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					Seven Bona Fide Steps to SMB Success!
Harry Brelsford Author, Consultant, Trainer SMB Nation www.smbnation.com

Introductions
Attendees How many belong to an existing franchise? HP & Microsoft (Thanks to HP and MS!) Harry Brelsford Author, 11 books + ONE Trainer, Consultant, Peace Corps, etc.

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

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Agenda
Most Important – WORKSHOP FORMAT
Ask questions Disagree with me

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

#1: Respect Success!
Arlin Sorsensen Matthew Dickerson Success Factors
Existing Franchisees
Concerto Geeks-on-Call

Existing Franchisor
NewWave

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Arlin

Matthew

Success Factors
Jim Wood, Concerto “We can trace double-digit sales increase and even LARGER increases in net profit, after fees, to our decision to align with Concerto…” [Positive Leverage] White collar We “run” the business

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Success Factors
Elmer and Sharon Hill, Geeks-On-Call “The decision to franchise was brilliant resulting in a 300% lead flow increase. Inbound leads allow us to “do” and “manage” the work versus hunting for new customers all the time.” [Business Development Benefits]

Success Factors
Robyn Miller, NextWave Computers “It’s either survive and thrive [franchise] or dry up and die” [standalone] Cost reduction – we deliver a “turnkey” operation.

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

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#2: Desire To Elevate
E-myth Paradigm Books by Michael Gerber
The E-Myth Revisited (Why Most Small Businesses Don’t Work) Others…(vertical book for medical, etc.)

Dean Calvert, SBS-MVP from Australia, is a BIG proponent of E-myth
E-myth Mastery Program\University Monthly Mentoring form $335/mo

Harry’s take: Owners enjoy passive income…

Maturity
Maturity Matching
SBS is a mature product Maturity affects margins Time to invoke mature business strategies like FRANCHISING

Avoid Key Man Elevate Yourself

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

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#3: Understand Efficiencies from Standardization
Franchise Concept Franchise Resources Challenges

What Do You Get With A “Franchise”
Home office support Training, advertising*, business and technical support Branding Quality Assurance Instant Business Model
Much higher levels of success, RISK REDUCTION Brelsford’s and YOGA KIDS

Peer-to-peer interaction – Texas Hold’m Protected Geography Certification – Small Business Specialist Cost Sharing

FAQ: www.franchise.com
Click Research\FAQ

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Challenges to the Franchise
Post-deployment
Break-fix Consulting -> additional work Troubleshooting -> every scenario different

One solution: One hour rule -> generate posts to Yahoo! News Group, etc. Other solutions?

I’m BORED
Drawbacks to franchise business model
Not creative – I am a genius I’m a prototyper, not a replicator Don’t want to do the same thing everyday BORING

The Franchise approach isn’t for everyone
All I’m am asking is that you educate yourself on different business models Make your own decision

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I’m Not Bored!

As A Customer – Boring Is Good
SBS 2003
No drama No reboots Invisible infrastructure Lends itself to a replicable methodology

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

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#4: Willing To Change Business Models
Custom Standardized Outsourced Others?

You Can Be A Custom Builder!

Or Tract Builder (Standardized)

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Owner/Operator

Franchise

Competitive Repositioning
Geek Squad (de facto)
Nationwide USA (700 stores) 130 Business Centers 3-Small Business Specialists Purchased by BestBuy See SMB Technology Watch Issue 4-8 (Feb 2005) http://www.npr.org/templates/story/story.php ?storyId=4255725

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Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

Solution Accelerators
Primarily technical in nature
Cook book to a suggested deployment scenarios Microsoft writes to sell latest products (Source: Directions on Microsoft

The first time I saw it – I believed it was a franchise operations manual Key Point: CREATED BY A SEGMENT TEAM (NOT PRODUCT) Technical approaches spur discussion
Hardware-based firewall Third-party mentions

IT Solutions for Small and Medium Business
SMB solutions provide end-to-end Solution Accelerators guidance for pre-Architected, pre-configured and pre-tested turn key solutions to implement IT with known cost, risk, and time. The guidance is built, reviewed and approved by Microsoft engineering teams, consultants, partners and customers SMB Solution quality attributes Relevant: Based on customer scenarios addressing real world problem Proven: Pre-architected, pre-configured and pre-tested Integrated: Provide know how for cross product integration Prescriptive: Provide steps to achieve predictability Available at
www.microsoft.com/partner -> Products and Solutions -> Solutions for Small and Medium Business See Issue 4-5 – SMB Technology Watch newsletter at www.smbnation.com (http://www.smbnation.com/newsletter/Issue4-5November2004.htm)

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What?
Peer-to-peer (I wrote this one) SBS Accelerator Small IT Solution
Designing the network Small Business Services Remote Management and Support Services Windows Storage Testing Validation Guide

Solution Accelerator Review
Demo This is your FRANCHISE OPERATIONS MANUAL! Highlights: Table of contents = Hardware=based firewall Review TCP/IP addressing and naming (pages 9-10) Typical hardware by customer size (pages 30-31)

Small Business Solution Accelerator
Meta outline
Design Plan Build

Table of Contents Review Audience (page 1) Solution Goals (page 3-4)

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Small Business Solution Accelerator
Solution Design (page 5)
What is unique about the figure?
Hint: Segment, not Product Team

Design “summary” (pages 5-8) Review TCP/IP addressing and naming (pages 9-10) Role of VPN in the SBS 2003 time frame (Table 7, page 14) Role of Port 80 in the SBS 2003 time frame (Table 7, page 14)

Small Business Solution Accelerator
WPA, 802.1x in the SBS 2003 time frame (Table 9, page 17) See 802.1x requirements (pages 20-21 primary reference but observe to page 26) Hardware requirements – memory (page 29) Typical hardware by customer size (pages 30-31)

Small Business Solution Accelerator
Modify the actual WORD documents for these solution accelerators to create YOUR FRANCHISE MANUAL Compare to other published works
SMB Nation Press books

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Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

#6: Implement a Business Development Machine!

Agenda
1. 2. 3. 4. 5. 6. 7.

Respect Success Desire To Elevate (E-myth) Understanding Efficiencies and Standardization Willingness to change business models Implementing Standardization Implementing Business Development Machine Become A Small Business Specialist

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Microsoft’s Franchise Attempt: Small Business Specialist
A lower middle hybrid in the Microsoft Partner program
Community Has partner level and competency characteristics

Announced at WWPC in MINN in July 2005 UK Programme in development with local partners

Summary
Be the SMB FRANCHISE
Agree or disagree?

Questions and Answers THANKS!

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