It is different now. The world is changing once again. Just when we thought we could launch new dot coms, run up the stock price, have a grand party and rejoice in a New Economy, reality has a nasty little way of peaking in like Dr. Suess' Grinch Who Stole Christmas and disrupting our pattern.

Yes, it is different now for businesses in the New Economy. Yet, we can learn a lot from the Old Economy and the principles that don't change. The mood in technology today is that we have to get down to serious business. Off come the coats and ties and the mood is "roll up your sleeves and get to work" in three key areas: 1) Increase sales, 2) Tighten up internal procedures, 3) Strengthen ties with vendors and customers.

By the time you read this you will have the advantage over me. You'll know the results of the tightest Presidential race in a long time. The winner of this one will determine a lot. Much was at stake from the ultimate winner of the Presidential Race to the races in the House and Senate. Whatever happens, a new reality is setting in. The politicians have free reign over your wallet for at least another 18 months (before the next congressional elections). The "whiz bang" effect of technology is eroding as more people are laid off and the concept of making a profit sinks into the drivers of the New Economy.

So, what is a small business to do? Is the picture bleak? Is the party over?

Not on your life!

We are just beginning a new phase. Some are saying that we are really just at the end of the beginning. Enormous new opportunities are awaiting for those willing to grasp the market and seize the chances. Here are some action steps you can take now to be ready for the good that is coming.

1. Realize the enormous opportunities ahead. The world has changed because of the Internet and technology. It will never be the same. There are wonderful opportunities as we move to more mobile access of data (small laptops, Palm devices, more powerful cell phones, etc.), faster access to the Internet and a more rich and full functionality of the Internet. Think of how you can align your business with these trends to better serve your customers.
2. Blow the dust off your contact management software and use it! Programs like ACT!, Maximizer, GoldMine and even Outlook can help you stay in touch with people in a meaningful way. This is nothing new. However, we have to use them to get the greatest potential from them. The slowing economy and tech sector can serve as a splash of cold water in the face to wake us up to do more and lean on that technology more than ever. Lean how to use the mass e-mail function and mail merge functions of your program. Stay in touch in a meaningful, helpful way with past clients and customers.
3. Analyze your internal procedures. What costs can still be shaved from your operation? How can you make things more efficient? Yes, you're using technology now, but what measures can you take to increase efficiency more? What can be done on the Web through an ASP (Application Service Provider) that can push the heavy lifting off onto them rather than on your staff? This will require a lot of serious thinking and critical examination of your core business strategy. In the words of Michael McKinley, "What are you doing that you don't have to do?" Eliminate the B and C stuff you're doing and focus on the A priority tasks that only you can do.
4. Enhance and Fine-Turn Relationships. Now is a good time to review the relationships with key vendors and suppliers. Which ones do you view as part of the team? Which of those vendors view you as part of their team? Because you can't do it alone in today's world you have to have strategic relationships with lots of vendors that will provide key assets and strengths. Find the key factors that each vendor brings to the relationship. Focus on those vendors who will stick with you through thick and thin. Prepare for contingencies now and have a team in place. Think of yourself like the character Jim Phelps on the old TV show, Mission Impossible. Remember how he assembled a team each week comprised of select individuals who had key skills to accomplish a given task? That is what you have to do. Have a large "portfolio" of potential vendors that you can use from time to time as the need arises.

The election is over. The stock market continues its wild gyrations. Technology and the New Economy have confronted the concept of profit from the Old Economy. Things are different now but the future looks better than ever. Re-focus on those principles that you know will help you achieve your goals and success. Lean heavily on the technology and always go back to the core business strategies for profitability that will work for you. 2001 can be your best year yet---regardless of what the politicians do!

Terry Brock is an internationally recognized professional speaker, consultant and author in the fields of business productivity, technology and marketing. His is a syndicated columnist for Business Journals across America and can be reached at 407-363-0505 or by e-mail at terry@terrybrock.com.