Not to be "Contentious".......but!

As part of Advergents plan to consistently stay on top of technology, we attended the annual ISC West security exposition in Las Vegas last week to get a glimpse of the latest and greatest innovations in the world of security technology. The usual cast of large company characters where there with their extravagant booths attempting to lure attendees to showcase their wares. It became rather evident that these opulent booths seemed to be missing something. They tried to draw attention to themselves with their scantily clad booth babes, fancy marketing materials, and little chotchkie give aways, but it still seemed to be missing something?????? AHAH! Then it dawned on me. Some of these companies lacked the true substance and meaning of the show...THE TECHNOLOGY!


We had the opportunity to chat with one of the "Manufacturers Rep Firms" out of Atlanta that represents a line of security products from a well known manufacturer. He seemed somewhat puzzled that we had not sought out his products previously nor that he had ever heard of Advergents. Now granted, Advergents may not yet be positioned as a Fortune 100 company, but the fact remains that this is still a small incestuous industry especially in a metro area such as Atlanta, and one would assume that a "Manufacturers Rep Firm" would have knowledge of all the prospective companies that might be prospects for their products...... That is of course if the Rep Firm is truly a sales organization. Knowing a little something about sales, isn't that the role of a sales organization? To seek out and uncover new customers or opportunities? ....or are they just another notch on the totem pole that adds to the price of a product?


The representative boasted about his company's 25 years plus as a "Manufacturers Rep Firm," and proceeded to put himself on a pedestal claiming to be the "all and powerful OZ!" We challenged his representation of companies that have not kept up with emerging technology, yet he labeled us as being "contentious" and out of touch with technology. Huummmm....could it possibly be that times have changed in his 25 years in the industry? That technology has emerged from the old antiquated products to a more robust multi-faceted solution? Or is it just a feeble attempt to ward off the "new guard" by keeping the gates of progress closed?


The fact remains that the old model of the "Manufactures Rep Firm" is worn and tired and has no place in this market. However, there are a few who have taken bits and pieces of the old model and have molded it into a new viable customer resource that provides "value add." These are the "new generation" marketeers that get it! They understand and embrace the technology, know who their customers are and how to create a winning proposition.


So pardon me if I'm being "contentious," but its time to take a stand and deliver what our customers want. It's closing in on retirement time for the old "Manufactures Rep Firms" and its time for the "new guard" to take charge.

The taste of Blood and Sweat

I'm exhausted..........

Literally to the core..not from working hard.....not from over exertion......not from frustration.....not from being over scheduled

This may sound like an undesirable condition but its not. I'm wanting more...the team wants more....We have a taste in our mouths that can only be described as a mixture of blood and sweat.

The truth is that Advergents may have stumbled on to an algorithm that creates a solution for success.

Not for Money
Not for Things
Not for Pats on the back
Not for Recognition

....all of those things occur when you you reach a given goal.

....So, what did we figure out?

Its easy...PRAY and ask and serve

The day and the week and the past two years have been amazing. I had reached a point 2 years ago while sitting on my couch, financially broke, that something needed to change. Eight years of chasing $$$$$, poor hiring decisions, and two really bad business decisions had made success a distant planet that I would never visit.

Today, I posted 3 projects on facebook that we have been awarded. It doesn't make us rich or famous....It keeps our paychecks coming and we take home a little excitement from the day to our families. They were big wins for us as a team because we had been giving our "algorithm" a little try. Our first results demonstrated success.....This gave us hope

Even bigger than that was a conscious decision as a team to Serve and Pray and Thank. Listen closely and you might hear the magic formula as you read.

Today we obeyed and we were provided for.....Our team set a tone for the future and we rallied around it as we took first place. We stood out front and acted as if we weren't afraid to compete against the big guys. We yelled at the top of our lungs at the people who shouted back to us that "WE CAN'T." We beat our chests and pushed forward.

At the end of the day.....Advergents WON....Advergents stood alone.....

Advergents lowered its collective head and said "Thanks in prayer"

Thunder, Lightning, & The Big Rain Theory!!!!!!

Freakin baseball season is here!!!! I love it...I know they haven't started regular season yet but nevertheless I can almost smell the grass, leather, wood bats, popcorn, and beer. And ultimately The Braves will beat the heck out of the Astros(this is for the boys in Houston) and everybody else.

Damn I love Spring!!!!!.............................

We all know what comes with warmer weather...Thunderstorms. This is God's way of waking us up from human hibernation. Thunderstorms bring dark clouds and rain and Thunder, and Lightning

Damn I love Spring!!!!.....................................

Ok Ok..I'm carrying on but I really love it. I love the way that life becomes dangerously beautiful again. All life takes a chance on reproduction. Despite the inherit problems that come with risk..We all take that chance.

More babies are born, flowers bloom, grass grows, etc. etc. etc..

In business people feel hope again after long winter months and they start to spend money. I'm personally hoping that our economy is approaching spring. My philosophy is that if we, as business owners, talk to our customers and learn what they have a need for. That they will in turn gradually trust us to solve their problem. This means they will spend more money. Greed will kill off all life in a relationship. Its not always about the money...right???? RIGHT!!!!(read previous blog)

Learn to listen to your customers......

Thunder:

We hear thunder and it grabs your attention. You immediately know that there are forces bigger than you in this world. Your instinct is to protect because the storm is coming. Most small businesses heard the thunder last year and cowarded under their desks. Advergents protected its customer by allowing them to grow into the solution they desired. We saved them money. A lot of people in the US heard the thunder and decided to hold on to their money. This hurt the economy and caused a mass loss in jobs.

I'm going to agree and disagree with Obama.....You have to spend your way out of a recession. This means go fix up your yard or deck....it doesn't mean put a gun to your neighbor's head and steal his wallet and then give the money to your other neighbor so he can subsidize his new LCD TV.

Lightning:
Oh man!!!! Lightning is a sure sign of danger. Someone utters the work lighting at a little league ball game and they close the park and call the national guard. How exciting that we live in a world that electricity powerful enough to blow trees a part and holes in the ground can be enjoyed as a natural fireworks show.

Have you ever sat on the porch in the spring time at night and watched the lightning light up the sky? For a quick second night becomes day. For an instant you can see things that you don't normally see in the dark.

I love being the lightning in the business world. Its sounds so Cliche... BUT think about it. Your customer is being lead down a path that you know will cost them money and it will never solve the problem they seek to fix. When I have these moments with customers it is all so quick but amazing. In a flash....You open their eyes. You solve the problem....Their eyes become bright because you have illuminated the darkened details. THEY GET IT!!! Instantly

Personally.....as a new Christian.....I try and be that flash when I mention the Truth.

The Big "Rain" Theory:

I know...bare with me

Hear me out.......

It all starts some where. There's a catalyst to everything. Nothing cant come from something. Its cloudy..then windy, then there is lighting, then one drop, two drops...then a deluge.... All that rain. Its incredible that a cloud could hold all that potential..amazing really!!!

Be that seed..let your company be that first drop to get their attention, be the second drop to let them know more is to come, and the deluge of answers to let your customer know that you can handle their solution. Customers love that. Take the task off their plate. Help them before you help the bottom line (to an extent).

In my personal life I try to sell myself as someone willing to serve. I will try one thing and then another and then finally, if needed, I will offer as much as they can stand....some people don't like this method but I would rather offer too much than too little.

I sat in my office today and stared out the two big windows at the rain....Anxiously anticipating the next roll of thunder and flash of lighting.

Spring is here...a new beginning, a new chance, a new life

This is why I think so highly of myself

Dang it!!!!

I have a cold and I have no one to blame it on.....

Do you ever get the feeling you talk about yourself too much? I do....I think I could even turn it into a full time job...lol I really struggle with being confident versus being arrogant. Maybe its both........

So...the other day we all sat down at work and discussed "WHY"
Basically, why we were here to work...We listed all of the reasonsm out by individual and then when we were done we looked for common denomenators.

PASSION and TECHNOLOGY were the two terms that came from everyone. This made me realize that what I was struggling with was not necessarily arrogance (others may disagree)but rather my adoration for my team, company, and a sincere desire to kick the competitions butt every chance I get. I love business!!! More importantly, when I learned HOW to love, and in what priority to love, it really clarified things for me. In the Marines we chanted GOD, Country, Corps!!!

In my life I scream GOD, Family, Advergents!!! except this time I really mean it.

So what does this mean?? It means that thru him all things are possible..It means that the Advergents teams shares a common message and purpose, It means thats we express our passion about our team because we all work for a higher power and purpose.

I cant explain it really...Every ounce of my being begs for competition.....and every ounce of my energey goes to honoring GOD, Family, and Advergents. Its sort of like a back door approach to competition.

Let me explain:

My competitors look for me to show up face to face and compete. I have a rule that says never fight under your enemy's terms. You will lose just about every time. I make it a practice to follow THESE steps before going head to head.

1# Ask God if this is what I should be doing
2# Confer with team to see if we are all on board
3# Learn everything I can about my competition
4# Dilligently exploit the weaknesses in my foe before showing up
5# Kick ass and take names

Why is this important? Because my intent is to WIN...

Winning = Profit = Service

Please dont mistake my overspeak as arrogance...I TRULY believe Advergents is that good. My passion is to be successful so we can serve HIM.

I believe the Blues Brothers had it right

"We're on a mission from GOD!"

Changing of the guard......Not so fast!

Using the old analogy, “you can lead a horse to water, but you can’t make them drink,” proved to be oh so true today.

We had an opportunity to present some new technology to a new prospect recently and it just so happens to be that the prospect was a technology company. Go figure! This company happens to deal with the security of private personal and financial information on the general public. Recently this company was put through a government security audit by to insure they are safeguarding this sensitive information with the utmost care under the FISCAM Act. (Federal Information Systems Control Audit Manual)

During our first meeting with this prospective customer, I immediately noticed that their current security practices were dated (2001) at best. In light of this technology, I concurred that this was the primary reason we were brought out. To educate and inform them of advances in security practices that would bring them current and not pose any red flags for their follow up security audit.

I spent a great deal of time pointing out their shortcomings and explaining how the new IP technology would tie all their business systems together, effectively and efficiently across their Ethernet network. Now keep in mind, this is a DATA company that manages networks larger than most small countries. Nevertheless, they seemed very hesitant to progress forward with integrated security systems that run on the very networks they build. As I continued to seek out additional information, it became very clear that they were clueless to the technology and nobody wanted to assume any responsibility for making the ultimate product decisions moving forth. One person handled the video surveillance, another the access control, and yet another alarms and such. I posed the question why not bring everything together under one umbrella, one company, and one decision maker? To use the term loosely, “One throat to choke.” I was advise that their current integrator partner whom they have been doing business with for a long time, didn’t think it was their best interest to tie all their security platforms together…..Hmmmmm….Could that be one of the reasons your company failed the security audit? Or is it just a case that your integrator just doesn’t get it?

I closed out our meeting substantiating my position with all the benefits they stand to realize through the integration of their security platforms across their Ethernet backbone. I advised them that I would be back in touch with them with a formal quote proposal addressing all their needs and concerns.

The following week I had a follow up call with the department director to further discuss our proposal and provide any additional assistance he might need with his decision making process. I was advised that the steering committee was very interested in our proposal, but needed to have some internal discussions prior to any next steps. I again extended an olive branch to assist with any needed information, demonstrations, customer testimonials, or other information to help with them better understand the technology.

Today, I once again had a conversation with the department director who informed me that they had made the decision to stick with their current vendor. When asked what ultimately led to their decision, he informed me that their current vendor did a good job for them and they felt comfortable with their capabilities and overall technical competence. So let me understand this correctly….Your current vendor provides old antiquated technologies, you can’t pass a government mandated FISCAM audit, and the multi-million dollar network data center you run in not good enough for your business security systems, but it is good enough for confidential sensitive public information……..Good call guys… Once again, the customer is done a disservice because the integrator doesn’t understand IP technology….Move over “trunk slammers” it’s time for a changing of the guard. Let the real integration company’s show how it’s done!

Money is a by-product

Do you remember this song?

No, you're never gonna get it (Ow!)
Never ever gonna get it (No, not this time)
No, you're never gonna get it (My love)
Never ever gonna get it

I'm telling you this is the theme song for our industry. Even the young ones among us. How in the world can you be under 35 years old and not think that your job is in jeopardy when your employer is a pusher of inferior products. Maybe its all about the dollar to these guys and they will chase that thing ($) all the way into the dirt. The fact is that if you chase money then that is exactly what you will get. Nothing else!!!

Your whole life is wrapped up in the dollar. You lose everything else....Your life becomes worth the amount you have in the bank. At the same time you have ruined your reputation with customer because they think that's all you want.

I have a different approach.....Money as a by product. REALLY!!!!

What if you could focus your business on one or two things that satisfied customers, made you personally satisfied(happy), and created a great work environment for your staff? AND the by product of these actions was MONEY.

SERIOUSLY!!!!

Scenario #1:

Most businesses sell products and services for a profit. The profit is used to expand the business to create more sales, which in turn creates more profit.

Scenario #2:

A business spends time with customers to help them work out solutions, Allows for the owner(s) to have a flexible schedule, allows for the woners to be creative entrepreneurs, and a creates an environment where all staff members thrive from flexible hours with a priority on family. This results in customer and employee loyalty that encourages additional sales from trust and hard work and finally more profit is generated. In turn, more customers and talent hear about your business and want to "get on board."

I like scenario #2 better. This is our business model and for the first time in 10 years I like going to work...I love getting out of the bed in the morning and coming here. What will Advergents do today? Who will we piss off?

I get the best of both worlds(Here goes my cliche)..On one hand I have a fun time doing what I do and on the other I get to do cool stuff with cool people.



Enough said

Twice as much fun

What the &!*$@ am I suppose to do?

I'm pulling my hair out. Last week I blogged with the title, "What to do with all this money?",but now I need to double payroll. I'm not worried because I'm sure it will work out for the better, what ever happens.

The issue I'm having is the fact that I'm actively working on a strategy to expand our business and it's exhausting. I just want to go home but instead I'm compelled to stair at the office wall and do what most entrepreneurs do..... Think of new ways to scare the hell out of everybody...SPEND MORE MONEY....hehe haha

OK...Here's my plan

Step #1 Figure out if my products and services are needed outside of a 100 mile radius of our office. (This step is completed)

Step #2 Build a team that works their tales off for little money (This step is completed)

Step #3 Demand loyalty!!!!! (Not sure if my team cares if I demand anything..lol)

Step #4 Create enough work so that the current team is busy all the time (Complete)

Step #5 Develop markets outside of our immediate area (Completed)

Step #6 Tweak the team until they are self sufficient and on auto pilot (Completed)

Step #7 Get bored and start a blog (Completed)

Step #8 REPEAT

I want to create a new team because I think we can effectively replicate ourselves for a about 1/10th the cost as the first team. This means adding potentially $3-$5 Million in revenues for less than 300K

Stacie and both agree that this can be done but we need more capital to get started because the current team really costs a lot to operate. My question is when do you make the leap and just do it?

It all looks great on paper but are we ready? Seems like a no brainer

This blog isn't a plea for money...the truth is that Advergents isn't open to partners. What we need is to really pour through the numbers and then make a wise decision.

Last Friday we were told by a large company that has analyzed our industry that we were ahead of all of the competition. This was a morale booster and we were excited.

Advergents needs to take this step...It important to the overall goal of helping our customers and changing an industry.