Network: Reader Responses

Reader-to-reader advice.

Scott Griggs wondered what he, as a direct seller, could do to avoid getting ripped off by customers ("Foiling Direct-Mail Fraud," May, [Article link]). A word of caution:

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Your mind-set is going to cause you to implement policies that will drive customers away. Remember, the four purposes of a business are --

1. to create new customers

2. to make sure your customers keep coming back

3. to turn your customers into advocates for your business

4. to have fun

Your thoughts and policies must be consistent with those purposes. Your top priority must be promoting your relationship with the 99% of customers who don't "rip you off" -- not worrying about the 1% you can't satisfy.

Dave Gardner

Business-Development Strategist

Gardner & Associates

Santa Clara, Calif.

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William Wong was seeking a networking group for business owners ("CEO Roundtables," June, [Article link]). What follows is a checklist for getting the most out of such a group:

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1. Attend meetings regularly. Group learning thrives in an atmosphere of trust.

2. Give and receive input. People who only take soon sap a group's strength; people who only give get bored.

3. Be candid. Gut issues bring out the best in everyone.

4. Look for groups with facilitators. It's difficult for a participant to also run a meeting.

5. Seek diversity in the participants' experience and vision, and in the size, industries, and growth rates of their companies. It helps everyone if attendees learn how common the issues really are across industries.

Paul A. Riecks and John H. Barkdoll

Principals

The Business Network

Baltimore

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Another reader offered this recommendation: Why don't you start your own roundtable?

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We've developed the Owners' Circle, an education program that helps entrepreneurs learn how to bring together others with common interests and needs and diverse experiences and abilities. The program teaches chief executives and interested business owners how to invite participants to join a group; how to structure groups to avoid conflicts among competitors; how to conduct meetings; how to maintain confidentiality; and how to operate a mentoring program.

For more information call the Institute for Innovation and Entrepreneurship at 509-359-4379.

Paul A. Willax

Professor of Entrepreneurship

Eastern Washington University

Spokane

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