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Article Check - What 80% of Businesses Don't Know: Tips for Improving Your Working Capital Management
Salaries quantify a price that the system is willing to pay for a skill. But what it does not take into account is your potential. Your potential comes into play as you experiment and evolve. To get into the highest paid brackets you obviously need to be highly proficient with your skill, identify gaps in the markets, identify emerging trends and create your presence in those areas. Your experiences, time invested and ability to adapt and expand will all count in your choices.More often than not, the ones who have a natural inclination, flair or liking to a certain path, fare better in that area. This makes life easy once we identify what we have a flair or liking for and though most of us modestly look around and wonder what we have a flair for, each of us have it within us and need to honestly find it because there is a profession or career choice for everything. Choices are limitless and you must exercise your power of choice wisely and honestly. From financial geniuses to movie moghuls, from industrialists to rich farmers, from computer experts to writers, from engineers and doctors to ice cream or chocolate manufacturers career choices are wide and boundless.Salary wise, the job marke
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one pr
Sarah was hardly ever late getting to work, but today she was late by nine minutes. Since she woke up she had had one disaster after another and her day was not going well. She had a very mean boss named Dr. Dobson. He hated it when his employees were late. The last time she was late she almost lost her job.This job was the only on that Sarah could find that would pay so well. She thought about quitting many times and find a job with a friendly boss, but after measuring the pros and cons she considered the pay to outweigh the con of having a strict boss.Because Dr. Dobson was such a perfectionist, he had to have the perfect system in his medical practice to keep his employees organized and to keep all records in order. He searched diligently to find a system that would please his high expectations. After much diligent research he found a system where he could keep all his medical records on file electronically. Sarah actually loved this electronic medical record software because it made her job easier. Dr. Dobson also had medical practice management software installed to help keep record of patients' appointments and billing information.Dr. Dobson always brought in the healthiest peop
Although these are all essential aspects of business, the answer isn't any of the above. The number one way to prevent business failure is to properly manage your working capital.
To ensure that we're all on the same page, working capital is simply defined as the difference between your current assets and current liabilities. If this figure is positive, you have working capital available. This working capital may exist as inventory, accounts receivable, or cash on hand.
Working capital management is a critical management issue for growing businesses or medical practices. Take the example of a growing doctor's office: As expenses rise with patient-load increases, you accrue more outstanding cash, particularly before receiving reimbursement from the health insurance payors. At this point, your incoming cash does not nearly offset your costs going out. This may be manageable while you work with payments for past services; however, eventually the time lag may become a significant stress-point for your business.
By adopting a few working capital management strategies, you can make your assets work for you, without becoming beholden to banks.
Strategy #1: Get Paid Now
Let's take a look at the most obvious area: accounts receivable. What do your receivables do for you when they are not being paid? While your profit margins may look stellar if you have a lot of orders, you have essentially loaned all of your clients the amounts of your invoices-until they decide to pay you. Doctors, in particular, know the pain of this situation. Insurance payors are particularly adept at prolonging the time for payment; they realize that the longer they take to pay, the greater their profit margins.
Is this just another cost of doing business? Well, not necessarily. Eighty percent of small business owners, medical practitioners, and small hospitals are completely unaware of a resource Fortune 500 companies have used for decades: accounts receivable funding.
Banks often measure accounts receivable at as low as 50 percent of their overall value as collateral for a traditional loan. In accounts receivable funding, however, accounts receivable are calculated at full value. Plus, you accrue no debt for this financing, as you essentially sell your accounts receivable for payment against the full value.
Perhaps the idea of selling your revenue stream makes you nervous. But consider this: You usually receive 80 percent of the entire amount of the invoice within one or two days-at least 28 to 118 days sooner than usual. This cash injection allows you to make capital improvements for your business to generate more revenue, leverage the cash for discounts on your inventory, cover operating costs, or provide bonuses to your employees, for instance.
As your invoices are paid, your funder will repay the other 20 percent, minus the negotiated fee (average four to five percent of the invoiced amount). Don't get hung up on the 'cost' of the funding. With proper management of those funds, you will more than make up for fees by the investments made in your business. Your day-to-day business costs may stay the same, but the tremendous increase in incoming cash will enable you to rest easy.
Homework: Review your accounts receivable aging report. Note the average payment time from one of your best clients or insurance payors. Assuming payment of 80 percent of the invoice value in 48 hours, make a list of ways to use that money for your business:
- Cash discounts on inventory (estimate in dollar amounts).
- Buying or leasing new equipment (anticipated return in additional sales).
- New marketing campaign (anticipated additional revenue).
After you total the increased income generated by implementing this strategy, you can easily see the real benefit.
Strategy #2: Shorten Your Operating Cycle
Your operating cycle starts when you take cash out of your account to begin work for a client, and ends the day the client pays you. If you complete a project on Tuesday, for instance, but do not invoice until the following Friday-or even the end of the month-you lose days of income. Since you need the cash in your account-not just in your profit margins-you must minimize the time between service rendered and service invoiced.
Homework: Review how long you usually take to invoice a client. If that period of time exceeds a week, have your staff shorten that time. This adjustment will decrease the payment time by as much as 25 percent.
Strategy #3: Collect Past Due Accounts
Do you have a significant number of invoices out more than 60 days? If so, is your staff doing anything to shorten this timeframe? Call the clients whose invoices have been out 30 days and inquire about the invoice. Devoting a few hours a week to completing this task is money well spent if it ensures that even half of your outstanding invoices are paid a couple of weeks earlier.
Some delays in the healthcare industry, for example, are intentional. Prolonging the turnaround for payment controls costs. In these cases, you don't have any recourse. As any doctor can tell you, calling the insurance company to inquire about a claim can be a fruitless task.
Homework: Review your collections procedures and tighten up your ship, if needed. Assign one person to follow up on invoices outstanding for more than 30 days. Realize, though, that collections results fluctuate with your clients' priorities. Don't count on this as your only means of improving your cash flow.
Strategy #4: Turn Existing Equipment Into Cash
As we know, keeping current with technology improvements are constant and necessary to remain competitive. Leasing is a way to stay up-to-date without incurring the charges of frequently buying new equipment.
But have you ever considered leasing equipment that you already own? One option is selling your equipment to a leasing company, and leasing it back from them. This way, you generate some cash for your business. You will, of course, incur the lease payments.
Homework: Take stock of what you own. If you need capital, contact a few leasing companies and gauge their interest in purchasing equipment for you to lease back. Alternatively, a Certified Cash Flow Consultant will shop for you. Since they are independent consultants paid by the leasing companies, you will avoid any additional charges.
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one pri
Most people who look for golf employment are under the impression that the only golf course jobs available are maintenance, locker room attendant, mechanics, food/beverage or marketing. However, there is one particular golf job that is unknown by many. If you are considering golf employment, you will definitely want to take a close look at becoming a professional golf escort. It is not unusual for an amateur golfer to get paid up to $1000 a week or more just to play the great game of golf. Of course your income will vary based on your needs and desire to play. You want to make your golf employment something to talk about. You can get started as a professional golf escort with minimal golf experience in a few simple and easy steps. Let's look at those now!Step #1First of all, you will want to compile a list of all of the golf courses in and around your area. You want to get to know the greens and the roughs like the back of your hand if you really want to be successful.Step # 2For private clubs, you will need the club's permission to play golf as an escort and the process is easier than you might think. You have to remember that as an escort you
Is this just another cost of doing business? Well, not necessarily. Eighty percent of small business owners, medical practitioners, and small hospitals are completely unaware of a resource Fortune 500 companies have used for decades: accounts receivable funding.
Banks often measure accounts receivable at as low as 50 percent of their overall value as collateral for a traditional loan. In accounts receivable funding, however, accounts receivable are calculated at full value. Plus, you accrue no debt for this financing, as you essentially sell your accounts receivable for payment against the full value.
Perhaps the idea of selling your revenue stream makes you nervous. But consider this: You usually receive 80 percent of the entire amount of the invoice within one or two days-at least 28 to 118 days sooner than usual. This cash injection allows you to make capital improvements for your business to generate more revenue, leverage the cash for discounts on your inventory, cover operating costs, or provide bonuses to your employees, for instance.
As your invoices are paid, your funder will repay the other 20 percent, minus the negotiated fee (average four to five percent of the invoiced amount). Don't get hung up on the 'cost' of the funding. With proper management of those funds, you will more than make up for fees by the investments made in your business. Your day-to-day business costs may stay the same, but the tremendous increase in incoming cash will enable you to rest easy.
Homework: Review your accounts receivable aging report. Note the average payment time from one of your best clients or insurance payors. Assuming payment of 80 percent of the invoice value in 48 hours, make a list of ways to use that money for your business:
- Cash discounts on inventory (estimate in dollar amounts).
- Buying or leasing new equipment (anticipated return in additional sales).
- New marketing campaign (anticipated additional revenue).
After you total the increased income generated by implementing this strategy, you can easily see the real benefit.
Strategy #2: Shorten Your Operating Cycle
Your operating cycle starts when you take cash out of your account to begin work for a client, and ends the day the client pays you. If you complete a project on Tuesday, for instance, but do not invoice until the following Friday-or even the end of the month-you lose days of income. Since you need the cash in your account-not just in your profit margins-you must minimize the time between service rendered and service invoiced.
Homework: Review how long you usually take to invoice a client. If that period of time exceeds a week, have your staff shorten that time. This adjustment will decrease the payment time by as much as 25 percent.
Strategy #3: Collect Past Due Accounts
Do you have a significant number of invoices out more than 60 days? If so, is your staff doing anything to shorten this timeframe? Call the clients whose invoices have been out 30 days and inquire about the invoice. Devoting a few hours a week to completing this task is money well spent if it ensures that even half of your outstanding invoices are paid a couple of weeks earlier.
Some delays in the healthcare industry, for example, are intentional. Prolonging the turnaround for payment controls costs. In these cases, you don't have any recourse. As any doctor can tell you, calling the insurance company to inquire about a claim can be a fruitless task.
Homework: Review your collections procedures and tighten up your ship, if needed. Assign one person to follow up on invoices outstanding for more than 30 days. Realize, though, that collections results fluctuate with your clients' priorities. Don't count on this as your only means of improving your cash flow.
Strategy #4: Turn Existing Equipment Into Cash
As we know, keeping current with technology improvements are constant and necessary to remain competitive. Leasing is a way to stay up-to-date without incurring the charges of frequently buying new equipment.
But have you ever considered leasing equipment that you already own? One option is selling your equipment to a leasing company, and leasing it back from them. This way, you generate some cash for your business. You will, of course, incur the lease payments.
Homework: Take stock of what you own. If you need capital, contact a few leasing companies and gauge their interest in purchasing equipment for you to lease back. Alternatively, a Certified Cash Flow Consultant will shop for you. Since they are independent consultants paid by the leasing companies, you will avoid any additional charges.
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one pr
It is a well-documented fact that at least 2 out of every 5 applications contain one major fabrication. What the employer doesn't know can, and almost certainly will, have a tremendous impact on that organization!Dr. Julian Cano, Ed.D, a Clinical Psychologist of 30 years, once said that we are all taught from birth both to lie as well as catch lies. He reasons that most people have the necessary skills and abilities to effectively lie to others and to tell when someone is lying to them in return. Dr. Cano adds that it can also be morally and socially acceptable to lie, but at the same time, unacceptable to indicate to others that they are being untruthful! This is absolutely true and it describes perfectly, a paradox specific to the hiring process.Obviously, 40% of all job applicants feel it's OK to misrepresent the truth in one way or another. The candidate can easily rationalize to his or herself that they are lying in their own interest and that the deception puts no burden upon the employer; no one gets hurt in the lie. At the same time, the hiring professional thinks that it isn't polite to point out discrepancies in the applicant's description of his or her background, education,
Homework: Review your accounts receivable aging report. Note the average payment time from one of your best clients or insurance payors. Assuming payment of 80 percent of the invoice value in 48 hours, make a list of ways to use that money for your business:
- Cash discounts on inventory (estimate in dollar amounts).
- Buying or leasing new equipment (anticipated return in additional sales).
- New marketing campaign (anticipated additional revenue).
After you total the increased income generated by implementing this strategy, you can easily see the real benefit.
Strategy #2: Shorten Your Operating Cycle
Your operating cycle starts when you take cash out of your account to begin work for a client, and ends the day the client pays you. If you complete a project on Tuesday, for instance, but do not invoice until the following Friday-or even the end of the month-you lose days of income. Since you need the cash in your account-not just in your profit margins-you must minimize the time between service rendered and service invoiced.
Homework: Review how long you usually take to invoice a client. If that period of time exceeds a week, have your staff shorten that time. This adjustment will decrease the payment time by as much as 25 percent.
Strategy #3: Collect Past Due Accounts
Do you have a significant number of invoices out more than 60 days? If so, is your staff doing anything to shorten this timeframe? Call the clients whose invoices have been out 30 days and inquire about the invoice. Devoting a few hours a week to completing this task is money well spent if it ensures that even half of your outstanding invoices are paid a couple of weeks earlier.
Some delays in the healthcare industry, for example, are intentional. Prolonging the turnaround for payment controls costs. In these cases, you don't have any recourse. As any doctor can tell you, calling the insurance company to inquire about a claim can be a fruitless task.
Homework: Review your collections procedures and tighten up your ship, if needed. Assign one person to follow up on invoices outstanding for more than 30 days. Realize, though, that collections results fluctuate with your clients' priorities. Don't count on this as your only means of improving your cash flow.
Strategy #4: Turn Existing Equipment Into Cash
As we know, keeping current with technology improvements are constant and necessary to remain competitive. Leasing is a way to stay up-to-date without incurring the charges of frequently buying new equipment.
But have you ever considered leasing equipment that you already own? One option is selling your equipment to a leasing company, and leasing it back from them. This way, you generate some cash for your business. You will, of course, incur the lease payments.
Homework: Take stock of what you own. If you need capital, contact a few leasing companies and gauge their interest in purchasing equipment for you to lease back. Alternatively, a Certified Cash Flow Consultant will shop for you. Since they are independent consultants paid by the leasing companies, you will avoid any additional charges.
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one pr
If you are involved in the selling of real estate, then your entire business depends upon your clientele. You want people to believe that they could not find or sell their homes without you. Before they can believe in you, they have to know about you. Sending cards via the mail to people randomly is a great way to build your roster of clients and will give you the opportunity to convince them of your worth.In order for a person involved in selling real estate to succeed, they must have clients. In todays competitive market, it can be difficult for a relatively unknown agent or broker to convince potential clients that they are any different than the majority. By mailing out cards to introduce yourself and tell others about you and your business practices, you invite them to take an intimate look at what you do. This will be enough to pique their interests and call or contact you to find out more information. At this point, it will be your turn to blow them out of the water.As marketing yourself is integral in this line of work, after a sale has been made and closed, sending cards out to your clients thanking them for their business is a nice touch. This will make it easier for them to think
Some delays in the healthcare industry, for example, are intentional. Prolonging the turnaround for payment controls costs. In these cases, you don't have any recourse. As any doctor can tell you, calling the insurance company to inquire about a claim can be a fruitless task.
Homework: Review your collections procedures and tighten up your ship, if needed. Assign one person to follow up on invoices outstanding for more than 30 days. Realize, though, that collections results fluctuate with your clients' priorities. Don't count on this as your only means of improving your cash flow.
Strategy #4: Turn Existing Equipment Into Cash
As we know, keeping current with technology improvements are constant and necessary to remain competitive. Leasing is a way to stay up-to-date without incurring the charges of frequently buying new equipment.
But have you ever considered leasing equipment that you already own? One option is selling your equipment to a leasing company, and leasing it back from them. This way, you generate some cash for your business. You will, of course, incur the lease payments.
Homework: Take stock of what you own. If you need capital, contact a few leasing companies and gauge their interest in purchasing equipment for you to lease back. Alternatively, a Certified Cash Flow Consultant will shop for you. Since they are independent consultants paid by the leasing companies, you will avoid any additional charges.
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one pr
Without the construction worker, the new hospital across town would not exist, nor the local grocery store, mall, or bridge. The house you live in would cease to decorate your street where a dozen more two-story dwellings thrive. Construction workers are responsible for the establishment of many different kinds of structures that are used on a daily basis. They bring buildings to life, work on heavy construction sites and highways, as well as handle industrial projects.Different Types of Construction CareersWhen it comes to construction work, there is a wide-range of areas that an individual may pursue. Under the umbrella of construction careers, a person may choose to study the ins and outs of becoming an electrician, bricklayer, carpenter, ironworker, heavy equipment operator, or landscaper (amongst other things). Design teams and project managers also find a place within the world of construction as they draw up the plans for a new building and direct workers throughout an assignment.To get a sense of the type of jobs available in construction, below are a few careers to ponder:BricklayerIndividuals who like working with their hands, are physically fit, enjoy precisio
Strategy #5: When In Doubt, Outsource
Outsourcing certain support areas of your business, in which you are not an expert, is an excellent way to reduce payroll and insurance costs. You will spend a higher dollar per hour for importing experts, but the reduced costs (no health or workers' compensation insurance) usually compensate for the cost variance.
Be sure to hire these experts with as much diligence as you would any in-house employee. As you'll typically retain this type of assistance through specialty staffing houses, interview the individuals to be assigned. As integral members of your team, they must be as reliable as any employee on your payroll.
Homework: Contact area firms that provide the kind of staffing you need. Compare the cost of those contracts against the cost of keeping these staff on payroll. Be careful: Consultants can get expensive, so be sure to build cost controls (i.e., fixed fee for a weekly basis or hourly with a 'not to exceed' clause) into your contract. Be clear on their scope of work, to whom they report, and how you define satisfactory performance. In addition, you must directly approve any staff changes.
Strategy #6: Inventory When You Need It
Inventory that sits in the warehouse, not being sold for income, eats away at your available cash flow. It is an asset, sure, but it should not become a liability because it is not quickly converted to cash. Over-ordering of inventory gets many businesses into trouble.
Review your inventory forecast all the time, and be aggressive. Know your options in times when you have shortfalls. Fulfilling customer orders on time is a number one priority, so don't take unnecessary risks. If you simply hoard inventory to offset any chance of being caught off-guard, you lose the potential profits made by managing it more aggressively.
Homework: Review your current and projected inventory for the coming months. Do you need to make changes, or is it all under control? Make any necessary calls to your suppliers to negotiate better terms or better understand their supply controls.
Make Your Working Capital Work for You
Working capital management is a key element to business success and the number one way to prevent business failure. By implementing strategies such as accounts receivable funding, outsourcing, or inventory management, your business can optimize the return on assets it already possesses. Your company will then be well positioned to handle future growth or economic downturns.
*Reprinted from Create the Business Breakthrough You Want:
Secrets and Strategies from the World*s Greatest Mentors
© 2004 Mission Publishing, a division of The Mission Marketing
Mentors, Inc., http://www.missionpublishing.net, or
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