BEST BUSINESS TIPS

Submitted by SBA Award Winners

ALABAMA

William Woodrow Carter -- Brundidge

Trust your own talents/instincts, and surround yourself
with good people


ALASKA

Suzanne Linford -- Anchorage

Confidence is a wonderful attribute, but can also be
your worst enemy if you are over confident. Managers
should understand each aspect of their business in
particular finances, yet be able to admit that they DO
NOT know it ALL about business. To gain knowledge,
don't skimp; HIRE the very best professionals you can
find, i.e., CPA, lawyer, computer consultant, whatever.
You can also learn from others; network whenever
possible. Listen carefully to what they say, then make
an educated decision. The professionals will pay for
themselves in profits to your business and networking
will encourage you to become involved in your
community, to become a good "corporate citizen."


ARIZONA

Rhonda G. McKenzie -- Scottsdale

Let the fear go, believe in yourself and keep looking
forward. The bumps you'll encounter become part of the
journey and you begin to look at each one as an
obstacle to be mastered. Be willing to recognize that
you will make mistakes, but they can be great learning
experiences which will help you create an "expert"
business with your unique style.


ARKANSAS

Greg Garrison -- Hot Springs

Treat others the way you want to be treated.


CALIFORNIA

Joe W. Dannis -- San Diego


COLORADO

Howard J. Harris -- Denver

Do what you say you are going to do. The simplicity
of this statement is in direct contrast with how
complex the business environment really is. Too often
organizations have too many excuses for not doing what
they promise. If one's guiding light is simply doing
what you say you are going to do "at all costs and
whatever it takes" you will not be surprised at the
end of the day when your accounts/customers/clients
reward you with the realizations of your expectations.

Gerald V. Harris -- Denver

In order to create or run a successful business, you
must honestly evaluate your Physical, Financial and
Psychological "SP" (Staying Power)

Physical: Your willingness to forget about the eight
hour day and the idealized week end. You must get up
and "do" even when you are "half sick."

Financial: You must know where the startup money is
coming from. You must know where or how you can get
more if you need it. You must be prepared to mortgage
your home if necessary. Accounts receivable will not
pay the bills unless they are collected.

Psychological: You must cope with mood swings from
despair to elation. Your partner and/or your wife must
be as totally committed to the end goals as you are.
There could be sacrifices of life style and paychecks,
additional debt burden, etc. They must understand and
be willing to accept.


CONNECTICUT

Michael J. Patrikios -- Shelton

After being in business for myself for over half of my
life, the best tip I can offer to anyone starting their
business is to always remember that no matter how hard
you work to make it succeed, try to keep a balance in
your life. Work as hard as you can and believe in what
you're doing, but don't neglect the needs of your
family or those around you as you attempt to achieve
your goals. Without good health and the affection of
family and friends, all of the business success in the
world means nothing.


DELAWARE

Patricia D. Creedon -- Wilmington

When in doubt, seek out help. Many times small business
owners feel they are alone. They need to know that help
is available, but they must seek it out. One such
organization that offers free business counseling is
S.C.O.R.E (Service Corps of Retired Executives), a
branch of the SBA.


DISTRICT OF COLUMBIA

Deryl K. McKissack -- Washington


FLORIDA

Eduardo Barea -- Miami

Before getting into any type of business, you must like
what you'd be doing. Make a list of your ten worst
obstacles and their solutions. Also be prepared with
enough capital for you and your business.


GEORGIA

Timothy G. Mansour -- Snellville

Take time to listen to people. Thank people and care
about them. Without the right team, remember it would
be very hard to reach your total goal. Surround yourself
with successful people.


GUAM

George Macris -- Harmon

Avoid mature markets and the temptations of expanding
too quickly. Respond to newly emerging markets with
uncomplicated advertising and track which are success-
ful. ALWAYS use senior people to start things off.


HAWAII

Jon Marshall deMello -- Honolulu


IDAHO

J. Marvin Hess -- Malad City

I would remind business owners that having a business
is like having "The Goose that Laid the Golden Egg."
If you don't take care of the Goose, the Goose will
case to provide the Golden Eggs.


ILLINOIS

Lauren R. Leifer -- Morton Grove

When you've begun to run your business ... DON'T LOSE
SIGHT OF THE BIG PICTURE! Take your morning moments in
the shower to refresh and renew your visions before you
get absorbed in the day to day issues.


INDIANA

Charles W. McGill -- Valparaiso

Important as it is to choose the right business, create
the right strategy and develop the appropriate support
systems, it is even more paramount to get and keep the
right people and liberate them to perform at their full
potential. Advantage goes to the company that has the
best people and creates the right environment to
maximize their potential. A great business and a
terrific strategy will fail to produce the expected
results without the right people and a conducive work
environment to make it happen.


IOWA

Richard O. Litt -- Davenport

Have a plan of action. Be goal-oriented. Start small
and grow. Have daily involvement and be in control of
operations. Have a 25-percent financial reserve for
unexpected problems. Quality goods and service is the
most important part of business.


KANSAS

John Seidel -- Kingman

Don't depend on others to do it. Follow p and make sure
it's being done -- whatever IT is.


KENTUCKY

Robert Thomas Clopton -- Cave City


LOUISIANA

Dennis M. Etheredge -- Shreveport

*Treat your customers and employees the way you would
like to be treated.
*ALWAYS remember the customer first, even if finan-
cially it may not be the wisest.
*Do not put profits before customer or employee
relations.
*When looking for the solution to a problem, once
you've gone full circle analyzing the problem and
solution, make a decision, even if it is wrong. MAKE
IT and do not well on it. Dwelling can cause you to
be counter-productive and make you ineffective.
*Always do your best and no one can fault or criticize
you.
*Have faith.


MAINE

Mark B. Mason -- Brunswick
Gail D. Mason -- Brunswick


MARYLAND

Jamie Clark -- Columbia

An entrepreneur tends to wear many hats. To be
successful, he or she must be willing to find
experienced managers to wear some of those hats and
then trust those managers to run their departments
efficiently, effectively and ethically.


MASSACHUSETTS

Andrew Wilson -- Boston
Manuel Rogers -- Cambridge

1) Knowledge is power. 2) Everything fits into banking
someplace (as it relates to knowledge). 3) Be a
community-based business. 4) Have passion for what you
do in business and for business itself.


MICHIGAN

Robert Floeter -- Saginaw
John Sivey -- Saginaw
Constance Kostrezewa -- Saginaw

A successful business is based upon all people within
the organization working toward a common goal. This
Business growth and success is directly related to its
personnel's growth and success. To accomplish that we
believe in what we call the POWERFUL P's -- PEOPLE,
PRODUCTS, PROFITS, PLANNING PERSISTENCE -- with
dedicated, talented PEOPLE, the PRODUCTS our customers
want can be made with PROFITS and through proper and
continuous PLANNING and a tremendous PERSISTENCE, our
people will be successful and so will our corporation.


MINNESOTA

Jeanne M. Voigt -- Roseville

Know WHAT BUSINESS YOU'RE IN. Stay in contact with
your customers to do this. Learn what motivates them
and fill that need or want.


MISSISSIPPI

Jack P. Harlan -- Lucedale


MISSOURI

Marilyn A. Moore -- Clayton


MONTANA

Dean Folkvord -- Three Forks

Give your customers what they want, not what you want
them to have. OH! And, what they say they want and
what they actually buy ... are usually two different
things.


NEBRASKA

Virgil Kardell -- Wayne
Jan Kardell -- Wayne
Robert Stuberg -- Wayne
Carolee Stuberg -- Wayne

Be creative. Analyze the situation from many different
angles and be creative with a solution.


NEVADA

Lawrence T. Wong -- N. Las Vegas

Remember where you came from and give back. Business
success can be measured in many ways, but one of the
most meaningful ways is through sharing your success
with others.


NEW HAMPSHIRE

John Brooks -- Manchester

Pay attention to the function of your product and stay
current with technology. Don't look back -- keep your
eyes on the future!


NEW JERSEY

Deborah A. Proctor -- Florham Park


NEW MEXICO

Andrew Christensen -- Gallup
Mary Jean Christensen -- Gallup


NEW YORK

Peter E. Phame -- New York

Identify and document your core competence. Ensure
each employee understands your core competence.
Exercise caution when tempted to stray into new areas
requiring expertise not within your core competence.


NORTH CAROLINA

Laurey C. Masterton -- Ashville

Have excellent staff and give them the freedom to do
their job. You may be surprised to find that they do it
better than you could. Find a mentor and listen to the
advice you are given.


NORTH DAKOTA

James Karley -- Johnstown


OHIO

Mark D. Swepston -- Columbus

CASH IS KING! Our business spent many years behind the
collection curve. In the 1989-1990 period when the
banking and real estate crisis hit, we had to make
changes to service. Today we receive a major portion
of our business from prepaid service agreements and all
of our sales people are ultimately responsible for the
collection of their accounts.


OKLAHOMA

Julie A. Chapman -- Oklahoma City

Watch cash flow!

James D. Chapman -- Oklahoma City

Make marketing your business a focus for the entire
company -- including accounting.


OREGON

Eric W. Paulson -- Warrenton

In manufacturing, you purchase the best equipment
available, hire the best people, pay above-average
wages, expect above-average performance, and you will
make above-average profit.


PENNSYLVANIA

Georgia Berner -- New Castle

Know the difference between cash on hand and the daily
costs of your business AND the numbers on your balance
sheet or income statement. (Early on I attended an SBA
course explaining this: VERY important.)


PUERTO RICO

Antonio Cruz Domenech -- San Juan

"From the beginning to end, do it right: otherwise all
your efforts will be worthless." In every business,
market or industry there is a hidden need most
decision-makers are not aware of: your supplier has to
do things in the correct way. Once you make your
potential customer realize that such a need is REAL,
then you are on the right track toward success. That
is the key.


RHODE ISLAND

Walter F. McLaughlin -- Providence

Entrepreneurship is not an exact science ... therefore,
business folks must prepare themselves mentally to
accept responsibility for those in their charge. If
you don't inspect it, don't expect it. Expect setbacks
... but don't give up ... and critique yourself daily
on your leadership while maintaining a positive
attitude. Thomas Edison said: "The three great
essentials to achieve anything worthwhile are first,
hard work; second, stick-to-itiveness; third, common
sense." If you push yourself, discipline yourself and,
above all, like yourself and follow Edison's rule ...
you're on the track to success.


SOUTH CAROLINA

Jimmy O. Bayne -- Simpsonville

Have a plan of action. Be goal-oriented. Start small
and grow. Have daily involvement and be in control of
operation. Have a 25-percent financial reserve for
unexpected problems. Quality goods and service is the
most important part of business.


SOUTH DAKOTA

Richard A. Cone -- Pierre
Janet K. Cone -- Pierre

Build your business on a solid foundation of customer
focus and employee esprit de corps. Always respect your
customers' freedom of choice and value their loyalty
above all else. Employ exceptional people-- expect
and reward their best efforts. By following these
simple principles, you will plant the seeds of a
company culture that will grow and prosper.


TENNESSEE

Robert M. Pap -- Chattanooga

Use your imagination. This results in creativity and
innovation and will develop new and great things.
Emulate the strengths of others and use their weakness
for self-correction.


TEXAS

David Lang -- Weatherford

In manufacturing, you purchase the best equipment
available, hire the best people, pay above-average
wages, expect above-average performance, and you will
make above-average profit.


UTAH

Edward Van Lee Kalbach -- Logan

Be creative, be persistent, learn to delegate and, most
importantly, follow through!


VERMONT

Judith W. Danforth -- Middlebury
Frederick C. Danforth -- Middlebury

Keep the quality of your product and your relationships
HIGH. It sounds simple, but it has always worked for
us. It's like the old saying: "What goes around comes
around." People respond well to something that is well
made, well designed ... and to being treated with
respect.


VIRGINIA

Gail W. Johnson -- Richmond

PERSISTENCE PAYS OFF! When obstacles arrive, always
look for a way to overcome that obstacle, either by
forging ahead or creatively getting around it. When the
obstacle is extraordinarily difficult, keep your
spirits high by looking for the bright side -- no
matter what! Refusing to hear "NO" and "YOU CAN'T"
allows functioning outside the dots.


WASHINGTON

David J. Giuliani -- Bellevue

Find the best people for the job and compensate them
well. The best people for starts are those who've been
in a startup before. Even startups that fail are great
learning experiences; at least they teach what not to
do. Some who've never been in a startup have trouble
getting used to the stark "if you don't do it yourself
-- it won't get done" reality. Compensate valuable
personnel with stock options, a fair salary and good
benefits. The stock options are the entrepreneur's
magic bullet -- they align the employee and the company
interests, and only become valuable with continuing
service. Options priced at the current fair market
value do not impact the P&L, and only pay off to the
employee based on the increase in company value. The
options do dilute the company ownership, but in our
experience, pay off at about 5:1 in terms of company
value improvement to dilution. What could be a better
investment?


WEST VIRGINIA

Timothy M. Walroth -- Hurricane


WISCONSIN

Joseph James Brisk -- Milwaukee

Continuously ask yourself: "Am I doing the right
things?" versus "Am I doing things right?"


WYOMING

Marjorie E. Mathiesen -- Jackson

Surround yourself with the best people you can find.
--Ross Perot


ACCOUNTANT ADVOCATE

Fern H. Shubert -- Marshville NC


FINANCIAL ADVOCATE

Janice L. Campbell -- Denver CO


MEDIA ADVOCATE

Thomas G. Thoms -- Dayton OH

If you're thinking of starting a business -- DON'T!
UNLESS.... you have something money cannot buy and no
one can give you. You must have PASSION. That burning
desire inside to succeed. That vision in your mind.
That vision of where you'll be in one year, five years,
ten years in the future and the road you must travel to
get there. Will it be a bumpy road? Probably. Will
your venture be successful? Maybe. Will there be nay-
sayers and seemingly insurmountable challenges?
Guaranteed! Can you do it? Only you can decide. But,
if you never try, you'll never know. If you decide to
take the road of Entrepreneurship, be sure PASSION is
your companion.


MINORITY ADVOCATE

William H. McCullough -- Charlotte NC


VETERAN ADVOCATE

Andrew A. Hernandez -- San Bernardino CA


WOMEN ADVOCATE

Sally Slacke -- Kings Park NY


EXPORTER OF YEAR

James R. Dartez -- New Orleans

Employees are the key to making your business
successful, yet they are also the most expensive
component of the business. So choose them wisely,
then treat them with respect and caring. There is no
greater asset than an employee who is allowed to
utilize his/her talents for a company they know will
stand behind them and allow them to reach for their
full potential.


YOUNG ENTREPRENEUR OF YEAR

Tyler J. Conrad -- Minneapolis

Whatever you want to achieve in life, you must know,
without a doubt in your heart or in your mind, that it
will happen. It is not enough to just verbally say it.
It is not enough to just believe in it. You have to
take it to the final step in knowing, without a doubt,
that it will happen. Saying it, believing it and
knowing it will help you to achieve anything in life or
in business.


ENTREPRENEURIAL SUCCESS WINNER

Constantine S. Macricostas -- Brookville CT

Work hard, keep your focus, and be willing to take
chances.

BEST ADVICE RECEIVED

ALABAMA

William Woodrow Carter -- Brundidge

Attempt to learn new skills regardless of your age.


ALASKA

Suzanne Linford -- Anchorage

Bigger does not mean better. Volume does not mean
bigger profits. Identify what it is you do and when it
is successful, don't over expand. More businesses have
lost money or gone bankrupt from trying to replicate a
good thing or expand into broader lines when the key to
business' success in the first place was its location,
its smallness or its ability to hang onto the
profitable lines and drop the less profitable ones.


ARIZONA

Rhonda G. McKenzie -- Scottsdale

As a "college hire" manager working for Mountain Bell
(US WEST), my supervisor, Mr. Joseph T. Dean, was an
excellent example of a superior leader, coach and
mentor. He frequently gave me books to read to
develop my leadership skills. One book had a quote from
Mr. Robert Dockson and the following words have been
inspirational for me throughout the development of our
business: "The leader guides people, he doesn't force
them, and we always treats them fairly. Too many people
claim that our only responsibility is to our share-
holders. I believe we're responsible to them, but we're
also responsible to our employees, our customers, and
the community at large." This is the best advice I've
received.


ARKANSAS

Greg Garrison -- Hot Springs

Never be satisfied with what you achieve -- strive to
be better.


CALIFORNIA

Joe W. Dannis -- San Diego


COLORADO

Howard J. Harris -- Denver

Follow your entrepreneurial instincts. Do not over
intellectualize decisions when you know you know the
idea is right, because when the idea is right there are
no limits to its success. Be your own best competitor.
When you are your own best competitor, you do not have
to worry about the rest of the pack.

Gerald V. Harris -- Denver

Do not procrastinate the addressing and resolving of
internal problems or customer's questions or
complaints. The smallest problem (like a stomach ache)
if not quickly attended to, can grow into a cancer that
could require radical surgery or could consume you or
your business.


CONNECTICUT

Michael J. Patrikios -- Shelton

I cannot honestly pinpoint one single bit of advice
that I've received in my life in a definitive state-
ment. I have always been a good listener which has
tremendously helped in my business and my life. From
listening to my parents while growing up, to listening
to my wife, I have learned to emphasize with my co-
workers and my customers in order to satisfy their
needs. All of this helps you listen to your own
instincts, which often is the best advice of all.


DELAWARE

Patricia D. Creedon -- Wilmington

Early 1995, fearing I was on the verge of bankruptcy, I
was encouraged to seek out business advice from the
Service Corps of Retired Executives (S.C.O.R.E).
Working closely with my counselor, Ed Schneider, I
developed a business plan that not only allowed me to
increase my bank line of credit from $50,000 to
$200,000, the plan empowered me with the knowledge that
my business was thriving (just short on cash) and that
my management skills were serving me well. S.C.O.R.E.
not only helped me grow my business, it was their
nomination that led to this award.


DISTRICT OF COLUMBIA

Deryl K. McKissack -- Washington


FLORIDA

Eduardo Barea -- Miami

Search for the best control of your inventory and
analyze what control you have on your inventory.


GEORGIA

Timothy G. Mansour -- Snellville

Always remember where you came from and never forget
who helped you get there, Treat people as you want to
be treated.


GUAM

George Macris -- Harmon

Establish your business where you would like to
vacation.


HAWAII

Jon Marshall deMello -- Honolulu


IDAHO

J. Marvin Hess -- Malad City

While attending a business management seminar, the
group was told of the case of the Kodak Corporation and
their decision to restrict their business focus to that
which they do best. I see many small business people
that fail, trying to be too diversified, just because
they know they can. Consequently, I have primarily,
restricted the focus of Hess Pumice to the mining,
milling and marketing of our Pumice Resource.


ILLINOIS

Lauren R. Leifer -- Morton Grove

See the customer through the customer's eyes ... you'll
know how to serve their needs.


INDIANA

Charles W. McGill -- Valparaiso

At a Machine Tool Specialists directors meeting in
early 1993, one of our directors, a local attorney,
advised my partner and I to work out a buy-sell agree-
ment which we did immediately. Two years later my
partner died. With the buy-sell agreement in place, we
were able to transition the business very smoothly with
minimum disruption. Without the buy-sell agreement in
place we would not have been able to focus our complete
attention and resources on the business.


IOWA

Richard O. Litt -- Davenport

Be honest and truthful. Know subject matter prior to
speaking out. Be a good listener. Be a good
communicator.


KANSAS

John Seidel -- Kingman

Two reasons businesses fail: 1) under capitalization;
2) failure to collect accounts receivable.


KENTUCKY

Robert Thomas Clopton -- Cave City


LOUISIANA

Dennis M. Etheredge -- Shreveport

*Don't dwell on a problem: take a stance and make a
decision. Once you've gone full circle, make a
decision.
*If it seems to good to be true, it probably is, so do
not do it.
*Keep your word.
*Do your best even if it seems like it is not good
enough.
*Have faith.


MAINE

Mark B. Mason -- Brunswick
Gail D. Mason -- Brunswick


MARYLAND

Jamie Clark -- Columbia

Develop a business plan because it makes it easier to
make decisions when you have an infinite number of
options.


MASSACHUSETTS

Andrew Wilson -- Boston
Manuel Rogers -- Cambridge

Tell the truth! There's less to remember that way.


MICHIGAN

Robert Floeter -- Saginaw
John Sivey -- Saginaw
Constance Kostrezewa -- Saginaw

Allow others to succeed, for their success is your
success. And, always keep a DREAM IN THE MAKING, for
that's what keeps your enthusiasm high.


MINNESOTA

Jeanne M. Voigt -- Roseville

If the idea is gonna fail, fail fast. Then move on.


MISSISSIPPI

Jack P. Harlan -- Lucedale


MISSOURI

Marilyn A. Moore -- Clayton


MONTANA

Dean Folkvord -- Three Forks

Keep your chin up. You can see further down the road
that way.


NEBRASKA

Virgil Kardell -- Wayne
Jan Kardell -- Wayne
Robert Stuberg -- Wayne
Carolee Stuberg -- Wayne

Read a lot! Books, magazines, newspapers. Things that
work for others, may work for you.


NEVADA

Lawrence T. Wong -- N. Las Vegas

Don't waste your time going to law school.


NEW HAMPSHIRE

John Brooks -- Manchester

Say what you do. Do what you say!!


NEW JERSEY

Deborah A. Proctor -- Florham Park


NEW MEXICO

Andrew Christensen -- Gallup
Mary Jean Christensen -- Gallup


NEW YORK

Peter E. Phame -- New York

Never neglect for financial accounting.


NORTH CAROLINA

Laurey C. Masterton -- Ashville

My mentor told me, early on, that in order to grow I
had to have at least four people. One person does the
work of two of one. Two people also do the work of
one. Three people do the work of two. BUT, when these
are four, the initial person can get out and sell. This
has worked VERY WELL for me.


NORTH DAKOTA

James Karley -- Johnstown


OHIO
Mark D. Swepston -- Columbus

Establish a good, dependable budget; allocate overhead
the best you can to each profit center; then price your
products and services to earn a PROFIT!


OKLAHOMA

Julie A. Chapman -- Oklahoma City

When starting our business, someone advised us to find
out where our talents were and perform that task in
your business and hire the rest.

James D. Chapman -- Oklahoma City

Don't assume your clients are happy: ASK THEM!


OREGON

Eric W. Paulson -- Warrenton

Know our cost and live in fear of the day you are
always the lowest bidder.


PENNSYLVANIA

Georgia Berner -- New Castle

Do not ever take a partner!


PUERTO RICO

Antonio Cruz Domenech -- San Juan

"Running this kind of business is a matter for grown-
ups. If you want to run it successfully, you have to
think and behave as a grown-up. You must set yourself
apart from the youngsters." In other words, my friend
tried to tell me that the only way I could accomplish
with all the objectives I had established was by
pulling things together by myself. There is no person
able to trace my own path in the business but me.
Everything in life depends on attitudes; in this
industry there is one major state of mind that helped
me in my professional realization: even though I am a
small entity and so is my company, the magnitude of my
operational results is based in the fact that I feel,
think and perform every operational task like one of
those big, multinational corporations.


RHODE ISLAND

Walter F. McLaughlin -- Providence

Back in the '70s when I started, I was advised to
always try to grow my business while also investing in
real estate. In other words, it's better to own than
rent. As real estate appreciated in value, I was able
to leverage my equity to grow even more. It worked out
well for me and I'd say it's still good advice today
even though the real estate market is down. Building
equity can never hurt a business.


SOUTH CAROLINA

Jimmy O. Bayne -- Simpsonville

Be honest and truthful. Know subject matter prior to
speaking out. Be a good listener. Be a good
communicator.


SOUTH DAKOTA

Richard A. Cone -- Pierre
Janet K. Cone -- Pierre

Stick with the things you know -- keep doing what you
do best.


TENNESSEE

Robert M. Pap -- Chattanooga

Your business needs to have a unique technology that
makes you stand our from everybody else. The SBIR
program offers the opportunity to not only do research
and develop unique technology, but it also gives you
the opportunity to have access to the very best in the
United States.


TEXAS

David Lang -- Weatherford

Know your cost and live in fear of the day you are
always the low bidder.


UTAH
Edward Van Lee Kalbach -- Logan

Don't forget to service existing accounts while
pursuing new.


VERMONT

Judith W. Danforth -- Middlebury
Frederick C. Danforth -- Middlebury

Write a Mission Statement that you and everyone in the
company understands, can believe it and can live by.
Then, continuously make it live in your organization.
(It can live in a file drawer.) It must be repeatedly
communicated and exemplified. This concept gets a lot
talk these days, but we feel it really has been good
for us.


VIRGINIA

Gail W. Johnson -- Richmond

"EXCELLENCE BREEDS EXCELLENCE" -- Set your sights high
and don't waiver or lower your standards. Quality
operation will attract quality employees and clients
who value excellence. Once a standard of excellence is
achieved, raise standards higher. Never be satisfied.
Always strive to be better. Rainbow Station has never
arrived -- we are always trying to get there.


WASHINGTON

David J. Giuliani -- Bellevue

Use passive investors and build a powerful board.
Passive investors rely on the board and management to
perform, keeping the roles separate and encouraging
their correct functioning. Active investors can,
despite the best of intentions be counter-productive by
making demands or very strong suggestions that seem
like demands from their limited view. Keep investors
informed via regular mailings, and always give them the
bad news first. Condition them early with bad news
that's not too serious, to prepare them for what may be
ahead. The best board members are ex-CEOs, because
only they know what the CEO goes through. They will
find the correct high-level issues, and know when to
give advice, encouragement, or to push. Rely on them.


WEST VIRGINIA

Timothy M. Walroth -- Hurricane


WISCONSIN

Joseph James Brisk -- Milwaukee

The three most important things to consider when
starting a business are LOCATION, LOCATION, LOCATION!


WYOMING

Marjorie E. Mathiesen -- Jackson

Manage from the bottom up. Your employees will tell
you what they need to make the company be the best it
can be.


ACCOUNTANT ADVOCATE

Fern H. Shubert -- Marshville NC


FINANCIAL ADVOCATE

Janice L. Campbell -- Denver CO


MEDIA ADVOCATE

Thomas G. Thoms -- Dayton OH

Put back into the community what the community gives
you.


MINORITY ADVOCATE

William H. McCullough -- Charlotte NC


VETERAN ADVOCATE

Andrew A. Hernandez -- San Bernardino CA

Build in quality from Day One. Make a commitment to
continuous improvement and respect for others.


WOMEN ADVOCATE

Sally Slacke -- Kings Park NY


EXPORTER OF YEAR

James R. Dartez -- New Orleans

Every group has an overall (external) and an internal
leader. It is the internal leader who leads the group
in the direction decided by the external leader. With
the full confidence and support of the internal leader,
a group's external leader will experience success in
achieving the group's goals and success most of the
time.


YOUNG ENTREPRENEUR OF YEAR

Tyler J. Conrad -- Minneapolis

Surround yourself with people who are smarter and
better than you.


ENTREPRENEURIAL SUCCESS WINNER

Constantine S. Macricostas -- Brookville CT

Never become arrogant. You can always improve upon the
quality of service you provide to your customers.