.:RIMproInsider:.

AllStates Technical Services, Inc. of Birmingham, Alabama and the University of Alabama at Birmingham have entered into a collaborative agreement to provide commercial access to HIPAA compliance information.

The university has developed a knowledge-based resource for conducting HIPAA compliance. AllStates has licensed UAB’s HIPAA intelligence and will package the information into an Internet portal to offer clients a HIPAA compliance solution. A preview of the HIPAA Solution portal is available at www.thehipaasolution.com.

The portal will offer compliance solutions that are either Internet-based or conducted onsite for clients. Topics include information on planning, compliance, gap analysis, training, audits, assessments, remediation, and process development and monitoring services.

The “Buy or Die” philosophy. Sales trainers often teach that you should follow up with every prospect until they either buy from you or die. While that may be somewhat of an extreme viewpoint, it certainly illustrates the importance of persistence.

Some of the most successful salespeople tell stories of prospects calling six or seven years later to finally do a deal with them. So continue to send your follow-up letters until your prospect decides you are not going away, and then does a deal or flat out tells you to stop calling, sending stuff because they won’t buy from you. At that point they might be dead. Or are they???

“Success is going from failure to failure without loss of enthusiasm.”

Sir Winston Churchill
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

The secret to success is in the **DOING AND DOING**.
For HOW LONG?
For as LONG AS IT TAKES!
What do you HAVE TO DO?
You have to do WHATEVER IT TAKES!

Paul Verigin
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Success is often the result of taking a misstep in the right direction.

Al Bernstein
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Success is the one unpardonable sin against our fellows.

Ambrose Bierce
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Success is simple. Do what’s right, the right way, at the right time.

Arnold H. Glasow
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Success is that old ABC - ability, breaks, and courage.

Charles Luckman
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Success is a lousy teacher. It seduces smart people into thinking they can’t lose.

Bill Gates
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

in-no-va-tion (n.): an idea in action

OR

An Idea + An Action = INNOVATION
An Idea - An Action = IMAGINATION

Are you an imaginator or an innovator? Remember what Drucker says…

“business enterprise has one purpose - to create a customer - and only two basic functions - marketing and innovation.”

I read this in a Manifesto by Tom Peters called This I Believe. I really like it. Worth some cogitation.

Branding is for… EVERYONE.Whoever has… THE BEST STORY… takes home the most marbles. “Branding?” “Branding is a character issue. Next question?” It is almost that simple. And, thus, that hard.

I’m a branding fanatic. But not a branding “expert.” I acknowledge the power of a great logo. Brilliant ad campaign. Coherent marketing material. A razor-sharp message. And so on. And on. Yet all the above misses the mark. “Brand” to me (personally) means: What Tom… stands for. Tom’s character … behind his promise. Why I would want to… hang out with Tom? Why what Tom does…matters in the larger scheme of things. Tom’s ability to… make a difference.

Branding, then, at its best, is about the… Big Questions. (Very Big Questions.)
Call it/them: identity … character… raison d’etre. Or (personally again): Tom’s…. Big & Compelling Story.

Consider:
“We are in the twilight of a society based on data. As information and intelligence become the domain of computers, society will place new value on the one human ability that can’t be automated: emotion. Imagination, myth, ritual– the language of emotion — will affect everything from our purchasing decisions to how well we work with others… Companies will thrive on the basis of their stories and myths. Companies will need to understand that their products are less important than their stories.” - Rolf Jensen, Copenhagen Institute for Future Studies

Howard Gardner, the renowned Harvard professor, insists that the primary key to leadership is storytelling skills, the ability to encase a mere “message” in a saga that moves dozens, or millions, to commitment and action. That’s what a Brand is, too: a great story, a saga, a case for character… that makes me reach for Morton salt and the image of the little girl with the umbrella, rather than the store brand. Branding–the individual, the one-person consultancy, or the corporate megalith– is the pinnacle of enterprise accomplishment. Brand = What Matters About Me/We.

It is getting to be that time of year again when the yellow pages and other phone directories are out attempting to get you to buy a bigger, 4 color ad for next years edition. And again you scratch your head as to what to do to ensure this year the ad actually brings you a positive return on investment.

Over the last years I have heard from many of you who state that your yellow page ads are really a minimal part of your marketing tactics, and yet every year we go back to the bank to fund it. We fund it because we know we need to be there. And we need to be there because we know that some of our prospects might just pick up the directory some day, search for under “Office Records Stored” or “Paper Shredding” or “Media Vault” and pick up the phone and call us because they are ready to do business.

But the problem is that everyone else is there too. Doing the exact same thing. And you know what I think about doing the exact same thing. What you will find if you open the directory in your section you will find a bunch of ads that might as well say, “We don’t do anything different than anyone else, but here’s our phone number so you can call and ask for a quote.”

No wonder they don’t work. So here are some ideas to improve your process.

1. Rely on headlines not your logo or name.
2. Present an offer that will generate a lead for you.
3. Kill the features list. Only describe benefits.
4. Call them to a specific action that they can do immediately.
5. Don’t overkill on your size. Don’t listen to the sales rep.
6. Use a test to determine which ad will pull better.

I have just finished reading an exceptionally good resource on Yellow Page Advertising by Alan Saltz. It is an e-book download, but worth every cent of the $49 he charges for it. You can buy his program by using this link…. YellowPagesforProfit.com

65,000+ Box locations
18′-19′ high
Penco & Lyons Rack
All Wire Decks
Excellent Condition

FOB: New Hampshire/ Available Dec. 2004

Please Contact Tim Ryan
Boston Rack Nationwide Archive Systems Division
Phone: 714-210-0327 x 222
tryan@bostonrackca.com