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Provide your email again so we can register this ebook and send you more of what you like to read You will continue to receive exclusive offers in your inbox Acknowledgments Thanking someone is one of life’s greatest honors and it’s not something I take lightly I am so grateful for the life I’ve had and the people who have touched me in so many ways So many people helped write this book, and some of them don’t even know it I would like to have a memory that would enable me to recognize all of you, I’m sorry I can’t Just know that if we have met, crossed paths, kissed, argued, shaken hands, shared a meal, prayed together, taken a class together, laughed, traveled together, exchanged a glance, loved, reasoned, spoken on the phone, cried together, learned together, taught each other something, made love, worked on a project together, gone to the movies together, disagreed, broken up, gotten back together, worshipped with one another, listened to music together, realized we have a common friend, acquaintance or interest, played ball together, run on the same track, shared an ice cream cone, misunderstood each other, done theater together, shared more meals, run lines with each other, partied together, shared life’s lessons, fallen on our behinds at the same time, gotten to the top around the same time, smiled at the same greeting card, watched television, practiced together, dated the same person, slow-danced, high- ved, mourned the loss of a loved one together, marched for the same cause, referred business each other’s way, given each other a cold, forgotten each other’s birthday, played cards together, shopped together, fought over stupid #%*#, fought over important stu , written to each other, made up after a ght, spoken a foreign language to one another, helped each other in business, been there for each other, cursed or blessed each other, and most importantly, if we’ve shared a smile along this spiritual journey, I say from the bottom of my heart you have been an important part of my life, and you had something to with this book being written and I thank you To Kellye Richardson, who literally bugged me daily for years about writing in general, thanks Shawn Thanks to Martha Iglehart, who let me ask her 1,001 “black business women” and “sister” questions whenever I wanted to and never got tired of me asking (at least I think) To Cynthia TaylorEdwards, thank you for being a ball of re and such a positive force through your dramatic expression To Gail Raben, one of my soul mates, thanks for being a great friend, a dante and true inspiration to me To the black women I’ve met during the process of writing About My Sister’s Business: You’ve shared your stories, triumphs and pains, and I applaud and thank you again Then I have to go way back and thank the many great language arts and English and grammar educators in my past Beginning with my mother, who began teaching me to read before I could even walk Believe it or not, it just so happens that every English teacher I’ve had was a woman These women taught me to appreciate the beauty of language, conversation and prose; to be able to speak to a reader or audience so that they can see, feel, taste or smell just what I’m writing or saying You’ll have to forgive me if I can only call you Ms so and so In those days all teachers were referred to in this way In fact I don’t think I even knew that some of my teachers had rst names! Anyway, to my teachers—I am jogging my memory—forgive me if I forget one of you Here goes Thanks to Ms Johnnie Jackson, who had the distinction of being my rst grade teacher for only one day before I skipped ahead to second grade into the stern, yet loving care of Ms Vivian Taylor; to Ms Haynes in third, to Ms Betty Glover in fourth, to Ms Carnedia Mulkey (my fth and sixth grade teacher, poor soul), and on into the terri c and terrible teen years There I continued to be blessed with teachers who loved language, reading and expression and who introduced me to writers such as James Baldwin, Phyllis Wheatley, Robert Frost, Mark Twain, Lorraine Hansberry and William Shakespeare—my high school English and literature teachers Sonya Tyler, Diane Cox, Addie Helen Lee and Carolyn Willis I am also grateful to other teachers who never had the chore or pleasure of teaching me English but who taught me a great deal about life, success and what those two things mean to me My dear, sweet Barbara Bardwell; Ms Fuquals; Christine Walker; Lillian Reeves; Ms Sanders; Carolyn Bush; Ms Casey; Celia McKinney; Clementine Brown; Susan Stephenson; Ms Jessup; Marva Jordan; Ms Rolla; Ms Poston and my fourth grade student teacher Ms Hannah To the great women at New Birth Baptist Church in Dallas, Texas—Alma Pryor, Pamela Pryor, Arlelia Harrison, Louise Monroe, my other mom, Jean Caldwell, Alice Johnson, Florence Wilson, Jackie Haggerty and Virgie Grant: I thank you for your encouragement and, of course, all the Easter, Christmas and special recitals And thanks to my special friends Rochelle Williamson, Cora Lewis and Quitha, Elizabeth Whitaker, Kim Basinger, Gert Baker, Vicki Faust, Kimber Cavendish, Jennifer and Lee Walker, Kamie Ethridge, Annette Smith-Knight, Audrey Smith, C J Jones, Beverly Williams, Shannel Curtiss, Belinda Hare, Beth E., and my two adopted brothers, Willie V Tatum and Charles Caldwell And last but not least, thanks to all of the wonderful men who have inspired me, loved me and supported me In tribute to the Honorable Barbara Jordan B.J., thank you for a rousing Welcome Home speech after the undefeated, ’86 national championship season for sitting courtside at our home games and sharing your incredible energy with me and my teammates for your eternal words of personal encouragement for your contributions of peace, power and perseverance to people everywhere and most importantly, for exemplifying the nesse and fortitude that we African American female entrepreneurs will always admire and treasure We will miss you In memory My dear friend and coach, Mike Stevenson, for teaching me that life is every bit of what you make it Dedication to my family My mom, Bessie, thank you for taking ight and charge of your life during a time when society told you to glorify in your role as mother and wife and never aspire to be anything more or di erent Thank you so much for breaking the rules Miss you Dad, John W., you were my rst portrait of entrepreneurship thanks for never working for anyone Debra, you have been an encouraging force since the rice, Charlie Brown and bad school-picture days Thanks for respecting my choices and individuality Mike, you entrepreneur extraordinaire, thanks for your unfailing enthusiasm and for being one of the reasons (along with Miki and Jon) my sister smiles each day Alonzo, you lighted the entrepreneurial ame Thanks for the Black Enterprise subscription at age twelve Larry, you have always inspired me with your talent and zest for life Chris, what a gift from God you are Thanks for your undying love and devotion To my cherished and so loved chosen family, Apryl, you have given me your support, love, friendship and sense of humor through some of the toughest times, thank you And Brittany, thanks for being such a brilliant example of unconditional love Special thanks Terrie Williams, thanks for being so generous with your time and resources My agent, Denise Stinson, for believing in my work and most importantly, for recognizing the opportunity My editor, Dawn Daniels, for saying the magic words, “Give up the manuscript,” and for guiding this project to completion And nally, to all the sisters who have broken the rules in the name of change, success and empowerment, thanks Foreword So, you have decided to take the plunge—and be the mistress of your destiny Buckle up and get ready for the roller coaster ride of life! Black women in America have always had to be tenacious and resourceful, if only for their own survival and that of their families Tenacity is the rst step toward entrepreneurship; the second step is a game plan Sure, if you want a business you can call your own, as a woman and an African American there will be added boulders placed in your path What Fran Harris shares with us in this book is just how you can get over and around those boulders and move forward In the pages of this treasured guide—both in her practical advice and in the words of women who have done it—Fran has provided a road map to take you on the journey from that notion oating around in your brain about starting your own business to the point on the grid called “success.” She’s done it Your sisters have done it You can it How I wish I had this guide when I rst started out-something that would have helped me understand what it takes to chart the course Even almost a decade after I took the leap, I nd that I learned a lot from the lessons of this book I also revisited many mistakes and frustrations and even more of my triumphs I rst met Fran Harris through a letter she wrote to me about my book, The Personal Touch, What You Really Need to Succeed In Today’s Fast-Paced Business World Her spirit leaped o the page I could sense the warm, dent, giving smile I have now come to know I was drawn to her immediately as someone extraordinary: someone I could bounce ideas o and someone who would share the storehouse of knowledge within her I recently read a book celebrating the spirit of entrepreneurship in this country In comparing our country to those in Europe, the author said the one reason America has succeeded is because of the chances it o ers even its most apparent outsiders During most of the industrial revolution in Europe, if you had an idea for, say, an invention, you had to be accepted by a great established institution and pass all the rigors of education and social class standing just to be heard But in America, the greatest inventions have come from the little guy—or the woman—working out of a garage or kitchen Seamstress Elizabeth Keckley bought her freedom from slavery from the proceeds of her system of tting and cutting dresses Madam C J Walker had no federal grants, no university endowments She washed oors while struggling through trial and error to concoct a formula for a hair straightener Madam Walker became the rst female self-made millionaire of any color These women believed! Take hold of Fran’s words and the experiences of the women in this book Make them work for you There is no reason on the planet why you cannot have your own business Of course, there will be many moments when you question your sanity, even consider throwing in the proverbial towel (don’t even go there!) If you want it badly enough, it’s yours for the asking, the praying and the doing You must be willing to stay in the race Many of the sisters whose words Fran has compiled for us were going through di cult times when they began Some were caught up in the cycle of generational welfare, others in sex, drugs and rock ’n’ roll Neither place o ered much of a future But they persevered And they drew on the experiences of those who came before them Knowing that you’re not alone or the rst is precisely what will pull you through That’s why this book is invaluable! At a young age, gifted, athletic and disciplined Fran Harris is leading the way She has asked these sisters and others to share their experiences with you They have done so willingly and from the heart Allow their examples to lift, guide and inspire you The best way to thank them is to let someone else know the book’s out there We are on the planet to support one another, to hold each other up We must keep the cycle going Digesting Fran’s simple and down-to-earth wisdom and the stories of these courageous sisters will help you discover the principles that you need to guide your own life We have always revered those who came before us We have not forgotten their struggle and especially their pain The stories of our grandmothers and our mothers are vivid Where would we be without their wisdom and inspiration? How could we have made it through the maze without their spirit and guidance? We can’t argue that women of color are not yet fully part of mainstream America, but that never stopped a good idea If you have focus and passion, you will nd a way Don’t even think about allowing age, the economy, racism, sexism and all those other pesky irritants to stop you The best argument against them is excellence Maybe you want your business to be one that services your immediate community Maybe you want to go national, or global The sky is the limit There are several formulas for you in these pages You can’t go wrong if you follow them Dive into this book without hesitation—thought and contemplation are ne but remember the Lord helps those who help themselves He will help you nd your way In my most di cult moments, I remind myself that “He did not bring me this far to leave me.” You must learn to walk on faith Arm yourself When you’ve read this book once, develop your own game plan and keep the book handy for reference You’ll want to check back time and time again Then get started on what will be a ride with no boundaries except the ones you create, a life experience that will enhance you and allow you to reap extraordinary benefits Don’t be intimidated if the women who speak in this book sound “so together” and you’re just learning how to walk They’re works in progress, just like all of us Know that if we can, you can Know that the fear you have —that knot you have in your stomach—is a good thing It propels you to greater heights and achievements If you’re not scared, it means you’re either six feet under or going nowhere through life—pathetic and slow Jump in with both feet and all your senses Commit with all your heart and soul, and your dream will become a reality It won’t be long before you’ll have a success story of your own to share with Fran You have the information The rest, as they say, is up to you Listen to your heart Go forth Stay strong and in the race, and you will conquer all things God bless And don’t forget to say “Thank you, Fran.” Terrie Williams DAILY AFFIRMATION I am a beautiful black woman I know that today, right now, I have all the talent and resources to build a healthy, successful business venture I am assertive and proactive in my pursuit of excellence and this entrepreneurial reality I will not back down when I face challenges Instead I will welcome them and acknowledge them as growth opportunities This business is not a dream, it’s a reality I’ve seen it, I’ve tasted it and I love it! I am responsible for my emotions, reactions and most important, my choices I am a good decision maker I hold myself accountable no matter what the outcome of my decisions I release these positive, powerful affirmations into the universe, peacefully having faith that they are already happening Fran Harris, 1996 Hughes, Erma Jewell, 237 humor, 196, 202, 232 in advertising, 167 joke telling and, 202, 213 hypertension, 34 ideas, see business idea if, erasing from vocabulary, 53 image: asking for feedback on, 79–80 assessing, 58–60 of company, 69–73, 77–83; see also company culture conveyed by advertising, 152–53 enhancing through public relations, 137 improving, 79–83 most important factors in, 77–79 positive commentary and, 83 tips for, 82–83 image consultants, 80 imagination, 29–30 “Imagine Your Image” exercise, 58–60 “I’m sorry,” saying, 58, 59–60 “I’m too chicken to make it happen” syndrome, 31 Inc., 166 independence, as motivation, 17, 21 integrity, convincing customers of, 152–53 interacting with outside world, 27 see also social behavior interest level, 42 Internet: as advertising medium, 156, 163–64 Voice Mail via, 181 interracial dating, 206 interviews, with customers, 169–70 interviews, with media, 144–48 anticipating questions in, 148 barriers to black women in, 145 being prepared for, 148 dos and don’ts for, 147 setting objectives for, 148 techniques for, 145–46 introductions, 195, 198–99, 204 investment opportunity, described in business plan, 95, 98–99 investors, 123–27 business plan and, 95, 98–99 family members as, 124, 125 friends as, 124 good, traits of, 125–26 meetings with, 126–27 possible connections with, 112 risk analysis by, 115 role of entrepreneur vs., 127 unwilling to pay your living expenses, 116 venture capital firms, 116 see also capital isolation, 17 “It’s still a man’s world” syndrome, 31 Japanese, learning from, 223–24 Jaycees, 193 jealousy, 54–55 jewelry, 82, 83 jobs: energy-draining, 57 leaving, 23–25 moonlighting and, 22–23 jokes, 202, 213 King, Martin Luther, Jr., xv language: in executive communications, 208, 211 self-talk and, 53–54 SuccessSpeak vs NegaSpeak, 33 vocabulary and diction in, 212 see also speaking leadership, 230, 231 leads groups, 192 leaving social functions, 58, 59, 196 letterhead, 186 letters: business, 207–9 to Fran, 12 informal notes, 209–10 of recommendation, 118 Lewis, Mrs W D., 236 liability, organizational structure and, 46, 47 lifestyle, 34 lip colors, 81, 82 lip liners, 81 listening, at networking functions, 196, 199, 200–201 living expenses, 116 living on the edge, 16 loans: bank, 116, 117–23 negotiating repayment terms for, 126 SBA, 116–17, 122 logical factor, 28 long-term plans, 131–32 lying, 64 McConnell, Penny, 83–85 McLaughlin, Clara J., 237–38 MADD, 192–93 magazines, as advertising medium, 156, 157–58 mail, dealing with, 178 mailbox locations, 173, 186 mailing lists, 169 for direct-mail campaigns, 160, 161 makeup, 80–81, 82 for television interviews, 146 management ability, bank loans and, 119 “management” section, in business plan, 89–90, 91, 95, 99 manicures, 78, 83 manners, 204 see also etiquette market, analysis of, 130–31, 133–34 market demand, 45, 115–16 not meeting, 26–27 testing, 45, 115–16 marketing, 128–35 business review process and, 129–31 defined, 128–29 developing plan for, 131–35 start-up strategies for, 129 strategy for, described in business plan, 95, 99–100 using computer for, 181 word of mouth in, 138, 190 see also advertising; public relations “market” section, in business plan, 89, 91, 94 Martin, Louise, 237 Mason, Biddy, 235 MB Publishing, 217–18 media: compared as advertising venues, 154–64 dealing with, 148, 164–65 interviews with, 144–48 learning about, 152 press conferences with, 143 press parties or events for, 143–44 press releases for, 138–42, 144 media reps, 164–65 meditation, 35 meeting people, 58–59 introductions and, 195, 198–99, 204 meetings, with investors, 126–27 memory, 28 for names, 196–97 memos, 210–11 mentoring, womentoring and, 220–22 merchandising, 135 message, effective delivery of, 197, 198–99, 200 microloan programs, 117 mind: belief system and, 31–32, 36 breaking habits and, 32 conscious vs subconscious, 28, 29 effects of racism and sexism on, 36 emotional well-being and, 35 imagination and, 29–30 physical being affected by, 29 preparing for entrepreneurship, 27–33, 34–36 programming, 28–31 realizing power of, 27–28 self-fulfilling prophecies and, 29 spiritual life and, 34–35 mind traps, 30–31 mingling, 58–59 at networking functions, 196, 199, 200 mismanagement, 26 “Miss Armani Beverly Hills” stereotype, 76 mission statement, 69, 88, 129–30 mistakes, 33 admitting to, 58, 59–60 mobile phones, 183, 195 money: issues relating to, 19–20 as motivation, 16, 17–20 as root of all evil, 18 see also capital; financial matters Money, 117 monthly expenses, 18–19 monthly financing charts, 114 moonlighting, 22–23 motivations, for starting business, 5, 17–21 goodwill, 17, 20 independence, 17, 21 money, 16, 17–20 nail care, 78, 83 name of business, selecting, 41–42 names, remembering, 196–97 name tags, 196 napkins, using, 217 necklaces, 82 negative attitude, about other black women, 55 negative beliefs, 32 negative energy, 56–57 negative thoughts, physical effects of, 29 networking, 189–202 action plan for, 201 bottom line affected by, 201 carrying business cards for, 195, 199–200 in casual-casual networks, 192 choosing venues for, 194–95 collecting business cards in, 195, 199, 200 common flaws of black women in, 189–90 in community service clubs, 192–93 defined, 189 delivering message in, 197, 198–199, 200 developing base of contacts for, 197, 198 with distant contacts, 194 dos and don’ts for, 195–96 in ethnic organizations, 193–94 exercise for, 190–91 follow up in, 196, 199, 201 giving referrals in, 199, 200 introducing yourself in, 195, 198–99 listening and asking questions in, 196, 199, 200–201 as marketing tool, 190 mingling and working the room in, 196, 199, 200 with non-blacks, 202 organizing business cards from, 177 personal grooming and, 195, 199, 200 in professional associations, 192, 193 reasons for not engaging in, 191 in religious/church organizations, 194 remembering names in, 196–97 setting specific goals for, 199 in social/business groups, 193 in strong casual networks, 192 with strong personal contacts, 192 ten commandments of, 199–201 types of contacts for, 191–94 in women’s business organizations, 193 newsletters, 241–42 as advertising medium, 156, 157 newspapers, as advertising medium, 154–57 niche, finding, 26 Nixon, Debra A., 217–18 Norris, Mrs S H., 235 “no surrender” policy, 40–41 objectives, see goals and objectives office equipment, 178–85 answering machines/devices, 179–80 cellular phones, 182–83 computers, 181–82 copiers, 184–85 fax machines, 183–84 printers, 182 proper physical alignments and, 179 shopping for, 178–79 Office of Women’s Business Ownership, 117 Officer and a Gentleman, An, 40–41 offices: bringing personal dramas to, 207 in commercial space, 171, 174 equal treatment in, 206 guests in, 205 romantic affairs in, 205 sexual harassment in, 206 taking children to, 207 see also home offices opinions, of yourself vs others, 64 opportunities, SWOT analysis and, 129 organization: bulletin boards and, 176 of business cards, 177 “To Do” lists and, 176, 177 expense tracking and, 178 file systems and, 177 in home office, 174 mail handling and, 178 paper handling and, 176–77 organizational structure, of business, 46–47 overweight, 34 pagers, 83, 195 panty hose, 82 paper, dealing with, 176–77 Parks, Rosa, 11–12 partnership, 46–47 passion about work, 52 pasta, eating, 216 pearls, 82 Peck, Fannie B., 236 pen and pencil sets, 83 penetration, market analysis and, 130 Penny’s Pastries, 83–85, 153 perception, reality vs., 72–73 perfection, 65 persistence, 230, 231 personal assistants, 205 personal characteristics, for entrepreneurship, personal contacts, strong, 192 personal dramas, bringing to workplace, 207 personal grooming, see clothes; grooming Personal Touch, The (Williams), 219–20 pests in food, 217 phone calls: answering machines/devices for, 179–80 etiquette for, 211 returning, 136, 180 voice mailbox and, 137, 181 phones, cellular, 182–83, 195 photos: posing for, 146 for press releases, 142 physical fitness, 33–34 physical presentation, 78 pictures: in newspaper ads, 155 see also photos Pinkett, Jada, 232 place settings, 213, 214 plans, see business plan Pollard, Kitty House, 236 positive attitude, 17 about other black women, 55 positive belief system, 31–32 positive energy, 56–57 post office boxes, 173, 186 posture, 78, 146 potatoes: baked, 215 French-fried, 216 pregnancy, 207 preparation: assessing image, 58–60 of body, 33–34 of business idea, 6, 12, 60 of business plan, 24, 86–111 checking out support system, 60–62 clarifying purpose, 39 cleaning up self-talk, 53–54 creating company culture, 69–85 cutting back on social life, 38–39 deciding about leaving job, 23–25 determining focus of business, 45 determining organizational structure, 46–47 emotional state and, 35 empowerment assessment, 37–38 entrepreneurial inventory, 42–45 exercises for, 5–7, 10, 22, 41–45, 58–60, 61–62 of family and friends, 39–40 financial, 18–20, 60, 112–27 for going the distance, 9–10 of mind, 27–33, 34–36 overcoming excuses in, 11 reasons for failure and, 25–27 selecting name of business, 41–42 self-empowerment, 55, 62 spiritual life and, 34–35 taking three women in community to lunch, 45–46 testing market, 45 unlocking your passion, 52 press conferences, 143 press parties, 143–44 press releases, 138–42 addressing, 142 example of, 138–39 5Ws and, 140 frequency of, 144 guidelines for, 140–41 paper for, 142 pricing, 130–31, 134 printers, 182 print interviews, 147 product attributes, 130 product review, 129–30 product usage, 133 professional associations, 192, 193 professionalism, 71–72 equal treatment in workplace and, 206 working at home and, 186 profit and loss statements, 25, 105–6 programming: of black women, 30–31 childhood games and, 225–28 defined, 28 of subconscious mind, 32–33 training conscious mind and, 28–31 promotion, of business, 135 see also advertising proofreading, of ad copy, 168 prosperity, dealing with, 19 psychological well-being, 34–35 publicity: dos and don’ts for, 148 free sources of, 138 public relations vs., 148 public relations, 128, 135–48, 190 article writing in, 143 changes in, 136 dos and don’ts for, 148 interviews in, 144–48 personal campaign of, 136 press conferences in, 143 press parties in, 143–44 press releases in, 138–42, 144 PSAs in, 142–43 publicity vs., 148 speaking engagements in, 138, 143 public service announcements (PSAs), 142–43 purpose, clarity about, 17 purses, 83, 195 quality-control tools, 25 questionnaires, in store, 169 questions: anticipating before interviews, 148 asking at networking functions, 199, 200–201 racism, 36, 202, 213, 231 radio: as advertising medium, 156, 159–60 interviews on, 147 reading, 65–66, 212 reality, perception vs., 72–73 receipts, saving, 178 referrals, giving, 199, 200 rejection, dealing with, 121–22 relationships: business, building of, 112 emotional well-being and, 35 office affairs, 205 see also family religion, 76, 206 religious organizations, 194 reputation, 72 research companies, 169 resignation, 23–25 exit interviews and, 24 timing of, 24–25 respect, 232 responsibility, 30 for belief system, 31 resumes, in business plan, 101–3 retired people, advertising to, 154 rewards, 65 rings, 83 risk analysis, by investors, 115 risk factors, described in business plan, 100–101 romance, in office, 205 Rotary clubs, 192–93 rudeness, 72, 136 rules, following, 232 running, 35 sabotage, 36 sales, 130, 133 seasonality of, 134 salespeople, media reps as, 164–65 sauces, eating, 216 scheming, 16 seasonality of sales, 134 second-stage financing, 120–21 secretaries, 205, 211 security, 21 self-employment, entrepreneurship vs., 15 self-empowerment, 55, 62 self-fulfilling prophecies, 29 self-image, 64 self-motivation, 17 self-programming, 28 self-talk: assessing, 54 empowering vs disempowering, 56–57 words to erase from, 53–54 sexism, 36, 213, 231 sexual harassment, 206 shaking hands, 195, 204 Shields, Leslie, 51–52 Shirley, Gertrude, 236 shoes, 78, 82, 195 shopping: during lean months, 18 for office equipment, 178–79 shrimp cocktails, eating, 215 silent partners, 47 Sisterpreneur, 253–54 skills, skin color, 36–37 skirts, 82 slang, 79 sleep, 29 slogans, 153–54 in introductions, 199 Small Business Administration (SBA), 116–17, 122 smoking, in social situations, 215 social behavior, 58–60 of black women, comments made about, 58–59 in dining situations, 213–17 hand shaking, 195, 204 introducing yourself, 195, 198–99, 204 mingling, 58–59, 196, 199, 200 at networking functions, 195–97, 199, 200 saying good-bye, 58, 59, 196 in workplace, 205–7 social/business groups, 193 social life, cutting back on, 38–39 sole proprietorship, 46 soup, eating, 216 speaking, 78–79, 211–13 black vernacular in, 212 dos and don’ts of, 212–13 grammatical mistakes in, 212 other people’s responses to, 212 in radio or television interviews, 146 rules for, 211–12 speaking engagements, 138, 143 spelling, in ad copy, 168 spiritual well-being, 34–35 sports, 225–27 spreadsheets, using computer for, 181 stationery, 186 for press releases, 142 stealing, 64 stomach, revealing clothes and, 82 strengths, 42 SWOT analysis and, 129 strong casual networks, 192 style, 79 subconscious mind, 28, 29 if vs when and, 53 reprogramming, 32–33 success: fear of, 31 responding to, 33 Success, 166 SuccessSpeak, 33 superwoman notion, 27 supplies, for home office, 174–75 support system, 60–62 exercise for, 61–62 surveys, 168, 169 “Sweet and Tender Wallflower” stereotype, 77 SWOT (Strengths, Weaknesses, Opportunities and Threats), 129 table of contents, in business plan, 92 taglines, 153–54 in introductions, 199 tai chi, 35 target market analysis, 130–31, 132–33 taxes, receipts and, 178 Taylor, Susan, 79 tea, drinking, 216 team building, 219–32 defined, 219 doing business with other black women in, 222–24 good vs bad girls and, 229–30 sports and, 225–27 tips for, 232 traits associated with, 230–32 womentoring and, 220–22 telephone calls, see phone calls telephones, cellular, 182–83, 195 television, 66 as advertising medium, 156, 158–59 cable, 156, 159 interviews on, 145–46, 147 test marketing, 45 advertising in, 115–16 threats, SWOT analysis and, 129 thrift, 114 time management, 25, 172 tipping, 213–14 “To Do” lists, 176, 177 Tomlin, Lily, 14, 35 tooth care, 82 toothpicks, 216 trade shows, 195 traffic, advertising and, 150 traveling solo, 17 treating people right, 64 Truth, Sojourner, xv try, erasing from vocabulary, 53 Tubman, Harriet, xv, 31 type fonts, in newspaper ads, 155, 156 undercapitalization, 27 uniqueness, of business idea, 26 unity, 230, 231 UPS, 173 USA Today, 137 utensils, eating: dirty, 217 place settings and, 213, 214 venture capital firms, 116 visionaries, entrepreneurs as, 17 visualization, 56 of company culture, 71 vocabulary, 212 empowering vs disempowering, 33 words to erase from, 53–54 voice mailboxes, 137, 181 Walker, Madam C J., xv, 30, 236 Walker, Maggie Lena, 235 wardrobe, 78 see also clothes Warren, Mary A., 235 watches, 83 weaknesses, SWOT analysis and, 129 Webb, Mrs M E., 236 weight, 34, 78 “What Business Am I In?” exercise, 45, 198 “What Do You Want?” exercise, 20 Wheatley, Phyllis, xv when, replacing if with, 53 “Where Are You Now?” exercise, 150–51 Williams, Terrie, 189, 194, 219–20 Winfrey, Oprah, 3, 238 women’s business organizations, 193 Women’s Prequalification Pilot Loan Program, 117 womentoring, 220–22 “Wonder Years” stereotype, 77 Woodard, Alfre, 79 word of mouth, 138, 190 work hours, 172 Working Black Mothers, 253–54 writing style, 208, 211 Yellow Pages, as advertising medium, 156, 162 yoga, 35 YWCA, 192–93 Touchstone An Imprint of Simon & Schuster, Inc 1230 Avenue of the Americas New York, NY 10020 www.SimonandSchuster.com Copyright © 1996 by Fran Harris All rights reserved, including the right to reproduce this book or portions thereof in any form whatsoever For information address Touchstone Subsidiary Rights Department, 1230 Avenue of the Americas, New York, NY 10020 TOUCHSTONE and colophon are registered trademarks of Simon & Schuster Inc Designed by Junie Lee Illustration by Laurie Reed Davis Library of Congress Cataloging-in-Publication Data Harris, Fran, date About my sister’s business: the Black woman’s road map to successful entrepreneurship / Fran Harris p cm Includes index New business enterprises—Management Women–owned business enterprises—Management Afro-American business enterprises —Management I Title HD62.5.H3737 1996 658.02'2'08996073—dc20 96-19526 CIP ISBN 978-0-7432-6444-0 ISBN 978-1-9821-3833-2 (eBook) ... meal, prayed together, taken a class together, laughed, traveled together, exchanged a glance, loved, reasoned, spoken on the phone, cried together, learned together, taught each other something,... made love, worked on a project together, gone to the movies together, disagreed, broken up, gotten back together, worshipped with one another, listened to music together, realized we have a common... know the book’s out there We are on the planet to support one another, to hold each other up We must keep the cycle going Digesting Fran’s simple and down -to- earth wisdom and the stories of these