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Guest blog from Colin Bielckus, the Outsourced Finance Director and Avenue Business Services
Chambers Dictionary – the borderland of Hell, reserved for the unbaptised; any unsatisfactory place of consignment or oblivion; an uncertain or intermediate state; prison.
How do you plan, let alone execute, in times of uncertainty?
Let’s face facts – even in this post-truth world there are still some – whatever your viewpoint on the EU, many businesses are finding themselves unable to plan properly due to uncertain markets, uncertain access to employees and uncertainty over whether costs of imported items will materially alter. The correct thing to do is ignore the distractions and make an educated guess (or two) and make a killing while everyone else dithers but, in the real world, you’re going to be the one doing the dithering while someone (braver?) steals a march on you. It’s just life. The old fight or flight response (technically the hyperarousal or acute stress response) has been revisited and is now the fight, flight or freeze response. And all too often the answer is freeze. It can be that it’s not your “fault” – just take me as a for instance – a couple of presentations that I know have gone really well have not (yet) led to new assignments. They will – of that I am certain – but the other parties are suffering from said freeze. So it’s not MY freeze, is it? Or is it? Am I not just as guilty as my prospective clients? I’ve a number of possible responses to this but they can realistically be summarised as:
In much of what I do there is a coaching element rather than a mentoring viewpoint (ten points for those who can tell me the difference in a sentence) so, while there is the perpetual temptation to cajole, one must ask if that is the right thing to do at that time with that person. Sometimes it is, sometimes it really isn’t. Learn to be honest with yourself. But do be wary of the snake oil salesmen – everything is wonderful if you buy my A or B or C – it’s the wonder cure for all ailments, personal as well as business. The new wonder cure – won’t take any hard work, preparation or staying power – just give me your money and all will be well. Of course, I’m going to say that. Aren’t I? It’s not in my best interest to give you a simple cure and go – one off payment and that’s all you’ll ever need – when I can sell you something that you will need to come back again and again. That’s what people like me do, isn’t it… Better the single payment for the panacea and, if it doesn’t work, try again. The grass is always greener. But deep inside we know that life is really not like that, although we all know those people in business who act as if it is. And we’ve got (a minimum of) two more years of this. My confidence levels in our negotiators are not very high… I suspect the best we can hope for is that the economy acts as it does when coming out of a recession – eventually enough people get fed up with being miserable that things start to pick up because of a collective desire for life to improve. Of course, the vote of last year demonstrated a deep division in our populace – as near as damn 50:50 – which suggests, whatever happens, half the country is going to be disappointed. But we are where we are, whether we want to be or not. Certain sectors of the economy may well be more resilient than others. If you are selling UK purchased goods to UK consumers the likelihood is that, increases in bank base rate permitting, your audience is unlikely to disappear overnight. That doesn’t mean that, if you are selling snow to Eskimos, your market will disappear but you might find you have to be more flexible in your trading terms. Do remember too that business is not a zero-sum game. Too many people treat it as such. If I make a profit it doesn’t mean that you don’t. One thing I am certain of is that SOMEBODY will be making money out of these conditions, be it a “disrupter” or not. Just have the attitude that says that somebody is me. Colin Bielckus is The Outsourced Finance Director, delivering a bespoke service for aspiring SMEs, and MD owner of Avenue Business Services, Chartered Accountants based in South Hampshire. Also check out Colin's brilliant tongue-in-cheek blog Re: Accountancy.
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In Part 1, we looked at the inward impact of VUCA and how we can make our own business resilient to external factors. But we also need to think of our customers and key connections in terms of the VUCA factor, particularly those VUCA ripples that we inadvertently create for them.
How many times have you had someone:
It doesn't feel good does it? You'll recognise these examples and you'll have your own. We all inevitably have to endure elements of this (although do also read my Golden Goose and How to Sack a Client posts!), but they are apposite examples of others creating VUCA splashes in our ponds. Actions like these create ripples. Cause enough of them and the ripples become a pattern of behaviour, that creates a reputation, and a source of problems, that can be traced back to you. Which would you rather be known as, the source of problems, or solutions? So by inference, while it’s tempting to see VUCA purely in terms of the difficulties it presents, it also provides the opportunity to demonstrate your appreciation and respect for the time and value of those you come into contact with. With this in mind, take these four steps to flip the dynamics of Volatility (to Stability), Uncertainty (to Certainty), Complexity (to Simplicity), and Ambiguity (to Clarity) to minimise the VUCA vibe you create for others: 1. Stability In an ever changing and shifting environment, you need to be seen as totally dependable and consistent, so avoid 'dipping in and out' of your activities, especially your marketing and other highly visible/client-facing initiatives. As it’s easy to let these activities slip during busy periods – the “monthly” newsletter that became bimonthly and the once active social media accounts that now gather dust – look at outsourcing or automating them instead. Email lists, web sign ups, content scheduling and many other tasks can all be managed and maintained this way. Take a look at the Making Time post for tips. If you handle your marketing outreach activities well, not only will it promote trust in your brand, but it will also help customers form a more enduring relationship with your business. 2. Certainty Your clients are relying on you to get the job done. Promises and assurances, mean little unless they’re backed by action. Delivery is key. If you’ve ever experienced the frustration of booking a taxi that's failed to show, or a scheduled delivery that doesn't arrive, you will understand. Let a customer down, even once, and it can plant a seed doubt that undermines your integrity and the relationship you have established. As a result your hard-fought client advocate may decide to take their business elsewhere or share their experience with others. For this reason, your customers’ trust should never be taken for granted. Instead, show you value it, prove your reliability, and follow through on any undertaking. Do this, and your clients will see you as an easy choice rather than a risky one. 3. Simplicity Your customers, like you, have multiple demands to juggle and much to think about already, so respect their time and avoid complicating things. Review the experience you provide from their perspective. More likely than not, it could benefit from a little streamlining. Examine your processes, weed out those that are long-winded – do you really need that many questions on the client take-on form? Also, consider your offering. Is it overwhelming or difficult to understand – is it totally necessary to have all those product variations and pricing options? While it’s good to give customers options, too much choice can hamper decision-making and stall your client take-ons. Instead, opt for a clear and manageable set of choices, and a simple logical (obvious) sequence of next steps to follow. This will make life far easier for your clients, and ensure you stand out as a more confident and favourable option compared to your competitors. 4. Clarity I'm sure I don't need to tell you how essential transparency and understanding are. Make sure these elements are a core part of your 'corporate values' and that your team get this too – the “computer says no” parody may be relatable, but it’s not an association you want. In the eyes of your clients, your website, marketing collateral, and customer-facing team members and processes are your business. They’re responsible for helping clients on their journey, and explaining the critical details of what’s going to happen and when. To communicate all this effectively, your team need clarity and understanding themselves. Don't just tell them what to do, tell them why. Nail this, and your customers will feel like you are on their side, acting in their best interest and helping them through their journey (as opposed to putting up barriers and bureaucratic processes for your own mysterious purposes). Final word… the idea that 'change is the only constant' is hardly new, but it does sometimes feel like it's stepped up a gear of late. Regardless, if VUCA is the new normal, it doesn’t mean we have to just accept it. Rise to the challenge. Prime your business for resilience (VUCA Part 1) and make things as un-VUCA as possible for those you come into contact with. Master this and you will not only navigate your own VUCA seas with confidence, you will also enhance your reputation, earn respect, and achieve deeper relationships, while others around you flounder in reactive disarray! What VUCA waves have you had to battle? How do you make things stable, certain, simple and clear for your customers? Let me know in the comments below.
Guest blog from Trisha Lewis, Professional Communicator
Let’s dig deeper - what are the ingredients of this ‘doubt’ that you are ‘doing’ to yourself?
Try these questions out for size: Do you ever:
Would it help if there was a technical term to sum all this up? Well the words won’t help as such - but it is good to know that these feelings are not unique to you! When something has been through the process of rigorous research it tends to suggest that it is real and worth investigating. The research I refer to was done in the 1970’s by Clance & Imes - and the name they used for these ways of thinking was ‘Impostor Phenomenon’ (and yes I did just use spell check). Fortunately this ‘condition’ is now more commonly referred to as ‘Impostor Syndrome’ - easier to say and spell, whilst not so technically accurate. What is Impostor Syndrome? It’s what I have right now as I scour my overflowing bookshelves for yet another reference for this blog. It’s what I had an hour ago when I came across yet another person on google who does something similar to me and seems to be having massive success and they look different and talk different and have a good ‘ebook’ and ….. nobody will ever take me seriously. It’s what I did at the last networking event I attended - looked around the table and associated ‘credibility’ to every person other than myself. It’s spending 10 times as much time as needed to ‘perfect’ a presentation, piece of work, business card, website….. It’s completely ignoring every achievement and qualification you have already and considering taking an open university degree to make sure people believe that you ‘know your stuff’. It’s NOT GOOD! It can hold you back if you let it - and it’s exhausting. Checklist of symptoms
Effects on your business There is a concept in marketing known as AIDA - how to lead a person to buy basically:
That makes perfect sense for persuasive communication - I certainly explore this sequence when coaching clients and indeed use this AIDA approach frequently in verbal and written communication. However - let’s chuck all the above ‘impostor syndrome’ ingredients into the mix - and do so even before you start this sequence. How does this influence the ‘action’ part? You want to get the ‘prospect’s’ attention, interest, desire - but there is a voice in your head saying : ‘I’m a fraud and they will catch me out any minute’. You therefore ‘pull back’ at every stage. You underplay the benefits of what you do and more than likely you fail to get them to take action. A quick look at the above checklist of symptoms will allow you to imagine many more ‘negative’ consequences of Impostor Syndrome thinking - the very worst being ‘giving up’ and reverting to comfort zones to hide away where nobody will question you - where nobody will notice you - where no mistakes will be made. You might even spend all your energy seeking ‘validation’ from others rather than getting on with the job and seeing the results which lead you to give yourself that validation! Is there a cure? Firstly - you have to want a cure. It is very possible to get into a love-hate relationship with the Impostor Syndrome - and fighting it might feel like you are fighting your very identity - which after all you are already a bit ‘wobbly’ about. In the words of Diana Ross: If there's a cure for this I don't want it I don't want it If there's a remedy I'll run from it So - having decided that you DO want a cure - the bad news is there isn’t one! Sorry. However - having decided that you are up for doing something to change the thinking pattern - there is a way forward. This way forward is simple to say and less simple to do. Don’t be too hard on yourself while you are trying - keep at it and the patterns will start to change as our brains have an amazing capacity for re-wiring connections. The way to make this change? You have already done step one. Remember - you are totally the boss of all this - it is only you creating it in the first place.
Final point to consider The Impostor Syndrome is not confined to a group of people - it can be found in well over 70% of the population - both genders, all ages, all backgrounds, all personalities ….. It is wildly rampant amongst the highly skilled and outwardly confident - it lurks amongst academics and actors alike! Can you imagine winning 3 Oscar’s and still saying this: ‘You think, “Why would anyone want to see me again in a movie? And I don’t know how to act anyway, so why am I doing this?”‘ These exact words were spoken by the actor Meryl Streep. I frequently explore this topic in coaching sessions - and I am so pleased to have delivered talks to students on this prevalent mindset barrier - the discussion needs to happen. Brilliant short animation from The School of Life Trisha Lewis - Professional Communicator Helping individuals and organisations remove the barriers to effective communication www.trishalewis.com How do you recognise Imposter Syndrome in yourself and your work life? Let me know in the comments below. 
You may already be familiar with the term, but even if not, it’s likely you’ve encountered it.
I came across VUCA only recently and immediately it struck a chord. It represents how we understand and cope with the environment around us and in turn, how our behaviour and business activities impact on that environment and our clients. So what is VUCA? For an acronym, VUCA has a colourful past. The U.S. military conceptualised it after the Cold War, but it was also used to navigate the chaos of the financial crash in 2008. VUCA describes situations that are Volatile, Uncertain, Complex and Ambiguous. Now if that doesn’t reflect the space in which we all operate in the present day, then I don’t know what does!! As you’d expect, a VUCA environment is a less than helpful one to work in because it affects our stability, confidence, planning and decision making. That said, while VUCA is generally used to describe external factors or influences over which we may have limited control, it doesn’t mean that we should just roll over. Strategies for success in a VUCA environment 1. Remove - Avoid - Reduce
2. Flex
VUCA Resilience “You can’t stop the waves, but you can learn to surf” (Mindfulness and meditation guru Jon Kabat-Zinn) Here’s how you can manage the VUCA dynamics and turn the tide on the effects it has on your business…
Next Up: VUCA Part 2 – As well as looking at how our own businesses respond to VUCA, we also need to consider how we can reduce the VUCA ripples we create for our clients. To ensure you don’t miss the second VUCA instalment sign up to the Boardroom Blog mailing list here!
By Kevin Sheldrake
Everything that moves, meets resistance. If you want to move quickly, or move a lot, then this resistance becomes a big deal.
And your business wants to move! In today’s fast-paced business environment, everything is about flexibility, speed of innovation and reaction. Your ability to innovate and bring to market, or to learn and re-design and pivot, can be the making or breaking of your hard-fought business. So identifying, and removing, your points of drag, is important stuff. In your business there’s a number of factors that can lead to drag: complex approval lines, lack of funding, cumbersome manual processes, excessive administration and human factors like under-motivated staff or slow, out of touch, partners or suppliers. Whatever the cause, the outcomes are often the same: efficiency declines, growth stalls and innovation is inhibited. So the challenge for business owners is spotting and alleviating this resistance before it becomes destructive or debilitating. What does it look like? What should I do? If you recognise any of these drag factors, it’s time to take action:
By the way, reducing drag in your business doesn’t necessarily mean cuts and reductions. Quite the opposite in fact - it usually requires effort and investment. Either way, it’s tough work, especially if the causes and behaviours have become ingrained in key processes and procedures or the mindset of staff or strategic partners. If you can’t catch it early, then you may need to dial down certain non-critical efforts so you can give due focus to your streamlining. What kinds of drag have you experienced in your business? Do you have any tips of your own to remove friction and boost productivity? Let me know in the comments below.
By Kevin Sheldrake
It’s an inherent contradiction. We’re confident in our work and want our clients to be happy, yet the idea of offering unlimited revisions makes us feel nervous. One round is fine, perhaps even two or three is feasible, but beyond that, it’s like writing a blank cheque isn’t it?
Well no, not quite. There is no denying that some clients can be picky, but it’s not in their interest to spend unnecessary time asking for endless minute changes. The reason for this is simple; no one wins when a job is delayed. However challenging they can be, clients do understand that you both have the same goal: the best job possible, with the most efficient use of resources – time, money and physical assets. But nevertheless, there are still things to consider before you provide this as a standard part of your service. Balancing risk against reward When you offer revisions, you are essentially guaranteeing the quality of your work or service. The more this includes, the stronger that guarantee appears. Unlimited revisions are therefore a powerful and bold proposition. The client wants certainty, and from their point of view, it shows that you are skilled, that you stand behind what you do and that you pride yourself on doing a good job. Ultimately this increases their confidence, strengthening your relationship. This has obvious benefits, as customer retention is far easier once you’ve earned their trust and demonstrated your value. But there are of course risks too, you will, therefore, need to manage client engagement from the start and right the way through to the project’s timely completion – but surely you do this already? The crux, however, is the balance you strike between being flexible – so you can actually make changes – and being efficient – so resources are not squandered and work with other clients isn’t jeopardised. Project planning and management Some of this risk can be offset by investing a little more time upfront negotiating a job’s spec and planning its delivery. Here are some considerations to bear in mind:
Unlimited revisions are a big step, but the risk that a client would make endless requests for changes is unlikely as they’d be wasting their time as much as yours! Plus, when you also consider that a returns policy is a relatively standard part of any sales process, is it really that different? Surely, it’s just good customer service. What do you think? Let me know in the comments below. For more original insights be sure to join The Boardroom mailing list. 
Ah the life of a solopreneur! Freedom from work routine and the daily commute and office politics. Finally able to pursue your passion, without being held back by a team or boss who don’t share your vision. This is something of a romantic notion that is not the reality for most small business owners. Life on the road, living out of a suitcase and networking events at the crack of dawn are the reality for most of us. Perhaps the most difficult aspect to keep on top of is the food we are consuming. A lifestyle of eating away from home, breakfast fry-ups, networking coffees and evening drinks can have its downsides. Inadvertently, we may stepping onto the energy roller coaster. Up one minute, down the next; experiencing weight gain, feeling ‘spaced out’ and general lethargy. Not great when you need to write a blog post, deliver a marketing presentation or meet with a potential client. Most of my clients are business owners, who travel extensively and often don’t have full control over the food they are eating. Working with them, I have discovered three steps that will allow you to eat out, and still ensure you’re super focused when it’s time to get to work. Step 1. Discover your Metabolic Type This is the equivalent of knowing what fuel to put in your car. You wouldn’t put diesel into a petrol car and expect it to drive. So why do that with your body? We all have a Metabolic Type; there are three types: Carbohydrate, Protein and Mixed. For example, as a Protein Type, I need to be aware of eating excessive ‘naked carbs.’ That is a carb source without a fat and protein to slow the rate at which I burn through the energy and keep me on my game for longer. No Metabolic Type is better than any other, and discovering yours will literally change the way you look at food forever! Step 2. Learn what constitutes a fat, protein and carbohydrate For clear thinking and even, all-day energy we need the right balance of all three macronutrients, eating the right proportions for our Metabolic Type. The only way we can proportion our plate properly is if we can quickly tell the difference between fats, proteins and carbohydrates. With this quick guide, you’ll never be unsure again. Proteins are foods that had a pair of eyes, or came from of something with a pair of eyes. Eg. Cows, chickens and fish have a pair of eyes; their products are milk, eggs and caviar respectively. ‘Eyes-foods’ are high in protein. Fats I always picture the ‘fat aisle’ in the supermarket. Think about where the olive oil, sunflower oil and coconut oil live. These are all fats. Some fats may also be found in the fridge, such as dripping or lard. Some exceptions are nuts and avocados; both very high in good fat. Yum! Carbohydrates are everything else not covered in the first two categories. Carbs are not just bread, rice, pasta or grains as you may have been led to believe; they include vegetables, fruits, wine, chocolate and most common snack foods and breakfast cereals. 3. Keep a food log (The acid test) It takes between 1 and 2 hours for your body to give you feedback on what you just ate. Food logging is the best way to actively listen to your body. Best of all, it’s free, and can also help to identify allergies or foods that simply don’t agree with you. You don’t have to get fancy with tracking apps or complex programs. Your phone is a great tool to log what you’re eating and if you’re anything like me it’s always within reach. Just take a before and after picture of your food (giving you the time and the amount consumed). Then an hour or two after you finish, make a 30 second video to record your responses. Speak about your energy levels, how full you feel and your emotional state. Say a few words about each and give the meal an overall rating out of 10, based on how you feel. Keep it simple, but do it consistently for at least a week. The real power comes from reviewing your food diary after a week and asking yourself:
Adjust your diet based on what you discover from food logging for a week. Repeat for another week to fine-tune your diet. YOUR TURN
Lawrence is a qualified Psychologist and Holistic Lifestyle Coach, helping clients ‘Hardwire a Healthier Lifestyle’. For health tips and to ask any questions you may have, follow him on Instagram (www.instagram.com/iam2awrence) and Twitter (www.twitter.com/2awrence) How do you deal with the networking food and energy rollercoaster? Let me know in the comments below.  "Help, I've sold all my time!!"
At some point, every business owner hits a glass ceiling. At first, the success of your marketing engine probably felt like a gift, but as demand for business increases and your internal capacity begins to dwindle, it may now feel more like a curse. Even with extra hours you are probably still struggling to service your ever-growing client base and becoming ‘full’ seems inevitable. With the glass ceiling looming, it can feel like your only option is to close the doors to new business and place your marketing efforts on hold. But, what if there were another way? A solution that allowed your business to grow, without overwhelming its capacity to service clients? - This, is scaling. Our 'Solo-preneur's Guide to Scaling' will take you through the key ingredients, steps, and the critical Do's and Don't's of scaling your business.
In anticipation of our next Breakfast Board on the role of social media in personal branding, we asked Clare Groombridge, Founder and Director of South Coast Social, to write us a special guest blog...
If you’re a business owner, you’ve probably often considered how to portray the best possible image of your brand through the company social media accounts. However, many business owners I speak to are so focused on the way their company is perceived online that they often neglect a key factor - their own personal branding.
A quick Google search of your name and company will confirm that social media is one of the strongest ways for someone to FIND information about you and your business – and it’s also the best way to help DEVELOP this information into the online personal brand you wish to portray. So why is developing your personal branding so important? Well firstly, by having a strong personal brand you will also help to boost your company profile. Research from Neilson shows that 77% of consumers are more likely to buy from a company when they hear about it from someone they trust. By ensuring your presence on social media is consistent, you can have a real influence on your company’s sales and reputation. 84% of people start their buying process with a referral (Source: SalesBenchIndex) - and Google is the very first place people look. By creating a strong personal brand, you’re also effectively marketing yourself as an expert in your industry and demonstrating WHY people should trust you and your opinions. The same Neilson research also showed that 92% of people trust recommendations from individuals (even if they don’t know them) over brands! Customers researching your business will also be looking at you and every social media profile you own is promoting your personal brand - and they WILL be evaluated and checked! It’s an old cliché but it’s very true - you only get one chance to make a first impression and how your personal brand is perceived could be the difference between someone choosing your business over a competitor. However, as a business owner it’s key to ensure that you carefully research which social media networks are right for you and your audience – you should also consider each profile set up, tone of voice, content (what do you want to share), who you are looking to target and how you will engage with influencers and potential new business contacts as well as the feasibility of how often you will be able to post. What’s been your experience of developing your personal brand, and balancing this with that of your business, on and offline? Let me know in the comments below. Clare Groombridge, Founder and Director of South Coast Social South Coast Social are a Bournemouth based social media agency exclusively for small to medium sized businesses that are focused on growth and expansion. With a prestigious client list spanning a wide range of sectors, South Coast Social work with brands to develop an effective social media presence based on their unique industry knowledge and years of experience. “If you would like some guidance on crafting YOUR unique online brand through social media, we are excited to launch our first ever bespoke Personal Branding Social Media Package – affordable and tailored to YOU, whatever your niche or experience. We’ll guide you through every step of the process, reviewing your current social media (if appropriate), evaluating your individual requirements and creating a personal branding strategy to set you apart in your industry. We can also create a package for your business partners or employees – after all 53% of decision makers have eliminated a vendor from consideration based on information they did or did not find about an employee online (Source: HubSpot).” Want to know more? Simply email info@southcoastsocial.com / call 01202 985022 to book your package and start investing in YOUR online reputation! www.southcoastsocial.com 
Although we may like to think our capacity is infinite, it isn’t (unfortunately) which means sooner or later we reach a glass ceiling with our business…and usually at the worst possible time.
For many, this realisation hits when they get ill or experience some other life changing event like a marriage or a new baby, and they find they can no longer do it all themselves. But even without the stress of a major event, most owner-run businesses will eventually become ‘full’ and struggle to balance the demands of new and existing customers. So what’s the solution? Halt your marketing efforts and limit growth? It would be a shame to switch off a successful marketing engine, especially when it’s producing results. Take in a new resource? Employees, even on a part-time basis are a significant commitment. If you can be sure of an ongoing need for another member of staff then perhaps, but if not, this probably isn’t a good choice. There is another option though that is far more flexible, I’m talking of course about outsourcing. Taking the next step You don’t want to put yourself or the business under extra pressure – or reintroduce it if you followed the steps in Part 1 and Part 2. But nor do you want to turn down new business or perhaps even the chance of a bigger, more lucrative contract. So, it’s important to recognise when it’s time to move things forward and expand your current capacity. What can be outsourced? Your aim here is to restructure the day-to-day running of your business, so it’s even more efficient but less dependent on your input. Done well, it should leave you free to work on other aspects or even take time out. Have a look at your diary or To-Do list; tasks that possess these merits are ideal candidates to hand out to a freelancer, virtual assistant or some other kind of independent:
Ultimately, the decision as to what you keep and what you outsource will depend on your situation and your goals for the future. This may include a plan to scale up the business or even exit from it. Or perhaps you simply want to spend more time with your family and have the freedom to take regular holidays. Whatever your reasons, don’t forget to consider the things that you love doing and that you are best at – you don’t want to risk resenting the business you’ve worked hard to build by removing the sense of personal satisfaction it gives you! Have you taken the next step to expand your existing capacity? What tasks did you decide to outsource? Let me know in the comments below. This is the last post in our 3-part ‘Escape The Pressure Cooker’ series we hope you enjoyed it. See Part 1 - 'Taking Back Control' here, and Part 2 - 'Are You Suffering from Entrepreneurial Overload?' here. If you’re interested in growing your business, but you are concerned about overwhelming your available resources, look out for our upcoming new eBook: The Solopreneurs Guide To Scaling. It’s full of ideas about how to scale your business by making the most of what you already have. Be sure to receive your copy by signing up to our free Blog Updates emailers here. |
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