by Dr Greg Chapman, MBAIt can be intimidating for a small business owner visiting their corporate clients. They take the lift to the 41st floor and in a marble clad reception, they ask to speak with the executive with whom they have an appointment. They wait in a plush chair in a reception lounge with a magnificent view where they are served a cappuccino in a fine china cup. Finally, the executive assistant ushers them into the executive suite in a corner office, beautifully furnished with expensive artwork on the walls.
This is not the office of a small business owner, as they know they have a choice. They can have their own executive suite, or they can re-invest in their business to increase profits or increase their own dividends.
An executive on the other hand sees these trappings as perks. Along with first class travel and a luxury car. After all, they believe they are entitled to be treated this way. It is proof of their importance and authority. Besides which all the other executives at their level are getting the same perks and the company should provide them to demonstrate its strength and position in the business world.
Most executives don’t own the business, although they may hold some stock. They did not build the corporation from infancy. They are opportunity takers, and if things don’t work out, they will take another opportunity. The opportunity creators are the entrepreneurs.
So what are small business owners entitled to? Apart form hard work, long hours, stress about meeting their commitments to their customers, staff and suppliers?
They are entitled to keep their customers happy and see them return time after time. They are entitled to the referrals their customers give when they send their friends and colleagues to their business. They are entitled to the recognition and support they receive from their business owner colleagues who understand them better than anyone else.
They are entitled to decide who they will work with and who they won’t. They don’t have to justify their actions to others who just want their job. They are entitled to the rewards of their efforts – without someone else claiming the credit and getting the bonus. They can take satisfaction in seeing their business grow and prosper as they do watching their children grow.
When business owners understand this, they no longer need to feel in awe of their executive clients. In many cases the have risked more and done more than many of the high flyers. They don’t have the arrogance of the corporate executive. Arrogance doesn’t sell. They have created a valuable asset with their own mind and hands. Of that, they are entitled to feel very proud.
May Your Business Be - As You Plan It.
Over to You. What do You Think? Post Your Comments Below.
Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success.
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6 comments :
I agree with you Dr. Chapman on the entitlements of a business owner. In my 7 yrs as a business owner, I have capitalised on these. It's true that arrogance can't sell.
Fantastic article, I agree 100% - I too was part of the corporate executive world, where the polished oak board tables and the plush lunches seemed to mean something!
Now after going it alone, none of that matters, the freedom to choose and make the decisions to make your business grow.. that's what really matters.
Great article thank you Greg.
I have just started a small design business, I now have 2 global financial clients. I was flown to Sydney from Melbourne to scope a job picked up by limo, went to the top floor, met with a very intimidating MD and questioned about what I can offer. I was so nervous beforehand but my husband said if it all blows up I still have him and that's all I need. That made it easier for me to relax. I worked out that my expectations always seem to far exceed my clients expectations, which is what makes me so nervous. I always think the job is far bigger than I can manage on my own, when it's not! I got there and the job they think is huge is a small fraction of what I have done before in a much larger org! I was able to upsell my services 3 times while there and now have 6 months worth of work!
Onwards and upwards!
Great article thank you Greg.
I have just started a small design business, I now have 2 global financial clients. I was flown to Sydney from Melbourne to scope a job picked up by limo, went to the top floor, met with a very intimidating MD and questioned about what I can offer. I was so nervous beforehand but my husband said if it all blows up I still have him and that's all I need. That made it easier for me to relax. I worked out that my expectations always seem to far exceed my clients expectations, which is what makes me so nervous. I always think the job is far bigger than I can manage on my own, when it's not! I got there and the job they think is huge is a small fraction of what I have done before in a much larger org! I was able to upsell my services 3 times while there and now have 6 months worth of work!
Onwards and upwards!
Nice one Greg - it's hard to imagine going 'back' to being an employee after self-employment! It's so wonderful having autonomy - and increased responsibility!
Nice one Greg - it's hard to imagine going 'back' to being an employee after self-employment! It's so wonderful having autonomy - and increased responsibility!
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