Get What You Want: 5 Ways to Win Every Negotiation

1. You must be fearless when negotiating. You cannot let them bully, intimidate or frighten you. Remember, you hold all the cards because you can walk out whenever you want. There are plenty of other places for you to spend your money.

2. You have to know what you want. Walking into a negotiation blind is suicide. You must have an idea of the final outcome and then you need to keep that secret. Don't walk in and lay your cards on the table, but play the game. That means you need to do your homework. You need to know what the item really costs and then negotiate from that position. Fortunately the Internet has all that information available.

3. You need to make sure you are negotiating with a decision maker. Don't waste time haggling with junior personnel that cannot make decisions. Ask to speak to someone with the power to negotiate and make it clear you will only speak to them.

4. You must follow through then-and-there. If you get what you want from the negotiation, you must commit to the sale on the spot. If you come back later you will need to re-negotiate with whomever is present and you will have wasted everyone's time. Don't enter into a negotiation if you don't have the money to pull the trigger.

5. You need to get tough. There is a point in time in every negotiation where you will need to get tough. It is critical that you do this at the right time. It is that moment when the parties are all tired and the other side has drawn a proverbial line in the sand. That is the moment you must go on the offensive and make it clear you are not afraid to walk away from the table.

For example, I bought a car for my wife two years ago. We came in close to closing time so I could benefit from the staff's exhaustion from a long day of work (I'm evil.). Throughout the entire negotiation, the salesman kept ignoring incoming phone calls on his cell phone. The entire time we were haggling, he kept hitting the Ignore button on that cell phone with a look of growing concern. Finally, he drew that line in the sand and I pounced:

"Look, buddy, I want to buy this car but I am not paying that price. We've been here for more than 2 hours arguing because you refuse to see reason. Right now, your girlfriend is throwing that nice dinner she cooked for you into the trash. She's changing out of that sexy nightgown and putting on that horrible, nasty nightshirt because she's furious that you haven't answered any of her calls. I wouldn't be surprised if she isn't calling some other guy right now, all because you are being a pain in the ass over $1000. Either come down, or I'm walking away and you get nothing at all tonight."

I wish I had a picture of his face; all his resistance collapsed. I took him apart because I correctly assumed that all those phone calls where from his girlfriend. Do I feel bad for wrecking this man? Hell no! I got the price I wanted and my wife drive home in her new car. He got a commission check and a chance to make up with his girlfriend.

The point is, in every negotiation you have to wait for that magic moment and then attack. Once they believe you are prepared to walk away, you will win. Try it and let me know how it works out for you in the Comments section below. I can't wait to hear from you.

Comparison Shopping

SmartMoney.com published a great review of the top online price comparison sites. For the most part I agree with their findings. Their reviews found PriceGrabber.com was the superior website for comparison shopping. One of the better features included on PriceGrabber.com is the ability to setup alerts for products based on your desired price range. With the constantly declining costs of technology products, it doesn't make sense to pay bleeding edge prices.

They also rated Yahoo! Shopping, Shopping.com and NexTag as good sites. Rated towards the bottom was Google Products (AKA Google Shopping) because it provided poor details on listings. In their defense, Google says the tool is simply a way to find products and the stores that sell them.

Regardless of what online tool you use, now there is no excuse of overpaying for any product. My advice to you when using these price comparison tools is to perform searches by the part number of the product you want. For example, if I know that I want a specific 3Com network switch, I look up the part number on 3Com's website then I plug that part number into PriceGrabber.com. This ensures that I get the exact item I am looking to buy.

Happy shopping.

Eliminate Landlines, Go Mobile Instead

Forget traditional landlines! Modern business required maximum mobility and minimal expense. That means running your business completely with wireless phones. If you're ready to make the switch, the first step is to evaluate your needs.


Mobile Small Business
Starting a small business means hard work, long hours and the need to predict your future business needs. Mobility is absolutely essential for all owners who must fulfill multiple business roles. For the small business struggling to carve into the market, around-the-clock connectivity is a key to success.


Mobile Phone Service
• Handheld mobile connectivity. Products like the BlackBerry and Palm Treo integrate e-mail, phone and handheld comuting into one product.

• Customizable data plans. Data plans allow you to transfer data using the cell phone company's network. Plans may include domestic or global data plans, depending on your business needs.

• International calling options. Whether your company is already global or not, international phone and data plans can be included into your existing service.


Mobile Business Connectivity for Growing Businesses
Any growing business needs room to grow, and the ideal wireless phone will grow and adapt with your changing needs. Clients remain your primary focus, and client needs may become an integral part of your wireless strategy. That means working with a wireless phone provider that is willing to work with you to achieve your goals.


Large/Growing Mobile Business Connectivity Options
• GPS applications. From tracking employees, to navigation and fleet operations, GPS services keep everyone on the map. Many new phones include GPS while some require it as an add-on device.

• Group messaging plans. Wireless walkie-talkies offer group communication without the effort of conference calls. This can be useful for spontaneous meetings and briefings. However they can also be very intrusive so plan accordingly. Group messaging may work well for some employees and not for others.

• Wireless IP phones. For international and high-volume calls, VoIP (Voice Over Internet Protocol) phones connect calls over the Internet. VoIP eliminates long distances charges and is very effective for communicating with clients.

Old fashioned landlines just don't offer the flexibility of mobile business phone services. Businesses of all sizes are making the switch to mobile phones. This switch ultimately saves money, increases customer satisfaction and generates sales.

So, cancel your landlines and move to a purely mobile business. If you need help, just contact me and I will be happy to help you. 1-800-784-8045

Accounting Software Considerations

An off-the-shelf mainstream accounting program works well for small business. Large companies are much better off with customized enterprise resource planning (ERP) systems that integrate supply chain, customer relationship management, human resources and all other data systems. Whereas a dedicated accounting software is all you need to run your medium-sized business.


Assessing Your Business Needs
Requirements vary by industry so make sure whatever you look at works for your industry! Regaradless, your accounting software must provide income and expense tracking and report generation.

Before you start sending RFPs, take some time to figure out exactly what you want from your accounting system. Products vary from simple checkbooks and cash-accounting systems to more complex financial management, payroll, inventory management, tax accounting and job costing. Many software offerings are modular so you buy what you need now and then add additional functions when needed.

Accounting software should provide the following tools:

• Generate balance sheets and profit and loss statements
• Track accounts receivable/payable
• AR/AP aging
• Job costing
• Quarterly tax payment estimates
• Income tax preparation
• Sales tax preparation
• Payroll
• Quarterly and year-end reports
• Available inventory
• Inventory aging
• Purchase order creation
• Compute cost of goods sold

Some of these features are standard on all accounting programs. Others are exclusive to ERP systems. Remmeber, that software created specifically for your industry may be the best solution, especially if you are dealing with complex processes or regulation.


Other Concerns
You may also want to consider other features, such as customizable reports, check printing and electronic invoices, to name a few. A service business will likely require an hourly billing function too. You may wish to consider a Web-based or "hosted" solution, which offers faster implementation, easier upgrading, lower costs and avoids technology infrastructure expenses.


Ease of Use
You should include input from the primary users of your accounting software. This will ensure that you get the right product based on their needs. It will also minimize complaints and buy-in when you make a final decision.

When you give any software a trial run, test the software publisher's technical support and sales team. The ideal accounting software publisher should be a business partner. If they aren't willing to go the extra mile for you, then look somewhere else.

Choosing accounting software for your business might just be the most important decision you make. Choose wisely. If you need help, feel free to contact me for help. That's why I'm here.

The subpoena doc system is done! Now my client can send all kinds of subpoenas online. What horrors have I unleashed?

Today I am creating subpoena docs for a client. I never thought I would have no problem with a subpoena!

Wisdom Carnegie

At the turn of the 20th Century, steel magnate Andrew Carnegie controlled one of the greatest fortunes in the history of the world. Carnegie ran his business with one simple, overriding philosophy: control costs and profits will take care of themselves.

His logic was that prices and prices are cyclical. They were subject to multiple market forces all of which were completely outside of his control. Costs however can be strictly controlled. Any savings gained from cost control are usually permanent. Therefore, improvements to your business infrastructure that are designed to eliminate or reduce costs are always worthwhile.

Personally, I have always made it a practice to follow the wisdom of successful people. Carnegie was completely correct. You cannot control market forces so you shouldn't bother to try. But you can control your cost of goods and other overhead. When you can cut costs, you derive those benefits for the life of your business.

Therefore, stop focusing solely on sales and pricing. Start controlling costs to derive real business benefits.

Generation Entrepreneur

The business world has changed. There are more new business start-ups now than at any other time in history. More people are going into business to chase their dreams and to break out of the neverending layoff cycle. Talented, capable people are tired of being at the whim of others and are working hard to make their dreams come true.


When the economy is upside-down, anything can happen.
Anyone can reach their dreams with hard work, audacity and belief. There are millions of people all over the world starting a business from their home; in addition to their regular day job. They are all trying to realize their dreams of a better life.

The Internet is the great equalizer. The same business tools I sell to big companies are now available to everyone. For ten years, I've been the managing director of R-Squared Computing. Before that I was part of the great Internet bubble of the 90's. I worked as a Sampsonite gorrilla; beating up software trying to make it break. I remember token ring, BNC adaptors and other things non-tech people don't care about.

Project management, painless backup or you can just hire virtual IT engineers to care for your computer 24/7/365. Just three powerful tools that you can use to make your business run better and to gain competitive advantage. And every last one of them have been made possible by the Internet. Now, your micro business can have the same power and tools as the multinationals.

Intelligently applied technology can give your business an enormous edge. Project managment software really just helps you to plan and stay organized. Painless backup is so you can sleep well knowing your critical business information is safe. Virtual IT engineers keep the machines humming and making money for you.

So, just because the economy is diving, the giant companies are out begging and the world is falling apart, it doesn't mean you shouldn't chase your dreams. Warren Buffett says when people are greedy, be cautious; when they are cautious, be greedy. Buffett didn't become impossibly rich by being stupid or wrong.

Now is the time for you to grab hold of your dreams and start building your business. Don't wait! When the business world is upside-down, opportunities for growth are everywhere. Get started today! What are you waiting for?

The True Costs of Free and Low-Cost Software

I found this great article from Idealware. Click here!

If you run a non-profit, this site is a great resource for you. I recommend you subscribe to their updates.

Idealware, a 501(c)3 nonprofit, provides candid Consumer-Reports-style reviews and articles about software of interest to nonprofits. Through product comparisons, recommendations, case studies, and software news, Idealware allows nonprofits to make the software decisions that will help them be more effective. http://www.idealware.org/

Stop Fixing the Blame

For some reason, whenever something fails, our first reaction is figure out who is at fault. We want to know who screwed up so we can yell and scream at them. But if you think about it, this is counterproductive.

Wouldn't it be better to fix the problem? What we should do is:

1. Figure out why it failed
2. Fix it
3. Take the necessary steps to ensure it doesn't fail again.

How does placing blame make anything better? All it does is force you to find fault with one of your workers. In many cases, the worker that gets blamed isn't even really at fault; they simply become a corporate scapegoat. This breeds mistrust, anger and resentment in your workforce which leads directly to low productivity.

Stop fixing the blame. Start fixing the problem.

The Wireless Cloud

With the FCC decision to allow the use of television whitespace for wireless Internet is the cornerstone of the future Cloud capability. The phenomenal bandwidth that will open up is unprecedented. A whole host of new national wireless Cloud devices will replace what we have become accustomed to. These will sport the new flexible LCD screens for larger displays on portable, handheld devices than we have seen before.

Change is coming. Are you ready?

Computers Don't Matter

Machines don't matter! The time when each computer was important is now over and the sooner you accept that the easier your life will become. All that matters is that we can access our important information and keep our business functioning. Once you move to the Cloud Paradigm you will free yourself to work from anywhere.


The Old Computing Paradigm
The paradigm we are all used to puts a computer on every desk and shackles each employee to that machine. If the computer fails, the employee's productivity drops to zero. But it wasn't always like that...

The first digital computer is the abacus, and all computers (including yours) work based on similar rules. Nowadays, instead of sliding beads on a string, modern computers simply power transistors on or off to perform calculations. In 1946, the ENIAC using 20,000 vacuum tubes was unveiled as the first programmable, general purpose computer. The invention of the transistor and integrated circuits during the 1960's ushered in the era of big expensive mainframe computers that only large businesses could afford. In 1970 Intel's 4004 microprocessor heralded the beginning of the personal computer era. Because microprocessors were cheaper than their forebearers, it would soon become possible for everyone to own a computer. By the 1980's computers became small enough (and cheap enough) to be fitted into many household appliances, such as washing machines. The 1980's also saw the start of the major market penetration of the personal computer. During the Internet expansion of the 1990's the personal computer became nearly as common as television and the telephone.


The Price Argument
In 1996, the average price of a new computer was $1,647. Two years later, that price fell to $1,317. Today you can buy a Dell Vostro 220 for under $500 or an Asus Eee PC for $170. It doesn't take a math genius to map the trend of declining computer prices. As computer components become cheaper because of new innovations in manufacturing, the base price of a new computer system will continue to decline. That means within a few short years we can logically expect the price of a new computer to be cheaper than a good cell phone.

When it doesn't hurt your pocketbook to buy a new computer, it then becomes cheaper to buy a new computer than to repair the old one. Computers will become disposable commodities. And all of this is happening because the computer doesn't matter. Innovation will continue to drive down component prices as companies vie for larger chunks of market share by producing cheaper and cheaper computers. While there will always be a market for high-end computers (e.g. the Alienware gaming machines), the typical business will embrace the Cloud Paradigm and start storing their data online.

Because very few companies are moving onto the cloud, you could gain a substantial advantage against your competition by embracing the Cloud Paradigm. Start reaping the cost benefits of cloud computing today.

For more information on how to eliminate costs with cloud computing, register for my FREE e-Course at www.NearlyFreeIT.com. You'll be glad you did.

Dark Side of the Cloud

While I am a big fan of Cloud Computing, it must be noted that there is a dark side. Salesforce.com, which provides hosted customer relationship management services, suffered a 38 minute service outage on January 6, 2009. While many want to shout and scream that this was a terrible problem, it was ultimately as damaging as a power outage.

The majority of quality cloud computing service companies maintain 99.99% reliability. This means that outages are sufficiently rare that they are negligible. Utility services will suffer occasional outages. That is just the nature of the beast. However, for the cost benefits, these outages are completely acceptable.

And the beauty is if the outages are too frequent and directly imapct your business, you pull up stakes and go somewhere else. So, a word to the wise, be aware that the Cloud Paradigm offers phenomenal cost saving opportunities but it also includes a few risks you should be aware of.

Gadget Fever

I gotta have it! I can’t live without it.

Whenever you experience those urges, take a deep breathe and collect yourself. You only really need food, air, water, shelter, etc. You don't need the latest cell phone or other gizmo. I'm not saying you must live like an Amish monk; just remember that all technology is disruptive, so be cautious. Simply owning the latest and greatest gadget does not necessarily help your business.

You need to take your ego out of it and ask the hard business questions before you spend. Don't let a vanity purchase impact your ability to make money.

Understanding Risk: The Fine Line Between Insanity & Inner Peace

The investment community calls it Risk Tolerance but back where I grew up, it was called The Hit. It all boiled down to a simple question: how much can you afford to lose? How big of a Hit are you able to take? Everyone has a different answer. The secret to taking risks is to know that answer. How much of a Hit can you take? When you know that answer, you will sleep much better.

Now, for most people, that Hit comes with a dollar sign attached, though not always. The next question is how much money can you lose? Obviously, during hard financial times, that answer is Very Damn Little. The problem is that no two situations are the same. So, now we need to be flexible with that dollar figure depending on a simple analysis. You need to ask yourself a simple question: Is the amount of money involved worth the risk of checking out the offer?

Let's face it, we have all fallen prey to a great salesman who promises the world and delivers a complete piece of junk. I bought a lovely mop-thing that exploded into a dozen pieces in my hands three days later. But I really didn't care because it cost $5. At $5 my risk tolerance is pretty high. I can afford to make a bet on the product or service.

Now, a $5 mop-thing is the low-end example. Risk tolerance starts getting complicated the larger the dollar signs. As the numbers climb, so does the anxiety. Obviously these are the decisions you must weigh carefully. I think you know what I am talking about, so I'll move along...

Protecting Yourself
Now that you know more about hidden costs, you know that you have to do your homework. The questions you must ask are:

• Do the advantages out weigh the disadvantages?


• Will the learning curve be a problem?


• Will this be disruptive?

You need to answer those questions in as much detail as possible. You've got to do your homework! You need to take your time and get those answers.

Homework

1. List out all the advantages and the disadvantages; you need to assign them a dollar value based on their benefit to your business. Try to be as accurate as possible. Add both columns and then subtract the disadvantages from the advantages. If you were accurate in assigning dollar values you will have an honest assessment of the financial value of the purchase.


2. Examine manuals and online product reviews. How do users of the product feel? The Internet has liberated countless voices. See what people are saying. Don't just read one review! Get multiple opinions while working to build a consensus. Get a demo, if possible, and get your team involved. If they are part of the selection process, they will accept your decision easier.
   
3. How long will it take for your team to get up to speed with this product? Every day you lose productivity there is a real dollar value involved. The longer you are getting up to speed, the more it costs you. No matter what, you should never try to "go live" on any new product or service during your industries "busy" season. So, if you are in retail, December is a bad month to be testing new mission critical systems. Plan new product deployments during your slow seasons, when possible.
   
4. And finally, the great bogey-man: Will it be disruptive? This is the hardest question of all. Every change brings some disruption. It is inevitable. The problem is will the glitch cause your business to grind to a terrible halt? Will this bug cause me to lose money? Every change brings risk, sometimes they are catastrophic. The real question to ask is can you reverse the distruption quickly. Can you just uninstall the software and get back to normal? Can you just unplug the crazy gizmo and everything will be OK? Find out.

Inner Peace & Other Myths
Sorry to burst your bubble, but some people are just naturally wired for stress. If you are one of these lucky winners, it will take lots of meditation and whatever else the yogis prescribe before you will have inner peace. As for the rest of the world, once you understand how much of a Hit you can take and you have done your homework, you'll sleep well.

Machines Don't Matter

Today, every business has to deliver more, for less. Time costs money, and money is getting tighter and tighter. You need to try to find alternative technologies that are cheaper, better and faster; but that don't get in the way of doing your job. The old paradigm required an enormous investment in computer equipment and labor. The market has changed, and you can probably find better uses for your money.

Most people appreciate the benefits of change if it provides real business value. Change is always risky so you have to be cautious. The challenge is identifying the right changes that will help you improve performance, exploit efficiencies and build competitive advantage. Fortunately, the solution exists in the Cloud.

Technically speaking, the Cloud is just another name for the Internet. However, it also refers to the amazing new way of working with the Internet. The Cloud refers to a shift away from the individual importance of any computer. The computer is just a machine. It shouldn't matter if any one computer breaks, explodes or catches fire. It should not impact your business in any way.

I realize you think I am crazy. "My life is in that laptop," is something I hear too often. They don't really mean the laptop, what matters is the information inside it! Now that information can reside in the Cloud: freeing you from equipment investments, costly computer techs, unreliable backups, expensive software and all the nasty surprises that seem to come with computers.

Undeniably, there is a major shift in thinking required to trust another company with your business information. Many are never able to overcome this barrier and are trapped in the old paradigm with all the related costs. That always happens when there is a paradigm shift. Those who are able to shift into the new paradigm will harness the new tools and blow away the competition.

Total reliance on a specific computer means you are paralyzed when that machine fails. And every computer fails at some point. Then there's the tedious, time consuming process of moving everything from your old computer to the new one. How many hours have you wasted? The Cloud eliminates all of these problems. Machine don't matter - information does. And your information is safe and secure on several remote computers at the same time when it's on the Cloud.

Online there are a collection of tools and services that you can harness for a fraction of the price of the most expensive enterprise-level software. That means you can have at your fingertips the same tools used by the biggest companies in the world, for a price that any small business can handle. It means having access to state-of-the-art computer tools and engineers for a price you cannot ignore.

The companies that are hosting these Cloud services know that their entire business will collapse if there is ever a security breach or data loss. So, they hire the best computer engineers to manage their world-class computer centers. You get the benefits without the massive costs. That means you get the software tools, plus the security, plus the backup, plus the freedom, but minus the cost. All it takes is that all important shift towards the Cloud.

Suddenly natural disasters, fires, theft and equipment failures don't matter. Sure, it sucks when you have to buy a new laptop because it was destroyed. Isn't it better to know that your information is safe and secure? Suddenly, the computer is just a machine again. And machines don't matter.