The Agile Scaleup

Trash-talking CEO; Best Places to Work; New Rules of Marketing; Lamb Financial

"...insights for scaleups"

HEADLINES:

No one knows more about new ways to reach buyers. The groundbreaking strategies in this book reinvent the way entrepreneurs engage the marketplace and grow business.
	Tony Robbins on David Meerman Scott

The New Rules of Marketing & PR -- David Meerman Scott, author of 10 of the top sales and marketing books, is one of only two outside speakers to present at Tony Robbins' Business Mastery course - and he's coming to New Orleans to keynote our ScaleUp Summit May 22 - 23. He recently updated his classic book The New Rules of Marketing & PR (6th edition). Go right to page 1 and read the Grain Surfboard story - then read the rest - this is how you market/sell in today's world. SPro and book club members will receive a copy of his book next week.

Newsjacking -- and David received quite an honor this past year when his term "newsjacking" was added to the English Oxford dictionary. It's one of the more powerful marketing ideas ever conceived in garnering attention for you and your business - as are his other ideas which is why Tony Robbins has him on stage. The subtitle of David's book -- How to Use Social Media, Online Video, Mobile Applications, Blogs, News Releases, and Viral Marketing to Reach Buyers Directly -- describes the extent of what you'll learn in New Orleans from him - worth the price of the entire Summit.

100 Best Companies to Work For -- Fortune's annual list was released last week. This year's top ten (fun facts for the weekend):

1. Salesforce
2. Wegmans
3. Ultimate Software
4. The Boston Consulting Group
5. Edward Jones
6. Kimpton Hotels
7. Workday
8. Genentech
9. Hyatt Hotels
10. Kimley-Horn

Notes Fortune president Alan Murray:

Getting on the list is not just a matter of good pay and benefits-although that clearly helps. Kimley-Horn, for instance, provides an unheard of 2-1 match in its 401-k program; Wegmans gives generous scholarships to many of its young people. It's also about giving employees a sense of being truly valued, and a sense of purpose. Many of the employees of these companies talk about a "family" environment. Salesforce, which took the top spot for the first time this year, is known for its 1-1-1 pledge-it gives 1% of its equity, 1% of employees' time, and 1% of its products to charity.

Amazing Turnaround of T-Mobile (lessons for all of us) - Fortune has an insightful article on how T-Mobile's trash talking CEO John Legere has overseen revenues double and profits soar since he took over in 2012. The key, quoting Legere:

Listen to employees, listen to customers, shut the f*@k up, and do what they tell you.

He has put customer service employees front and center in his strategy, making sure they feel cared for. Further notes the article:

"He's like an amazing person, different from everyone I've ever seen as a CEO," Donald Smith, who works in a T-Mobile store in the Bronx, says after snapping a selfie with Legere. "He seems like he actually cares."

All of this listening and caring has resulted in him forcing change on a customer-unfriendly industry. Notes Fortune:

The strategy: Get rid of typical plans and prices. Embrace customer desires and eliminate their pain points. That meant no more two-year contracts, no more roaming fees, no more incomprehensible charges at the bottom of every bill. Most significantly, T-Mobile was far ahead of AT&T and Verizon in 2016 in scrapping monthly data limits and the annoying overage charges they generated-forcing its bigger rivals to follow suit.

There is a bunch of practical leadership ideas in this article. Please take 3 minutes to read it then get on the road and spend time talking to your customers and employees!

Best Place to Work (Gazelles case study) -- Lamb Financial Group had a banner year in 2017! The firm announced that for the fourth year in a row they have achieved a greater than 20 percent growth, (400% faster than overall industry growth). With this growth, Lamb Financial Group unofficially has entered the Top 100 out of 1,100,000 privately-held Insurance Brokerages in the United States (top 01%)

Josh Lamberg, (CEO and founder of Lamb), said "While I am proud of our growth, I am even more proud of Lamb being named 38th place in the "Top 100 Best Places to Work in New York City" by Crain's in 2017 and a "2016 Best Place to work" in Philadelphia. In 2017, we also continued our goal to spread our mission nationwide by opening our 7th regional office in Massachusetts and hired 15 new employees during the calendar year, totaling the employee count to 85.

Lamb began the scaling process in 2012 when they began implementing the Rockefeller Habits throughout the company. This was further accelerated through their partnership with Gazelles Certified Coaches Richard Manders and Wayne Ferrari of FreeScale Coaching of Cambridge, MA. Josh selected FreeScale after interviewing several coaching firms because of their direct experience building a high growth business at the 100M scale and their rigorous and encompassing process. Lamb continues to grow and expects similar growth through 2020.

Are Your Online Customers Walking Away? (endorsement) - speaking of customer service, your website is like a shop. If there are no sales people to help your online customers, they will walk away to a competitor. We've been using LiveAdmins to proactively greet our online customers and engage them in conversation for over a decade. The multilingual chat services offered by LiveAdmins are provided round the clock, ensuring needs of all visitors are taken care of. LiveAdmins has helped companies across all industries significantly increase sales and enhance visitor experience.

CEO-BOOTCAMP: spend 3.5 days with Verne, serial entrepreneur John Ratliff, and 9 other CEOs in a beautiful retreat setting, addressing the constraints holding you back, your business, and your industry. April 3 - 6; May 29 - June 1 (YPO-only); October 2 - 5; and January 15 - 18, 2019.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Create Accountability – Drive Execution
Click Here to Watch a video example.

Align is your cloud based business operating system designed to keep you on your path to executing your goals. See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer, tablet or phone. $5.00 per month gets you started.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

$13.4 million; Take that Leap; Got His Life Back; Jan 15 - 18 CEO Boot Camp

"...insights for scaleups"

HEADLINES: Happy Chinese New Year (tomorrow)!

Increased Value $2.5 Million to $13.4 Million -- and in just 30 months After years of missing profit targets, Australia's largest podiatry business got a coach. What increased the firm's valuation 5x is described below, but first...

CEO Boot Camp -- adding dates for 2019. Jan 15 - 18 to kick off the New Year! Limited to 10 CEOs, spend 3.5 days with Verne and serial entrepreneur John Ratliff identifying what is constraining you and your business while escaping the cold of winter.

Playing to Win vs. Not to Lose -- Richard Thaler, Nobel Prize winner who proved humans are irrational, co-authored this NY Times article analyzing fourth quarter decisions by teams to buy time or go for the win. The data suggests you should go for the win. Sports fans will enjoy the details but a lesson for all of us!

Serial Entrepreneur and Aspen Scholar Dan Hoffman's Circl.es -- Want to significantly improve your online meeting experience? Dan is hosting another short webinar next Thursday Feb 22 to share what he's learned about transforming virtual meetings into deeper conversations (like the importance of equal talk-time!). Be his guest and get a peek into what he's been working on for the last three years.

Got His Life Back -- After almost being shot down by FARC guerrillas on the Venezuela-Colombia border and being forced to escape Egypt while working for his father's oil spill contingency planning company, Nigel Bennett decided to break away and start Aqua-Guard Spill Response. Aqua-Guard now provides equipment and services that protect water, the planet's most precious resource, in 104 countries. But the real story is next...

The Company Runs Itself (Power of a Coach) -- Nigel wrote me this week:

Many years ago you asked the question in our class "who out there has a coach"? Only 3 put up their hands and I was one of them. Well, 14 years later, this is one of the most important decisions I ever made. Thank you for pushing us all on this point. Since that time I have been able to set up my business to run without me.

Nigel engaged Gazelles Certified coach Kevin Lawrence (Coach Kevin!) and the rest is history. In 2014/15 he took a year off and travelled with his family to 17 countries around the world giving them what he termed "the most amazing family experience possible." He noted that his business is still going strong and given his free time he's been able to write a book of his learnings and adventures along with creating an App to help save our global coast lines. Concludes Nigel:

Without Coach Kevin none of this would have been possible so a big thank you!

No one has ever achieved peak performance without a coach (see story below as well)! Congrats, Nigel, on all your success.

Take That Leap: Risking It All for What Really Matters -- FYI, this is the title of Nigel Bennett's just released excellent and adventure packed book. A fun and insightful read.

$2.5 million to $13.4 million Power of a Coach -- Damien James, Founder of Australia's largest podiatry company Dimple, said that he was tired of financial budgets getting set every year and never being achieved. "We started working with (coach) Rob and the degree and pace of business improvement was staggering. As an indicator - the company was valued at $2.5M when we started working with Rob, and just two and a half years later sold for $13.4M." Dimple CEO, Nick Beckett, said, "Rob helped us refine our annual and quarterly strategic planning and review sessions. This process was invaluable because it ensured we got the right people, doing the right things at the right time. Everyone understood where we were going and how they could impact our results, which motivated the team, helping us hit our goals and targets."

How They Did It -- below is the rest of the story - how Damien James worked with Gazelles Certified coach Rob Nankervis to drive these results in under 36 months.

Dimple applies the Gazelles approach Balances 'care that shines' with massive business improvement

Damien James, Founder of Australia's largest podiatry company Dimple, said that he was tired of financial budgets getting set every year and never being achieved.

"My biggest frustration with my business was that budgets got set but we as a business never hit them. Not once in 17 years! I was sick of us not getting to where we expected to be - something was clearly wrong.

"We were already doing annual and quarterly planning and review sessions but it felt like it is was only 30% as effective as it could be. It was focused on what the company needed to do for the year and then broke that down into quarters. A pretty common SME approach, but it just wasn't working, which was reflected in a below-par financial performance.

"Looking back, it's now clear that our planning was being done in silos; we were not taking a comprehensive 360-degree look at the business, and as such the operational units weren't gelling. That caused poor operational alignment, resulting in inefficient businesses practices and poor budget results.

Damien said, "Another problem - and I take 100% accountability for this - was that we kept team members who were a poor performance or poor cultural fit for too long. We weren't constantly (i.e. quarterly) assessing the calibre of each team member, which meant the problem seemed to worsen every year. I'd put my heart and soul into this business for close on two decades and each year it didn't live up to expectations. Some years we'd budgeted to make $700K but lost $150K! I was at my wits end but I knew the business had great potential."

Dimple CEO Nick Beckett said "Another consideration for us was that we had a new exec team in place that needed to learn to work together effectively."

Solution

Dimple looked for an external coach because amongst other things, the management team recognised they needed an independent facilitator for strategic planning sessions. Nick said, "We did not want team members running these sessions as we wanted all to be active contributors not meeting facilitators. It's really valuable to have someone independent who is outside the business and has a different view point - someone who can see the trees for the forest."

Damien said, "We chose Rob Nankervis because he used the Gazelles approach and 'Rockefeller Habits' that were already familiar to the business. And he was positively referred by my network."

Nick said, "When we met with Rob, he felt like the right fit for our business. Also, he had a great network we have been able to tap into - Rob is a world champion networker. He is very proactive and is very generous with his time, providing clients with bonus value."

"The really big development for us was to narrow our strategic plan down to one page. We were than able to articulate our targets in 1-3-10 year time horizons."

Damien said, "We had a BHAG (big, hairy, audacious goal) but it didn't resonate with the team as it was too big and too far away. So at our first discussion, we narrowed the BHAG down to ensure focus. We also needed more than just financial goals; we needed quality and service goals. We created smaller, closer targets; a quality measure, a growth measure and a profit measure. We called these SHAG's (small, hairy, audacious goals). " Nick said, "We also looked at our people. Rob introduced accountability mapping using the quarterly priority templates, allowing us to rate all teams across the business. This ensured we were on top of performance levels regularly, because we needed to rely on our teams to deliver on the projects, so we needed the very best people on board." Damien said, "Not long after starting with Rob, we could see tangible improvement. The fundamentals of the business - people, systems, financials and sales/marketing - continually improved. Within six months we had the right people, doing the right things at the right time.

Communication throughout the business improved dramatically. Everyone had their finger on the pulse, and as a result all metrics within the business improved. Each quarter we'd start our planning session by asking the management team to highlight wins and loses for the quarter, which was invaluable for two reasons. Firstly, when documenting the wins it was nice to see the results of our work - you don't often do that in business - defining the losses helped us identify what areas we still needed to work on.

More importantly though, it helped to paint an accurate picture of where the business was at that exact point in time. This often influenced the strategic decisions managers made, because it was clear where the focus should be. As all the departmental 'cogs' synchronized we were able to move forward in a predictable manner that built real momentum and excitement. All of a sudden we became a 'well-oiled machine."

Result

Damien said, "With these initiatives in place, everyone understood where we were going and how their role helped us achieve our key metrics (our SHAG's) which meant we started hitting our budgets. Finally, after 17 years in business, I had complete confidence that when budgets were set, they were going to be achieved! The degree and pace of business improvement was staggering. As an indicator - the company was valued at $2.5M when we started working with Rob, and just two and a half years later sold for $13.4M.

Dimple achieved other results over and above the dollars. Nick said, "Rob provided us with objective and valuable commercial input and perspective to our issues and challenges. We have gained a valued friend and ally."

CEO-BOOTCAMP: spend 3.5 days with Verne, serial entrepreneur John Ratliff, and 9 other CEOs in a beautiful retreat setting, addressing the constraints holding back you, your business, and your industry. April 3 - 6; May 29 - June 1 (YPO-only); October 2 - 5; and January 15 - 18, 2019.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Create Accountability – Drive Execution
Click Here to Watch a video example.

Align is your cloud based business operating system designed to keep you on your path to executing your goals. See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer, tablet or phone. $5.00 per month gets you started.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

Zuckerberg's 2018 Goal; Facebook's Theme; TentCraft's 70+ Videos; Super Bowl Lessons

"...insights for scaleups"

HEADLINES:

At the end of the day we viewed him as free consulting - painful, but free consulting.
	Indra Nooyi, the C.E.O. of PepsiCo, on how to deal with ... activist investors who want you to split up the company

Fourth Quarter Comebacks -- my newly adopted team, the Eagles, managed to thwart the Patriots expected fourth-quarter comeback in the Super Bowl. Nevertheless, there are some powerful management lessons to learn from the Patriots the power of perfect and consistent practice. Notes this article in The Ringer:

Patriots players who've also played elsewhere said that many teams take conditioning far less seriously or fail to apply it as specifically as New England does. Every team trains for football scenarios. Everyone focuses on explosion and being able to run short distances, but no one does it with more consistency, rigor, and smarts than the Patriots. It's a microcosm of the organization's philosophy as a whole: taking a simple thing and doing it better than anyone. None of the Patriots I spoke with have played for a team with the practice consistency of the Patriots - the same practices in September as December.

The article further notes:

In large part, the Patriots' tendency to do some of the wildest things the sport has ever seen is due to the simplest thing in athletics.

Please take 3 minutes to read this insightful article - then identify what are the simplest things in your business and perfect them! Thank you to Gazelles Certified coach Tom Meyer for pointing me to this article.

2 Second Improvements (Gazelles case study) -- taking a page from Paul Aker's 2-Second Lean book and videos, Matt Bullock, President of Traverse City, MI-based TentCraft, drove a "Make it Better!" theme. Note's Matt:

Every single person in the company made a video in December, so we now have 70+ improvements that we were able to Celebrate, Accelerate and Cross-Pollinate.

Check them out. I particularly liked "Scott - Sales - Coffee Walks" (or maybe it was just his t-shirt!). Matt concludes:

Going forward we'll have each person make 1 video per quarter. I want people to help us make the place better by fixing what bugs them in their individual station. Great feedback so far. We show the videos at our morning huddles, and everyone is pretty fired up about them.

Thanks to their Gazelles Certified Coach Andy Bailey for passing along these fun videos.

Mark Zuckerberg's Personal Goal for 2018 -- famous for his annual personal goals including "eating only what he killed" and "reading a book every other week," Facebook's founder has articulated his focus for 2018, as shared in this CNNtech post:

"The world feels anxious and divided, and Facebook has a lot of work to do -- whether it's protecting our community from abuse and hate, defending against interference by nation states, or making sure that time spent on Facebook is time well spent. My personal challenge for 2018 is to focus on fixing these important issues."

What is your personal improvement goal for 2018?

Facebook's 2018 Theme -- And Zuckerberg has set a related 2018 theme for Facebook:

To make sure Facebook isn't just fun but also good for your well-being and for society.

January's initiative aligned with this theme was to show more high quality, trusted news and include more local news. Notes Mark in this update:

Local news helps us understand the issues that matter in our communities and affect our lives. Research suggests that reading local news is directly correlated with civic engagement. People who know what's happening around them are more likely to get involved and help make a difference.

Lessons? Pick a 2018 theme for your company. Then make progress every two weeks, the length of a typical "sprint" in Silicon Valley - that's 26 improvements for the coming year! That's how you make consistent, steady progress, the equivalent of a Jim Collins' 20-mile march every two weeks.

PepsiCo CEO Indra Nooyi -- I love Nooyi's quote highlighted above - a great way to view a taxing situation! Do you need to reframe a tough situation you're facing? In Freakonomics Radio's third episode in its six-week series "The Secret Life of CEOs" Stephen Dubner talks to PepsiCo CEO Indra Nooyi for the full 48 minutes about how she overhauled the company's junk-food portfolio, stared down activist investors, and learned to "leave the crown in the garage." Grab your favorite beverage this weekend and enjoy the interview which includes the audio (downloadable) and edited transcript.

CEO-BOOTCAMP: spend 3.5 days with Verne, serial entrepreneur John Ratliff, and 9 other CEOs in a beautiful retreat setting, addressing the constraints holding back you, your business, and your industry. April 3 - 6; May 29 - June 1 (YPO-only); and October 2 - 5.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Create Accountability – Drive Execution
Click Here to Watch a video example.

Align is your cloud based business operating system designed to keep you on your path to executing your goals. See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer, tablet or phone. $5.00 per month gets you started.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

Bezos' Approach; Leaders #1 Job; Appsters' Co-founder; Global Economies

"...insights for scaleups"

HEADLINES:

The main thing we have to fear is the lack of fear itself.
	Larry Summers, Harvard prof. and former US Treasury Secretary

All Major Economies Expanding -- the news out of Davos is more optimistic than ever and according to this NY Times cover story this week, after a decade of recovery, all major economies are expanding (nice data pictorial in the article). It's one of the reasons the best diversification strategy is to be doing business around the globe, not just in your own country. According to Dr. Hermann Simon, the "hidden champions" of the world (privately held firms that dominate their industry segments) are doing business in an average of 41 countries. How many countries are you in? The key to expansion? Find out where your existing customers are doing business in other countries and see if you can support them overseas. It gives you immediate revenue rather than swimming around in a new market looking for your first fish.

Bezos's Management Approach -- speaking of world dominance, when Jeff Bezos's was asked in this 36-minute interview "what is Amazon", he answered by sharing a handful of management principles in a way I've never heard them explained so simply and clearly. These approaches have allowed Amazon to invent and scale over the past 22 years. Go right to 4:04 in the interview and in 4 minutes Bezos describes these approaches. Then grab your favorite beverage and listen to all 36 minutes (at least go to 18:02 to listen to the main job of a senior leader!) - it's a master's in business leadership! Thank you to Sebastian Ross for sharing this resource.

Amazon's Three Brand Promises -- at 18:46 in the interview Bezos outlines Amazon's three brand promises (he calls them big ideas) for their retail business - low prices, fast delivery, and vast selection. And he's confident they will still matter 10 years from now (like Southwest's Low Fare, Lots of Flights, Lots of Fun) which brings stability and focus. The key, then, is to maintain a firm grasp on these simple ideas and focus on operational excellence, getting a little better every week at all three. At 20:16 he shares the three for AWS, his data services business. What are your company's three brand promises and are you keeping focused on improving all three over the next decade?

Morning Routine Drives Results -- 26-year-old Josiah Humphrey, who has scaled Australia-based Appster from startup in 2011 to an expected $100 million in 2018, has a very specific morning routine which he credits to much of his success in driving the company with his co-founder Mark McDonald. A huge Rockefeller Habits fan and famous for 22-hour Topgrading interviews, Josiah has bought into the idea that "routine sets you free." Notes this story on News.com.au:

The young millionaire, who left school at 16, gets "hyped for the day ahead" with some short exercise, a cold shower (which he says "sucks"), meditation, gratitude, writing out his life goals, saying affirmations, writing a to-do list and getting started on the "single most important task of the day".

Please take 1 minute to read the rest of the details. What is your morning routine?

CEO-BOOTCAMP: spend 3.5 days with Verne, serial entrepreneur John Ratliff, and 9 other CEOs in a beautiful retreat setting, addressing the constraints holding back you, your business, and your industry. April 3 - 6; May 29 - June 1 (YPO-only); and October 2 - 5.

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Create Accountability – Drive Execution
Click Here to Watch a video example.

Align is your cloud based business operating system designed to keep you on your path to executing your goals. See, in real time every person in your organization and how they are progressing on their priorities - alongside how they Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.alignwithgazelles.com - on your computer, tablet or phone. $5.00 per month gets you started.

Better Book Club -- What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.