Return to Book Page. From a Commodity to an Expert is my answer for struggling IT professionals looking to streamline their business and their life. The book helps computer professionals who may be "commodity" IT providers with the following problems: not respected as professionals hassled over price and timelines struggle with high costs of client acquisition receive few referrals constantly creat From a Commodity to an Expert is my answer for struggling IT professionals looking to streamline their business and their life.
The book helps computer professionals who may be "commodity" IT providers with the following problems: not respected as professionals hassled over price and timelines struggle with high costs of client acquisition receive few referrals constantly creating and negotiating proposals Brad explains that to be successful and happy running an IT firm, becoming an expert is the way to success. Get A Copy. Kindle Edition , 16 pages. More Details Friend Reviews.
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This book is not yet featured on Listopia. Community Reviews. Showing Rating details. All Languages. More filters. Sort order. He loves the feel of things and the fact that things can get done. As a result, he is suspicious of lofty ideas or abstractions. It violates his individuality. To The Manager, however, work is a system of results in which The Technician is but a component part. To The Manager, then, The Technician becomes a problem to be managed. To The Technician, The Manager becomes a meddler to be avoided.
To both of them, The Entrepreneur is the one who got them into trouble in the first place! The Entrepreneur would be free to forge ahead into new areas of interest, The Manager would be solidifying the base of operations, and The Technician would be doing the technical work. Instead, the typical small business owner is only 10 percent Entrepreneur, 20 percent Manager, and 70 percent Technician. Such a business will die very neatly. He wants a place to go to work, free to do what he wants, when he wants, free from the constraints of working for The Boss.
If you removed the owner from an Infancy business, there would be no business left.
In Infancy, you are the business. Subtly at first, but gradually it becomes obvious. And then the inevitable happens. You, the Master Juggler, begin to drop some of the balls! Your enthusiasm for working with the customers wanes. Deliveries, once early, are now late. The product begins to show the wear and tear.
Nothing seems to work the way it did at first. In a flash, you realize that your business has become The Boss you thought you left behind.
1 From a Commodity to an Expert Master your IT business and your life.
When that happens—when the reality sinks in—most business failures occur. When that happens, most of The Technicians lock their doors behind them and walk away. The rest go on to Adolescence. So you can invent something that satisfies a need in the marketplace that has never been satisfied before. So you can live an expanded, stimulating new life. But it always happens, precipitated by a crisis in the Infancy stage.
Every small business owner who survives seeks help. That no one is willing to work as hard as you work. So you interfere with what they have to do even more. And the reason is that The Boss always changes his mind about what needs to be done, and how. For him to behave differently he would need to awaken the personalities who have been asleep within him for a long time—The Entrepreneur and The Manager—and then help them to develop the skills only they can add to his business.
And the lack of one causes the business to go into a tailspin. It can return to Infancy.
Michael Gerber, Chairman and Co-Founder of Origination
It can go for broke. Or it can hang on for dear life. Predictably, this too takes its toll. Day after day, fighting the same battles, in exactly the same way you did the day before. You never change. He abdicates his accountability as an owner and takes on the role of just another employee. Better safe than sorry.
Legendary Master of Systems Michael Gerber Explains How to Grow Your Business
A Mature company is founded on a broader perspective, an entrepreneurial perspective. About building a business that works not because of you but without you. It is not the end product of a serial process, beginning with Infancy and moving through Adolescence.
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They started out that way! The people who started them had a totally different perspective about what a business is and why it works.
He simply goes through them in an entirely different way. His Entrepreneurial Perspective. It views the business as a network of seamlessly integrated components, each contributing to some larger pattern that comes together in such a way as to produce a specifically planned result, a systematic way of doing business. Each step in the development of such a business is measurable, if not quantitatively, at least, qualitatively. His business is reduced to steps that fail to take him anywhere other than to the next step, itself nothing more than a replica of the one before it.
Lacking the grander scale and visionary guidance manifest in the Entrepreneurial Model, The Technician is left to construct a model each step of the way. But the only model from which to construct it is the model of past experience, the model of work. A solution in the form of a business that looks and acts in a very specific way, the way the customer needs it to look and act, not The Entrepreneur. To The Technician, the product is what he delivers to the customer. Because the customer never seems to want what The Technician has to offer at the price at which he offers it. To The Entrepreneur, however, the customer is always an opportunity.
Because The Entrepreneur knows that within the customer is a continuing parade of changing wants begging to be satisfied. All The Entrepreneur has to do is find out what those wants are and what they will be in the future.
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To The Technician, however, the world is a place that never seems to let him do what he wants to do; it rarely applauds his efforts; it rarely appreciates his work; it rarely, if ever, appreciates him. The Technician has other things to do. Under this system, the franchisor licenses the right to small companies to market its nationally known products locally.
The Business Format Franchise not only lends its name to the smaller enterprise but it also provides the franchisee with an entire system of doing business. To the trade name franchisor, the value of the franchise lies in the value of the brand name that it is licensing: Cadillac, Mercedes, Coca-Cola. In a world where brand names proliferate like snowflakes in a Minnesota blizzard, it becomes more and more difficult—and infinitely more expensive—to establish a secure position with a brand name and expect to keep it. The true product of a business is the business itself.
A business that could work without you.