Issue 10 | Sep 2015


Phimation Strategy Hour   Defining Your Sales Process 
Second Stage companies need to define their sales process.  Shooting from the hip won't give you the consistency you need, and a defined process makes it possible to expand your sales team.  What are the typical steps of a sales process?  What tools should you use to help those steps work smoothly?  We'll talk about how to make your sales team more productive.
Friday, September 11, 8­-9 a.m.

Do you have people problems... or is it leadership problems?
Are you the "Visionary" for your business and frustrated that your people just don't "get it" or are you dissatisfied with your team's pace of progress toward your goals? The Entrepreneurial Operating System (EOS) is a complete system of simple tools that drives Vision, Discipline, Accountability and Healthy culture into your company. It is a Leadership System that ensures that you have the right team and you lead them well. Learn about the model and tools in EOS, get the team you want, get them working autonomously, and stop fire-fighting. Find out a bit more at and attend any one of the following:
Tuesday, September 15, 8-9:30 a.m.
    Bank of Ann Arbor, Traver Village Office, 2601 Plymouth Rd., Ann Arbor
    RSVP here
Friday, September 18, noon-1 p.m.
    RSVP here
Anytime at your location just for your leadership team
    RSVP here
Growth Capital Panel for Growth Stage Businesses
Growing a company requires a concentrated effort on multiple fronts; one of the most complex efforts is how to fund your growth. Depending upon your needs, finding the perfect partner is essential. Attend and you'll have an opportunity to get your specific questions answered by a diverse and expert panel:  Raj Kothari from Cascade Partners,  Remos Lenio from DWH and  Todd Clark of Old National Bank .  This one of a kind panel will examine your questions from three very different perspectives and help you to find the solutions that are right for you. Also, an Online Tech representative will take all that are interested on a tour of the data center.
Wednesday, September 30, 6-8 p.m.
    Online Tech's Ann Arbor Data Center, 5430 Data Court, Suite #400, Ann Arbor
    RSVP here

Economic Gardening Engagement
Get a great deal and a spring board for launching into a new market, and all at no cost to you. If you are a Michigan for-profit, privately held company, generate between $500K and $50M in revenue, and have fewer than 99 full-time equivalent employees, take a look:
  • A team of specialists commit no less than 36 hours of time just for your company
  • The CEO commits to no more than 8-12 hours to guide the process and they are off to make it happen
  • The turn around time is fast and virtual
Find out more and apply quickly, there are just a few spots left for this Michigan Economic Development Corporation supported program that has already benefited many Michigan second-stage companies.

The following events and opportunities offer additional information, exposure or access to resources that will benefit your growing business.

Strategic Customer Care
Polish your rising stars and get your inside people more effective at up-selling, cross-selling and resolving problems. Strategic Customer Care is a 4-week class from Sandler Training to prepare customer service, technical staff, sales engineers and inside sales reps to take better care of customers and increase revenue opportunities.
Thursdays, September 3-24, 8:30-11:30 a.m.
Sandler Training Center, 501 Avis Drive, Ann Arbor

Michigan 50 Companies to Watch Nominations Open
The nomination period for the Michigan 50 Companies to Watch Awards opens and will stay open through November 2 at 5 p.m.  Eligibility criteria includes:
  • Be a privately held commercial enterprise (not a nonprofit, not publicly traded, not a subsidiary or division of another company) and have not received the award in the past
  • Be past the startup stage and facing issues of growth, not survival
  • Employ 6-99 full-time equivalent (FTE) W2 employees which includes the owner - to translate all part-time employees into FTEs divide the total hours of those employees by 2,000
  • Have between $750,000 and $50M in annual revenue OR working capital from investors or grants
  • Be headquartered in Michigan
  • Demonstrate the intent and capacity to grow based on:
    • Employee or sales growth
    • Exhibit a sustainable competitive advantage
    • Other notable successes
Tuesday, September 8, 9 a.m., Nominations Open 

Transition Planning
This webinar provides an overview of how your business can ensure its value through the development of a transition plan within a 3 - 5 year planning window. Succession, or how to successfully exit your business, is a topic every business owner needs to address.
Tuesday, September 8, 11 a.m.-noon

SBIR/STTR Proposal Prep for DOD
This one-day seminar presents essential information for crafting a competitive proposal to meet the mission, standards and requirements of the Dept. of Defense SBIR/STTR program. 
Wednesday, September 9, 9 a.m.-3 p.m.
Macomb-OU Incubator/Velocity, 6633 Eighteen Mile Rd., Sterling Heights
How Zingerman's Went After Diversity and Inclusion
At Zingerman's, when wthety began the work to create an intentionally diverse workplace, they realized they first needed to answer some pretty big questions :
    -  Why are seek diversity?
    -  What do they mean by diversity?
    -  And of course, how are they going to get there?
Please join in for a conversation with Global Bridgebuilders' Skot Welch and Zingerman's Robby Griswold, a key champion of Zingerman's diversity work. Robby and Skot will take you through a practical case study of the work they have done at Zingerman's and help you on your way to think through this complex and nuanced issue.
Wednesday, September 9, 8-9:30 a.m.
ZingTrain's training space, 3728 Plaza Drive, Ann Arbor
ABCs of SBIT/STTR Funding
Join us for this webinar covering SBIR/STTR program basics including: program purpose; eligibility; and sources of funding. 
Thursday, September 10, 1-2 p.m.
Best and Brightest Sustainable Companies − Nominations
The Best and Brightest Sustainable Companies™ is searching for organizations that exhibit leadership and innovation in their green and sustainability approach. The program recognizes the best-in-class and companies from across all industries are encouraged to participate. Participating organizations will receive feedback and analysis on their sustainability strategy and resulting impact on their financial bottom line which improves the lives of their employees, the local community and global environments.
Friday, September 11, Nominations Due
SBIR/STTR 101 - Introduction & Overview
Attendees will learn SBIR/STTR program basics, including: program purpose, eligibility, sources of funding and tools for proposal development. It is designed to provide enough information for attendees to determine if they would like to seriously pursue a grant or contract proposal.
Wednesday, September 16, 9 a.m.-noon
LEAP Technology Innovation Center, 325 E. Grand River Ave., E. Lansing

How to Prepare a Budget for SBIR/STTR Proposals
This session will walk through the development of a project budget. Items covered will include: what costs need to be included, how to write a budget justification, can the company afford to pursue this project, what indirect rate should be used and more. 
Thursday, September 17, 1-2 p.m.

SBIR/STTR Proposal Prep for NSF
This one-day seminar presents essential information for crafting a competitive proposal to meet the mission, standards and requirements of the National Science Foundation's SBIR/STTR program. 
Friday, September 18, 9 a.m.-3 p.m.
Lawrence Technological University, 21000 W. 10 Mile Rd., Southfield

What You Need to Know About Government Grant Audits
Technology firms who have received a grant or a contract are often unprepared to deal with a government audit. This webinar covers types of audit; company financial policies and procedures; contracts and agreements; equipment logs; required reporting; audit alerts, and more. 
Thursday, September 24, 1-2 p.m.

Product Innovation Summit
The consumer is closer to the creator than ever before. Their demands, coupled with the ever increasing speed of expectation and technology is putting a strain on new product development & product lifecycle management processes. The Product Innovation Summit gives you the opportunity to learn from & share insights with product innovation executives who understand the changing environment for NPD & PLM.
Thursday & Friday, September 24, 8 a.m.-5 p.m., September 25, 8 a.m.-4:30 p.m.
Sheraton Boston Hotel, 39 Dalton St., Boston

How to Buy or Sell A Businesses Conference
The Michigan Small Business Development Center has assembled an experienced team of experts to discuss the many aspects of purchasing or selling a business. Buyers and sellers will separate into individual sessions targeting both tracks [sellers and buyers], followed by a session with buyers and sellers participating with a panel of experienced professionals. 
Tuesday, September 29, 8:30 a.m.-noon
GVSU, William Seidman Center, Grand Rapids

Learn About NSF's SBIR/STTR Program
This informal session will provide a broad view of the National Science Foundation's SBIR and STTR programs. 
Wednesday, September 30, 1-2 p.m.


120 North Washington Square, Suite 1000-A
Lansing, Michigan 48933
Phone: 517-483-8210 |