Dallas: Talk about timing. In this show you meet a woman who has done it right, not once, but twice.

People enjoy working at Computer Directions. One of the reasons -- every time someone makes a sale, they ring a bell and everyone celebrates because they get a piece of the action.

Wanda Brice started her first business in 1978, sold it, then opened this staffing company in 1993 because she saw a need and filled it.

Wanda and her staff provide computer programmers to some of country’s largest companies. Her start-up strategy: she went after the firms doing over $10 billion in sales.

Wanda Brice saw a trend and jumped ahead of it. Temporary workers used to be hired for the low-end jobs but now that’s all changed. Wanda’s temporary service places computer programmers in temporary high-end jobs. Her customers are big companies who depend on her company to keep their information systems current.

KEY IDEAS

• Pay for performance motivates the whole team.
• Never let your success depend upon one customer.
• Look for your next business inside the one you already have.
• What you know is more important than who you work for.
• When hiring, look for a nice person who's a quick study with strong handshake.
• If you don't like the rules, work to change them.

The Lightbulb.
Hattie discusses the simple Pavlovian concept, What gets rewarded gets done. There is extraordinary team work here. Wanda understands an important principle: Employees are rewarded as the company prospers; they don't have to wait until the end of the year. This keeps everyone focused and working hard to get and close sales. Pay for performance works for Wanda; it can work for you, too.

The Update:

In 1995 you met Vickie Rossillini, who created Absolute Care when she bought her first ambulance with her credit card. Recently, she sold the business. Congratulations, Vickie.

There’s so little time and so much to learn. While you’re online, we hope you will watch the program whenever you can. Read more about Vickie Rossillini and, please, e-mail us your comments and questions: Click here.

THIS EPISODE'S POSTSCRIPT

1. National Small Business Issues. Wanda is active in National Small Business United. She tells us why these memberships are important to her. In every show, you hear small business owners say, "Join, join, join."

1. Re-register. If you have ever registered on this site, check and update the information. You can activate security and begin impacting the growth and substance of this site.

2. Raise money through a Small Corporate Offering Registration (SEC Reg D Rule 504, form U-7); it is a Direct Public Offering (DPO). It is one of the steps on the way to an IPO. Raising money is not easy; and many owners have been reluctant to to share equity in the business; read the pluses and the minues.

EXPLORE FURTHER:

• TRANSCRIPT: All the words of this show, for free!
• MORE BUSINESSES LIKE THIS ONE. Or, review stories within your industry.
• WATCH TV.
• GO TO SCHOOL: Enroll in Small Business School. If you answer the questions in the teaching notes and study guide, you may qualify:
  • to get listed within your business type and within your state's listings,
  • to be profiled on a show (local or national),
  • to generate automatically a business plan for debt financing and/or a SCOR for equity financing,
  • to be listed within a Small Business index, and
  • to qualify as one of the Small Business 2000 best of businesses within a business category.
• GET INVOLVED:
  • SCORE. Contact your local SCORE person..
  • Chamber of Commerce. Both the local and the national Chamber are well worth your time. Some of these people could be on your own board of advisors. .
  • NFIB.   An advocacy group for small business, the National Federation of Independent Business has been looking at legislation from the city to the state to the federal governments.
  • Small Business Development Center. Associated with the Small Business Administration (SBA), there are over 1400 in the USA and they are an excellent resource for help and continuing education.
    
  • Join. Wanda is a member of the Women Business Enterprise, a coalition of corporations, regionally focused women's business organizations and representatives, with the goal to foster diversity in the world of commerce. Check out its programs and policies designed to expand opportunities and eliminate barriers in the marketplace for women business owners.