Verify-ED

Thanks to Wheeler and Johnston!

2010-05-26T19:40:00.000-07:00

Well, I have to thank Adam Wheeler and Jesse Bernard Johnston III for providing great proof that Val-ID-ate is needed....EVERYWHERE! Not only was Adam Wheeler able to get Harvard to accept him, but he also got them to give him MONEY! Now, that is impressive! And Mr. Johnston III managed to get into a Marines reserve unit without any real military experience ...which also gave him potential access to weaponry.

Both cases are blamed on improper background screening.

What I love about these situations is that, in both, Val-ID-ate would have prevented either from happening. In the case of Wheeler and Harvard: if the school required Val-ID-ate resumes from all applicants they would have been ensured that the verified credentials presented were correct. We would love to help the Marines and their screening process - and we would be a much more cost effective option when compared to the negative publicity these situations wrought.

Harvard and the Marines, give us a call...if I don't get to you first!

Super Val-ID-ate: Eliminating Resume Fraud One Candidate At A Time

2010-05-17T19:01:00.000-07:00

Wow! It has been almost a year since my last blog post. The past year has been jammed pack, and this year also looks like it will be full of great things.

The job climate has improved, but many are still seeking employment and ways to get in front of employers. We have been diligently presenting Val-ID-ate to users on both sides of the equation: job seekers and employers. We are preparing to work with resume writers and other job assistance professionals to give people the way of standing ahead of the pack while ALSO alleviating some of the hiring process stress for overworked HR managers.

Have you noticed all the articles about resume fraud? Some situations have made for sensational news, but what about the other applicants who lied and got the job? Or the ones who were discovered right before offer letter? Think about the hiring manager who is annoyed because of all the time and resources that were spent interviewing and processing the candidate? I am sure that they were relieved that they "dodged a bullet" when the untruths were was uncovered, but wouldn't it have been great if he or she went into the interviewing process confident that the candidate (at least) met all of the credential requirements?

We are getting ready for some exciting times and impactful partnerships. Stay tuned!

Background Checks on Volunteers

2009-06-09T17:23:00.000-07:00

Scenario 1: you want to volunteer your time and talent to your favorite charity. Scenario 2: You want to join an organization that engages in public service activities. For either scenario, would you be insulted if you were asked to undergo a background check?

Organizations like the Girl Scout Councils include background checks as part of the standard process of bringing anyone on-board: from the volunteer troop leader to the accountant. Other un-named organizations that pride themselves on doing things in the community like organizing fundraisers that involve interaction with the public often do not conduct background checks on their members.

In general charity and non-profit organizations are becoming more cautious about the people who are ultimately acting as representatives for them to the public. More and more are conducting background screenings on their volunteers, especially in light of incidents like what happened in Rochester, IL. Justin Weaver, one of the volunteers at the Rochester Fire Department, was recently arrested on federal child pornography charges. Apparently, he had the audacity to wear his uniform in some of the questionable images found on his computer.

What people fail to recognize is that the Rochester situation does NOT fully support conducting background checks. When Mr. Weaver was hired he had a spotless record and a background check would have come back clean. The key to a successful background check policy is conducting on-going checks. It is more possible that when a person is hired they have not committed any crimes but commits a crime while employed, and unless a periodic check is done an employer may not know.

Regardless if you are hiring employees, accepting the assistance of volunteers or engaging people who are representing your company/brand to the public the key is to establish a process of periodic checks.

Interns To The Rescue!

2009-04-15T22:48:00.000-07:00

I have been so distracted lately, and it has been very hard to focus. We have been hit hard by circumstances that have affected operations and it has been so easy to get derailed. Thank goodness for our new interns! As an example of how distracted I am, this semester I just gave the interns our strategic goals (one picked the consumer side and the other picked the corporate side) and I told them to determine the best ways to move forward. In the past, I gave much structure and direction, and often Jennifer and I were disappointed at the lack of creativity and innovation. The internships became this task oriented project - which is not what we believe that it should be about. Don't get me wrong: I would LOVE to hand off some of the tasks that drive me crazy (managing distribution lists, sending follow up messages, keeping resources up-to-date, etc.), but I have seen that when someone has a chance to implement their own ideas they either take on the challenge or try to hide as much as possible. My hope is that the interns will make it their goal to understand Verify-ED and Val-ID-ate, and get out there to interact with the public (physically and online) to truly learn the art of networking. This is a skill that is not taught in the classroom, yet it is THE secret to much success.

This semester will either be a roaring success or a blazing disaster. I am crossing my fingers for the success side!!

Egyptian Dirt For Sale

2009-04-07T19:05:00.000-07:00

Last month my husband and I went to Egypt. The stars were aligned and we were able to pull it off - with the help of 2 au pairs and 1 great friend holding down the fort with our 3 children and another au pair serving as travel consultant, we were able to do the trip for a minimal expense. It is a place that my husband has wanted to go forever - and I was up for the adventure (Rome is my forever trip).

Whenever anyone asks me, "how was the trip", my response is the same: unreal. It is very hard for me to wrap my head around the fact that I can personally touch something that has been around over 5,000 years. There are almost no barriers to the artifacts and ruins - which made me skeptical about the authenticity. The are also so many statues and other artifacts that I started to feel like I was on a Hollywood set. I am not an archaeologist, so I can't vouch for authenticity, but I couldn't help but feel "hmmm, who's to say that someone didn't just make that statue?..."

The tie in to business: product perception. Think about it: you don't doubt the value of the artwork in the Louvre because you are not allowed to come near anything. That distance almost makes you want it more, and you can figure why people are willing to pay more. In comparison, in Egypt we were picking up rocks and other things from burial sites and temples that (as far as we can tell) could have fallen directly off of Hatshepsut's temple. Timewise, the Egyptian dirt would be worth more than any artwork hanging in the Louvre - but I am sure that no one will pay us money for it. The same with our Val-ID-ate product. We have to present it as the exclusive product that it is. We have a unique tool, and we don't expound on that fact enough. We need to convey just how utilizing our tool makes someone unique - and invaluable. Worth money.

For so long we have undervalued our products, and it is very hard to change pricing to better reflect worth. A basic business principle is that you can always lower a price, but raising a price is difficult. Well, SETTING a price is IMPOSSIBLE! But, I guess we learn from trial and error, or just plain pain.

We are striving to hang (figuratively) in the Louvre - Paris is my second "forever" trip

She Couldn't Keep A Ball Rolling If She Was...

2009-04-01T17:55:00.001-07:00

I wrote something today that made me laugh (yes, I have reached the stage where I am telling myself funny things). I wrote: she couldn't keep a ball rolling if she was standing at the top of a hill.

Momentum - how do you keep it going?

That has been the biggest issue with changing staff and multiple projects going on. I have my hands full trying to just gain sales momentum. Think about what I am trying to accomplish with the side support things (newsletters, social network presence, participation in professional organizations, etc.).

I did some quick research, and didn't find any helpful tips online - tools for keeping a team interested in a project that may be slow-going.

Time to put the query out there! Let's see if my Twitter and Facebook contacts have ideas...

Reviews and Reflections

2009-03-31T18:45:00.000-07:00

After a bit of a hiatus, I am back online. I wish I could say that I am refreshed, but I feel more run down than ever.

Let's think about our first jobs. I am not talking about working at a summer camp as a lifeguard or even Mickey D's - but your first real job where your input was required in order to make decisions. Do you remember if your first job was reactive or active? By that I mean: were you a decision-maker or did you wait until someone told you what to do?

In our environment, since there are so many balls in the air, we seek team members who do not need to be told what to do in detail. We seek people who have enthusiasm and the self-direction to convert that enthusiasm into results. Unfortunately, we don't have the money to further encourage this, but we have been lucky to find people who have seen the benefits of working with us to develop their problem solving and implementation skills.

Recently we received feedback that this total lack of hand-holding and "looking over the shoulder" was not appreciated, that we are boring. I couldn't help but chuckle because it is interesting how those who do not have the ability to take a project to the next level and look to others for "entertainment" would find anything that is not spoon-fed either "boring" or "too hard".

I struggle with this mentality with my 10-year old. We challenge our children to "think out of the box" and give the teachers more than the minimum requirements. THIS is how you excel - and this is how you grow. Waiting around for someone to tell you every "how" puts you in a position of subservience and dependence.

Regardless of the negativity, I am proud of our environment at Verify-ED. We let people make mistakes and we encourage everyone to go beyond the minimum. Unfortunately, most do not take the challenge. We are usually able to weed out the people who need lots of hand-holding during the interview process. It is amazing that just by asking an open-ended question that requires some research you can find out those who are seeking a position that requires and in and out box vs. those who want to show you that they have the ability to find solutions. We state a GOAL and then we basically leave it at that. We recognize that we are dependent upon the energies of others - and we have seen some great projects falter as a result. But, we have also seen great team members who have chosen to continue to contribute beyond their term of employment here - and THAT is all the reward for which any employer can hope!

To all our past and current team members - THANK YOU!!

A Prayer To The Sales Gods

2009-03-10T19:46:00.001-07:00

Today I made the executive decision to hire a pre-sales person. This is a big deal because we are very conservative about spending the money that we don't have - but it has to be done. We have been building Verify-ED for almost 3 years and we have been growing organically. Unfortunately, organically is not going to get us to the goal of Val-ID-ate being a standard part of the hiring process. Organically makes me think of a plant that slowly emerges from the seed and eventually breaks through the soil. The plant may hibernate in the winter, to re-emerge in the spring - during which there is no growth (of course). Organically is NOT the growth cycle that we want - and investing our dollars in someone who can get us in front of prospective clients is a big deal.

I have come to appreciate and I am in awe of successful sales professionals. I am amazed at their ability to "get out there" and "get appointments". As I have mentioned before, Mark LaRosa continues to be my idol. I still take the safe routes by primarily reaching out to known contacts or colleagues of colleagues. How will we really grow that way?

So, Debbie, welcome aboard! I will let everyone know how we are looking in 3 months.

The Power of the Social Network

2009-03-06T20:02:00.000-08:00

Today I attended the funeral for the mother of a friend I have known since high school. After high school we connected intermittently, and in recent years have become closer. So close that she is the godmother to my daughter.

My friend does not have a profile of Facebook , but I do and through this profile I have connected with quite a few classmates. Today, with her permission, I sent a message through Facebook to these classmates with the funeral information. Now, think about it, I sent the message the day of the event - kind of short notice. What I figured is that a few people may be interested in signing the online guestbook, so I provided the information.

One of our classmates saw the message and made the trip from Manhattan, circumventing all the crazy construction. How amazing! We all haven't seen each other in 20 years, and this woman made it a point to show our friend how much she cared - and she wouldn't have known about the funeral without the network.

Facebook also exemplifies the concept of 6 degrees of separation. I recently went through an old phonebook and searched on Facebook for some of these long-lost friends. I found an old boyfriend, someone who I hadn't seen in about 13 years and we "connected". After the connection, we find out that we have a mutual friend - and we didn't know this back when we were dating.

I have been using LinkedIn to connect with the connections of connections who work within the recruiting industry, and it has been an interesting process. Most people have been very kind and forthcoming and willing to help me reach a desired contact - and primarily because of my relationship with a mutual "connection" ("colleague" is sometimes still too strong a word).

Social networks are re-defining human interaction. It allows us to interface and hide as desired, which can be good and bad - almost like Caller ID. At Verify-ED, we are constantly looking at ways to utilize social networks to support our business strategy and we are amazed at our many options.

1 year from now, if I ever review this post, I am curious as to the effect of social networks. Hmmm, sounds like I need to put a task in MS Outlook to check next year.

It's V-Day!

2009-03-05T21:10:00.000-08:00

Tonight was the second time I performed in the Vagina Monologues at my alma mater, Stevens Institute of Technology. As always, the monologues were impactful and I feel great that I get an opportunity to contribute.

The subject matter can make you feel uncomfortable. There is such frank talk about the good, the bad and the ugly and you find yourself holding your breath sometimes - but I am know that it is important to put yourself in uncomfortable positions to gain awareness and knowledge.

I find that I am challenging myself more and more these days to be in "uncomfortable" positions. With the guidance of a master sales professional (Hi Mark!!), I am making better efforts at getting in front of clients. I was relying heavily on email and (rarely) telephone to reach prospective clients because, frankly, I am afraid. I am afraid of rejection. I am afraid to ask for money for our services. I am afraid of "looking stupid".

When I recently told someone about this fear, they asked, "Why are you afraid? You are HELPING companies. You have got to change your mindset" - so that is what I am doing. I have to remind myself that, HEY, we provide an invaluable service. What we do protects many companies from liability and embarrassment. People pay their insurance without hesitation, and that is how I need them to think of us: like insurance. Joelle, the insurance saleswoman :-)

Go GoDaddy Go!

2009-03-03T20:24:00.000-08:00

It looks like I am not the only one who runs daily queries to see if my name or Verify-ED has been posted the web. So does GoDaddy! I got a call today around 7:45 pm from Alon, who is apparently the GoDaddyGuy. His job is to find postings like mine and help resolve issues. Now THAT is the approach to customer service that I like! He was totally understanding that I had to use an alternative product but wanted to know if I was willing to help them resolve my still outstanding issue. You know that I don't know how to say "no" ;-) Of course I will help!

These events are so timely since I just read an article in the December issue of Entrepreneur (I know, I am so behind with my reading) that talks about managing your online reputation. In the article they talk about quickly addressing detractors and bad press - and this is what GoDaddy has done.

I am just happy to see that GoDaddy felt my complaint was worth addressing - it so raises my sense of self worth. Hmmm... maybe I should blog about my sister's issue with DirectTV and its crazy 4-hour service window....

GoDaddy vs. Google: Hearing Impaired Customer Service

2009-03-02T18:34:00.000-08:00

Here is a classic example of poor customer service.

I recently tried to utilize the GoDaddy Online Group Calendar so that our team could see and edit my schedule. I followed the directions and downloaded the executable that would synchronize my MS Outlook Calendar with the GoDaddy calendar. It literally worked once...and never again. On 2/20/09 I submitted an online help request to GoDaddy. They responded quickly by requesting screen shots and files, which I sent quickly. Time was of essence. Apparently, my problem was much more severe so the issue needed to be escalated. The last time I heard from them was 2/25/09. I finally made the decision to ditch GoDaddy and use Google Calendar - and it works like a champ! There are a few things that I would like to see changed, but ultimately Google achieves the purpose of sharing my calendar and syncing with MS Outlook.

I decided to let GoDaddy know that I was no longer pining by the "phone" waiting for their help. So I sent the following message (I was quite annoyed, but I feel that feedback is important for growth) :

The resolution to this issue has taken too long. I have decided to use Google Calendar.

They responded in a timely fashion with this:

Dear Joelle Hinds-Ware,
Thank you for contacting Online Support. I apologize for the delay. I have looked into the escalation and they are still investigating this matter. We will contact you once the issue has been resolved. We appreciate your patience while we look further into this matter for you.Please let us know if you have any further questions, comments, or concerns. Our service departments and telephone lines are open 24 hours a day, 365 days a year to accommodate your needs anytime.Or, you can send an email for speedy electronic service.We look forward to serving you in the future!

Sincerely,
Amber P.
Online Support Representative

What does this tell you? She didn't read my message and just sent some generic response. How insulting! I don't think that they were even trying to resolve my issue. This response erased any apologetic feelings I had about deserting GoDaddy.

This situation emphasizes how important it is that you give your client WHAT THEY ASK FOR. And if you err: fess up, acknowledge and apologize. GoDaddy should continue to spend the energy to solve my issue because if it happened to me it may happen to someone else - and who's to say that it hasn't?

I wish them luck. GoDaddy has great services, but what good are they if no one can fix them when they are broken?

Don't Mess With My Tutu

2009-02-27T20:21:00.000-08:00

A month or so ago when I went to buy orange juice, I noticed that my familiar No Pulp Tropicana juice was missing - but it wasn't. Pepsico changed the packaging and it took me a while to reconcile the new generic looking carton with my familiar "orange with a straw" picture. I still bought the juice, but I did spend time wondering, "Why the new design?" I didn't even realize that the new image was of a glass of juice!

Well, apparently, Tropicana loyalists have spoken and they don't like the new packaging. Pepsico is going back to the familiar brand image. Remember New Coke? These incidents remind companies that their CUSTOMERS determine what they do. I recently took a real estate class, and one of the questions was, "Ultimately, at the end of the day, who determines the selling price for a house?" The answer: the public. You can ask for whatever you want, but the buyer who ultimately purchases is the one who determines whether or not to spend the money. This is truly the general rule.

There are companies that have changed their brand images successfully. Some have done dramatic overhauls (like Stevens Institute of Technology changing the mascot from friendly duck to a more fierce duck) and some have made subtle changes that have been significant (look how slim and youthful Aunt Jemima has become). The public happily accepted the changes and, in some cases, the companies have gained market share since their brand may now appeal to a new market segment.

It is a hard decision to make a brand change, and the key to some success is research, research, RESEARCH. For all the brand changes that have gone wrong it makes you wonder, "Who did they survey? Did they manage to get that 1 out of 4 doctors who didn't recommend?"

Buyers Remorse

2009-02-26T18:55:00.000-08:00

Today I spent $150 for a relaxer and a trim. I still can't believe that I did that. I have to admit that I have buyers remorse - but the situation got me thinking about pricing.

Let me tell you how I ended up spending the obscene amount. My lovely hairdresser got married and moved away. I don' know about anyone else, but I hate getting my hair done. I relax my roots because I can't imagine trying to comb through my hair without the help of chemical straighteners. I am AMAZED at the number of women who go to (and can afford to go to) their stylist once a week just for a wash. Me? I go every six weeks only because I have to, and I am jumping out of the chair as quickly as possible. I barely even get it styled because I know that I will be working out and sweating within 12 hours.

So, six weeks elapsed and I have no stylist. A new salon opened within walking distance (one of my requirements) and I inquired about the services and prices. I found out that the owner of the salon is someone that I had heard about and I was intrigued. I had actually seen and admired his work. I was told that the price was $100. I figured that it was time to actually start looking like a businesswoman (and like I cared), so I decided to splurge.

I should have been better prepared when I was given a little envelope with the words "the damage" printed on it. $135! This is more than double what I used to pay. The stylist did a nice job, but she changed my hairstyle - and I don't love the change. I don't look like myself. Also, I didn't get the deep conditioning I was expecting. All this means that I am not a satisfied customer.

Yet I didn't complain and I paid the bill without skipping a heartbeat.

This may mean that I am a bad consumer, but I am sure that most people would act similarly. There are always customers for your products or services - who are willing to pay the price. If the price is "too low", there are customers who will look at it as a bargain and eat it up - and then there are some who would not even consider the service because they believe that the product "has to be" inferior to be so "cheap". On the flip side: if the price is ridiculously high, there are people who wouldn't dream of spending the amount and others who pay the price willingly because of the impression that the product / service is superior.

Pricing services is a hard art. You want respect - but from whom? Your prices determine with whom you interact, and you have to make a decision of what type of client you want to service.

For Verify-ED we have different tiers of service to appeal to various customers - but that may get cumbersome. As we evolve, will be stay the "every company" or place more emphasis on the higher profile client? The answer: we will focus on the source of the best revenue source, of course!

Another One Duped

2009-02-25T18:24:00.000-08:00

I am always amazed that more employers are not duped. Today we signed a new client. It is a small employer with only about 2 employees. Apparently, a recent employee stole money which is why we were brought in. This employer does not have any formal hiring standards. Employees are found through local ad placements and resumes are not verified (no calls to past employers, no credentials checks, nothing).

Hiring our services is the first step at establishing basic standards - but it will not be enough. This employer also wanted us to conduct searches without the employees knowledge. I had to explain that we must have the subjects consent, and the easiest statement the employer can make is, "your continued employment is based upon a clean and clear background check". Unfortunately, most employers do not know that.

Think about the employee that was just fired? Do you think that person has a fear of being re-hired? NOOO! That person KNOWS that there is another employer out there that will hire him/her - and I am SURE that the person has a profile of the type of employer to target. I bet that if I did a past employer reference check for that person, a red flag would have been raised. Even though our new client has filed criminal charges against this person, it won't mean anything if a future employer doesn't check - which is exactly on what the criminal is betting.

I didn't ask, but I would love to know how much money was stolen because I need to start using that number as our base price.

Give Me Back My Money!

2009-02-24T18:39:00.000-08:00

Apparently Microsoft overpaid the severance for some of the 1,400 workers they just laid off...and asked for the money back! Can you believe it?

When Chris was laid off by a past employer, they had also overpaid him - and asked for the money back. We did NOT give the money back. Are you kidding? We have 3 children to feed and the desire to keep a roof over our heads. Chris was not a highly paid executive, so I am sure that the overpayment "written off" as an operating loss, but to us the "extra" money was very important to the continuation of our livelihood. The way I see it, that money is like the food that our dog steals out of our hands (he can be quick): there is NO WAY that I am going after the food or asking for it back. It is his. He can have it.

Large companies fail to remember that people are not FTEs - that there are lives that are affected by their actions. As a business owner I understand the need to keep business forefront, but I also have not forgotten the people who have gotten me this far and continue to help me move forward.

So Microsoft, write it off. To the people behind the financial oversight: please realize that you gave quite a few people an extra week or two of being able to meet living expenses - and feel good.

Profits That Flow!

2009-02-23T19:45:00.000-08:00

Today I played hooky. Yesterday Chris and I took the kids to the Coco Key Indoor Water Park. We planned an overnight on a Sunday to take advantage of lower rates and less crowds. Well... that was what we had planned.

My business hat came on as soon as I walked into this place. I really didn't know what to expect, but I was intrigued that investors determined that an indoor water park in south NJ near Six Flags Great Adventure would be a money-making endeavor. The admission fee for 1 day was $39.00 regardless of age. So, OK, I could see that weekend traffic would bring in a decent revenue - but I still couldn't see the profitability opportunity for a venture that seems geared for the colder months and would see most of the business on weekends since kids are in school during the week. Then I got there.

They are smartly marketing to the under 12 crowd. Yes, there are activities and rides on which older kids and parents can enjoy - but this is a place for the kiddies. So, let's think about this market segment. This is the population that parents want to keep corralled. Indoor, space is finite - there is no wandering off to Animal Kingdom. These are also the ages where kids have more flexible schedules, and most are not even in school yet. So, local parents who are trying to figure out in what activities to engage their children say, "hey, why not a fun water park today?" If they buy a seasons pass and go once every couple of weeks, it works out well.

We had planned on enjoying the park to ourselves on Monday, figuring that most kids would be in school. We are so naive! The place was almost as full as Sunday. Granted there were mostly smaller children this time, but there were also quite a few older kids with whom our seven- and ten-year olds were playing. I looked at the schedule and the park is smartly closed on Tuesday and Wednesday, which would most likely be dead days.

This indoor water park is capitalizing on the Chuck E. Cheese business model: a place where parents can let their kids have fun, but be within arms length of a million activities. Unlike Chuck E. Cheese it would seem that their overhead is much higher, so I am curious as to what those numbers look like (all that water and those lifeguards!). Still, I can see the consistent profits even in the summer months just from parties alone. And they smartly have a strategic alliance with the Marriott, offering "stay and play" packages.

Personally, I don't know if I would invest in such a venture - but it is always interesting to look at how others develop a business idea that seems successful. I am tempted to revisit in the summer to see how they are faring - if nothing else, the kids would be happy!

Is Bad Publicity Good?

2009-02-20T18:47:00.000-08:00

Is there such a thing as bad publicity? The New York Post recently ran a political cartoon that has caused quite an uproar. When I first heard about it on 1010Wins, I imagined that the cartoon depicted Obama in the same manner that cartoonists had drawn Bush: with a monkey face and big ears. And I was sure that the precedent would have been used as justification for drawing Obama like a simian.

So, I was quite taken aback when I finally did see the cartoon. Can anyone tell me: What is the correlation between a chimpanzee who attacked people to Obama's stimulus plan? Is the cartoonist implying that Obama's stimulus plan attacks people? I have not read any justification that has been put forth, but that actually is not on what I want to focus.

Chris said that the newspaper editors should not have let the cartoon make it to print. I actually see WHY they did. With talk about the decrease in newspaper readership (and the Post's reputation of being only slightly better than a grocery rag mag), this attention is exactly what they needed. People bought the paper just to see what all the hoopla was about, so I am sure that The Post saw increased sales that day.

Al Sharpton (who seems to have been relatively quiet) also organized a public protest. The Post added more wood to the flame by denouncing Sharpton as an "opportunist".

This (like most things) will blow over. Was the bad publicity that The Post received "good" publicity? Will anyone do a study on how many new readers will continue to read The Post, thus increasing circulation requirements? Will this event strengthen Al Sharpton and the organizations with which he is associated?

I am tempted sometimes to do stunt marketing. Our commercial (which is coming soon) is the closest I get. I have to keep in mind the clients that we are trying to win, and I don't think that any of them would be amused. So, you won't catch me (intentionally) publishing a cartoon so blatantly offensive, planting blinking toys that promote a Cartoon Network show that cause Boston to call in the bomb squads, or standing in a chicken suit on the corner - but note how easy it was for me to recall marketing stunts. Now doesn't that tell you something...

No, I Can't Do It For Free

2009-02-19T18:45:00.001-08:00

Today I had a session with my Ladies Who Launch partner for our weekly goal-setting session and she has informed me that she may have to close shop. Trying to get clients is tough, and the state of the economy adds another painful dimension. She said something that I have been thinking about all day. She said that, "everyone wants something for free" - and that is so true. Buyers know that (business) owners are trying to move product so they have been making the boldest requests and demands. Think about the housing market: buyers know that they have owners over a log and they are taking full advantage. It is the same for the small business owner. Everyone wants to know what you are going to "give" them for their patronage, implying somehow that we are doing them a favor by providing good service - huh??! Entrepreneurs can't make a living on that. My LWL partner smartly offers an introductory session for free, but her goal is not to provide the entire kit and kaboodle gratis.

And what about the clients who don't pay? We have been trying to collect over $1,000 from a client for over 2 months. That is money that we need, and it looks like I will have to spend at least 5 hours of my day going down to Atlantic City to play collection agent. When I envisioned being a business-owner, these administrative tasks were left out of my fantasies.

These are the reasons that we are focusing on our premium product. Our volume dependent work is too precarious. Our premium product is geared toward clients who will use our services to enhance their services, making us an integral piece of the puzzle.

Our intern said that I have tunnel vision - which is a compliment because I am focused on getting away from the client who just wants favors. My goal is for our clients to consider us their electric bill: a necessity to keep their businesses running!

Classic Tortoise and The Hare Illustration

2009-02-18T18:51:00.000-08:00

On Monday, I somehow talked my husband, Chris, into going to the gym with me for my usual 5:30 am swim. Considering that it was his day off, this was a wonderful accomplishment. I wanted him to accompany me to give me feedback on my stroke since I seem to swim so slowly (1-1/2 minutes to finish a lap). Now remember: I only swim because I hate it and refuse to let it get the best of me. This is also the reason I participate in sprint triathlons - masochism as motivation. So, I got into the pool and did my 18 slllooooowwww laps. Chris got in the pool, did a lap....rested...floated on his back...rested...etc. When he did his laps he was always faster than me but, needless to say, he did not complete the 1/2 mile workout. So, of course I find the business relevance for this experience.

It is the classic Tortoise and The Hare theme - slow and steady wins the race. But how do you prevent yourself from panicking when you see the competitor swimming by? How do you know that they are running out of steam. My last memory of Chris swimming was 10 years ago on our honeymoon when I had to sit and watch enviously as everyone swam from our boat to a floating bar. He confidently swam without looking back. Those are the memories that you have when you remember your friendly competitor's strength and dominance in the past - and you can't let that prevent you from participating in the competition. I use the excuse at least once a day: "oh, we won't bother with that RFP because we are up against those 'big guys' and we won't be able to beat their bid price" Often that IS the case, but if we don't try how will we find out when an opportunity truly exists? I sat with a great colleague today who reiterated how great it would be if we just got one major client on retainer. My excuse for not expending the energy: "oh, they only want the big guys". I am my own worse enemy. My memories of my husband's strength prevents me from competing - when in reality, my husband has lost that edge, and the only way that I would know this is by getting into the pool with him.

So, it is time to jump off that starting block and get into the midst. I have taken my swimming lessons and I am improving every day. Competitors beware.

BTW: This is my new challenge. To hold the pose in this picture for at least 15 seconds. I will let you know when I accomplish this feat - because I will ;-)

Our Karate Kid, Becky-san!

2009-02-17T19:43:00.000-08:00

Our faithful intern Becky just got her first full-time, post-grad, PAYING job. It was a strenuous process, but she was very patient and the company that hired her seems stable in this crazy economy.

Interestingly, though, during her interview process Becky experienced just the thing that we are trying to help job seekers manage. They asked her for her social security number pre-job offer. So many job seekers are anxious, so no one is going to rock the boat by responding to such a request with, "why do you need it?", but they should! After working with us, Becky knew that she did not have to provide her SSN at such an early stage - but she was not prepared to say "no" - and I totally understand that. Key to our success is giving the consumer the tools that will help them confidently say, "at this point in the process I would rather not provide my social security number, but I can easily provide proof of whatever you need my SSN to research."

It also seems that Becky's internship work is what helped her clinch the job! Her hands-on management of our data and the research that she had to do provided her with the skills that the company needed - and she exuded confidence! Her quote: "So, even the smallest tasks can make the biggest impressions with a prospective employer. Thank you, thank you, thank you!!!"

I try to tell our interns that their tasks may seem menial, but the process of managing data is extremely important. I cannot seem to successfully convey the point that consistency is critical, but I keep trying.

Sometimes I feel like Mr. Miyagi with Daniel-son when I harangue: wax on, wax off; post to LinkedIn, post to Facebook. But my hope is that just like Becky they will look back and realize that the skills they are getting now will help them win that tournament!!....I mean, help them establish great careers ;-)

(I Will) Make Mine A Million $ Business

2009-02-13T18:45:00.001-08:00

Yesterday I attended the Make Mine a Million Dollar Business Race Kickoff - what a mouthful! It is part of Count Me In's programs for motivating women-business owners and it was sponsored by Sam's Club in Secaucus. It was held early in the morning and organized quite well considering the venue was a warehouse grocery store whose customers consistently walked past pushing the noisiest shopping carts.

I left the event inspired to participate in the race. The idea is to set a financial goal and work with the M3 resources to achieve that goal. I was hesitant at first to join because $1 million seemed unrealistic. I am as hopeful as anyone - but I am not into demoralizing myself by setting unattainable goals. Thankfully, there are multiple goal tiers. One speaker, Nancy Michaels of Grow Your Own Business Network, was quite helpful in providing innovative ways to market products and services - I will be utilizing her suggestions this weekend. Another speaker, Bill Dueease of The Coach Connection, changed my perspective on business coaching. Although his manner was off-putting at times, his points were well-made. And I like the money-back guarantee and the coach-to-client matching process. I am seriously considering the $300 investment. The last speaker reminded me of Caroline Kennedy in her interview during her vie for the NY Senate seat vacated by Hillary Clinton. The hemming and uh-ing was painful! She did very well when it was an open question-and-answer forum, but seemed to have difficulty conveying ideas. Her presentation reminded how important it is to engage your audience and come across as someone who is in control of your material.

The highlight of yesterday was my determination to maximize my time by shopping at Sam's Club. In my mind, the reason that they chose to host the event at their location was the hope of converting attendees to be customers. Now, I have no intention of being a Sam's Club member (we already have 1 too many mega-grocery store memberships), but I couldn't pass up the opportunity to complete much needed shopping - especially since I needed fruit platters for my daughters' Valentine Day parties. When I approached one of the Sam's Club "dignitaries" and requested a day pass - she hesitated. Whoa! Here is a person interested in spending money in your establishment and you hesitate? I understand that you are going to try to sell me a membership, but the first answer should not be, "um, let me check." Right there, I know that if I was in the market to purchase a club membership I would not have gotten Sam's because I could see that customer service is not taught to be a priority to the associates.

It is important to remember that people note the little things. If you come across as unknowledgeable, if you seem unwilling to bend then that sends strong, negative signals.

I DID get my shopping done (I was not impressed with the prices or selections) and I cannot remember the name of the third speaker. Need I say more?

Today Verify-ED Achieves Omnipresence

2009-02-12T20:01:00.000-08:00

At around midnight this morning (oxymoron), I was informed that I am a finalist in the IFEL Business Plan competition. As you may remember from my earlier post (Time To Visit Aunt B), I do not know anything about the prizes being offered. So my elation halted in mid jump: for WHAT am I a finalist? I still think of The Lottery.

So, now it is a game of sorts: wanting to win a contest to earn prizes that I have no idea whether I need (or want). I know, I know - who has time for games? I figure, if I am going to do something for an unknown ROI at least I am tightening my business plan in the process.

Today we were also featured in The Montclair Times! They did a story about Val-ID-ate, and the only thing about the article that made me groan is that the writer put the name of my home street vs. our business address street. Thankfully, our clients like us and I don't think that I would mind them dropping in....but only some of our clients live in town. Isn't it great we have Sammy to be our watchdog?

So, stay tuned! As usual, nothing is ever simple or boring in the Verify-ED world.

Brand Destruction

2009-02-11T19:10:00.000-08:00

What happens when you destroy the brand that you have worked so hard to build? I guess within the next few weeks we will find out. I am talking about Chris Brown and his alleged attack against Rihanna. I started researching the Internet about the incident because I am curious from the perspective of business owner managing image and marketing self.

Here is a couple who has presented an image to the public of young love and "having it all", and that may not be the reality.

As far as I understand from the Chris Brown bios, he has built a reputation as a "clean" performer and has earned some impressive endorsement deals. His appeal is considerable and he succeeded in achieving market penetration. As I am writing this and reading his official site, my son ( who will be 4 tomorrow) is singing along to the lyrics "I am going to take you away" and informing me that he "loves that song". So, Chris Brown has figured out the "hook" - he has the product (his music), he has a piece of the market (proven by his Billboard rankings and Grammy award nominations) and investors (his endorsement deals). The young man has built an enviable brand - and it looks like the hubris of youth will set him back.

He is now accused of felony assault against another young singer who has also built an amazing brand. Up until now they were even smart enough to form a strategic alliance (romantic relationship) that brought them even more visibility. According to Rihanna's bio, she is also a powerful brand in her own right. She has released many hit singles and has won a Grammy award. Interestingly, she does not have her own vanity website. Her official web presence is via her label, Def Jam Recordings , leaving no question as to who "owns" the brand Rihanna.

This sad situation is an example of how quickly a brand can deteriorate. His reps are probably scrambling to protect as much of their product as possible. He has lost his Wrigley endorsement and the respect of many people who once called themselves fans. This is also the second story in about as many weeks of a young man losing an endorsement (investor) after acting stupidly (let's just call it for what it is). Michael Phelps, the Olympic medal-winning swimmer who has built his image entirely on the fitness platform was caught using a bong and lost his Kellogg endorsement. I mean, really! What WAS he thinking? Does he not own a cellphone with picture-taking capability? Does he not understand the basic modus operandi of humans: build up and then tear down??

Most likely, with time, these incidents will just become footnotes in their biographies about the mistakes of youth - but it is so much more than that. In Chris Brown's case, if the allegations are true, he has many more issues that must be resolved. All reports indicate that Rihanna is cooperating with the police and is not recanting, which (sad to say) is unusual - and the woman in me is proud that she is not accepting the situation and walking away. Michael Phelps must now deal with ever present doubt that he did not use performance enhancing drugs to gain his achievements even though a bong is not usually associated with increasing any athletic ability - drug use is drug use.

I don't want this to become a dictum on the evils of domestic violence or drug use, but I do want to learn the lesson that, as a business owner, you should always remain cautious. Don't act reflexively. Take time to think. In my case, I am not 19 and I don't have the luxury of time to build again - so I can't afford steps backwards. More power to those who can. I already know how this will turn out, and while a part of me is disgusted - it actually gives me hope that if I stumble, I can get back up and keep going.

Chasing Dreams

2009-02-10T18:50:00.000-08:00

Are chasing dreams like chasing a dog? It is a strange comparison, but I started thinking about that this morning when Sammy, the dog we saved from PAWS, ran out the front door without a leash for the third time.

A part of me felt sad that he has the desire to "break out" - but, in reality we all want to explore our environment without being tied to something. Sammy always comes back, but today was scarier because he decided to exceed his boundaries by running into the street.

We have learned that 1) he does not listen, so calling to him means nothing and 2) running after him only makes it worse. So I stand in front of the house making sure that I can see him at all times, while he trots along looking over his shoulder at me thinking "ha ha, can't catch me".

We had some near misses with very pissed off drivers, but thankfully one of those drivers chased him back down our way.

While I watched Sammy, I got annoyed with each passing minute because all I could think was, "this is such a waste of my time. I have so many other things that need to get done". I also compared this pursuit of business success to waiting for Sammy. Can I believe that it will eventually come? If I just wait patiently, will it come? We all know that you can't sit back and expect things to happen, so like enticing Sammy with a doggie biscuit to quicken his return I need to keep thinking of the subtle, yet impactful, ways that I can coax success my way.

Sammy ended up spending the day in his crate. I went to PETCO, bought a dog tag with my phone number, bought a dog whistle, and asked about the obedience training classes they offer. I recognize that in order to have success with our Sammy we BOTH need to learn. I need to do this same assessment and subsequent action for Verify-ED. Because at the end of it all, Sammy WILL return when he is called and success WILL arrive when beckoned.

It Hurts When You Shoot Yourself In The Foot

2009-02-09T17:39:00.000-08:00

I am in the middle of studying for a real estate exam. I am pursuing a real estate license to increase my level of all-around marketability. I gave myself a certain amount of time to complete this task - and I have exceeded it. Sound familiar? It is the same situation as when you give yourself a set amount of time to reach a destination - and it takes double or triple the estimate.

So, realizing that I will NOT get through 22 chapters in one night I have basically accepted a defeat of sorts (and made matters slower by drinking wine). I have re-worked my approach and set a new goal, but that means so many things will be negatively affected. This is a cycle that I see happen often that I would like to see disappear! These are detours that prevent me from moving forward. But who places these obstacles? Who forced me to tend to Verify-ED business during the class instead of paying attention?

As a balance to this setback, today I finally reduced the time it takes me to swim 1 lap. I am still very jealous of the woman who shared the lane with me and the man in the adjoining lane. Even though they were larger, they outswam me with ease. The woman seemed like she was just floating atop the water!

The key with goals: set your own, pay some (but not much) attention to the competitors around, and don't be last to the finish line! Tortoise and The Hare, baby!!

Now, back to studying....arghhh!!

Glimmer of Hope

2009-02-06T20:03:00.000-08:00

Tonight my husband and I had dinner with dear friends who we have not really seen since "changes" (i.e. births of children). It was great reconnecting and sharing child rearing stories and just catching up on our lives. I observed the dynamics and found it fascinating that the women conversed with each other and the men among themselves. It could have just been because it was too noisy to try and converse over the table, but really the conversations were on different planes.

Anyway, one friend manages HR for an engineering company, and I told her about the Val-ID-ate goal: to become a standard part of the hiring process. She ABSOLUTELY thinks that recruiters should do some of the vetting before they present candidates to her. YES!!!! These are the words that keep me going - because I know that she is not the only one who feels that paying for recruiting services should include receiving candidates whose credentials have already been verified.

So, I go to bed tonight dreaming happy thoughts because I received some justification for moving forward. Thank you, G.E.!!

Bang, Your Dead!

2009-02-05T19:53:00.000-08:00

In order to be an entrepreneur you ultimately have to be a multi-life cat. Forget about 9 lives; you need at least 100. Basically, you get shot down so many times and need to pick yourself back up that you need some type of Heroes power (I like the Claire Bennet, the cheerleader).

Today I presented the goals for Val-ID-ate to an executive recruiter - and she said the same thing that many recruiters say, "oh, we don't deal with background screening. Our clients have a much more sophisticated background screening process and they handle everything". I still say: what happens when you give the client confidence that the credentials check part of their screening is redundant? Are you seen as a valuable provider? Well, maybe the person whose job it is to manage the background screening process may not like you because you may threaten his or her job (and in this day and age EVERYONE is trying to justify their existence), but to the small- to mid-sized company where the recruiter is also the hiring manager you will be seen as golden! "What? You mean that when I get a candidate from you, he or she has already been vetted? You mean that all I have to do are criminal and drug tests (when applicable)? Wow!"

One of our star interns also started some pre-sales activities today and she has learned of the frustrations associated with sales. The doors are slamming quickly and I am trying to explain the "law of numbers", but as the person who has to listen to people barely hide their annoyance, the "laws" are moot. I am ecstatic that she doesn't give up easily!

It is the really strong person who can talk themselves into trying to "win a sale" everyday. To not get frustrated when hearing "no". My strength has wavered (which is why I always find an excuse not to do cold calls), but I would like to think that I am getting better at explaining why a prospective client should not be too quick to say "no".

I also have this dream of being like Julia Roberts in Pretty Woman and going back to these same executive recruiters who didn't see the value in our service and saying, "Oh, you lost over 50% of your client base because they wanted to see more value for the money they spent? Our clients have seen an INCREASE in their client base. BIG mistake not using Val-ID-ate!"

Shhhh - Can You Keep a Secret?

2009-02-04T18:06:00.001-08:00

Stealing ideas. It is as old as prostitution (or so I would believe). Every day people take credit for the ideas and the work that others do. This is why we have patents and patent lawyers. Most people don't take the time to protect ideas, because often you don't realize just how great your idea is. When I am at a dinner party and people ask me what I do, I don't respond by handing them a non-disclosure contract before we can continue the conversation - but today I started thinking that maybe I DO need to be more discreet in discussing our product ideas and goals.

I attended the LegalTech event in NYC today to finally meet a vendor with whom I had only interacted via email and phone (I develop so many great relationships that way - HI JEN!!). I told her about a service that we wanted to institute in India and she recommended that I speak with a gentleman who she regards as a great entrepreneur. He was also in attendance, so I told him about what we wanted to do and where we are in the process. Now, I didn't get any concrete vibes that he was thinking, "hey, this American has no idea about India - but I do and I can get this up and running before she can", but it did cross my mind. Who is to say that I am not just feeding ideas to the person who has more money and resources for them to just increase their wealth. The movie Flash of Genius is a great example of this.

I am from the school of thought that "if I thought of it, someone else has already thought of it or is doing it". It is not about origination; it is about "first to market". I keep plugging away, head down and I don't want to look up from my work and realize that I missed the boat. Even with Val-ID-ate, we are working against the possibility that a better-funded competitor says "hey, why didn't we think of that? We can pull something together in a month and advertise it everywhere with our big marketing budget". So the race is on.

And here is the other worry: what if we are the Sony Betamax to the competitor's JVC VHS? A better product that didn't get the proper traction to take the market.

Uh oh. I think that I am sounding a bit paranoid...or maybe not...

Bill Murray as Joelle Ware in Verify-ED, The Movie

2009-02-03T18:55:00.000-08:00

Yesterday was Groundhog Day, and I felt like Bill Murray in the movie with the same name. I had to complete 10 outstanding hours for my real estate training so I attended the past 2 days of the current training session. Same teacher, same schedule....same delivery, same jokes, same statements invoking the same questions from the class. It was an amazing deja vu experience! Although most of the cast were different, the lead role never wavered from the script. I wouldn't be surprised if the instructor was wearing the same sets of clothes that he wore for the first 2 days of my session last month.

This experience made me think about the mechanisms that we have in place for survival. The instructor (who is a very nice man, even though I can't figure out why he dyes his hair) depends upon his script and anticipates the responses. I have seen how flustered he can get when presented with an ad libber in the class. You can almost see his eyes saying, "WHAT are you doing? That is NOT in the script".

We all have a set of activities that we do for which we anticipate the same results - and we depend on those outcomes. That comfort helps us get brave to venture into other things - because we know that we can "go home". Although I know that I have those "comfort activities" for my personal life - doing laundry on a Sunday, walking the dog (or tying his leash to the stoop while I run to take a quick shower) - I don't feel as though I have "home" for my business life. My head is kept down most of the day answering email messages and trying to whittle my Reminders queue down that when I have a lull - I feel lost. I am not taking the time to go "home", and "home" would be that comfort activity that always produced a result (money, more clients, etc.).

Wouldn't it be great if "home" was picking up the phone to do cold-calls?

Online Reputation

2009-02-02T19:53:00.000-08:00

So, I have been thinking about the way in which information gets around. As we have built avenues for conveying information we have to now get people to read it. We have this blog, presences on LinkedIn and FaceBook, and we just started our Ning site to present the job seeking travels for some professionals who are using our Val-ID-ate tool. So, I have been thinking about starting a rumor. Something scandalous that will make people want to check just to see if it is true.

What starting me thinking about this? I was reading about Lisa Bonet (of The Cosby Show fame) because someone said that she was dating a guy who acts on one of my husband's favorite shows (Stargate Atlantis) and they have 2 children. Well, like most people I go off on a tangent and search IMDB, TV.com, Wikipedia, and all kinds of peripheral sources and I am amazed how many of the sources state that she has a son with another man. This information is apparently false, but it has managed to appear in many news sources so that the rumor persists. No matter what is done to address the rumor, it continues to live.

You see, that is the crazy part about the Internet: it is very hard to control the information that is conveyed - even if it is about you. It is a hard balance: you WANT people to look for you and the things you do, but you don't want to have to do damage control. They now have sites like Reputation Defender that will monitor your existence on the Internet and manage your reputation. I am curious, does anyone know someone who has utilized these services? And if so, what made them sign up for the service. Hmmmm, something new to research (like I don't already have enough on my plate).

Story of a Streetwalker

2009-01-30T18:28:00.000-08:00

Yesterday I attended the Heath Lecture at my alma mater, Stevens Institute of Technology. David Rose, angel investor extraordinaire, gave a presentation and it was standing room only. Of COURSE I was late (my life is still working on a 15 minute delay), but I really came to see my friend Mark LaRosa. Mark is one of my idols. He has successfully launched and sold a business and has now created a new venture, Quota Crush, that is already generating revenue.

From my vantage point standing near the entrance, I had the opportunity to scan the audience - and it was disheartening. I still can't stop myself from counting the number of women in attendance, the number of non-white faces in the group, and the number of non-white women. The numbers ran from about 5 to 2 to 0. I try not to make these reviews, but as I get older I find myself doing it more. David Rose is a successful entrepreneur who has much information to impart - and this was a great opportunity to interact with him. I did find it entertaining how many people tried to impress David - only to sound inane. I, on the other hand, did my usual - and stayed far away. If Mark had introduced me to him, then I would have hoped that I would not have made my usual "duh" moves, but that was never the case (hey, Mark - how come?). Regardless, I don't know if I feel confident enough to sell myself yet to him. I mean, really, entrepreneurs are prostitutes sometimes. We dress ourselves / products up in the most provocative ways in the hope to turn the eye of someone who will give us money. Now, sometimes I do feel that I have an advantage over the other ones on the corner since I am usually very different from the other hookers, but I have yet figured out how to properly strut my stuff.

Hmm, I wonder if I investors liken themselves to pimps behind closed doors. I am sure that somewhere there is a hat with a feather that is used as a trophy.

Eureka Moments!

2009-01-28T19:14:00.000-08:00

I've figured it out - sort of. The issue, often, for small businesses is determining the way to make money. Entrepreneurs fall in love with their businesses and forget that "oh, we are supposed to make a living". Jennifer and I remind ourselves that income is our ultimate goal, but we have forgone salaries for many months in order to keep Verify-ED going. We understand that sacrifice is involved to grow - but really, how MUCH can a body take? Every time we think that we have come to the edge, the gang plank is extended.

My husband tells me to "think big". I have had a BIG THOUGHT...and it is under development. In an effort to make it work, I won't go into detail (you never know - our competitors may be reading my blog). But, just wish me luck and focus. More focus that luck!

Union Organization

2009-01-27T18:19:00.001-08:00

Tonight I attended a meeting for organizations that strive to remain union-free. The discussion was about the Employee Free Trade Act (EFCA) and the affect that it would have on their companies if it is passed.

It was strange being there. As a Democrat among Republicans, I am an outsider. As a Democrat raised in a union household, I felt like an intruder. I have seen the positives and negatives of the union on workers. My father was a steamfitter and the economy was always reflected in our household: when things were good he worked and when things were not so good he was home driving us crazy. My mother was a registered nurse who always worked. I only remember her striking once where she actually held a picket and walked a line. What I DO remember is an incident that happened quite a few years ago. A mother, whose baby had not been released to her care because drugs were found in the baby's system, came to visit her baby. The baby was still on the labor and delivery floor (most likely due to overcrowding) and my mother was the one who made sure the woman was situated in a room with a bottle to feed the baby. My mother then excused herself to tend to her many other patients. When my mother came out of one of the patient's rooms, she saw the woman walking briskly to the door and thought that it was strange that she was leaving so early. My mother quickly went into the room and saw that the baby was missing. She was unable to catch the woman before she got on the elevator and ran to call security at the main entrance. The extension for security was incorrect and the call did not reach them in time. The woman had abducted her baby. The hospital's immediate response was to put my mother on disciplinary leave as part of the damage control. The union immediately stepped in and supported my mother, pointing out that she followed protocol, was over-extended with the number of patients for whom she was responsible, and she had acted quickly when the situation unfolded. Her union was able to to successfully overturn the negative actions the hospital had taken. Needless to say that the situation was the last straw for my mother and she retired soon after. And, oh, the woman's mother returned the baby to the hospital.

So, I understand why the companies in attendance tonight are wary about the affects a union will have on their shops and I empathize. I also have seen the other side of the story.

Which reminds me: I have to pay Daddy's steamfitter union dues tonight.

Walk Like A Man, Talk Like A Man

2009-01-26T19:16:00.000-08:00

Maybe I should just start a series of blogs about "thinking like a man". It is interesting that I associate actions of deception or mean thoughts with the male species - but I am jealous of their ability to act and think about feelings later. Along those lines, I did a "man act" today - and I am proud of myself. I found out that our competitor sold itself to another competitor. Now our direct competitor holds a significant customer share that we want and this "sale" has not been publicized yet (and the intention may be to never publicize it). My business partner and I determined that if we had the client share that our recently sold competitor has, it would significantly increase our revenue without taxing our resources - which is always a good thing. So, I did the man thing: I called up our client and let them know that their service provider is disappearing and their designated customer service representatives have also disappeared (read: let go). I also emphasized the fact that OUR tool provides the protection against liability that they need and going to any other competitor puts them at risk. So basically, I CAPITALIZED on the situation. I will continue to utilize this approach until we increase our share and I thank you, competitor, for jumping ship. The woman in me, though, can't help but say, "good luck on your other endeavors". Sigh....

Are You A Sure Thing?

2009-01-23T20:16:00.000-08:00

Last week (1/15/2009) a US Airways plane crash landed in the Hudson River. The pilot and co-pilot are being hailed as heroes - in addition to the ferry boat crews who reacted quickly. The members of my real estate class were discussing the incident and one had commented that the pilot was now "un-insurable" - that apparently no insurance company would cover him since he would be considered too high a risk since he has crash landed a plane.

The fact that he crash-landed "successfully" (i.e. no fatalities) would mean, to me, that he was the BEST insurance risk. He has shown his mettle in the face of adversity. If I had a choice between a new pilot who has flown less than 100 hours and has never had to deal with any plane issues and pilot Chesley Sullenberger III - it is very obvious that I am going with "Sully".

This is the problem with statistics. Statistics "would show" that Sully is a risk, but reality supports that Sully is a GOOD risk. When Verify-ED applied for angel investment, it was to our advantage that I had run a business in the past. It was even more advantageous that the business failed. The (correct) thought is that I am a better risk because I have already felt the sting of failure and most likely don't want to feel that pain again. It is a true assessment. The experience of owning Black Tie Tuxedos gave me the tenets by which I went into Verify-ED. As a result of Black Tie Tuxedos, I knew that I would not do a business as a sole proprietor (too much work for 1 person - especially a person with 3 children), I would NOT manage inventory or have crazy overhead costs, and that the market is receptive to the services I provided. Verify-ED fit all of the criteria and that is why we are here.

I am so glad that the investment community gets it - that an entrepreneur who has experienced setbacks is a great risk. Most people don't want to have multiple failures - and I am among that most.

Sully, I offer you a job to be the pilot of the private jet that I will own within the next 10 years - when Verify-ED is basking in the success that was built on the support received from investors who knew we were worth the risk. But then again, Sully will be 68 and most likely he will be in the Florida Keys somewhere living off the proceeds of the book he is sure to ghost write and those talk show circuits. Not a bad ending for "un-insurable".

Excuse Me

2009-01-22T19:34:00.000-08:00

One more post about our experiences at the inaugural events. We attended the Illinois State Society Ball on Monday, which apparently was quite a disappointment to many who paid upwards of $300 for a ticket. The venue was the Renaissance Hotel. There was no apparent program or schedule of events, and the conference rooms were "sponsored" by various IL-based companies and organizations. We spent quite a bit of time in the room sponsored by Cruzan and sampled their mojitos, but ultimately the event was a big house party. No politics involved, which was a bit strange for a politics-driven event.

At this event I was also reminded that although people put on nice clothes, it doesn't change personas. Ugly is still ugly. I walked past a woman who was on her way to the dance floor with her partner. She had a glass of wine in her hand, and when she bumped into me she spilled her drink down the back of my dress, dropped her glass on me....and never broke stride. No apologies. She didn't even look back. Everyone around me stood in disbelief. My wonderful friend dabbed at my behind in an attempt to minimize the damage. My first impulse was to walk out onto the dance floor and throw my glass of ice on her (I made sure that I drank the rest of my mojito - no need to waste it) - but I restrained myself and held my head high as I prayed that my dress would dry quickly.

I imagined what the outcome would have been if I had acted on my initial impulse - and none of those scenarios would have made me look good. Some would have cheered my actions, but most (who did not witness what this self-absorbed woman had done) would have perceived me as crazy, rude and every other negative word that would have dampened the atmosphere of the event. But you can't help feeling tired of being "spilled on" and turning the other cheek. Just once it would be nice to just be bad.

It takes such strength to NOT act on impulse - to take a moment, evaluate the consequences and make decisions.

Thankfully my dress dried without a spot and I wore it again to the Peace Ball the next evening - which was a very well put together event. It was hosted by Dick Gregory and Harry Belafonte, and the other speakers and performers were inspiring. Considering that attending the event was an unscheduled surprise, the "peace" theme was quite fitting after what had happened.

I do have one vindictive thought - I hope that woman woke up with one hell of a hangover.

Great Balls!

2009-01-21T20:03:00.000-08:00

We returned home from Washington, D.C. / VA this morning at 5:30 am EST and I am a bit exhausted, but I couldn't go to bed without at least starting a blog recount of the past 2 days. As you may recall we were scheduled to attend the Illinois State Society gala on Monday night and I offered to wear a jeweler's design in promotion. A few designers recognized the great PR opportunity and contacted me, but due to logistics I was not able to coordinate some meetings. I want to thank Nancy Redisch (http://www.nancyredischdesigns.com/) and Keri Starker (http://www.keristarker.com/) for presenting the wonderful opportunity to wear their designs. Check out their work!

Not only did I attend the Illinois ball, but by a stroke of wonderful luck I had the opportunity to also attend the Peace Ball (Obama did not make an appearance at either - sigh). I was not prepared to attend 2 events, but I had no problem wearing my outfit twice!

The jewelery that I did wear unintentionally fit a "green" theme. Remember, my Bill Blass dress was bought from a Goodwill store, so it was wonderfully appropriate that I wore a bold necklace and pair of earrings from TAA Designs - all made from recycled materials! The pieces were made of recycled glass and vintage beads. The dress served as a wonderful backdrop to the jewelry and I received quite a few compliments.

Don't forget - wearing the jewelry was about promoting a product in exchange for having something dazzling to wear, so I exuberantly gave TAA Designs (http://www.taadesigns.com/)business cards to every person who expressed interest. These were receptive and interested potential clients - not passers-by who happened to walk by.

This situation is a great example of "thinking outside of the box" for ways to spread the word about products and brands. The big name designers constantly use entertainment personalities to model their wares and ultimately to promote their products. The key in promotion is to get that buzz going - to get people talking about your product, whether you start the conversation or someone else does.

Just make sure that the comments are positive!

Time To Visit Aunt B

2009-01-16T19:41:00.000-08:00

Your business plan review is like the family member that you visit once a year. You dread going on the trip, but afterward you are glad that you went. On Monday I submitted the Executive Summary for our Val-ID-ate business plan to the IEFL Business Plan Competition. Considering that the prizes have yet to be announced, I couldn't help but worry a bit (did you ever read The Lottery by Shirley Jackson?). Our business plan needed a tune-up and I figured that participating in a competition gives me a "reason" to get it done. This is the same reasoning I give myself as I step into the water for the Danskin Sprint Triathlons. Although the swim portion is still daunting, I know that one day I will get through it without hesitation.

Wonderfully, the business plan is holding up very well. Our goals remain the same and we are currently implementing the strategy that we had laid out - granted without the $500,000 investment for which we had hoped when we presented to Golden Seeds. We have even discovered that a couple of our competitors have "disappeared" (VeriResume and Pledgex). As when it was first written, I need help with the numbers. I recognize that my strengths are in developing the vision and formulating strategy, so when we make it to Round 2, I will be giving our financial guru a call.

Cross your fingers. Assuming that the grand prize is not a stoning, winning this contest would be a great boost!

Hmmm....The Newsletter Is Missing Something...

2009-01-15T19:47:00.000-08:00

Today we published the January Newsletter. We forgot to add key pieces of information. Did you notice? In the Company Update I introduced that Hema and Michele (interns-extraordinaire) are assisting with getting our social networking plan off the ground BUT I didn't mention on WHICH social networks we are establishing a presence. These are the "heel-of-the-hand-to-forehead" moments that kill me!

The social network strategy won't work UNLESS we have people who are interested in interacting and providing feedback and it was a major oversight.

So, without further ado: we have groups on both Facebook and LinkedIn. We have posted starting discussions and we would really like to hear from everyone out there. We are trying to figure out what other social networks will give us opportunities to meet job seekers and hiring professionals. A good friend recommended www.meetup.com. If anyone has suggestions, post a comment and let me know!

Hey! That Was My Idea!

2009-01-14T20:22:00.001-08:00

What does my local Shop-Rite, which offers online grocery ordering with in-store pickup, and the BrickHouse Child Locator have in common? These are 2 ideas that I originally had, researched and started developing. I am sure that many of you have had those moments (whether after a few glasses of wine or just daydreaming) when you have come up with the "next big thing". Some of you may have explored it beyond the dream and many -like me-hit walls that made you put the dream on a shelf. So I know the frustration of seeing someone else take the dream that you had and profit. Of course you still pump your fist in the air when you see "your" product on the shelf or on TV because it provides validation that you "are not crazy" - but you can't help but think: THAT SHOULD HAVE BEEN ME!

This is one of the main reasons why I continue to put my energies into Val-ID-ate. I believe in our service and the tool, and I know the impact that it will have. I also know that if I don't see it through to the success it will achieve, someone else will - and I am tired of turning to the invisible person sitting on the couch next to me and saying, "hey, that was my idea" as a well-known TV personality hawks "my" product.

So, to all of you who have that "next great thing", try to follow through as far as you can - because that distance you travel may be just the right amount to get you "there" (wherever there may be).

Is It Really Wasting Time?

2009-01-13T19:45:00.000-08:00

Yesterday I attended an awards event - and I don't know why. Not to be specific, but it was for a small business agency to which I don't even know whether I belong. I have placed much emphasis on networking to build our business, but yesterday made me question that approach. I went to this event alone and I did not know ANYONE - which is unusual for events I choose to attend. It was for a government-based agency which usually equates to expending much energy JUST to be considered for projects. I am not trying to do more work - I do quite a bit now.

It is January, a great time to evaluate how one spends time - and this was not the best use of my time. I obligingly sat through the awards presentation, made sure I drank a glass of wine from the open bar - and went home. I met a very nice man on the wine line - but even the as he mentioned potential opportunities, all I could think was, "million page RFP".

A really good friend is taking the 4 Hour Workweek approach - and I am going to join her. I bought the book (have yet to complete it), but I understand that the basic tenet is to go after clients from where I receive 80% of business.

So, executive recruiters everywhere, listen out for my call!

Self-Promote or Die!

2009-01-11T11:47:00.000-08:00

Ugh! I will never learn. Yesterday I was invited by a personal training client to take a spinning class at a new studio that is receiving rave reviews. It is the 360 Cycling Studio (http://3sixtycyclingstudio.com/) and it is co-owned by cosmetics magnate Bobbi Brown (http://www.bobbibrowncosmetics.com/). The class was great and challenging - thanks Mark Cohen! Afterward, Bobbi Brown (who also attended the class) gave me a great compliment and asked why I was in such great shape. This is the moment when I should have said, "I am a personal trainer, teach fitness and also coach my daughters' gymnastics team. I am ABSOLUTELY going to encourage my clients to check out the studio". But NOOOOO, that is not what I said. Instead, I said something inane like, "oh, I guess I have good genes". Who cares!

My client (who is a great marketing person) introduced me as a trainer to the instructor and had my back the entire time since she must have realized what a dork I am.

I am so tired of the high school moments when you come up with the great comeback 5 minutes later. When am I going to learn that there are no second chances for first impressions and that clicking your heels will not turn back the hands of time?

Worst yet, there went a first impression with someone who could have been a future Verify-ED investor.

Ugh!

Inaugural Ball Jewelry Mannequin

2009-01-09T18:49:00.000-08:00

My husband and I will be attending the Illinois State Society Inaugural Ball (Washington, D.C.). It is one of the more popular balls this inauguration: http://www.illinoisstatesociety.com/Gala2009.htm .

I found a beautiful Bill Blass dress at the Goodwill on 25th street for $40! My wonderful aunt is altering the dress. The pictures are also located at http://www.verify-ed.com/InaugDress.php . It is currently being altered, so there are a few more wrinkles than it will have the night of the ball.

Well, since I hardly wear jewelry (notice my elegant sports watch) I realized that I don't have anything that complements the dress. So I am offering myself as a Mannequin to a jewelry designer! I put a few posts on some Ladies Who Launch groups (great organization!) seeking a jewelry designer interested in loaning me jewelry to wear.

This is a great opportunity for a designer to get free publicity, and I am offering to hand out the designer's business card to anyone who asks about the pieces.

I am hoping that there is a designer out there who has pieces that will give me a chance to upstage Oprah and Michelle Obama! I look forward to telling you about what I finally wear.

Fake It 'Til You Make It

2009-01-08T19:17:00.000-08:00

"Fake It 'Til You Make It" This is my new mantra, courtesy of Iya Karade, co-owner of Karade Gymnastics School. We often sit and muse about the life of an entrepreneur and the ways in which we get through hardships under which others would fail. I have to say that Iya and her husband are true inspirations. They continue to fight hard to keep their world-class gymnastics program flourishing, and I am proud to fight alongside them as a coach.

They recently moved to a new location. Great amount of space, but the building has some little issues that weren't apparent until it rained. That's right: the roof leaks. Well, after the horrible discovery (and they had just laid a beautiful floor for dance practice) they went into recovery mode: placing buckets on the floor and trying to patch the roof. They determined that repairing the roof would be costly and not truly enough for what really needed to be done. Rather than present a sloppy image of buckets and towels they came up with a unique solution: build a room around the leak. That's right - they used their more-than-adequate carpentry skills, two by fours, a nail gun and some Sheetrock to build an "office". So, when current and prospective parents come into the gym they don't see a mess, their eyes instead go to the spring floor full of gymnasts working on routines.

This innovative approach to solving problems is the skill that I continue to strive to achieve. I wonder that if I was in the same situation, what would I have done to resolve the problem? I worry that I would have left the buckets and when people arrived I would do a dance with flailing arms to try and distract. Much more work than investing the time and effort to "remove the image entirely".

My goal these days is to do less and invest energies where the return on investment is much more. So, I welcome when colleagues and friends point out: hey, Joelle, just build the room. Your dance is NOT working. I can still see the buckets!

OH! And did you notice? You now have the option to automatically receive updates when I post. Just click on the "Follow this blog" link in the right panel. So many people have said that they enjoy the postings, so now you can have them come straight to you. Thanks for your support!

Your Certified In What?!!

2009-01-07T18:13:00.000-08:00

Today I realized that there is probably a certifying "agency" for ANY activity that exists. I am taking a real estate salesperson course (more on that later), and one of my classmates is a Certified Stager. That's right, she holds a certification in the "art of staging homes". For those of you unfamiliar with staging, it is when you re-design a house that is for sale in a way that makes it attractive to most buyers. This primarily means taking out anything that reflects your own personality so that others can imagine themselves living in your space.

So, I decided to do some quick research on whether there are certifications for some of the activities I completed today. I found out that there are certifications for dog walking, storytelling, and bra fitting. I am sure that I could have gone farther but I believe that my point is proven: the market for Val-ID-ate is endless!!

Business Resolutions

2009-01-06T18:38:00.001-08:00

At this time of year, most people set personal resolutions: "I will lose 10 pounds"; "I will finish that great book"; "I will learn to meditate". I also set my personal resolutions (none of which are the aforementioned), but my focus this year is going to be on my BUSINESS RESOLUTIONS! My resolutions aren't as extensive as the Bootstrapping Blog from last year, but here they are:
1) Make more sales - sounds easy, but in order to sell you have to do legwork that I never seem to get around to do because I get caught up in the administration of our company. My goal is to reach out to prospective clients on a more consistent basis.
2) Realize a greater return on the energy I expend- My husband marvels at the amount of time Jennifer and I spend on establishing Verify-ED - for what could seem like small returns. My goal this year is to bring that equation into balance.
3) Get Val-ID-ate to the forefront as a standard part of of the hiring process. This is my lofty, but ACHIEVABLE, new years goal.
4) BLOG MORE OFTEN :-)

Are you ready?....

Sammy The Dog

2008-12-17T06:54:00.000-08:00

A couple of weeks ago I had saved enough money to go to the hair salon (yes! I am an entrepreneur and money is tight). Next door to the hair salon is our local animal shelter. I used to pass it every day on my commute to NYC and sometimes I would notice animals abandoned on the doorstep. Like the homeless person you pass, you feel helpless - want to help - but don't know how and you keep moving. I know one of the employees at the animal shelter, and when he saw me on the way to the salon he ran in to tell me that a man was surrendering his dog and I should come take a look since he knows that I like small dogs. I should mention that, yes, I like small dogs - but my husband was the one who specifically mentioned his preference for terriers and similar dogs. I have NEVER owned a dog. Ever. Well, of course I go and meet a man who (because of personal reasons) was sadly giving up his dog. I called my husband who informed me that I could bring a dog home but that 1) he would not be taking care of the dog and 2) the dog was not allowed in the basement. So much for the man who wants a dog. The dogs' owner suggested that I take the dog home for the weekend, and if things didn't work out that he would retrieve the dog and take him to the shelter.

I am sure that you have figured out the rest. I brought the dog home, the kids like him, he seems to like us, AND he doesn't bark. So we have welcomed a new family member: Sammy, the long-haired Chihuahua.

The tie in to business: did I save Sammy or would someone have come along? At times when I am trying to find the right contact to help our business get to the next level, I do wonder if someone will "save" us because that is the feeling of hope you have. Yes, we work hard but we are realistic that hard work is only part of what is needed to succeed. We are so dependent upon our networks to move forward and people literally do save you. Without this support you flounder. As we search for funding, we ARE looking for that "savior" - someone who believes in our tools as much as we and has the ability to financially support the endeavor. I read my entrepreneurial magazines and the stories of the lucky few who have found their financial saviors do give me hope - and isn't this the season of hope and belief in angels?

From my house to yours - HAPPY HOLIDAYS! Let 2009 be prosperous for us all!!

Life's Milestones: Weddings and Births

2008-11-26T06:12:00.001-08:00

This week started off with many "new beginnings". One of my best friends got married. She is one of my idols - the epitome of patience. She did things her way, never hurrying. She earned degrees from respected universities, holds a doctorate, bought her home, and lived life. She found the man with whom she wants to spend her life and married him. She always knew that life would give back what she put in. Even with others pushing and prodding her, she stood her ground and took her time. I think of her when I am impatient about growing this business. I am jumping from one thing to another trying to get a return on the investment of my time because I feel the urgency of "first to market" or "hitting while the iron is hot". I have to remind myself to be patient - put in the right work and the returns will come.

Right after the wedding I drove to DE to assist my cousin in delivering her first child. It is always a pleasure being able to help another woman give birth - and I so enjoy not being in the hot seat. My cousin is my hero. Her brow never broke a sweat and she delivered naturally - sans epidural. Welcome to the world Rebekah!

I have been thinking about these moments constantly. About how we all work hard for our achievements and how these two women have only hit a milestone, because in life there are no finite goals - just steps along the continuous paths.

We are working hard to make some major strides before 2008 finishes and it seems overwhelming at times. It would be great to hand off some of the worries and work, but I believe that we are poised to take our step soon. The key is to not scream (at least not too loudly - and not at the kids).

Test of Professional Friendships

2008-11-17T19:11:00.000-08:00

OK. Here goes. I am just going to ask for help - let's see what happens.

We are trying to form partnerships with the big guys: Monster.com, The Ladders, Dice.com, etc. To do so, we have to show our value. Well, we know quite a few staffing professionals who post jobs on these sites. We are going to ask them to add this tag line to their job listings:

We appreciate candidates with Val-ID-ate profiles!

The goal is to prove the benefits to staffing professionals who have to sort through a million resumes and to obviously gain endorsement for our services.

Our Feedback Tour is proving to be quite effective in providing proof that YES recruiters would appreciate receiving proof of credentials at the start of the hiring process. ESPECIALLY with the increase in resume fraud (too many people on the market competing for the same jobs tend to make people embellish more - go figure).

My belief is that this should be straightforward (unless the staffing company has to pay per word for their job postings).

What could be the objections?...

Feedback Tour

2008-10-18T20:51:00.000-07:00

Remember Field of Dreams? "If you build it, he will come"? Well, how about if no one wants what you build? Woot.com has a bunch of products that retailers apparently don't want. I am sure that many of you can name a recent technology that bit the dust right after release.

We want to make sure that people want what we are selling, so we are launching a Feedback Tour. We are going to our faithful clients and other HR professionals to confirm that our Val-ID-ate product fills a need.

Yes, I know, it would have made much more sense doing this at the start - but better late than never.

We are going to use as many outlets as possible to reach HR professionals to ask them about 10 quick questions. By the end of each discussion, we will have a better understanding of what credentials they seek, the sources used, and where they look. Most importantly - they will know our name!

So, if you know an HR professional willing to chat for about 10 minutes, send them our way.

Lessons From A (Sprint) Triathlete

2008-09-17T20:28:00.001-07:00

I am embarrassed to say that...I really enjoyed my summer! So much so, that I have not blogged since July. As a business owner, I am supposed to be stressed out, never take vacations and leave all the enjoyment of life to others - says who! I enjoyed a week of camping with my family and really relaxed. Even though I tried to manage the email queue, I suffered for weeks when I returned trying to whittle down the count to less than 100 email messages - but it was worth it.

I would like to say that I returned from vacation energized with a new outlook - but I honestly did not. I was energized before my vacation and I still have the same focus - and the same woes.

That being said, since I have returned we have seen an increased user base for Val-ID-ate, added a few more Account Executives and increased our client list. The summer was good. On a personal note, I competed in my 3rd Danskin Triathlon and for the first time finished the entire swim course on my own.

So, that leads into my concluding story: 2 years ago I decided to participate in the Danskin sprint triathlon. I didn't compete for the physical challenge. The bike and run distances I can do without really training in preparation. I participated because I AM AFRAID OF SWIMMING. I refused to let this fear win, so I decided to face it head on. That competition in 2006 was a disaster in my book. There were "swim coaches" in the water and they basically pulled me through the course. I was literally hanging onto one of those foam noodles with which children play. For many, that would be demoralizing. But if you know anything about me, that just made me more determined to try again. In 2007 I participated again - this time in Orlando, FL. I didn't do much better. I swam without the assistance of a flotation device, but was informed by my loving spouse that I had been detoured because I was having such difficulty - so I did not complete the entire course.

This year I was determined not to hyperventilate. And guess what - I hyperventilated! I was the last one in and the last one out. It took me 33 minutes to complete the 1/2 mile course. Regardless, I am proud of my accomplishment of talking myself off the ledge and plowing through.

I look at running our business in the same way. The issue for me with swimming is that I fear drowning. My ability to reason goes out the door. I KNOW that I most likely will not drown, but that still does not stop me from being scared. I also know that the floor is not right below me, so I cannot stand up - which also fuels my anxiety. So, I have to keep moving forward. Now, if I really get into trouble someone is there to save me - but I would see that as the ultimate failure. As with this business, I have to keep moving forward. Often, I know that I cannot stand up and I get very anxious - but I just roll over, float, calm myself down, roll back and being stroking again.

Boy, that shore seems far.

Stone Soup

2008-07-15T20:06:00.000-07:00

Do you know the tale "Stone Soup"? Basically, hungry travelers arrive in a village where people aren't willing to share food. The travelers have an pot in which they put water and a stone and proceed to "cook". Curious people start coming up to watch, and the travelers inform them that they are making a great soup - but it is just missing a little "something". The villagers become interested in the stone soup and start contributing a little bit of this and that - until the travelers truly have a nourishing soup.

Much of that story conveys how Verify-ED continues to grow. Although we have never been in a situation where people have been unwilling to help, we know that we would not have gotten this far without the invaluable input from so many wonderful people. We know firsthand that people are very willing to assist, and if they cannot help directly they will make sure to find someone who can. Our goal is to utilize the great information we receive to move forward - which is not always easy.

In recognition of this collaborative nature, we added a new feature to our newsletter where we ask our readers for their ideas and insights on various topics. I suggested the name "Stone Soup" because I felt that it best described what we are doing. Unfortunately, not everyone knows the story, so it was determined that the meaning of the name would have been lost. Personally, I think that it would have been a great opportunity to share a nice Grimm tale - but, oh well ;-)

We named the new section "My 2 Cents" in recognition that if everyone "adds their 2 cents" we can build an amazing, profitable company. The image of money when it comes to business is always good!

We also considered "unsolicitedadvice" and "peter" (the sage in the comic strip B.C.), but it seemed that if most people didn't' get the "joke" the point would be lost.

So, to everyone who gets my humor - THANKS!

Yes, That's Me On The Radio

2008-06-27T20:56:00.000-07:00

Here is a GOOD example of communication skills and the ability to convey messages succinctly.

I was recently interviewed by the energetic and intelligent LaTanya Junior for her Change The Life of Your Business show. LaTanya is an amazing businesswoman who successfully runs complementary businesses. She has taken her station, TCB360 (http://www.thecorporateboutique.com/) to its current rank of 24 (out of 275) among talk stations on Live365.com. TCB360 airs programs that truly provide assistance to entrepreneurs worldwide. Apparently, her base is very international with many listeners in Asia. She is preparing for a multi-city tour, so look out for her in your town.

I posed a couple of business questions and received her very insightful feedback. Enjoy TCB360 and the interview: http://www.thecorporateboutique.com/radio/CTLOYB/080619JollieEntreprenInterview.html!

Master Communicator...NOT!

2008-06-27T18:49:00.000-07:00

I pondered writing about my recent experience because I consider it a failure of sorts, but I hope that others gain insight through my experiences.

I had a great opportunity to present to an investor group and, to put it lightly, I BOMBED! The funny thing is why: I was unable to properly convey our company, what we do, and what we need. After my posts about being able to clearly communicate, you would think that I would have this covered. So, now I rehash my errors and perform penance:

"Hi, my name is Joelle Ware and our company is Verify-ED. We provide background screening and résumé verification services. We launched a new tool called Val-ID-ate that gives job seekers a way to show proof of their qualifications."

THAT is the opening with which I should have started, but I did not. Needless to say, I was unsuccessful in inspiring others to consider working with us to expand our launch.

So, I have spent the day in my personal pity party and now it is time to keep moving. We continue to build our alliances and grow. And the next time someone asks me about Verify-ED and Val-ID-ate, what will I say?...

Renaming A Pivotal Product

2008-06-15T18:17:00.000-07:00

We have a new name for Verify-crED - wow! For a while there, I thought I was going to be vindicated. Verify-crED was leading in the polls for a while, and lost by the slightest of margins: 3 votes! Jennifer (the other half of Verify-ED) breathes a sigh of relief.

But, this brings about many changes. We decided to change the name early in our launch process, but we still have to update the website, marketing materials, and just our mindsets. Thank goodness we have a really good team to handle these tasks.

Companies have renamed products to infuse enthusiasm in lackluster products, and names have been changed in reaction to negative publicity (with the hope that new customers won't learn about a past misstep). With this wonderful ability to receive feedback quickly from your audience via the internet, more and more companies are allowing their customers to help steer the boat a little.

Our company is on a growth path that is so dependent upon the public - specifically employers and job seekers. It is imperative that we make sure that we listen to what they say because they determine our success.

So, I want to say a fond farewell to Verify-crED and a big welcome to Val-ID-ate, the product that will make a significant impact in the world of hiring! Come along for the ride...

Wait, Don't Leave! I'm Not Done Yet!

2008-06-03T17:53:00.001-07:00

Today was chock full of events for the small business owner. In the morning I attended the Make Mine a Million $ Business in Newark, NJ and in the afternoon I went to the NY NJ Minority Supplier Development Council Expo (NY, NY) - and here are my takes on these events:

MMM $ Business was a very empowering event for women, but the thing that I saw with which the program could have really helped us budding entrepreneurs is in the deliveries of our messages. As you recall in an earlier post, I attended the VANJ Pitch Olympics where they had a format of allowing the speaker 2 minutes to present their business, and they stuck to that limit - often cutting the speaker off in mid-sentence. In the MMM $ Business event, the women had 2 minutes, with a 30-second warning. The moderator would hold up a STOP sign at the completion of 2 minutes - and the speakers just kept going! It is so important to get that pitch so that it is powerfully delivered in as little time as possible. What amazed me was that these women were briefly coached - yet they still disregarded the rule.

I see that as women we tend to want to give everyone a little story about ourselves to validate our requests. Most women don't come right out and say "I need $1 million to properly execute my well-developed marketing plan". We tend to say, "My name is Mary, and after my divorce I found that I had this dream in me......" I attended a Ladies Who Launch meeting on Sunday at which there were about 20 entrepreneurs. The moderator instructed us to tell a little about our companies and state what we NEED. I was the last presenter. It took about 1-1/2 hours to get to my turn! I gave my business and need pitches in 3-1/2 minutes (I timed myself) - and I believe that was too long! So, with all the programs that we have to support women entrepreneurs, the key skill that we just need to hone is that succinct PITCH!

The NYNJMSDC event was great for reinforcing our sales strategy of providing services to and forming partnerships with other suppliers in lieu of expending lots of energy going after the really large corporations. As we grow, more energies will be placed in going after the big guys, but I am proud of the business relationships that we have formed and I really enjoy helping promote my supplier alliances because if they get more work then we get more work! I also heard that they, too, held a pitch event but the time limit was longer. Since I didn't attend I cannot say much about it, but I hope that the time limit was no longer than 2 minutes for the same reasons I stated above.

I belong to a few entrepreneur-focused organizations, and I recognize that each take different approaches to providing services. All encourage development and growth, and the organizations have to work with members to make them realize that the pitch is the most important aspect of the company. Although people are nice, no one is going to wait in the elevator after the doors open if you don’t say something to catch their attention. So, to all the organizations out there for the entrepreneur, the main thing that we need with our memberships is the skill to tell our stories EFFECTIVELY in 2 minutes or less – so that we see those desired results!

I Went To The Olympics!

2008-05-23T18:41:00.000-07:00

Yesterday I attended the annual Venture Association of NJ Pitch Olympics. What an eye opener! The format of the event involved entrepreneurs presenting their products / services in 2 minutes and a panel of judges (mostly from venture capital firms) rating them on their presentations and fundability. I had actually thought of participating, but the cost was prohibitive so I went for the learning experience - and boy did I learn a few things:

If you can't speak well - get a spokesperson. The entrepreneurs were limited to 2 minute presentations. No questions were asked. So, with that format, why wouldn't you get a great spokesperson to present your product? I was amazed at the entrepreneurs who could barely enunciate! One company actually had a product that I felt had promise - but you couldn't understand a thing that was said.
You need to talk about other things than the product. The judges kept stressing that product information was important, but where entrepreneurs fail is by not giving the investor a better idea of HOW the product will be used and WHO will use it. Entrepreneurs need to give as much information as possible of the market opportunities and the specific target markets.
Bring notes. So many of the entrepreneurs presented off the top of their heads. Why would you do that? You are standing in front of a podium - you have a place to put your paper. Many of the entrepreneurs just came across as unprepared.

My FAVORITE pitch was from Meryl Rosenthal of FlexPaths (http://www.flexpaths.com/). She was the first to present and she was AWESOME! She presented a clear presentation that hit on all the points in which an investor is interested. Better yet: they are an alliance for our services! She missed first place by 1 point to Mattingly Sports (http://www.mattinglybaseball.com/) - and they mastered the concept of product placement (the moderator prominently held one of the Mattingly bats throughout the event).

I am very glad that I went to the event. I sat at the table with venture capitalists and got to hear a little about their thoughts. Interestingly, I was surprised at the amounts the entrepreneurs were seeking. Most were asking for about $1 million - and according to Bill Payne (angel investor extraordinaire), this is an amount that hits the angel limit but is not near the venture capital amounts. I am curious to find out what each entrepreneur's goal was by participating in the event. Who exactly were they trying to reach?

You Have Successfully Submitted Your Application

2008-05-17T00:43:00.000-07:00

It is almost 4 am and I have finally submitted my applications for angel investment. My stomach is in knots. I feel like our business plan is well thought out and that our supporting documentation will really help, but you can't help having that feeling that if you do more it would make a difference. Doesn't matter that you don't know exactly what "more" to do, you just have this feeling.

So, the ride has truly begun.

Introspection

2008-05-11T06:31:00.000-07:00

Today is Mother's Day and of course I get a little introspective. I have been focusing quite a bit on growing Verify-ED, launching Verify-crED and applying for investor funds - which means that other things and people don't get the focus. I console myself with the fact that my children would not WANT my undivided attention, but recognize that I still need to make the conscious effort to be more attentive. This is why I coach my girls' Level 2 gymnastics team. I found a way to combine my need for activity with my need for involvement with my children. I am sure that there are more relaxing ways to spend time with your children, but that would not be me. I can't wait until my son is old enough to get out there!

It is all about finding that balance. Figuring out what works best for you. I know that I am better for my family when I am challenged intellectually and physically. This entrepreneurial venture has been the best challenge that I have undertaken. I am psyched by how far we have gotten and about how far we can go. There are so many signs that the opportunities are waiting for fulfillment.

So, my Mother's Day wish for all the mothers out there is that you get the chances to explore your opportunities so that you continue to be the best mother that you are.

Time Management

2008-04-30T09:19:00.001-07:00

I am applying to the Micro to Millions program, the sister event to the Make Mine a Million $ Business. We don't qualify for the Make Mine a Million since we have not been in business for at least 2 years, but that doesn't mean that we don't have the chops ;-)

I am submitting a video to accompany the application. Do you realize how hard that is? I figured that since I am a relatively comfortable speaker, the recording process would take less time than it took to clean my desk. 20 takes and 2 hours later I couldn't get through an entire taping without making a stupid flub. It is actually funny, but you can see from the change in the background lighting that the day was ending. I finally came away with a recording that I could live with, but this is just one example of how my time disappears from me before I know it.

I am getting better about limiting how much time I will spend on a given activity, but I still feel like sleep is a waste of valuable time right now. There is so much that needs to get done and deadlines that have passed. Should I even mention how shot the Verify-crED development schedule is? You just want time to stand still.

Well, my time for this activity is done.

Don't You Hate Looking At The Others?

2008-04-22T19:01:00.000-07:00

We have to do a competitive analysis for the business plan, and I admit that I hate the exercise. I want to believe that we are the first and only ones with the ideas, but we have to recognize that what we are doing is not new. What we do recognize is that we are approaching credential verifications in a different manner that will wonderfully differentiate our service / product (still don't know which to call it). Still, that doesn't take away the "I wish you didn't exist" feeling I have whenever I discover that there is another guy offering similar services. I KNOW that ours is better and more innovative, but I am sure that is how Ray Kroc felt when Wendy's popped up next door. A business associate gave me a great outlook. He said that we should welcome competitors because it justifies our existence. If no one wanted to get in our market, then investors would have a very hard time seeing the benefit. Now that is what I call a positive view! On another note, we need to change the name. My business partner hates Verify-crED. I thought that it was great because it continued the self-explanatory naming convention (it stands for "Verify Credentials"), but she thinks that is sounds like "crud". So, we decided to use our difference of opinion to our advantage by having another naming campaign. The great thing about this campaign is that we will invite our voters to use the service to better understand the great service we are providing. We are hoping that this approach will begin a PR campaign of sorts for us by others wanting to get in on the fun. We had a campaign to name Verify-ID and it was fun, so we are looking to repeat that success. If you would like to participate in the campaign to rename Verify-crED, shoot me a quick email message (jware@verify-ed.com) and I will add you to the list!

Painful Lessons

2008-04-18T20:22:00.000-07:00

The last 2 days have been unproductive. Why? Because I dropped my laptop on the floor. That is right, I didn't close the protective case and it fell to the floor. As a result I blew the inverter and apparently jarred something with the hard drive because I was instructed to insert the recovery CD's in order to start the PC. Well, I followed the recovery directions that would leave my data files intact. I was very happy to see that my business plan and other documents were accessible, but I could not restore MS Outlook. I know what you are thinking, "just use your backup". Well, I am embarrassed to say that I am meticulous about My Documents, but I was not meticulous about MS Outlook. Considering that I LIVE in MS Outlook, this was obviously a very serious issue.

The point of this recount is to remind and reassure everyone that experts don't know everything and that with diligence and clues you TOO can be an expert. My husband, Chris, is a tech guru. I had a January archive of MS Outlook, and he managed to pull it up even though we were getting a million registry errors. He showed me how to gain permissions in safe mode and how to unhide folders. Regardless, we were unable to locate the most current MS Outlook files. First I took the laptop to the Geek Squad in Best Buy. He informed me that the process to replace the inverter and retrieve "locked" files would take about a week and a half. Who has a week and a half to be without their source of livelihood. But it turns out that the Geek Squad guy was the most knowledgeable of all the "experts" with whom I spoke. He knew enough that even though access to a folder was denied and showed 0 bytes, that it was just a permission issue that could be resolved.

Next, I took it to a guy who was highly referred. He is a nice man, but when he clicked on a folder and saw the "permission denied" error, he threw up his hands. He DID point out something that Chris and I didn't know. He said that the Outlook files should be in Local Settings. Chris and I had been looking in Application Data. This repair person wanted to send my PC to a recovery expert. I quickly took my laptop and went to a local computer repair shop. They were no better. They just pointed to the Outlook files that I already knew existed and INSISTED that these were the only files. When I tried to point out to them that those were not the most current files, they also suggested that I send the laptop to their recovery expert at a cost of about $800 (and who knows how many days). I ended up ordering the inverter and taking my laptop back. I knew that I could solve this puzzle.

This is where a little knowledge is key. Now that I knew where to look for my Outlook files, I used all the skills that Chris taught me. I logged on in safe mode, gave myself permission to get to Local Settings - AND THE FILES WERE ALL THERE!! I have never felt such relief! I paid about $30 to do the work myself (because I was charged an "evaluation" fee by repair person #3).

So, lessons learned as a result of this experience:
1) Time and knowledge will help you solve almost anything
2) The experts don't know what you need them to know
3) Never Give Up!!

As we embark on launching Verify-crED, I am holding these lessons high. I feel quite unknowledgeable on how to do certain things for this launch, but I KNOW what needs to be done. Unlike with my PC, though, I don't want to spend hours and days hunting for expertise just to end up doing it myself. I also hope that I don't get duped by an "expert". It is the same feeling that I have when I go to an unfamiliar mechanic. I feel wary at times when someone unknown offers "solutions" because they realize that we have a great vision and a service/product with real profit opportunities. Up until this point we have been relying heavily on very knowledgeable friends who continue to steer us in the right direction, never ONCE saying "what are you going to do for me". We realize that soon we will have to go beyond our circle, especially as we pursue investment dollars.

So, in reality, these last 2 days were invaluable because I was forced to find a solution to a major problem, and I did it. The reminder that we can successfully do this launch has been very appreciated.

Doctor Heal Thyself

2008-04-14T19:30:00.000-07:00

The transition from employee to business owner is really difficult at times. When I was a project manager, I think that my tolerance for product development issues was greater. Although I would get annoyed, I still had the employee outlook of "well, it's not my money" or I would escalate it so that it was "no longer my problem". As a business owner, the only person on whom I can put the problem is my partner - and she already has enough on her plate.

Our developer has basically delivered what was requested. Hip-hip-HOORAY! At times there were communication issues, but in general our developer has been responsive. Well, last week I had the first meeting with the person who is going to spearhead the sales effort. The day before the meeting, our developer assured me that the features which were still "glitchy" would be fixed. Now, I KNOW based on my experience managing developers that you are supposed to add a couple of days to anything a developer promises - but we need Verify-crED launched and in use yesterday so I went ahead with the sales meeting. It was a disaster! Do I have to say that the features which define Verify-crED were not working? I was embarrassed and the sales guy was hesitant - not a good combination. I went back to the developer with my negative feedback, all the while hoping that I didn't dig a deeper hole (how many people have been in situations where someone holds something that is really important to you so you don't want to piss them off, but you also don't want to be the proverbial doormat? That is me at least once a day.)

I am very fortunate that our developer has integrity and stepped up to the plate. Moments like these reinforce my decision to stay with our developer, especially as he delivered a fully functional product the next day. A part of me felt like it was "a little too late", but the bigger part was grateful. I know that many of you are going: "why be grateful?", but when your future is dependent on so many things that you can't control, you are so happy when any of the pieces fall into place.

So, now the present. We are launching this baby! We are in user testing mode, cleaning up poorly translated text and going to present again to the sales guy. We are also now ready to get those partnerships in place. 2 steps forward...

Verify-crED: Is it a service or a product?

2008-04-07T06:06:00.000-07:00

A couple of days ago we had our weekly meeting, and one intern asked whether Verify-crED is a product or a service? That is a good question. As she pointed out, we provide a service (credentials verifications) and allow users to purchase a product (the employer view). So it is both. Regardless of what we call it, there is MUCH interest - especially from small- to mid-sized employers who already feel overwhelmed with all that has to be done in the hiring process. Finding financing is tough. As I continue to kick myself for not getting a larger credit line when we started, I am knocking on various doors. Supposedly there is all this funding for growing small businesses, I just can't seem to crack through. First I approached our bank, who informed me that the credit line I am seeking exceeds the risk that they are willing to take. Fine. So, do I continue to max out my credit cards? I can't get an SBA loan because my husband is already on the verge of killing me so I can't even THINK about approaching the subject of using our home as collateral. I am trying to understand how angel investors and VCs work. I will let you know what I find out.

Verify-crED Business Plan

2008-04-06T20:10:00.000-07:00

Today I worked on the Verify-crED business plan - in the strangest place. I took my daughter to a birthday party and hunkered down in the waiting room with my laptop. I have this laptop going everywhere. On Saturday mornings while my eldest daughter is at her fencing class, I sit in the car and drain the battery (actually, I have only done this once and I bought a jumper after that horrendous experience).

I anticipate that one of the requirements any interested investor will seek is a business plan - makes sense. It just feels like I am putting this together when I have the least amount of time.

As an aside, I attended a focus group at the NJ Star Ledger last week that was quite informative. The Star Ledger wants to revamp the business section to provide more for the small business. Interestingly (and wonderfully) there were not many small business owners there; rather there were quite a few representatives from organizations that support small businesses. At the meeting, I heard about all these seemingly wonderful resources that are available to me - but I know that muddling through the mounds of information is PAINFUL. That is why I think many small businesses eschew the help offered. The number of hoops through which you are expected to jump don't feel worth the effort. I am going to reach out to some of the other attendees to see if my perceptions are true. I just feel that at this time in our business cycle, I don't have time to waste. Everything I do has to positively impact the business and the return has to be as immediate as possible. So, when I go to the gym, conduct personal training sessions or coach Level 2 gymnastics - I look at those activities as helping me focus. I ran about 5 miles this morning and I felt so good. I appreciate the time to sort through my task list. I am always impressed by the people who can work out at midday. I need to start my day with activity, and I cannot break in the middle of it.

I wanted to also talk about Verify-ID (as promised). Verify-ID is our feature that allows our clients to submit search requests without the required social security numbers and dates of birth. Our clients can have our system send an email message to the search subjects that contains a direct link. This link takes search subjects securely into our system so that they can enter their own sensitive data. Neat, huh? It came out of my experience when I worked at an executive recruiting firm. There was a concern that candidates' sensitive data would accidentally end up in the search management database, so this feature was created to solve that issue.

We really try to make sure that we listen to our clients, because they are from where we will get the next great idea.

The Verify-crED Journey

2008-04-05T14:54:00.000-07:00

We are getting ready to launch a new service called Verify-crED. As with Verify-ID (which is the reason Verify-ED even exists and I am sure I will explain more in the future), we came across an unmet need and decided to create a solution. Verify-crED allows job seekers to verify their own credentials and present a read-only view of the verification details to a prospective employer. Like many ideas, it is very straightforward and there are benefits for both sides of the hiring equation.

So - we have a great idea, a product nearing the end of development and various opportunities. What to do next? Well, one of the first things we have done is get much needed support. Since our product is innovative we decided to hire college interns. I have to say that the process of finding an intern who would be a true contributor to our company was not easy. I have conducted sessions at colleges about what employers seek, and I am saddened by the sea of uninterested faces. I keep trying to remember what I was like as a last year student, and I remember being ambitious even back then. So I wonder what these students are truly expecting when they get out there in the "real world".

I like to tell people about our hiring process. We post our intern positions through the college employment sites. When an applicant expresses interest, I always respond with 3 basic questions that "test" whether they even know what we do. It is so sad, but 9 out of 10 applicants never even answer the questions. This indicates that they are just throwing out their resumes hoping that one "sticks". No thought is even put into how the position will support their future career aspirations.

I am so happy that we have found a couple of interns who are not only interested in what we are doing, but willing to do the work involved in launching Verify-crED. It is a skill to recognize return on investment for the things that you do, and I am always impressed when that skill is exhibited in someone younger that 30.

So I met with our interns on March 31st and they hit the ground running on April 1st. On April 1, I conducted a presentation to fellow supplier members of the Council (NY & NY Minority Supplier Development Council). It was a co-presentation done with an awesome, knowledgeable presenter who represented Customized Benefits Solutions, Inc., an employee benefits and HR services provider. Her presentation was very informative and the attendees really received great information about how to approach their hiring process. I also believe that my portion of the presentation was well-received, and I greatly enjoyed the delivery (even with my "costume malfunction" at the end). I am constantly looking for more venues to talk about background screening and how it is one of the best, inexpensive ways to avoid potential liability.

As a result of that presentation, we received much interest in our services - and that is the goal. I am very happy that when people hear what I have to say, they realize the task of incorporating background screening is not daunting. This is the way that I like to do sales. I HATE cold-calling, which is a problem since I am the Sales department. One of the first things we are going to do when we receive investment dollars is establish a focused sales force. I - CAN'T - WAIT!

That leads into our current quest - proper financing. I find it interesting that I am reading all of these articles about the ways minority-owned companies finance ventures, and I realize that we have followed the (not-so-good) pattern. We have used expensive credit cards to grow to where we are now. Our revenue has grown over 2200%, but it is still not enough to support both partners. Verify-crED has such great potential to surpass the revenue opportunities that we can realize with background screening, we just have to really get it out there. We are looking at our competitors and determining what we have to do to make more of an impact than they have. We are happy that they don't seem to be on the radar other than in local markets. So, come along for the ride.

The New Verify-ED Blog

2008-04-04T20:08:00.000-07:00

Hello Everyone,

Well, I am new to blogging so I hope that I properly maximize the benefits of using this tool. My goal for blogging is to give insight on our journey of day-to-day business and launching a new product.

For those who have not viewed our website, here is what we do in a nutshell: we verify credentials and perform background screening services. This may include verifying someone's education and conducting criminal record searches as they pertain to a prospective job.

I fell into this industry when I saw an unmet need. My business partner and I joined forces and we have been unstoppable! We are growing everyday, and we are always looking for ways to fill gaps in the hiring process.

One of those ways is our new Verify-crED service which is in its last stages of development. Stay tuned for more information!