Yesterday, I received this encouraging note from a friend of mine who is a very successful entrepreneur:

Hi Robin, I just read your Eagle Attitude article and you are right on. I always make asset vs. liability calls. Recently one of my staff did considerable damage to our main computer and database by going to inappropriate places on the internet. Certainly grounds for firing, not too mention suing for damages. Instead we are reworking his job description to take advantage of some obvious talents. There are some penalties he is working through, but there should be some substantial benefit to the company long term. Its nice to read that a risky decision is sometimes the best decision.

That reminds me of the time I was a manager in a large, resort hotel and we learned that one of the staff members was secretly running his own little room service business inside the hotel. He diverted all the orders to his cousins caf on the corner. The thing was that he gave excellent service and guests were delighted with the quality (thats how we caught him compliments from guests about dishes that werent on the room service menu!) So instead of firing him, we created a joint venture: we saved his salary, cut overhead substantially and continued to provide the service to our guest, while his own business flourished. Win/Win!

Savvy entrepreneurs look for ways to capitalize on the strengths and resources of their partners, associates, employees and vendors. They focus on what does work instead of what doesnt work and, most importantly, keep their egos in check. Take the time to listen carefully and discover hidden assets like skills, connections, resources and information. Sometimes, opportunities take a little while to appear and options take time to become apparent. Patience and good communication skills, as well as being prepared to generously share the profits, are essential. Think outside the box and keep your eyes on your common goals. Be flexible and open to new ideas. Good people are hard to find.

Sales Tip The better you know your salespeople, the better you can channel their energy, interests, skills and time. Dont make the salesperson fit the job; rather, make the job fit the salesperson. Take time to listen to their opinions and suggestions, encourage sharing and reward innovation and risk.

Management Tip By clearly defining the parameters of your employees jobs, you remove fear. Show them what they have to do to get fired, and you reduce any reticence to innovation. Fear stunts creativity and openness. People who feel secure will be more productive and honest with you. Spend more time developing relationship with your staff than you do with your customers.

Robin J. Elliott

Robin J. Elliott has worked with literally thousands of businesses, in Africa, Canada and the United States since 1987 and has trained and spoken to thousands in his seminars. He has appeared on national television and radio and in national newspapers and conducts his business on an international level.

His passion and specialty is helping people to start and grow their own businesses using Joint Ventures. His mission is to share the magic and power of Joint Ventures with entrepreneurs worldwide and to facilitate meetings between like minded businesspeople through his Joint Venture Forum.

Robin J. Elliott has been officially included in the International Who's Who of Entrepreneurs in 2002 and has been nominated as a candidate for inclusion in the 2004-2005 edition of the International WHO'S WHO of Professionals. He has won international sales awards and was a Finalist in the Ernst and Young "Against All Odds National Entrepreneur Competition." Robin was an Executive Director of the South African Sales Association (STASA) and has been a Rotary International Director.

Robin's articles are published in national magazines and his regular, weekly e newsletter articles reach over 23,000 people per week.

He has written six books and has made fourteen videos and dozens of audiotapes and CD's. He is a sought-after speaker.

His training and qualifications includes Hotel management, Transactional Analysis, Organization and Methods (Work Study), Sales, Marketing, and Management, Personality Styles, Psychology, Theology and Public Speaking.

Robin has been married for 20 years to Frederika Elliott. Frederika (Rika) Elliott has degrees in education, Minimal Brain Dysfunction and more. She lectured at a Teachers Training College, taught school and has worked alongside Robin in their business since 1987. Rika owned and ran Success Consultants and has an intimate understanding of Joint Ventures.

Robin and Rika live in beautiful Vancouver, Canada. They enjoy business, downhill snow skiing, swimming, kayaking, hiking, reading and traveling.