Guest Commentator: Anthony Mongeluzo, President, PCS @PCS_AnthonyM @helpmePCS
What are your top three tips for starting and/or operating a business in the Greater Philadelphia region?
1. Be a part of the community.
All of us do great things with regard to our service, but unless you are out, about, and active in the community, people won’t know that you exist.
Oddly enough, given the influence of the internet, some people believe that all they need is a digital touch or handshake and they can create a great business. There might be some models where this works, but the overwhelmingly favorite approach that is still reflective is a quote that I frequently use: “Every night out.”
The reality is all about perception and no amount of fine copywriting on your website’s sell page works better than a face-to-face conversation, an invitation to breakfast or a dinner engagement. Nothing beats visiting a business to develop a better sense of what they do and how they do it. No one will buy your services because they like you. But if they like you — and respect you —when they must decide, you’ll be a front-running candidate. And that element begins with being a part of the business community, which begins with the Chamber of Commerce.
This element of “every night out” is more than a slogan. What I learned with this approach is that I got to know people more intimately, maybe not on the first handshake, but after the second, third and even fourth time we met. It’s amazing to me how people will tell you what they like and fear and their needs and their goals. If you promise anything, deliver it. If you say you’ll send something, make a call, provide a lead, do it. And do it quickly. Ask how you can help. If you offer accounting services, and his accountant is the brother-in-law, don’t try to sell. He’s still a possible source for another lead down the road.
All this starts by find the right venues to meet people. It can start with a social and business group that you think might ultimately provide you with clients. How do you know if it’s the right group? Give it a year. If you’ve made a good faith effort, then either the group is a good tool for gaining business or you need a re-examination of your own sales approach. As someone once told me, “Anthony, did you ever consider the Chamber of Commerce?” Of course, I did. That’s where real business people meet. And that’s why I’m writing this short note to you.
2. Leverage & Geography matter.
Leverage your network and your resources. Philadelphia is great. It’s the fifth largest city in the United States yet feels very small and connected. One of the most common complaints one hears from smaller networking groups or business organizations is that after essentially meeting everyone, you’re seeing the same familiar faces. Philadelphia is different.
The sheer variety, expertise and access it offers to almost every business level are unimaginable. If you need an expert or need help in an area or are looking for a connection, simply ask your network at the Chamber. They can get you plugged in quicker than you imagine. Don’t be shy about asking for some contacts or leads. If you somehow don’t feel that you’re making the connections you need, ask someone at the Chamber for a sit-down chat. Explain the type of person or companies that interest you, and they will help guide you in that direction. Just be sure you’re not a nonstop chatterbox about your business. The golden rule is to offer someone gold from your vault of expertise.
Being a Chamber member is important for all businesses, but particularly those dealing with the public. It not only provides the halo effect — a positive image of your business — it offers reassurance to people who might do business with you. Put simply, every business needs credibility. A Chamber membership provides that to the public, to other businesses and your fellow Chamber members.
And don’t forget the other advantages that are important especially if you’re a startup. You can get referrals from the Chamber, receive their newsletter, which is an excellent business resource and offers discounts on various services.
3. Help out with a nonprofit.
Part of our business philosophy is that we give back to all of the communities we serve. Joining a board will connect you with many other business leaders in the city and expose you to different perspectives. We require all of our leadership team to join a board for a cause they love. You are helping the community, and it is a great way to learn from others.
I have a friend who is a writer. He volunteers with an organization that helps adults who can’t read. Another friend really loves business. He’s a SCORE volunteer with the government. He still gets a thrill out of showing a newbie how to read a financial statement. I think you get the picture.
I’ve intimated that if you are joining a nonprofit, believe in it. If you don’t have some fundamental interest in the nonprofit, you’ll regret the decision and probably fail at providing the effort expected of you. Don’t regard your effort as a chore, rather treat it like a privilege. Learn about the organization, its members, leadership and governance style. When you feel comfortable, volunteer for a committee or panel, presumably in an area of your expertise. If you’re a PR person, head for the marketing table, if you love to sell, head over to the membership committee. If you like leadership roles and have a flair in that direction, offer it to the nonprofit.
Promote the nonprofit. Do so not just within your organization, but outside of it too. For example, if you have a monthly newsletter about your business and what it’s doing, don’t be bashful about promoting your nonprofit, whether for a fundraiser or special event.
Anthony Mongeluzo is the incoming Chair of the Chamber’s Small Business Board. The Small Business Board (SBB) is comprised primarily of winners of the Chamber’s Excellence Awards and service providers who have small business specialties. SBB contributes to the overall mission of the Chamber by providing advice and counsel to the Chamber staff and management on policy and programming from the perspective of the owners and executives of small to mid-sized growth-oriented businesses.
Upcoming Program
36th Annual Excellence Awards
Network with the region’s leading corporate executives, entrepreneurs and business owners while celebrating our region’s most prestigious businesses and business leaders.
Thursday, November 8, 2018
5:30 – 9:00 p.m.
SugarHouse Casino
