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David Alexander

About David Alexander

Posts by David Alexander:

dog

Oh, No! I forgot to (or didn’t want to) put the dog out!….

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We know the old adage.  It’s a chore.  We love having the dog, but hate having to let the poor K-9 out because it requires getting up, taking them out or for a walk, waiting for them to “do their business”, cleaning up after them, then letting them back in.  It could come at 2 o’clock in the afternoon when you are watching the big game, 8 o’clock in the morning when you were leaving for work, or even worse, 3 o’clock in the morning, when we are fast asleep, and taking in the most important sleep of all.  But, it has to be done.  And when we don’t do it, bad things happen, like:

  • Bad Business is done INSIDE of our house.
  • Your trusted friend CHEWS HOLES in your best furniture.
  • A commotion UPSETS THE NEIGHBORS, or might require a visit from THE AUTHORITIES because of the ruckus

The event likens to not paying attention in your business.  YOUR HOUSE, which is now in shambles, IS YOUR BUSINESS.  The HOLES IN THE FURNITURE are really HOLES IN YOUR BUSINESS EFFORTS.  The UPSET NEIGHBORS are really YOUR UPSET CLIENTS, VENDORS, and SUPPLIERS, and the AUTHORITIES are YOUR COMPETITION, knocking on your door, making life miserable, and TAKING AWAY YOUR BUSINESS!

Stop and think about it, though; did this really have to happen?  Was taking the time, even at the most inopportune moment, to address the issues at hand, really that bad?  Was “Man’s Best Friend” really not worth the hassle, because you were more focused on other things that seemed more important and relevant to making you feel better?

Your business efforts are the same; there is an intrinsic need to take care of important issues ahead of the curve, and before they become problems!  When something is brought to your attention, it should not be put off for another day, when YOU think it matters.  By then, it may be too late.  Moreover, it is not just addressing the issues, it’s all about SOLVING THE PROBLEMS.

A recent visit made to a potential client who was seeking a financing solution revealed considerable financial matters, a short timeline for execution, and an attentive, but perhaps overly proud, business owner.  Issues were pointed out and discussed, the need to move with haste was clearly stated, and a quick review of likely sacrifices and milestones for completion were spelled out in the meeting.  This problem can be solved!  But a follow up meeting within 2 weeks revealed something scary: the owner was not moving with any sense of urgency, and was ignoring the warning signs.  HE WAS FORGETTING ABOUT THE DOG THAT NEEDS TO GO OUT!

What is stopping you from opening the door to solutions?  Perhaps starting a discussion with MILE MARKER BUSINESS AND CONSULTING SERVICES, LLC could help that process move forward.  And if the issues and problems at hand are something you don’t like engaging, why not ask someone who does it for a living, with great success?  The MILE MARKER is a great place to stop, and form a strategy.

Let’s start a conversation, and take care of that dog business before it becomes a real big problem.

[email protected]

www.milemarkerbusiness.com

meerkat

Keep your ears open, and allow others to assist….

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A week ago, I received a message from a good friend, indicating that he had noticed what he thought was a typo on one of my blog posts.  In my efforts, there are very few things more frustrating than messing something up in the minutia.  Sure, enough, he was absolutely correct!

I knew exactly how that mistake had taken place.  I could sit and try to come up with a reason for how I had overlooked it, how it really meant what I said, or that it was a new concept I had come up with, but that would be kind of fruitless (although I have worked with many who would make a herculean task to argue their correctness).  The point is clear; someone saw an error and pointed it out.  What a kind and thoughtful thing to do, and what a great gesture in assisting me with fixing what could be an embarrassing public presentation.

Thank you, friend!

A reflection on this gesture brings up a good point to be taken seriously; there are many people along our journey that are there to assist, and with good reason (not just good intentions).   While we often are enamored with how successful we can or have become, none of us get there by ourselves.  We have friends, clients, employees, vendors, associates, partners, colleagues, and even our children and spouses, who contribute heavily to all of the facets in our efforts, and have a hand in carrying the load,  offering the advice, and pointing out the errors.  They are an objective set of eyes and hands and thoughts, that do much of the heavy lifting and supplying, making the job easier for all of us.

Self-made we are?  I think not.  We should be grateful for the assistance and input of others.

Benjamin Franklin put it best in a short poem that shows the impact of others that contribute, and what we potentially lose if we do not accept even the simplest input of others;

“ For the want of a nail the shoe was lost,

For the want of a shoe the horse was lost,

For the want of a horse the rider was lost,

For want of a rider the message was lost,

For the want of a message the battle was lost,

For the want of a battle the kingdom was lost,

And all for the want of a horseshoe nail.”

All at the cost of a nail, or the good input of a friend and colleague….

In our daily efforts, we encounter the seen, and the unforeseen.  Growth challenges.  Strategy challenges.  Competition challenges.  Financing challenges.  The need to make a best decision is critical, and the need to have an objective and informed decision is equally as important.  What we don’t see CAN HURT US if we are not careful.  The results could be Sales Stagnation, Rudderless Steering, Loss in Industry Status/Missed Opportunities, all of which could be detrimental or terminal if we are not careful.

Have you looked at your environment lately, through someone else’s eyes, to see if you are missing anything?  A good place to stop and take a look at your efforts is at the Mile Marker.  Mile Marker Business and Consulting Services, LLC is focused on looking at your business with you, and bringing fresh perspective to assist you in determining how things can be better.  Let’s start a conversation.

[email protected]

www.milemarkerbusiness.com

Missing Piece

We were supposed to do that WHEN?!

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I was approached by a company last week, who expressed a need for financing.  They have struggled over the past few years, and have found a new avenue for revenue.  Very promising, and the potential is very good.  The conversation went something like this:

“I need to get a line of credit in place so we can move forward with this opportunity!” said my contact.  “Very good to hear that things are looking up.  Have you discussed the matter with your Bank?” I inquired.  “No, not yet.”  he said.  “When does this project start?” I added further.  “In 3 weeks.” was the response.  “How long have you been working on this project?” was my next question.  “Oh, about 6 months.  It’s a big deal!!” was his answer.

3 weeks?  It’s a big deal?  Hmmmm…..

I’m not sure why I need to ask this question, but judging from the short term need, the volume of effort that will need to take place over the next 3 weeks, and the fact that this is a BIG DEAL, why are we talking NOW!?  We should have been discussing this 6 months ago.

All too often, business owners are very busy running their business, and not busy enough planning and strategizing for the future.  I am sure my contact at this company was actively pursuing this new opportunity with 110% attention to meeting the client needs, but in doing so, the company has lost site of a few critical pieces;

  • Trusted Advisors: the people that help with decisions, outside of the company. Why not discuss the potential for financing (and other things) with your Banker, your Consultant, and your Accountant AHEAD OF the decision?
  • Strategic Planning: Are “all of the ducks” lined up for the beginning of the project, or is there greater enjoyment in trying to “herd cats” to get the project going?
  • Business Planning: Has there really been a process of putting pen to paper, and designing a map for what the business can handle, where there are greater internal and external needs, and how the company can manage the project when it lands, or is this being handled as a “bolt it on to the current operation, because we are tough and can handle it” kind of thing?

Surprisingly enough, the quick rush approach to growth that my contact has embraced is more common that we realize.  Companies rush to gain the business, and they overlook important steps.

Taking the time to develop a plan(not just plans) is very prudent, unless a panic storm is how you like operating.  Reaching out to the people who help you and can add value is a wise move, unless perhaps, your trusted advisors really do not add value, or you really don’t trust them.   Having a strategy to implement makes complete sense, unless the strategy you employ is that you throw mud on the wall, and hope it will stick.

Want to get ahead of the curve when a new idea or financing need comes up?  Why wait until the last minute.  A great place to stop and build a strategy is at the Mile Marker!  Mile Marker Business and Consulting Services, LLC can help you get out in front of the big issues, and have you ready when it’s time to move forward.  Let’s start a conversation.

[email protected]

www.milemarkerbusiness.com

Screenshot_2017 08 23 09 05 32

The Importance of Being…Flexible.

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Today will be a good day.  I have meetings to attend, and a productive discussion plan that should result in good networking, new business and clients, and a continued dialogue with people in the field who can help advance a Business Plan focused on making companies better.  All scheduled in advance, travel time accounted for, and excitement.  And to think; this day started going sideways, 3 weeks ago……

Let me explain.

I travel a good deal, usually in a 400 mile radius, on a preset schedule. That means planning 3 or 4 meetings concurrently, with minimal travel time between meetings. When one meeting is set, 3 or 4 need to be planned to make the day productive.

My first meeting was planned by someone wanting to meet me.  That is good, since getting and planning a good meeting is not always easy.  Several days later, I have a full calendar of 4 other meetings, and things look very solid.  Great!!  Then, the unthinkable happens; the primary meeting, the first meeting scheduled, the person who wanted to meet me, cancels.  Not a big deal, except that this is now the 3rd time, and the first attempt at meeting was 3 weeks ago.

To compound the problem, my 2nd meeting missed the calendar of my next contact, and through a text/phone call is delayed as well. Suddenly, the day is in jeopardy.

This could be a disaster! How did I get myself into this? How could they do this to me?

This, however, is a good time to stop, decompress, and draw on your planning and experience. You have a long-term plan. Not all things are constant. There are good reasons why this happened. This is not the first time this kind of thing has happened. It won’t be the last time either. Worry about the things you can control, and not the things you can’t.

Your road to success is fraught with chasms, potholes, valleys, and split-second decisions. Getting upset over minor changes can be the difference between maintaining a solid relationship and losing business. We also put a plan in place (or did you?), and we adapt when things change, because that’s simply good business sense.

So, the company that wanted to see me will find a good time that fits their calendar, if it is that important. And my first call in the morning rescheduled later in the day; they addressed their needs which are more compelling. This reflects how adaptable I can be to an ever-changing market, and its demands.

Are you planning well? Can you adapt in a manner that allows you to be at your best when things go sideways? A good place to stop and assess your changing strategy is the Mile Marker. Mile Marker Business and Consulting Services, LLC was created to help you build the plan (and adaptive strategy) for meeting the everyday changes, and to prevail!

Let’s start a conversation.

[email protected]

www.milemarkerbusiness.com

Win

Mile Marker Business and Consulting Services, LLC provides Underwriting and Analytical Review for successful $5 Million SBA 7A Guarantee

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In July 2017, Mile Marker Business and Consulting Services, LLC provided a huge boost to the financing efforts of a recent Ohio Transportation Company acquisition.  The acquisition involving a longtime, solid performing acquisition target held several unique and complex characteristics that could best be identified as “Cash flow solid, but asset poor”; an opportunity well suited for the assistance of the Small Business Administration (SBA) 7A Guarantee Program.

Mile Marker President David Alexander was engaged by the finance team because of his extensive background in commercial banking, and public financing support programs like the SBA.  “Underwriting in this era of banking can often have a perilous road to travel,” said Alexander. “Banks have well-developed risk models that block and tackle in their underwriting efforts, but all too often, a few issues can create a huge chasm between your company and an approval.  Creative thinking is a must, and the finance team was on top of this.  The SBA provides a great opportunity for meeting these challenges.  Prudent use of the 7A Program, a strong leadership driven finance team, and bringing in a former commercial banker to assist in understanding banking requirements and terminology can be key to success!”.

With support of Mile Marker, the finance team initiated underwriting, developed a model that matched up the buyer and acquisition target’s strong qualities with the SBA’s criteria, while strategically aligning the new company’s best qualities, practices, and management strengths with acceptable banking approval criteria.  The end result was an approval, a closing, and a positive outcome/future for the new Owner, Seller, and Transportation Company.

Mile Marker Business and Consulting Services, LLC provides a wide array of business support, consulting, and financing services.  The goal is to address real problems, overcome distractions, and provide real solutions that help owners and their companies prosper and grow!

Do you have a financing need?  Are there problems in your company that cause you mental anguish?  A good place to stop and assess the situation is the Mile Marker!  Let’ start a conversation!

[email protected]

www.milemarkerbusiness.com

Translate win

“You’re something like a Bank Translator.” Yes, I guess I am!

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I had an intriguing discussion with a client the other day.  During out discussions about financing, my client delivered the above quote to me when I explained exactly what was being asked by their bank.  The request dealt with their ability to pay for their loan with current resources, the amount of debt the company was incurring, and their business plan.  Bank comments were very focused on legitimate analysis of operations, but the response was not in language that businesses typically use, and the solution was not immediately apparent.

To quote the Warden from Cool Hand Luke, “What we have here, is a failure to communicate.”.

Not unlike my client, bankers work very hard (I would know; I was a banker for 24 years).  The hours are NOT sexy (as it may be perceived).  The competition is fierce, crazy, and growing.  Travel can be often, and tiring.  Profit margins are really not very large, and regulations are everywhere, and daunting!

That last point, regulations, affects the behavior of banks.  It’s not personal.  Bankers are challenged with navigating through a desire to gain a new client and expand business, while avoiding riskiness and potential losses.  When it comes down to it, despite how great many ideas and projects are, bankers are ultimately held to a standard that might say “AVOID RISK!”, simply because of a few issues.  If the issues are great enough, the answer for financing might be “No”.  When this happens, the response (and perceived rejection) from the bank can often be hard to understand.   What do you do now?

Bankers spend a great amount of time working with clients to solve their financing problems.  When a request receives a “Yes!”, everything is great, as a new relationship usually grow and thrives.  But when the answer is “No”, the challenge is even greater:

  • How do you get a company that you like a lot to keep talking with you?
  • How do you keep the conversation going after you just told a client that you can’t support their request?

As a banker, I knew a lot of the answers, but there was a conflict; I was the banker.  My job was finance, not operational strategy.  But, the “No” was where the challenge (and the fun) was!

So, back to my client, and me, the “Bank Translator”.

My client found GREAT COMFORT in my answers: the answer from the bank was not as convoluted as it first appeared.  There are things to be done by my client, including developing a strategy to help them to get to “Yes”, which is where I will help.   My client will understand how the bank focuses on finding a way to balance growth and risk, in language that companies don’t often use to manage their operations.

Do you ever feel like your bank’s response to your request is confusing?

A great place to stop along the journey, translate the response, and plan a strategy, is a MILE MARKER.  MILE MARKER BUSINESS AND CONSULTING SERVICES, LLC. is built on the backbone of understanding banking and finance requests, and helping clients navigate and continue their journey with a “Yes”.  Come to the Mile Marker; let’s start a conversation!

[email protected]

www.milemarkerbusiness.com

Broken Egg

Losing a client is a bad thing. Losing a GREAT client is THE WORST!

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If you know anything about RELATIONSHIP, then you understand how painful this really is.  You work hard at building a relationship.  You devote unrecoverable time and incredible resources on making sure everything runs well, and at the levels your client would expect.  You go the extra mile, make the extra sacrifice, bring in the extra specialists, and engage the extra manager, to make sure that the client knows they are appreciated.  Then, suddenly…….they walk away.

Why?

There are no exact answers to why a client leaves, however, a few things might be present;

  1. Your Client viewed you as a Commodity; your RELATIONSHIP was based on price, and doing WHAT THEY SAY, not what is good for both parties.
  2. You may have lost sight of what was really important to the RELATIONSHIP.
  3. YOUR company is really not focused on RELATIONSHIP.

So your work just became that much harder, because in order to recover the economic benefit of a long term fully engaged client, it might take 5 more new clients to replace the existing one.  Moreover, cultivating new clients might come at a 10:1 ratio (i.e. you meet 10 times with new prospects for every 1 new client you bring into your business…if you are lucky).

Did you ever stop and think about what it would take to retain that lost client (or one you might be in the process of losing right now), as opposed to actually losing them unexpectedly?  A few thoughts on the 3 answers above.

#1 (Commodity Relationship):  Was this ever a good relationship, or for that matter, even a relationship at all?  If your efforts are continually fighting fires, chasing rude phone calls, being put on edge and/or being required to beg for the business (even when they are your client), maybe this is not a good client at all.  Action: Take a look now, determine whether you are valued or not, and make a course of action to engage discussion on value of RELATIONSHIP, or plan for exit, and rebuild your client base now, because YOU DO NOT NEED THIS KIND OF CLIENT.  You are worth more than this!

#2 (What is really important?): Do you ever have a REAL one-on-one discussion with your client, outside of completing transactions, about value, needs, concerns, goals, fulfillment, and “How are WE doing?”?  Periodic reviews are critical to every RELATIONSHIP.  Asking true questions about you and them, and knowing your client and their issues, is pivotal to trust, growth, and knowledge.  When you know your client, you should rarely be broadsided by the unexpected, because you are engaged! Action:  Start engaging your client with a one-on-one meeting from time to time, with a real agenda of plugging in their needs with your needs.  Knowledge and action are a key to great RELATIONSHIPS!

#3 (Your Company (our demands!!)): We talk a lot about RELATIONSHIP with clients and meeting their needs, but are you truly working for the benefit of the client AND your business, or is this a one-way street for YOUR business?  Consider whether you truly know what RELATIONSHIP means, or whether shareholder value and policies are really driving the train.  All too often, we speak of how we appreciate our clients, but we find that the real baseline of operations is based on building company profits, fulfilling management goals (of which we might not even be aware), and company bylines that are unobtainable because of these 2 issues.  We are met with a sudden crossroad: Our client must meet OUR demands, or they may really not be a client that we want!  Action: Get in touch with YOU, and your company; if company goals are really the only initiative, be aware, and act accordingly.  Adapting to a client base that fits this model is appropriate, and your approach should be internalized to do this.  Or, you might find that either you, or your company (or both) should change directions as you proceed with your business efforts.

 

David Alexander is President of Mile Marker Business and Consulting Services, LLC, a business consulting firm focused on improving business operations and efforts, building real planning, and working to fulfill the financial needs of small and middle market businesses. 

www.milemarkerbusiness.com                                                 [email protected]

Climbers

Let’s do the Right Thing, and MOVE THINGS FORWARD!…..

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Many years ago, I was introduced to a VERY antagonized client relationship within my company.

The Client had made a huge investment in a new product line.  They had extended their lines, bet on their solid existing, and future incredible, and were ready for the fruits of their labor to pay off.  They began full-on marketing and sales.  And on 9/11……..they were at a large trade show……staring at empty aisles…. with potential buyers wanting only to go home to their families.

What a huge letdown, and recipe for disaster.  The markets seized up, and new buying hit a wall.  No-one, no matter how good the Client’s new product was, wanted to invest new money.

Our Client came back to their office, and within a few months, virtually every one of our company contacts had antagonized the situation, and it was very bad.  There were things that needed to be done, but the handling on both sides was tense and harsh.  So, my Team Leads decided to clear the slate, and bring in a new face.  They handed the file to me, with a few words of what to expect, and off I went.

I spent the next 2 days perusing the files, learning the history and future, and developing a strategy for starting a conversation with our Client.  Lots of challenges, but I saw potential; a good product, a good operator, a good base of clients, and a reasonable history, and a need to get past this setback.  I then called the Client.

To say the least, the initial discussions were a bit tense, and rightfully so; I was new guy on the block, in a situation that had not been very good for many months.  What could I do?  I will tell you.

I placed before the Client a good, well thought out strategy. Something like this:

  • You and I are not familiar with each other. My intent is to create a working relationship.
  • I want to come out to your offices and meet you, and tell you a little bit about me, so you will know me.
  • When I am with you, tell me all of what you want to tell me, and I will listen;
    • What is good and bad about the company/the relationship; where did things go wrong?
    • I have gone through our file, and have digested a lot of information, and maybe I can help fill in the blanks, and bridge some gaps.
  • You and I will find some resolution, and we will agree to disagree on some things, BUT;
    • Let’s agree to build things positively moving forward.
    • Call me when things are good. Call me when things are bad.
    • I will not over-react to anything, and we will address each issue as it comes about.
    • Let’s find a way to walk forward in the best light, and make it better!

18 months later, I had a recovered company, out of debt, and openly communicating about next steps that WE (my company and the Client) could together engage, and from which we could prosper.  I became his BEST Relationship Manager.

Mile Marker Business and Consulting Services, LLC is founded heavily on this and similar stories; the lessons of STRATEGY, COMMUNICATION, PATIENCE, and UP-FRONT HONESTY are priceless and engrained in every discussion.  Making the right moves and doing the right thing, without too much pride, and with RELATIONSHIP at the forefront of creating optimal success for all involved.

Do you REALLY want to solve problems?  The MILE MARKER is a great place to stop.  Let’s start a conversation.

[email protected]

www.milemarkerbusiness.com

Cliff Fall

So, I finished THAT chapter in business life (getting past a Sales Dilemma)….

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We all have the bad week.  47 e-mails sent, 9 phone calls, 33 Linked requests, 19 texts to people with whom you know or have made contact, and $100 spent of Social Media advertising.  At the end of the week, the result was a BIG GOOSE EGG with the number of calls you could schedule.  What the heck!?

It is you?  Is it your style?  Is it something you said or did at the initial meeting?

The answers to these and other questions are not all the same, and it is likely that the fault is not all yours, but there is one thing in common; something in the message is not getting through.

So, a few suggestions to get you through this down cycle:

  • Change your pitch. Sometimes we can come off too ‘boilerplate”, as if we sent out a broadcast message, with hopes that SOMEONE would respond, but it’s too generic. With all of the calls, e-mail blasts, and mail junk these days, we can all get lost in that mire.  Find a new approach, make it personal, short and attention grabbing, and follow up with your best and most positive approach.
  • Pick Up the phone, and PHONE A FRIEND. Not just someone you once met, but someone who will actually take your call and listen.  Ask the friend to give you 3 good names of people THEY KNOW that would be good for you to meet and discuss your services, and ask if they would either 1) send an e-mail to ask these 3 friends for an introduction, or 2) would they call and tell the friends to take your call when you reach out.  You will find that people you REALLY know, or people that KNOW YOUR FRIENDS are not more likely to be a better source of contact and new opportunity than a cold call approach.
  • Remove the bad names from your Rolodex, and go on. It is their loss, not yours!!  If a person you want to meet refuses to give you the time, it is more likely that THEY have issues.  I once contacted a company president, and kindly asked for an introduction for good reason. His response was very abrupt: “I don’t have time for people like you.  I have enough people I know in your field, and they take care of me just fine.”.  What did I do? I removed their contact info, and went on with life.  There are simply better people to whom you can reach out.  (Note: about 6 months later, I found out that president was fired by his company, because he treated people very poorly.  Again, his problem, not mine….).

Remember one thing above all: YOU are the best at what you do, and YOU HAVE VALUE to be provided. Live up to that by remaining positive, and keeping the calling effort active, fresh, and alive!

David Alexander is President of Mile Marker Business and Consulting, LLC, a company focused on making your company better, and taking on the real problems at hand.  His 30 years in commercial banking and as a business professional have provided a broad spectrum of expertise in finding real financial and organizational solutions to fit you.  For more information, contact him at [email protected], or visit www.milemarkerbusiness.com.

Round To It

“When I get around TO IT……”

It’s an old adage; you have something that needs to be taken care of.  You know it needs to be done sooner than later.  You put it off.  You delay for some reason or another.  I will do that….when I get A ROUND TO IT.  And that something never gets done.

We have all been there.  Sometimes a critical situation causes us to actually go after the task, full throttle, because of the immediate consequences.  Other times, critical mass causes the problem to accumulate to the point where averting the problem will mean absolute disaster.  Or, we just let the situation go.

There is another reason that most of us won’t fess up to, but we know it is there; PRIDE.  We won’t admit it gets in the way, but we would rather avoid hearing the bad news than look less capable than we are.  What is more, some of us are willing to ride the situation into the ground, like a bad plane crash, rather than to come to terms with listening.  The result is carnage everywhere, and that’s just a senseless way of addressing problems.

One further thought: flip the “Round To it” over, and you might find another word; FEAR.  Admit it if you dare; there is often fear of hearing an answer you don’t like.  All of us can have fear of facing the truth, about hearing the gory details of our problems, or about having to actually face the Mythical Beast that lurks somewhere in our business.

I have heard it all, seen it all, and with very little exception, anyone can be in denial that problems exist.  But….they do.  It is a part of the business landscape, and we all need to face it.  And while facing the dragon can be difficult, you might be amazed at how problems can be solved with good ole-fashioned head first determination!!

Mile Marker Business and Consulting Services, LLC is along the road less travelled; the one that leads to making a choice to actually face the issues, ask tough question, listen, and formulate a legitimate solution that overcomes that mental anguish looking around the corner (fight in front of the dragon), and go after it!

Are you scared?  Full of Pride?  In an avoidance mode?  Dare to start a conversation at the Mile Marker.  LET’S SOLVE THOSE PROBLEMS!!  No more excuses.  COME ON!!  I dare you to…..

[email protected]

www.milemarkerbusiness.com

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