Archive for the ‘recession’ Category

Innovate In a Recession

If the downturn is hurting your entrepreneurial spirit, we have good news for you: Recessions are historically ripe with opportunity for innovation. Don’t believe us? Read on.
By Tiffany Meyers   |   Entrepreneur Magazine - February 2009

Change Your Mind-Set
The economy tanks. You have two options: hole up in a bunker and hope it ends before you run out of tinned peas, or innovate and emerge stronger than when the economy took the hit. “During a recession, people tend to say, ‘Let’s stop everything and save money until it’s over,’” says Bernard Meyerson, vice president and CTO of IBM’s systems and technology group. “Well, you’re not going to save your way to greatness.” But you can innovate your way there. So stop moping and heed our experts’ advice. Here are three steps that’ll help you focus on innovation rather than recession woes.

  1. Take a Reality Check
    “Love the lows,” the experts proclaim. “Relish the recessions.” Given the national mood, even Curb Your Enthusiasm’s Larry David comes across as more sensitive. In fact, before you relish anything, “make sure your core business is strong,” says Susan Schuman, CEO of innovation and leadership firm SYPartners. “Protect your core, because only then will you have the capacity to innovate.”
  2. Don’t Go It Alone
    There’s the romantic notion of innovation: lone genius, devising the idea of the century–from a tool shed. Then there’s reality. “Innovation is actually much more complex,” says Edward Bevan, vice president of innovation and market insight at IBM. “Increasingly, it’s the integration of technology, business models and pro-cesses–all wrapped together. It’s very difficult for any one entity to do that alone.”

    Bevan ought to know. He oversaw IBM’s 2008 “Innovation Jam,” an online gathering of thinkers who generated far-ranging ideas from which IBM will extract solutions that all participants can use. Few entrepreneurs could erect an IBM-size jam, but the guiding principle applies: “We believe that if we pool our wisdom, we’ll end up with better results,” Bevan says.

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Desperation Isn’t Referable

Nurture an abundance mentality instead of a scarcity mentality and you can have an unlimited supply of referrals.

There’s truly an unlimited supply of referrals. This may surprise you because most people who’re new to referral marketing or who’ve had trouble getting referrals tend to think they’re in for a struggle to gain access to a limited supply of good referrals. This mind-set is known as the “scarcity mentality,” and those who have it often appear desperate to obtain business, which is not a good way to present yourself when you’re trying to sell your products or services. Desperation is not referable.

It’s true that you must compete for business, even within a referral-networking group. You may come in to such a group thinking all the other members will automatically refer all their business to you. What you have to realize, though, is that joining a referral group doesn’t automatically entitle you to referrals–you have to earn them. For starters, you have to work to create relationships where none existed before. Fellow members must get to know you and your work, and be able to trust you to carry out your commitments and provide outstanding and memorable customer service to anyone they might refer you to. They’ve established relationships of their own, and they don’t want to risk those relationships by referring them to someone they don’t know.

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