Director of Marketing,
Zrinity, Inc.
Provider of e-mail systems, soft ware, and appliances
How do you find a new product to build a profitable business around?
It isn’t about the product, it’s about the person’s ability to draft a better message and reach the right people, fast. Take our e-mail server for instance. It is bar none a superior product. Now, it’s up to the use to get that message out fast enough to beat the competition to the punch. If we had the second best product on the other hand, I would still need to find a way to hone a message such as “It’s the people that matter most.”
What seems to be your undisclosed philosophy?
The biggest thing that most people who succeed all know is: If at first you don’t succeed, try, try again. Yet, I believe get smarter and faster each time you try.
How do you effectively manage and lead people?
As an entrepreneur, you need to know when not to manage. If you are growing, hire a general manager to administer people problems or use an HR firm to handle them instead of trying to assume the sole responsibility.
Which mistake made you a wiser, smarter, and faster businessman?
Trying to be a friend while also being a boss. This may sound cruel, but as a business owner you have to maintain a layer between you and your people. Someday, in order for the company to survive, you might have to conduct layoffs. Be nice and have an open door policy; however, uphold a line that you don’t cross. You cannot be a friend and a boss at the same time.
How do you propose to increase your income by 1% in one month or less?
Know who to bring on as a customer and who will cost you money. You need a strong base of well-paying, profitable customers to grow in the future. You can be a loyal provider of a good or service, but the customer has to understand the relationship is two-way and primarily you are in the business of making a profit. Qualify customers carefully. You can do that with carefully worded text on your website, on phone answering machines or at trade shows.
If you had 15 days to turnaround any company, what would you do?
Evaluate the employees. Find the best and brightest, which are typically the driving force, and give them raises.
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