Parables for Entrepreneurs

John Sanders and John Biethan have a conversation about the April 21st, 2022 Carlsbad Chamber of Commerce Green Business EXPO and monthly Happy Hour event held at the Carlsbad Flower Fields. If you're curious about the Flower Fields, listen to this episode from the Chamber's podcast Ep. 30 The Flower Fields feat. Joni Miringoff & Fred Clarke from the Chamber's podcast. John and John go on to interview each other about the projects they're working on. WHAT to listen for? When John Sanders explains his expectations and view when investing in a company. Mentions The Carlsbad Chamber Of Commerce CarlsbadPodcast.com People, Purpose, and Impact The Carlsbad Flower Fields The Elaine Swann School of Protocol and Edicate JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Contact Teresa Barnes Website: https://hearcommunications.com  LinkedIn: https://www.linkedin.com/in/hearteresabarnesrn  Email: tbarnes@hearcommunication.com  Text or call: 760-717-8190 JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Elaine Swann is the founder of The Swann School of Protocol an institution committed to enriching the lives of individuals through the instruction of etiquette and social courtesies. She delivers in-depth coaching in the areas of Business, Self-Improvement, Lifestyle, and Social Engagement. Elaine uses her extensive knowledge to educate organizations, universities, businesses, and individuals throughout the US. More from John Sanders LISTEN to The Parable of the Talents LISTEN to John Sanders - Remember When We Couldn't Afford To Eat Here on the Same Business Different Day podcast.  Contact Elaine The Swann School of Protocol JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help.

Contact John Sanders at  JohnSanders.com. Today John Sanders talks about his foundation, the Sanders Tech-Ed Foundation, and the local organizations he supports in Carlsbad, CA. The Agua Hedionda Lagoon Foundation Website AguaHedionda.org  Gala Agua Hedionda Lagoon Foundation Presents: Discovery Gala 2021 page, August 28, 2021, at the Westin Carlsbad Resort and Spa. Podcast NatureAllAroundMe.org VANC Veterans Association of North County  Website VANC.me Connected Warriors Home for the forthcoming podcast, VANCPodcasat.me Imagine Podcast dba Heard Not Seen Media, Inc. ImaginePodcasting.com podcast case studies Other Mentions CarlsbadPodcast.com FoundationSource.com JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com https://www.parablesforentrepreneurs.com/ and visit JohnSanders.com https://www.johnsanders.com/ for more insights, articles, and stories.

In the episode program notes, you'll find links to both the written and audio podcast of The Music Man's Lessons for Sales Professionals. Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Listen to Ep. 1 The Music Man's Lessons for Sales Professionals https://www.parablesforentrepreneurs.com/the-music-mans-lessons-for-sales-professionals/ Read The Music Man's Lessons for Sales Professionals https://www.johnsanders.com/articles/the-music-mans-lessons-for-sales-professionals JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com https://www.parablesforentrepreneurs.com/ and visit JohnSanders.com https://www.johnsanders.com/ for more insights, articles, and stories.

John Sander’s topic and stories today were recorded in preparation for the upcoming May 9, 2021, Mother’s Day and based on his mother and mother-in-law who were both tough women. John says “Not really ahead of their time, but in some sense they were.” Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Visit episode 12: The World's First Operational Manual https://bit.ly/3tRorlG  You’ll find at the end of this episode John’s reading of Chapter 26 titled “Loosen the Reins, Lets Grow” from his book “Parables for Entrepreneurs” WHICH in the next few weeks will be released here in its entirety, non-stop, all 31 chapters. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Our subject today is the balance sheet, the profit and loss statement commonly referred to as P&L, and what does it all mean? So every organization, and if you're a public company, you have to publish your balance sheet and your P&L and it has to be audited. But you can do your own balance sheet and P&L. And a lot of small companies and organizations do not have them audited but have someone in the organization keep track of the numbers. Otherwise, if you don't have a balance sheet, you don't know where you are. And if you don't have a P&L, you don't know where you're going. So that's the difference between them. One is a snapshot, the balance sheet, and the other is a roadmap of where you're going.  JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Today John Sanders offers his insights into how a “punt” in business can be an offensive tool, very much like football. When you punt, you’re driving the ball as far back as possible into your opponent’s home field, giving you time to develop your offense to come back stronger. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Can you see a bubble when you’re in it?The golden rule - He who has the gold rules. This is the final episode for season 2 in 2020 on John Sanders Parables for Entrepreneurs. If you’re starting a new business in 2021, or even if you’ve been around for a while and haven’t heard… go back 1 episode to #14 published November 17th, 2020, and take the 2 hours required to listen to this episode which is Dr. Sanders complete reading of his book, “Parables for Entrepreneurs.”  Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

This is the complete book read by the author, John D. Sanders. It’s total listening time is just over 2 hours. Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

I asked John Sanders, “What are the top 3 most valuable lessons you've learned about business in your long, successful life?"  His reply? “I like your question, and here they are.” Have fun in business Have a positive Cash Flow Have reserves JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. You’ll find at the end of this episode John’s reading of Chapter 26 titled “Loosen the Reins, Lets Grow” from his book “Parables for Entrepreneurs” WHICH in the next few weeks will be released here in its entirety, non-stop, all 31 chapters. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get yours. “Ch. 26 Loosen the Reins, Let It Grow” can be found here in the PDF or listened to here on the podcast. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

So this morning, I thought we would talk a little bit differently than we've been talking about in our previous weeks. I'm going to talk about charity and its relationship to business. They are tied together because first of all if you don't have a good environment to do business in, you can't do good business. So businesses need to support the community and support charitable activities and make sure that the environment for doing business is as good as possible. And if you've got people that are not up to snuff, they drag down the business. if you've got a community that's not exciting to be involved in, you drag down the business. And a business that has employees that don't care about their community, or don't care about their environment, it drags down your own business. But if they get excited and it’s a project they can work on that is not directly related to making money, that enthuses a lot of people, especially the younger people with the stars in their eyes. You know as older folks, you have to kick our butts to get us to think about something. I'm an old folk. So I just wanted to discuss four of the charities that I'm involved in, how I got involved, why they're so exciting, and why I picked these. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

John Sanders talks about the "The Digital Divide" and the difference between teachers who basically have to start a new career to learn how to teach in this pandemic digital world, and the students who can adapt quickly to digital and remote learning. And John Biethan asks “Why not have the government recruit some of those that are now out of college with big debts and an innate skill to help with this in exchange to pay-off a portion of their debt?” Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help.

Written and podcast for entrepreneurs, corporate management and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital: why to do it how to do it when to do it how to promote it and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. For more information about today’s topic, visit JohnSanders.com, and read the article “Capital and Management.” JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Topics, References, Articles, and Stories $50 Leather Bound Family Bible I said "Maybe" and that's Final -- More Streets and A Big World Bag of Solutions Looking For Problems Bringing in an Outsider for Cross-Pollination  Five Minute Interviews - One a Failure, One a Total Success If You Leave, I have to replace you with an expensive teacher Get Your Degree, and Then Learn What You Want Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. FxDEgnqHb1o5kSWbgm7r

If John Sanders had one passion for working in companies, it would be selling. If you don’t make a sale, nothing happens. It’s the biggest failure in business. In new businesses, people think the sales of products and services will just happen. It’s not true. John takes four of his articles on his website JohnSanders.com and brings it all together here in this episode. Read: Stuff Flows Exciting Time for Selling Passion and Show Leather Wild Frontier More on the movie mentioned Elmer Gantry. Be sure to visit JohnSanders.com. JOHN D. SANDERSBusiness Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help.

Today John Sanders is giving advice on receiving advice centered around his article “Advice on Receiving Advice” published in October 1996, where you’ll find it below. For a couple of years I have had the honor of serving as an FLC National Advisor under the Chairmanship of Dr. David Swanson from NIST, and now under Dr. Jag Mathur from Tracor for next year. On the agenda has been the enhancement of value and effectiveness of advisors at the national, regional, and laboratory levels. In my professional experience, I've been an advisor for individuals, companies, and organizations; and, I've also been on the other side of the equation and hired advisors. I believe there are common threads for any successful arrangement between the parties: common goals and expectations, along with appropriate results and compensation. Let's explore these threads. We all need advice. It might be to help determine long term strategies or short term tactics. Advisors also serve as entries to marketplaces, with knowledge of a particular industry or technical area. Sometimes, having a "sounding board" for presenting conflicting ideas or exploring some far-out concepts can be extremely worthwhile. A committee of advisors can be used to put a "stamp of approval" on a controversial decision (if they agree). They also serve just for a "sanity check" so we don't do something really dumb. Management (the side hiring the advisor) should not expect advisors to make decisions. If they want decisions, the first one should be to change management. But, management should respect the role of the advisor and determine the level of importance to encompass the common threads. GOALS: Do you know what your long term goals are? Are they in stockholder profits, maximum utilization of technical resources, preserving employment levels, getting products to market as fast as possible, community outreachÑ or just to satisfy the boss? EXPECTATIONS: Management should expect the advisors to know their subjects and be prepared to actively participate. However, management must provide the tools for the advisor to adequately prepare. Define the issues. RESULTS: The first result that any advisor desires is that the advice is wanted. I've never really cared whether my advice was followed or not, just considered. Many circumstances surround decisions, and the person (or persons) with the responsibility must be free to decide at that level of responsibility. The advisor should get out of the way of the decision. However, the advisory role should be also set at the level for which results of the advice can be appreciated. If one wants the best advice, then recruit the best advisors and provide them with the best tools and background information availableÑ in sufficient advance time for the best preparation. COMPENSATION: This tends to be a touchy subject for some people. Remember, the equations should balance. If you expect, you should pay. If you have no expectations, you don't need to pay and you won't get any results. But, compensation takes many characteristics. Truly there can be psychic rewards by "being involved". Making contacts or receiving promotion in the business arena of importance can also be very substantial compensation. However, management should really summarize their side of this equation to real dollars. If you want a $2,000 per day consultant, then either pay $2,000 per day or figure how to equate at such a level. I assure you that, in the long run, you get no more than what you pay for. Set lofty goals, so you can raise your level of expectations and get results that are worthy of high compensation. Be sure to visit JohnSaners.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

John Sanders offers his opinion on a recent article he read in the Wall Street Journal’s op-ed opinion piece by Andy Kessler titled “Give Online Learning an Upgrade.” John’s article on “Technology and Education” can be found on JohnSanders.com here. Technology and Education I'm going to step on some toes in this article, and some people won't like it. My summary question is, "Can the education system as we know it adapts to the new technologies of learning, or must we invent around it?" Notice I say the technologies of learning. The kids of today have access to an exponential growth of methods for learning being brought forward by the new technologies of computer programs, on-demand television, interactive multimedia, and now the Internet. And the warning flags are being posted everywhere about the dangerous influences these technologies can foster. I'm not going to minimize these dangers- we should all be aware and cautious. But, previous generations learned the wrong things either "behind the barn" or "at the pool hall" or "at camp" or even "on television." Technology and mobility have just increased the options for learning- not increase the desire. If the "wrong things" are available through more interesting and exciting media than the "right things", why shouldn't we expect the learning desire to be fulfilled that way. I also would rather have fun than be bored or work hard. Here is an example I've used many times in discussing motivation in education. Give me the most underprivileged, demotivated, inner-city kid along with a roll of quarters, and let's do an experiment. I'll take that kid into the video game arcade and put him or her at the most complicated game. Before that roll of quarters is used up, he will understand the intricacies of winning, scoring, hand and eye coordination, concepts of angles and distance, and the psychology of the enemy or partner- such that he can run circles around the best college-educated professor in the country. That kid can learn the most complicated concepts and techniques if he's motivated and has the basic principles. Why do so many people only complain about kids learning the wrong things on television? Why are we already hearing the cry that kids should not be allowed alone on the Internet? Hello! Wake up! Commercial television has developed the capacity to make learning as much fun now as our grandparents had behind the barn. No wonder the kids that watch so much TV aren't motivated in school. However, get ready for the real problem. It is my prediction that the "worst" kids in junior high school 5 years from now are not going to be the "bad" kids. If you think those undermotivated kids are so disruptive now, wait until we see these motivated kids that have spent several years exploring computer software and the Internet as their baseline mode of learning. They are going to be "bored to death" in the regular classroom. They will also probably understand more information than most of their teachers. Computers and the Internet will be as natural to them as picking up a hammer. These opportunities present terrific challenges for the developers of technology, especially in information technology and telecommunications. These challenges are already here. Also, adults displaced by technology in their jobs need exciting, motivating methods of learning new skills- and they need them now. Don't let these modern tools rest in your laboratory, or gather dust at the local school because the educators don't really understand them, or be rejected because the wrong stuff can be leaned through them, or not be purchased because all the money must be used only for salaries. Don't let people stand in the way of good uses of technology. (And here's a real secret: There 's going to be big markets for good solutions!) prepared for the November 1995 Issue of the Federal Laboratory Consortium NewsLink Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Bacon and Eggs Many times in business we deal with people who leave us cold at a certain point in a project or in driving a marketing deal to conclusion. They seem to have a strong involvement, but it begins to drift just when the tough aspect arrives. Some people are "involved" in a project or deal, and some are "committed." There’s a classic illustration that compares "involvement" with "commitment" as being like "bacon and eggs" where the hen is involved while the pig is committed. If you’re really counting on a project manager, a business partner, or a sales associate to produce results then you need to know the level of commitment to complete the deal. Sometimes it’s not possible to know those levels until the heat of battle arrives, and a necessary amount of time, energy or reputation must be applied. Will that person commit when it’s needed? In my career in sales and promotion, I’ve dealt with the whole spectrum of people. And, I’ve built up a cadre of trusted partners that are my preference with whom to work together. We all know what to expect from each other. We know the levels of commitment and production that can be expected at the critical times. This knowledge only comes from experience. I’ve heard that old cliché: he/she is a good person to do business with. My response is, "The world is full of good people. However, I don’t have to do business with all of them, and I sure don’t want to rely on just a good person." Of course, ability also counts. How many times have you observed that an extremely capable person just doesn’t perform? Further, you have to recognize that sometimes a committed person doesn’t have the ability to perform adequately. But I believe that capability is easier to determine than commitment. You can’t always know what the results will be when that critical time arrives, but you sure can have an understanding between you and that partner in advance about what must be done. Make your needs clear. Get a "commitment" to perform, and then test that person to know what to expect in the future. It’s the test that counts. As the level of responsibility increases, the testing continues to produce people who can be trusted to perform bigger and more critical functions. Therefore, be sure that you always have a "pipeline" of people who are being tested so that the various job functions can be performed by the person with the appropriate level of ability who will honor the completion commitment-- and then make sure that he is stretched beyond what you knew before. This is how the best managers produce their ultimate team. You can’t give every job to the "best" person; it should go to the "appropriate" person. If something "absolutely and positively" must be performed, then you need a capable partner who will commit to the results.. Involvement only is too risky. Oh yes, don’t forget to apply these concepts to test yourself! I would appreciate comments. prepared for the October 1997 Issue of the FLC NewsLink Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Topics, References, Podcasts, Articles, and Stories Companies Running Out Of Money. Article: Solutions Seeking Problems “Here I am, John Sanders, running around the CIA with my bag of solutions looking for problems.” Podcast episode: Ch. 13 Only the Pope Could Finance the Sistine Chapel in the podcast Northcote Parkinson Law sited here: Work expands so as to fill the time available for its completion. If you’re going to develop a product: Make sure you don’t run out of money before you finish it The best way to do that is to develop it out of a company that already has cash-flow You go to war with the army you’ve got not the army you want. Buy the QQQs on the New York Stock Exchange - the 10 largest tech companies in one ETF. Article: Being small. Thinking Big. Selling typewriters door to door. TechNews, Inc., publishers of Washington Technology newspaper. AOL - America Online. Computer companies going through adolescence. How to tell a lot about a person from their handshake. Make money. Make lots of money. Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Topics covered in today’s episode Sheltering in place at Carlsbad By The Sea. Small businesses adapting to this new future. The two big advantages women salespeople have over men. Talking about technology first-adopters. To be successful, it needs to get into the mainstream. And to get into the mainstream, it needs to be transparent.  Mary Cravet use of Zoom breakout rooms to help people build their relationships and business. John Sanders ponders the relationship between the pandemic shutdown and saving lives. How other countries have been dealing with the pandemic? Bureaucrats. Sins of omission. Sins of commission. The three basic laws of business as it relates to bureaucrats: Murphy’s Law Peter Principal C. Northcote Parkinson Law JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

"The Music Man" is a movie (videotape) produced first in 1966, after being a long-running Broadway Musical by Meredith Willson. It's loaded with stars such as Robert Preston, Shirley Jones, Ron Howard, Buddy Hackett, Hermione Gingold, and Paul Ford. Professor Harold Hill is a gilt-edged con artist who has more schemes than a hound dog has fleas. He hoodwinks the credulous townsfolk of River City, Iowa, into organizing a boys band so he can sell them nonexistent band instruments, then tries to skip town before his chicanery is unmasked by the suspicious and lovely Marian, the town librarian. In the end . . . Not only is this one of my all-time favorite movies with memorable music, but to me, the storyline contains most of the key sales principles for products and services: 1. The environment for selling anything is constantly changing-- in this case, credit versus cash sales. Most of the old-time salesmen are complaining in the opening song about the new wave of credit sales. 2. It's a big world out there and there are lots of customers for any product or service; and, you have to keep banging on doors until the right group of buyers for your product or service is found. 3. You "gotta' know the territory" into which you'll be selling and the psychology of the people who will be potential buyers. 4. There has to be a "hook". The customer must have a need. This is a critical aspect for any sales effort, and The Music Man recognizes that the new pool hall in town must have a counter-culture for the young boys, and thus is created the "River City Boys Band." 5. The customer must recognize the need, and that action is necessary to fulfill the need. Dramatic selling may be required in some cases to enforce this principle. 6. Find an advocate in an organization. Get someone who has influence (especially if they can be "converted" and thus become very zealous.) This is where The Music Man excels. 7. Locate the official who can veto the decision. Involve that person in a positive aspect of the decision, or convince the secretary, marketing person, federal sales manager or spouse. Defuse the doubter and support the advocate. 8. Don't be afraid to approach the customer directly for a decision. 9. Recognize that your past promises and actions will catch up with you. If there are some bad results, be prepared to deal with them to future customers. Know the negatives and the competition. 10. Ultimately, to be successful, the product has to do what you promise. Sooner or later, a flimflam will end your career. If promises or claims are made, the long term customer will have to be satisfied. There is no substitute for this. Yes, in the end . . . oh, why don’t you rent the movie and study your lessons? You’ll love it and learn from it. Get ready for "76 Trombones". I would appreciate comments. Please contact me on my Contact page. Here's The Music Man (1962 Film Soundtrack)

This book has been written in response to the many people who have grown tired of hearing me tell these stories and examples to entrepreneurs, corporate management and investors. I heard, "Write them down so we don't have to listen to you." In putting this series of parables together, I had in mind expounding my philosophies of making companies attractive for outside capital-- why to do it, how to do it, when to do it, how to promote it and what to do with it.  Entrepreneurs should gain insight into what makes companies attractive for different types of investors at various stages in a company's growth.  I believe this book will also be useful to:  Seasoned management, to see how their policies should adapt to the changing needs of employees, suppliers, customers, bankers and investors with respect to capital needs.  Investors, to set standards for the management principles that would be attractive for their investments.  All, to understand the changing roles played by investment bankers, advisors, directors and investors with companies as the maturing process unfolds.  www.JohnSanders.com

Why owner/managers have a healthy conflict. The importance of establishing firm roots. Background of the author's philosophies.  John D. Sanderswww.JohnSanders.com

Craps table investing and Wall Street investing. Why small business investing can beat both.  John D. Sanders www.JohnSanders.com

The importance of using capital wisely. Why those who do so will find themselves with even more capital.  John D. Sanders www.JohnSanders.com

The mystery to those who believe. The story behind the story.  John D. Sanders www.JohnSanders.com

Keeping your capital needs within the "impulse" range and "comfort zone" of investors. Using proceeds logically and reasonably.  John D. Sanders www.JohnSanders.com

Earn your capital or seek it outside? How outside capital can shorten the time span to success. Why outsiders want to be part of promising new ventures.  John D. Sanders www.JohnSanders.com

How to pick the winning team of "horses." How capital is used as the reins of a business.  John D. Sanders www.JohnSanders.com

The importance of setting realistic capital targets before making profit projections.  John D. Sanders www.JohnSanders.com

Attracting investors means demonstrating experience in managing your venture.  John D. Sanders www.JohnSanders.com

The 100% ownership myth. Why judicious amounts of outside capital can multiply future returns.  John D. Sanders www.JohnSanders.com

How to get capital by proving you don't need it. How to pinpoint exactly how much capital you really need. Why capital should be used only for growth.  John D. Sanders www.JohnSanders.com

Why the most likely initial investors are those who know you or your product. How to cultivate their support. How the investment banker or advisor bridges the gap between you and your outsiders.  John D. Sanders www.JohnSanders.com

Projects without cash flow can lead to financial disaster. Investors need comfort that you will get products to market. Prove your management abilities first.  John D. Sanders www.JohnSanders.com

Why realistic valuations are best for growth. How to build your company's value.  John D. Sanders www.JohnSanders.com

The importance of getting to know your investment advisors. A good rapport also makes the journey to success more fun.   John D. Sanders www.JohnSanders.com

The responsibilities of receiving capital. Why capital with obligations is better than none at all.  John D. Sanders www.JohnSanders.com

Avoiding overly complex capitalization. Why equity capital beats debt in startup situations. Leaving flexibility for your next round of financing.  John D. Sanders www.JohnSanders.com

The major purposes of small company directors. Why they function better when outsiders dominate. How to maximize this valuable collection of talent.  John D. Sanders www.JohnSanders.com

Market with confidence in your product or service. When to pound the pavement and when to advertise.  John D. Sanders www.JohnSanders.com

How they differ from startup investors. The keys to successful shareholder communications. The importance of regular dividends.  John D. Sanders www.JohnSanders.com

Why cash flow must be left to managers rather than become a cause for fundraising. Why capital needs must be confined to growth. John D. Sanders www.JohnSanders.com

Be on a roll. Don't ever use your last dollars. Success is inevitable if you're always ready. The best deals come to those with resources to take advantage of them.  John D. Sanders www.JohnSanders.com

Need additional capital? Why your original investors are still the best source. Why board members may be willing to open their purses.  John D. Sanders www.JohnSanders.com

How companies evolve from childhood to maturity. How management's role must be redefined at each stage. The outside capital advisor's role changes, too.  John D. Sanders www.JohnSanders.com

Management problems can lead to bad foundations. Maybe the group can regroup. Is Chapter 11 a way to fix the deal?  John D. Sanders www.JohnSanders.com

You must build an experienced management team. Let them make a lot of small mistakes. It may be time for an organizational manual.  John D. Sanders www.JohnSanders.com