Today's column will take the efforts put into the strengths, weaknesses, opportunities and threats (SWOT) exercise and transition it into a productive direction.

The last column dealing with strategic planning for small businesses brought in a number of comments and questions.

For many of today's small businesses, their idea of a strategic plan can be summarized in one word -- "Survive!" While there is no question that this is a most challenging time, it is also a very good and inexpensive time for planning to survive longer. Some might refer to this as updating a strategic plan.

For many small businesses, just sticking around until next month is an ongoing challenge. It is so easy to read about the significant gap between those unemployed and the quantity of job openings and automatically fall victim to doom and gloom.

As the recession drags on, everyone is trying to find the magic bullet, that one thing they can do to make it all better. The good news is I have found it and the better news is you can implement it immediately.

The ongoing business challenges are forcing many entrepreneurial firms to radically change their business models.

Have you noticed how common it is these days for any article focusing on improvement in today's challenging business environment to include the need, even the requirement for, that magic word "innovation?"

If you've noticed that there is a bit more tension in your everyday life, you are probably not imagining it.

While it is not surprising that the recession continues to wreak its own brand of havoc on small companies, it is interesting to note that two specific mindsets are clearly emerging, both directly connected to a concept of competitive strategy.

Many may recall these words as one of the cornerstones of the Reagan administration’s policy regarding Soviet nuclear capability.

Those of us who have the good fortune of working with creative and innovative entrepreneurs also know of the emotional peaks and valleys that confront these dedicated individuals.

As promised last week, today’s column addresses a customizable tool that will enable anyone to be a more effective salesperson. The only requirement is personal discipline and commitment.

Figuring out how to dress properly for outdoors activity can be difficult, even more so at times like now when the seasons are changing. Maintaining a modicum of comfort while exercising in the midst of a 30-degree temperature swing compounded by gusty wind conditions can be a major challenge.

It is an unfortunate sign of our times, but entrepreneurs and senior citizens have something in common — they are easily identifiable targets for scam artists.

Very early in their adventure, successful entrepreneurs recognize a key difference between building a business and running one.

Warmer weather is bringing out the folks! From cyclists to joggers to walkers to crawlers, it seems like you see them all on the Riverwalk and the Market Street Bridge.

Certainly one of the most common tools used by today’s salespeople is the ubiquitous Power Point presentation. You would think, given the difficulty in getting on busy people’s calendars, that the value of a prospect’s time would be understood and reflected in the quality of the presentation.

Established and successful businesses have long known the value of a structured mentoring program.

We know that outdoor activity provides a respite from the trials of modern society. But sometimes it can do far more, as I found out on a recent bicycle ride.

A rifle versus a shotgun — two weapons whose intended impact on a target are significantly different.

The economic downturn with its subsequent layoffs and disruption leads its victims to react and position themselves to avoid a repeat of the trauma. Interestingly enough, many casual bystanders, having seen friends and family go through such events, come to much the same conclusion.

The need for developing close customer relationships has never been higher and the same can be said of the rewards.

Maybe you have seen the recent pictures on the news of folks up North and in the Midwest trudging through the snow, pole-like devices clasped firmly in each hand. Adding to the picture are the Russian bomber hats, the scarves, the mittens and the steam pouring out of their mouths.

Perhaps you have seen the 2009 retail forecast estimating that approximately 200,000 stores would close this year.

When you are coming off a slow period, it is very important to build up positive momentum and to do it fast. The old saying, “Nothing succeeds like success” takes on an even more critical role for every organization trying to rebound from a slump.

Rigor mortis is defined by the New Oxford American Dictionary as “medicine suffering of the joints and muscles of a body a few hours after death, usually lasting from one to four days.”

If there is one thing that is consistent about the end of the year, it’s the positive expectations that many of us confer upon the namesakes of that annual process known as New Year’s Resolutions.

Let’s face it. Wintertime gives us too many excuses to stay indoors. Warmth, good food, good drinks, good football games, reruns of “Monk” — all of these conspire to get us to shun the chilly outdoors.

“It was the best of times. It was the worst of times.” While many are familiar with the written words of Charles Dickens, certainly fewer are aware of Mr. Dickens’ entrepreneurial activities.

At no time in recent memory has the element of fear been so palpable and pervasive as it is today. Under the gloom, it is easy to forget that 93 percent of mortgage holders are making their payments on time and 93 percent of people looking for work are, in fact, working.

Quite justifiably, the apparently constant unfolding of bad economic news has left many individuals angry, frustrated and anxious.

Take a moment for this quick test. Simply answer yes or no.

As an entrepreneurial manager and leader you know that you have to be the catalyst for positive and productive action.

Entrepreneurial business managers need to be aware of the two most dangerous times in their business lives.

It is amazing what a little rain and wind can do to alter one’s perspective.

Every entrepreneurial manager needs to have a workable framework for sales management.

Now that the emotion, enthusiasm, energy and focus of the recent national election has subsided a bit, a number of entrepreneurial managers have been asking what does the outcome bode for their businesses?

A justifiable concern of the potential for injury surfaces in conversations with many potential Zoomer Boomers.

A rifle versus a shotgun; a laser beam as opposed to a floodlight; focus as opposed to broad interest.

It is so easy to emotionally give in to the general malaise that the recent economic events and political decisions have wrought. What we sometimes forget is that no matter how bad the day’s news, somebody sold something, somebody bought something, and somebody made a profit.

In spite of the current economic challenges there are still plenty of profitable opportunities for those that have the wherewithal to flex their business models in support of customer value.

In this time of economic uncertainty, there is one thing that you can be 100 percent sure of — there is no lack of commiserating about how bad things are.

With all of the uncertainty surrounding the financial future and direction, entrepreneurs know that they cannot relegate their futures to folks whose connection with Main Street is sporadic at best.

It is very easy to get swallowed up and carried away with the news of national and international economic strife.

One of the great advantages entrepreneurial managers possess is the very real, inner core belief in the specialness of what they are offering.

Funny how a little tightening of the business climate suddenly increases the demand for improvement of business skills.

Nothing succeeds like success. While not recollecting the exact source of this insightful wisdom, somehow I think that it had to come from a recent graduate of the Yogi Berra School of sales management. But like so many of the sayings of Mr. Berra, there is more than a kernel of truth in these words.

The daily pressures of life get to all of us sometime or other and for many their respite is commonly known as vacation.

On the national and international scene there is just no shortage of discouraging news.

Every entrepreneurial manager knows the importance of effective selling.