Talking with some customers it seems that some of them have what I would call “Billing Reticence”, an unnatural and unhealthy aversion to getting their bills out. Since PositiveWare has eliminated the technical and administrative difficulty of putting a bill together there has to be something else at play that keeps users from getting their bills out.

Here are some thoughts and tips to make you more comfortable with billing.

Before anything, now (I mean right now) get your calendar out and make an appointment with yourself to do your bills. Keep the appointment.

A new freelancer coming from a job is likely to be a little uncomfortable with the change in the magnitude of dollars at play. In the extreme case of a client who buys all your time, and perhaps that of one or more subs, you could be looking at an invoice that is ten times your last paycheck. So how do you handle a big invoice? For starters, the same as a small one.
-Make sure it is accurate, for rate, time and time period.
-Make sure it has the level of detail the client expects. (Don’t know what the client expects? Ask them. They will appreciate the question.)
-Including expenses? Make sure to supply supporting documentation. Here’s how to track expenses in PositiveWare.
-Make sure to include payment information (who to pay) and term (when to pay)

Ok, so the invoice is together. Why not send it?
-Is the client going to be surprised? This is never good. The best way to handle this is to call the client ahead of time, with a bit of a warning. Nobody likes surprises.
-Do you not deserve to be paid? A few of us out there are so self-deprecating and self-effacing that we don’t really think we deserve it. A little bibliotherapy is in order. Try The Virtue of Selfishness or perhaps Free Agent Nation.
-Don’t know how to handle the money? Solve this problem when you have the money, because until you send the bill you don’t have the problem.
-Think you’re above handling money, or in it for the art? Seriously? Get a job at the Post Office and pursue art as a hobby, because this probably won’t work for you.

Next Time: I hate tracking time, so my bills are late.

At my Strategic Coach meeting on Tuesday one of the activities was to list the largest frustrations, and develop action plans for eliminating these frustrations. After not a lot of reflection I found that I was frustrated by the fact that not all the vendors drink the Kool-Aid.

What I mean by this is that if I am working with a firm that is within my target market, I expect them to use PositiveWare and champion it. If they find they can’t do this why are they taking my money? It is sort of as if I published a newspaper and the ink supplier read the competing newspaper.

Is this churlish?

So I have an action plan to ensure that my vendors are true believers, or are gone.

Verne Harnish’s latest newsletter mentions an interesting website called Stickk that is intended to allow you to create your own reinforcement system. Set up a goal, commit an amount of your own money that you will pay yourself for accomplishing the goal and off you go. The goal can be anything you choose.

If you don’t achieve the goal, the money is forfeit, and goes to whomever you designate, such as a charity, your ex-wife, and so on.

So is this positive or negative reinforcement? Well, it all depends on whether is causes the behavior to repeat. If you use the site once, lose money, and don’t return, negative reinforcement. Use the site, lose money, return and try again, positive reinforcement for site usage. Use the site, accomplish your goal, don’t return, negative reinforcement for site usage and goal accomplishment. Use the site, accomplish your goal, return again, positive reinforcement for site usage.

So it seems as if the reinforcement scheme is keyed to the website and not the goal. Which is what I would want if I built that website. And in fact it is the exact issue we have faced at PositiveWare. Users completing tasks or actions don’t necessarily get reinforcement from the software. Users have suggested that we embed rewards in the application, so that the 23rd user completing a task gets a movie ticket or lottery tickets or whatever.

A friend compliments me on my eupeptic attitude.
From Merriam Webster:

1) Of, relating to, or having good digestion

2) Cheerful, Optimistic

I hope he’s referring to the second definition.

One of the initial motives for building PositiveWare was to create a single environment where a user could increase employee engagement through collaboration, alignment, and accountability.

But to use the Cricket vernacular, accountability is the sticky wicket. Software can’t make a manager hold an employee accountable, it can only create an environment where this is possible.  A SMART goal is important, but in the absence of consequences it is probably irrelevant.

I was reminded of this today working with one of our clients. I heard him say, if only I can show this employee what I really want this time (as opposed to the last 5 quarters where the employee was also shown what was really wanted) I know that he will execute.

Well, sorry, it just isn’t so. The software shows in vivid detail what is done and not done. No amount of rationalizing can change the facts. But a manager can rationalize himself out of taking the very serious step of letting the employee go.

Reading West With The Night by Beryl Markham, I came across this great quote:

“If a man has any greatness in him, it comes to light, not in one flamboyant hour, but in the ledger of his daily work.”

I quote this hoping that PositiveWare can be part of your greatness.

PositiveWare talent scouts are seeking customers to upload testimonials to YouTube.com.  It is our goal to find users who are willing to talk about the impact PositiveWare has on their business.

In doing so, not only will you enjoy your 15 clicks of fame, you will also be greatly rewarded.  PositiveWare will ship a very special treat to you, fresh from one of the best bakeries in New York, Grandaisy Bakery.

In short:
1, Record yourself saying something nice about PositiveWare
2. Upload to YouTube (or we’ll do it for you)
3. Eat delicious cake (see Torta de Capas.)

Rockies Venture Club announced today that it had secured free and discounted PositiveWare subscriptions for paid up RVC members as an additional member benefit.

PositiveWare is a web application that is used to track time, manage projects, and create budgets and bills. The PositiveWare user base falls into the exact same category as RVC members: management teams and small professional services firms.

“PositiveWare provides the increased collaboration, alignment and accountability that every small business needs to be successful, and we are thrilled to be part of the RVC success story,” said Charles Von Thun, President, PositiveWare.

Under the terms of the agreement PositiveWare will offer RVC members five free users and a discounted rate on additional users. Because the majority of RVC members are startups and small professional service firms, RVC expects most members to be able to take advantage of this benefit at no cost.

“RVC helps create Colorado success stories. This important new benefit for our members is part of our ongoing commitment to make the latest information and technology available to our members to make sure they are successful,” said Maita Lester, Executive Director, RVC.

About Rockies Venture Club
Rockies Venture Club (RVC) was one of the first non-profit organizations in the country to help entrepreneurs launch and manage high-growth potential companies. Founded in 1985, RVC is the Rocky Mountain Region’s premier networking organization that connects entrepreneurs, service professionals, investors, venture capitalists and other funding sources. More information is available at www.rockiesventureclub.org

About PositiveWare
Founded in 2003, PositiveWare Gives Work Meaning™ by providing a single environment for workers to know what they are working on, why it is important, and how they are doing. Functionally this includes collaboration, time tracking, project management, billing, and budgeting. In addition to the web application that is a hybrid of performance management and project management, the company provides professional services including executive coaching, management consulting and IT development. More information is available at www.positiveware.com.

For More Information Contact

Maita Lester, Executive Director, RVC
(303) 831-4174

Charles Von Thun, President, PositiveWare LLC
(303) 293-2200