Business Development Training Tips
Walk down any shopping strip or visit any mall in any major city in the world and
you will find businesses trying to adopt a way of operating and growing based on concepts devised by entrepreneurial guru Michael E. Gerber.
Some do it well, many others do it badly. Some are copying a concept they don't fully understand, but the Gerber theory of the turnkey business is revolutionising the way capitalism operates in many places and making many people very wealthy in the process.
The best example of the concept of the turnkey business is McDonald's, where nothing is left to chance and where every action and effort of every person in the business is part of a much bigger goal of achieving a multi-continent fast-food chain. It is a "system of systems" anchored in a dream of being a world-class business.
But Gerber's ideas are not restricted to the retail and restaurant sectors. His "entrepreneurial myth" philosophy, or E-myth, is now being applied to dozens of other fields from landscape gardening to legal practices. He has also applied his ideas to the field of management. It's business development training on a whole new level.
Mt spoke with Michael Gerber from his home in Carlsbad, California, where he explained how he wants to ignite the entrepreneurial spirit he discovered in every corner of the globe.
"I love, love, love to create, and I believe that's true of every entrepreneur," Gerber says.
"I'm driven by my passion to create because you never truly finish the process. You're always finding there's a better way, there's a better way, there's a better way, and Im just driven by that desire to create."
Gerber's book E-Myth Revisited is an international sensation, published in 29 languages and taught in 118 universities. He started business development before the title was even invented.
At latest count, Michael Gerber had sold eight million books and his entrepreneurial incubator business, The Dreaming Room, is taking off in many countries. That's not bad for someone who started out in 1975 as an encyclopedia salesman, saxophone player and dreamer.
"I was a poet, I was a hippie, I was a beatnik," is how Gerber describes himself then.
"I was simply somebody who was impassioned with life and looking for a truth; that's simply the fact of it. So there was no rigour to that, there was just the passion in that and that stimulated my interest in so many different things."
Gerber's beginning as a small business guru happened by accident when a friend asked him to visit a client who owned a small advertising agency in Silicon Valley. The agency was having trouble converting leads into sales and Gerber agreed to visit and see what the problem was.
"It was intriguing, but when I said to my friend, 'I dont know anything about this,' he said, 'Dont worry, Michael, you know more than you think you do. Anybody who can successfully sell encyclopedias can figure out what's missing in this picture'."
Gerber said his visit to the advertising agency was based on two primary assumptions: he knew nothing about business but his friend must do because he owned one.
"As I began that process, in that hour, I suddenly realised that I had just created a completely new life because I did know something about business; I knew that selling is a system, he didnt," he says. "That was my first contract to help him create a selling system for his business. I said, 'I could enable you to produce better results with literal novices rather than what you're trying to do with sales engineers' and it worked."
It was the start of a life-long odyssey discovering why some businesses succeed and others fail.
Gerber went on to develop a system, principally for small businesses, that would enable millions of budding entrepreneurs learn how to create their own enterprises and avoid making many of the classic mistakes most start-ups make.
The Wall Street Journal recently named Gerber's E-Myth one of the top five personal help books of all time, while another journal, Our Magazine, named it in the top 10 management books of all time.
"The idea has got a lot of reach; its got a lot of advocates," Gerber says. "But its a point of view that applies to Google as much as it applies to McDonald's and as much as it applies to an independent small business."
Even people working inside someone else's business can potentially become an entrepreneur, according to Gerber.
But what can a manager in someone else's business learn about entrepreneurship?
"Everything," Gerber says. "They understand that their division, their operating unit, in E-Myth terms, is a business all its own. So a manager who is driven by an entrepreneurial vision goes through the very same process that I describe in the E-Myth Revisited in order to design, build and perfect their division, their group, their organisation, as though it were a business all its own.
"It is extremely applicable in fastgrowth companies, high-tech companies, but really in any kind of company at all, because it's really a paradigm; it's a systems thinker's paradigm.
"So the manager must first transcend his organisation in order to truly transform it by thinking of it exactly in the same way the entrepreneur does of the entire company.
"So the VP of marketing must do that with his marketing organisation, the VP of finance must do that with his finance organisation and the VP of operations must do that with his operations organisation. They all must do that in tune with the chief executive officer, who must do that with the entire organisation and drive the vision down to the very bottom layer of the organisation so that the system of the entire organisation finds its roots in each and every function within the organisation so that they're not attempting to manage people but, instead, designing a system through which people will consistently be raised to a higher level than they're capable of performing on their own.
"So, if it could be called anything, it's a management system, a marketing system, a financial management system, a lead generation system, a lead conversion system, an acquired fulfilment system and a leadership system. E-Myth is truly built upon those premises that, first there must be a dream that's the higher reason for that company's existence.
Find out how you can get your business development training to suit your strengths.
by: writeragain
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