Archive for 2009
Wednesday, September 30th, 2009
The title of this blog comes from a principle theme within a book entitled Change The Way You See Everything by Kathryn D. Cramer and Hank Wasiak. Most people are busy juggling a life that includes an overwhelming amount of work, home, family, and children, as well as faith-based and community activities. Each event or activity in isolation has priority and importance, however many of us deal with colliding priorities every day. For example, you need to get the final numbers to accounting by 5:00 today and you are behind schedule. Your daughter has a soccer game right after school at 3:30. You become instantly stressed. Perhaps you rush through the project at work, get it turned in to accounting but all the while you are at your daughter’s game you are rethinking your work wondering if you made any mistakes. While you stand on the sidelines worrying there is no way you are really watching and enjoying your daughter’s soccer acumen and her love of the game.
Your competing priorities are not going away. Therefore the question becomes how can you contribute your best to every priority as well as be the best you you can be!
Stop and breathe. Not every situation or competing priority deserves crisis status. Stop … take a deep breath and think. Take an extra minute to think about what the next best step really is. When you take these few minutes to breathe and think, you will be much less reactive and much more proactive. Living in a constant reactive state reinforces feelings of frustration, self-criticism, and self-doubt. Being proactive reinforces confidence and competence.
Forget perfection: Pursuing perfection is not an asset. Mistakes and challenges are inevitable; therefore, the pursuit of perfection only serves to focus on what did not go well or right. However, if you give yourself permission to believe you are perfect just the way you are, you give yourself permission to focus on your strengths. Commit to always maximize your strengths and you will find the flaws slip away. Babe Ruth held the title of most career home runs for 39 years with 714 until Hank Aaron achieved 755, and most recently Barry Bonds hit 763. All three of these men stood at-bat thousands of times in order to achieve this greatness. Many of those at-bats were even strikeouts. Focus on your home runs as they are what really matter and not your strikeouts! “I swing big with everything I got. I hit big or I miss big. I like to live as big as I can.” Babe Ruth
Focus on what is next. Get out of the past and focus on the future. Learn to widen your view so you do not miss any opportunities. “Illuminating the possibilities and opportunities that abound in everyday circumstances increases your options, energizes situations, and inspires you and others” (Cramer and Wasiak). Develop the habit of looking ahead. Where do you see yourself tomorrow, next month, or next year? All accomplishments begin with an idea, a seed, a dream. Create a Dream Inventory (copyright symbol) and list all of your ideas and dreams that matter to you—no matter how extravagant or insignificant they may seem. It’s impossible to emphasize strongly enough the power of creative and uninhibited imagination. Do not let life stifle yours.
Your unlimited success depends on your ability to magnify your strengths and focus on your future. Start today!
Tags: Babe Ruth, Barry Bonds, change the way you see everything, crisis, Dream Inventory, focus, Hank Aaron, perfection, priorities, proactive, reactive, Strengths
Posted in Personal Development | 2 Comments »
Wednesday, September 23rd, 2009
“Managers do not motivate employees by giving them higher wages, more benefits, or new status symbols. Rather, employees are motivated by their own inherent need to succeed at a challenging task. The manager’s job, then is not to motivate people to get them to achieve; instead, the manager should provide opportunities for people to achieve, so they will become motivated.” – Frederick Herzberg.
So what does this theory have to do with process improvement? When done properly, motivation is a core component to process improvement, total quality, 6 Sigma, lean, or whatever other description one uses to express this philosophy that according to W. Edwards Deming causes 85% to 90% of an organization’s problems. It has been proven time and time again that “bad processes will always squash good people.”
Typically employees do not go to work with the preconceived attitude of, “I can’t wait to get to work to see what I can screw up today.” Most employees are committed to doing a good job and providing results. Very often, however, when management does not see the desired or forecasted outcomes, they begin the search for the bad apples. “Who caused this to happen, rather than what caused this to happen?”
It is our experience that the “what caused this to happen” i.e. a bad process, is more often the actual cause of bad outcomes rather than “who caused it to happen?”. “What caused this to happen” is typically a defective or ineffective process. In the classic sense a process is the series of interrelated steps it takes to complete a task, and this applies to both business and manufacturing processes. Management designs the majority of a company’s processes and employees are instructed and trained to follow them – good or bad. If the process is good then the outcomes are good. However, if there is waste and variation built into the process the outcomes will neither be consistent nor predictable. This lack of predictability causes frustration at all levels within an organization but the frustrations are often magnified at the employee level, because they live within the processes daily. As such, employees know there is a better way to do things, but management doesn’t allow or encourage them to find it. Even if permission and encouragement is given, it is important that it be done correctly. Without the proper understanding and knowledge of process improvement tools to guide the discussions, greater frustration is created during the analysis, the decision process and the improvement phases.
A more effective approach is to provide everyone with the training necessary to best understand and utilize proven process improvement tools and to create a structure to allow employees to find and eliminate variation and/or waste in an existing process. Giving employees this opportunity is one way to operationalize Frederick Herzberg’s above definition of motivation. Highly motivated employees who have been given the opportunity to be involved in process improvement will generate accelerated results for the organization allowing them to run circles around their competition. Additionally, the results of process improvement when identified and implemented by the employees who are actually doing the work achieve quick, bottom-line economic gains, greater employee loyalty with higher moral, and more satisfied customers who will be loyal to your products or services.
Tags: bad processes, Edwards Deming, lean, Management, morale, Motivation, Process Improvement, six sigma, theory
Posted in Process Improvement | 2 Comments »
Wednesday, September 16th, 2009
One of the best ways to increase your sales efforts is to develop centers of influence.
Typically centers of influence are individuals who have influence in the community or in a specific industry and have agreed to help you make referral connections. An effective center of influence, should have influence in your defined or targeted market. Centers of influence could be a satisfied customer, a community or business leader, a former business associate, or someone who really understands what you do and believes in you! It is our experience that centers of influence refer the best potential clients. Why? Because there is already an established connection or relationship between the center of influence and the referred client. That existing relationship is based on trust and past success.
There are many ways to cultivate a center of influence. Here are three ideas we have found to be effective.
- Clearly communicate the details. Help your center of influence clearly understand what you and your company does and the value you can bring to a client. Also let the center of influence know specifically how they can assist you—who you want to meet and why. Remember, they are putting their reputation on the line so be clear and specific.
- Always show your appreciation. Saying thank you and showing appreciation goes a long way toward additional opportunities coming your way. A hand written thank you note, giving a small gift such as a topic specific book, or buying your center of influence a meal are but a few of the simple ways you can show your appreciation. Everyone likes their efforts recognized and appreciated.
- Always provide feedback. Your center of influence is not just interested in providing you with referrals. He/she will also be interested in the outcome of the referred connection for two reasons. First, the center of influence will be interested to know if the connection provided value for both parties—was it a positive and productive interactions. Second, a good center of influence will be interested in the outcome so they can measure whether they understand enough about what you and your company does to make sure they are making the right referrals. Everyone wants to provide value, and your center of influence is no different.
Building and managing your sales funnel, no matter what industry, in an ongoing process. Whatever other marketing techniques you are currently implementing, Look at developing relationships with the right center of influence. This one relationship can be a powerful and productive source of business!
Tags: center of influence, referrals, relationships, Sales, trust, winning
Posted in Sales | No Comments »
Wednesday, September 9th, 2009
Before a people consider buying anything, they must first have a want or need. Their desire can be at a conscious or subconscious level, but it needs to exist in order to motivate any buying decision.
People are motivated to buy in order to gain a benefit, to avoid a loss, or to solve a problem. People buy to gain money, save money, or avoid the loss of money. They will buy to prolong life or to improve the quality of life. The need for approval or the desire to be recognized are also strong motivators. Personal needs and wants fall into all kinds of categories with varying degrees of desire and urgency. We see buying decisions all around us every day.
You immediately replace your hot water heater because you need hot water. Even though a Saturn will accomplish similar results you always wanted that Mercedes E350. When you purchase a laptop you configure the new equipment based on the functionality of your needs and the functionality you want.
Understanding your buyer is one of the most important steps in successful sales. Why do your customers buy your product or service? What about your service or product does your customer need and want? Value is an issue in virtually every buying decision. Every potential customer will be considering the value or benefit relative to the price he/she will be paying. Remember, customers buy benefits and outcomes. Keep in mind that the most important key to answering this question is being able to get your potential customers to share their needs or wants. Only after those are identified can you begin to communicate and show value.
When mastered, the two skills that will help you uncover your customers’ needs or wants are listening and asking the next “right questions.” Listening is a skill most people believe they have mastered. However; if we are honest with ourselves, it is a skill that should be continually honed. Good listening skills mean that you are engaged with your customer, and they are your entire focus at that moment. Proper listening builds trust, and when trust is established your potential customers are much more likely to share their needs and wants in detail.
Asking the next “right” question is an art form. However, if you are listening properly and engaged you will know what the next “right” question should be for that customer in order to help him/her make a good buying decision with you. Listening and asking the next “right” question is like having a conversation with your best friend. The dialog is comfortable, your friend can sense on every level that you are interested, and you are present. And since you are present, you know exactly what to say or what to ask next. Make your potential customer your friend. Treat him/her like your best friend and watch your sales goals move to new heights.
Helping someone make the proper buying decision with you is not difficult. Focus on each customer’s individual needs and wants, link those needs and wants to the value of your product or service through listening and questioning. Before you know it, your sales will increase expontentially.
Tags: buying decision, communicate, listening, Mercedes, needs, Sales, Saturn, value, wants
Posted in Sales | 1 Comment »
Wednesday, August 26th, 2009
Is your business drifting in the waters of economic challenge and uncertainty?
Don’t be embarrassed if the answer is yes as many companies of all sizes are “managing through” the current challenges before them. Managing through the daily turmoil starts out as a great strategy. Everyone within your organization “hunkers down” and starts to focus on what needs to be done on a daily basis to manage resources. Each decision is critical to the success of the next day, the next week and so on. But, the hunkering down syndrome (managing through it) is a great short-term strategy at best. As a long-term strategy, hunkering down is drifting with no particular destination in mind. As you drift, your competitors take advantage of new market opportunities and market possibilities that you could have capitalized on for business growth had you not been drifting.
Stop drifting! Continue to make the right and necessary decisions today but do not lose sight of where you want your company to be one year from now, three years from now, and ten years from now. The strategic decisions you make or don’t make today will have an exponential impact on the future of your business. Continue to take the time to review your strategic objectives, critical success factors, and necessary action steps. Current circumstances may force you to change course, but making a course correction today will ensure you end up at the right destination tomorrow.
“If you want to achieve success, make today the day you stop drifting.” – Napoleon Hill
Tags: business growth, drifting, market opportunities, market possibilities, Napoleon Hill, strategic thinking, strategy, Success
Posted in Strategic Planning | No Comments »
Tuesday, August 18th, 2009
If asked, do your potential clients and existing clients consider you a trusted advisor?
Do your clients seek you out for advice as it relates to other aspects or decisions for their business?
Do you make yourself available to potential clients and existing clients on a unlimited basis?
There are two very effective ways to generate business. One way is to develop and solidify new client relationships, and the other successful path is to generate more business from existing customers. Experience has proven it is far easier to generate additional business through an existing client than it is to continually manage marketing activities and an ever-growing sales funnel. Therefore, how can you ensure the ability to generate more business with existing clients and enrich both their business as well as yours? Establishing a relationship where you are a go-to resource can strengthen every existing client relationship.
As a result of this article, I am not suggesting that you position your services as the answer to every business need. That is not practical, focused, or effective. However, if you are positioning yourself as a go-to person for thoughts, brainstorming, previous experience, wisdom, or advice you are indeed mastering the role of a trusted advisor. “In a world that is increasingly connected, but also increasingly impersonal, the role of trusted relationships is more critical.” (David H. Maister) Your buyers are typically lonely decision makers searching for relationships that they can trust and find value in. By offering your time to understand every aspect of your client’s business and every challenge they face, you will be able to clearly understand where you can provide assistance.
Never forget that knowledge and information about a client is power. It may not power the sale today, but it will allow you the ability to suggest and provide the right solution at the right time. Trusted advisors also receive more referrals. A company decision maker is more apt to frequently refer someone who is a proven resource in multiple areas, consistently available, and follows through on the details.
A recommendation for your current business plan is to look at all of your existing client relationships and evaluate what you can do to provide more value not in the forms of services per se, but in the form of added value through brain power, ideas, and professional connections. By focusing on your clients entire business, by understanding their needs and concerns, you will see a very positive impact to your sales funnel!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: clients, decisions, prospects, Trusted advisor
Posted in Sales | No Comments »
Tuesday, August 18th, 2009
Building your business and developing yourself are both growth processes that will occur over time. Building a business implies having to develop your skills and/or manage other people who can build the necessary processes to perform necessary business functions. While many people equate success with working, truly successful people attribute their success to working smart. In the beginning, you will need to do both. And if you do both, in the end you will find you have built something that will endure.
The value of your business lies not in what it can do with you, but in what it can do without you. If no one else can do what you can do, then you don’t have a business that will endure. You have a business that is restricted by its inability to use its creative juices and expand into something bigger and more successful. Business is and should be a systematic series of processes linked to the overall goals of the organization disciplined to exceed internal and external customer expectations. Each aspect of your business should be process mapped, so that in theory, other people could perform it. These functions and processes should be crystallized in writing.
When activities can be accomplished by others or the process is systematic, then your creativity can be utilized for continuous improvement, increased sales, improved market share, and new business development. Recognizing an opportunity and being in position to take action is one of the keys to success. If you are busy doing, you may be too busy to take advantage of opportunities, and chances are you working harder and not smarter.
The benefits of planning are many. Planning helps to prioritize your activities. You already know you will be wearing several hats and the functions you will perform under each hat are different. Planning helps you to see beyond the immediate issues and remain focused on the desired outcomes. This will help to ensure that day-to-day activities are in line with your long-range objectives and vision. It will help you avoid getting involved in seemingly endless crises, and even prevent crisis-stimulated activities that seem to be important and necessary but in fact may be neither. With this understanding you are better able to focus your energies on getting where you want to go. A comprehensive plan is the important tool you can utilize to build a successful business.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: Building, business, develop, goals, manage, plan, skills, smart, Success
Posted in Strategic Planning | No Comments »
Tuesday, August 18th, 2009
“Success is … the continual achievement of your own predetermined goals, stabilized by balance, and purified by belief.” – Resource Associates Corporation
In real life many people get stuck in a professional or personal position where goals are defined for them. The result is frustration where no one feels fulfilled and the goals often are never reached. However, sometimes developing a successful business does not come easily or in a time frame that is initially envisioned. This is not only frustrating, but often creates self-doubt. Our research shows that one of the key factors to a successful business is the commitment to a plan and persistence to make it.
However, there are a set of principles, that if applied will pay rich dividends toward your personal and professional success. These eleven principles will give you some additional direction in creating a balanced, successful life. As you continue to read, challenge yourself to identify which principles if implemented will take your business and life to the next level. Success, accomplishment, and life balance are right around the corner if you choose to do something about it – so – carpe diem – seize the day!
Earn trust by giving it. We live in a cynical world and it is becoming commonplace for people to want to see “it” before they believe “it.” Trust in the business world is critical, and you can build trust by being a person of your word and encouraging people to trust you by trusting them.
Take responsibility for your actions. Do what you say you are going to do! Admit it when you are wrong and take corrective action immediately. Make sure your actions are consistent with your values, and remember actions will always speak louder than words.
Get the facts before making a decision. Take the necessary time to collect the facts in order to make the best-educated decision. However, do not overdo it—too much information can cause paralysis by analysis, which causes inactivity, and inactivity causes failure.
Go the extra mile. Decide to make a difference! Go the extra mile for your customers, your family, and yourself. The little things always matter and they will add up to a stronger business and better relationships.
Put first things first and last things not at all. Use your “must do” and “should do” lists effectively. Focus on the activities that will impact your business and life goals—let the rest go. Simplify your world by knowing what is important to you and prioritize accordingly.
Accentuate the positive. Focusing on the negative will always net negative results as well as make everything seem incredibly challenging. Focusing on the positive will unveil new possibilities and opportunities that will directly link to your goals … and it just feels much better.
Center your life on specific goals. Specific, measurable, attainable, realistically high, and time trackable goals are the key to success and the fulfillment of your purpose.
Devote yourself to lifelong learning. What goals have you established to exercise your brain muscles? If you are unclear about the answer to this question develop those goals now! Develop goals that will force you out of your own comfort zone—it will be a liberating and exhilarating experience.
Discover and follow your calling. We refer to it as discovering and following your passion. Understanding your passion is critical to your success and living a life of balanced fulfillment. Living your passion is not the impossible dream; however, it will always require focused commitment and the desire to be the best you can be.
Concentrate on what you do well. Everyone has been given specific and unique gifts. Determine what yours are and maximize them. Do not try to be somebody else—work on being the best YOU! Listen to others, learn from others, but follow your unique direction.
Pour a solid foundation of hard work. Nothing worthwhile is ever easy. Hard work is essential for a successful business. Hard work is required for success in personal relationships. Hard work is required for any kind of worthwhile goal accomplishment, however, some of the hardest work I have had to do, I enjoyed the most.
So which of the eleven principles did you make a written note to address as it relates to improving your business, your life, and your current level of accomplishment? One of them, half of them, all of them … the number you selected is irrelevant. The commitment to take action is the most important step of all. Success in life is a continuous and evolutionary process. There really is no destination; there are only self-imposed limitations. Every day provides new challenges and if you are looking in the right places, life also provides the necessary solutions.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: fulfillment, goals, persistence, plan, results, Success
Posted in Goal Planning | No Comments »
|
