Cheese Company, Apollo Olive Oil, Butte View Olive Oil and Pacific Sun Olive Oil.
At 6:15 on the dot, Master of Ceremonies, Dick Stein took the stage. He wasted little time introducing the first award. The Community Service Award, sponsored by Butte Community Bank, went to Larry Juanarena. Howard Isom took home the Morgan Stanley sponsored Lifetime Achievement Award, stating, “I guess you’ve got to be mature to win this award!” Chico Mayor’s Award for Excellence in Renewable Energy, sponsored by PG&E, went to Chico Electric, while NorCal Waste System’s Butte County Job Creation Award went to Aero Union. Slater and Son presented SUNGARD Bi-Tech, Inc. with the Excellence in Technology and Innovation Award. Friends of the Arts were then presented with the Excellence in Arts and Entertainment Award, sponsored by Linscheid Company, Inc. The Excellence in Healthcare Award, sponsored by Enloe Medical Center, went to North Valley MRI & CT Center. CSU, Chico’s College of Agriculture won the award for Excellence in Agri-Business, sponsored by Chico Electric. 2008’s Entrepreneur of the Year Award when to Dan Gonzales, owner of Fifth Sun, who described the experience as “recapping 15 years of struggle and competition.” Wells Fargo Bank sponsored the Excellence in Real Estate Development Award, which went to Conroy Construction.
Next, four companies were honored as Businesses to Watch, an award given to those who are innovative and display a great opportunity for growth. Chico Bag, Klean Kanteen, Landacorp and Organic Chico Wash were all presented with the award. Representatives from each company were given the chance to speak. CSU, Chico’s Elevator Pitch Award was handed to Slandee Erole and Gloria Zarate, two students whose idea to create a Web site that allowed students to trade and sell textbooks beat out competition from their peers. CEPCO’s Chairman’s Award was given to Dr. Ken Derucher.
The highlight of the evening, CEPCO’s Venture Island competition, then took center stage. Venture Island is a three-month business plan competition that, after several rounds of elimination and much development and hard work, would finally have a winner. Competitor Robert Strazzarino, a recent CSU graduate whose class scheduling software company, Wildcat Scheduler, is used by several universities around the nation and is in the position to grow rapidly in the next few years. Former RN, Steve Culton’s “nurse alert connector” is a vital product that has the potential to save thousands of lives, all while making a nurse’s job that much easier. The prize, however, went to Crystal Martin. Martin is in the process of creating schools for nursing students, a position that is in high demand. Because most Californian nursing schools are so impacted, very few students are admitted, and as a result, there just aren’t enough nurses in the hospitals.

By Andrew Bonnenfant

Living a “green” lifestyle has become a trend throughout the last few years. We often see ads urging us to buy recyclable bags so we aren’t wasteful or buy local so our money doesn’t go to the wrong place. These ideas all make sense but they often leave consumers feeling guilty about their lifestyle. Greenfeet takes “going green” to a whole new level by teaching customers that changing your habits can not only be helpful, it can be fun.
“We put the fun back into business,” said Valerie Reddemann, founder of Greenfeet. “We take what we do seriously but don’t take ourselves too seriously.”
Greenfeet is an e-tailer with over 3,000 eco-friendly and sustainable goods. They sell everything from solar flashlights to natural soaps to totes made from recycled children’s storybooks. Thousands of customers buy products from Greenfeet each month.
Reddemann started the company in 1997 after she learned about the harmful effects household products can have on people due to the amount of chemicals they contain. She was starting a family soon and wanted to give her child the healthiest start possible, so she looked into other avenues such as natural yard care, recycling and composting. The thought of having a green business blossomed from there.
“The more I learned and started finding out about alternatives, the more I wanted to share that with other people,” she said. “It’s really easy when you first start learning to want to scream from the rooftops ‘You’re all poisoning yourselves.’ I realized pretty early on that wasn’t effective.”
Greenfeet works hard to take a light-hearted approach to educating people on the benefits on being green, Reddemann said. Her educational but laidback approach is meant to inspire and motivate people to make small changes that work for each individual’s lifestyle.
“Just because you choose to go green or live sustainable doesn’t mean that it has to be something that’s outrageously expensive,” Reddemann said. “There’s a lot you can do for little to nothing that can make a huge difference.”
One way she educates people on ways to live green is through her podcast, “More Hip than Hippie.” She started the show in the earliest days of podcasting and has put out over 230 shows throughout the last four years. Their blog, e-mail newsletter and social media, such as Twitter and Facebook, are other ways she stays connected with consumers.
Greenfeet believes in making huge efforts to communicate with their customers, which is why they have created many ways for shoppers to connect with them based on their level of comfort, she said.
“We engage in conversation with our customers, our vendors and with each other,” Reddemann said. “We learn, we explore and we share.”
The company’s products, as well as the personality behind the business, have prompted Greenfeet to be featured in several national magazines, such as Oprah Magazine, the San Francisco Chronicle and National Geographic’s Green Guide. They were also recognized as one of the top 10 green businesses of the year by Co-op America.
Reddemann considers Greenfeet a values-based business. They have proven that businesses can grow and be successful and at the same time honor what’s known as the triple bottom line—people, planet and profit.
“I love the fact that we can still live very much in harmony with everything around us,” she said. “Businesses can grow and flourish without plundering the planet and the people around them.”
Reddemann’s passion and enthusiasm for her work has created a place where people all over the country feel comfortable buying green products and learning about ways to live sustainable.

To order from Greenfeet or get more information, visit their Web site www.greenfeet.com or give them a call at 1-888-562-8873 or 530-894-5255. All orders can be shipped to your house or picked up at their office in Chico.

By Kayla Cook

By Kelly Graves and Liz Peterson Bilinsky

The human brain is a complex and marvelous thing. Its ability to filter and prioritize information is highly selective based on our own biases, habits and needs. It’s human nature to have blind spots.
Because of these blind spots, most of us have at one time or another ignored what we decided was either unnecessary or unwanted. Most of us have undermined our own selves one time or another by making choices based on false assumptions, or avoiding opportunities out of fear, or simply allowing ourselves to act with prejudice.
It is vital for leaders to reflect on how their blind spots impede their success and the success of their organizational goals and objectives.
Consider gaining insights from these alternate points of view. Self-reflection time may be all it takes to find your blind spots and envision a brighter future for your organization.
1. Curb the trash talk
Too many conversations look like two TVs facing one another. Often leaders talk too much when what they need to do is listen. Reflective listening means truly focusing on what the other person is saying and meaning and not worrying about proving your own point or leading the conversation. Reflect back the ideas, insights and wisdom of your colleagues or subordinates so together you can mine the richness and value of the ideas spoken. Pay close attention. Listen for value and you will find it.
If listening quietly is too challenging, try saying only these prompts and writing down the highlights of what you hear: “Tell me more about …” or “What would that make possible?”
2. Get expert advice
Albert Einstein said, “We can’t solve problems by using the same kind of thinking we used when we created them.” Leaders are often surrounded by many exciting ideas, but finding a way to implement them may require the help of an outsider. Who helps you point out the obvious or develop the next innovation? Let a seasoned colleague, someone from a completely different industry or a trusted coach share their knowledge and expertise to discover that next possibility. You may be surprised how another’s insights illuminate the obvious and expedite your success.
3. Keep it three for three
When you feel frustration, it may be valuable to vent; however, it is important to remember that venting alone may become habit forming. Set this rule: three minutes of venting, must be followed by three minutes of solutions-focused conversation. If necessary, time yourself or give permission to a friend to refocus you toward solutions so you’ll avoid the “Vortex of the Three Toxic ‘Cs’: criticism, condemnation and complaint.
4. Daydream to wisdom
Wisdom and creative thinking can come from the most unexpected people, places and things. Here’s one simple way to discover your inner sage.
Find objects around your workspace and tell a story about them. For example, perhaps you’ll focus on a framed portrait on your desk. You might tell a story about how it’s important for you to see the people whom you treasure. Now, take that story and apply it to your leadership skills and behaviors.
Insight: Seeing and being seen is motivating. Using snapshots and images will help your people value and remember what is most important.
5. Get it done
Benjamin Disraeli said, “Action may not always bring happiness, but there is no happiness without action.” A strategic vision without purposeful action is an exercise in futility. Your plan does NOT need to be perfect. It just needs to get you started.

Starting your day often begins with a careful look in the mirror. Use that same habit to learn how to get out of your own way. Let your reflections provide the insights that will take you where you need to go.
Kelly Graves is the founder of Chico-based Internal Business Solutions Consulting. He specializes in individual and organizational development. Liz Peterson Bilinsky is a behavioral and communications specialist and trainer. As business partners, Kelly and Liz consult with local and national organizations in both the public and private sectors. Additional information about their consulting services can be found online at www.ProfitWithIBS.com, e-mail Kelly@ProfitWithIBS.com or call 530-321-5309; toll free: 1-800-704-3785.