Archive
NUTS ‘N BOLTS LEADERSHIP
I came across this book called “How To” Strategies and Practical Tips For Leaders at ALL Levels” by Eric Harvey and Paul Sims. It appealed to me as a refresher to those of us who have been in management for a long time as well as a training tool for people just beginning in that arena.
I’ve copied some pieces of their message below:
“If you’ve been in management for any length of time, you’ve undoubtedly come to realize that it’s a multi-faceted profession – a somewhat complex calling that includes the classic and academically described duties of “planning, directing, controlling, etc.” … and much more.
Like a coin, leadership has two sides. There’s the proactive side – the actions you initiate to positively affect people and their performance. And there’s the reactive side – the actions you take in response to unanticipated issues and situations. The key to these equally important sides is ACTION. And the way we see it, in order to act properly and effectively in these fast-paced times, your management “toolbox” needs to be filled with solid nuts and bolts techniques.
Here are some “How To” tips that should help:
- Address Performance Problems Early. One of the surest ways to demotivate employees is allowing people to do sub-par work. When that happens, others have to pick up the slack. You owe it to the rest of the team to address an employee’s deficiencies as soon as you become aware of them. Waiting only increases the intensity of everyone else’s bad feelings.
- Think “Development.” Make developing the members of your team (and yourself) one of your top priorities. Besides providing formal training, pursue opportunities for building skills, awareness, and confidence that require minimal time and resources (e.g., watching videos, distributing industry publications, mentoring).
- Always Give the “Why.” A combined lesson from Human Nature 101 and Common Sense 101: There’s a much better chance that people will be motivated and give their enthusiastic support if they understand the reason behind a goal, assignment, or decision. So, always follow the what with the why!
- Teach Business Literacy. One powerful way to get people motivated is to teach them the business of the business. The more people understand how a successful organization is run, the better they’ll be able to contribute to your overall mission and the bottom line … and feel like they truly are a part of your success.
- Let your employees lead. Help others on your team develop by letting them take the lead on certain activities and projects. Most of us like “being in charge” – at least some of the time. It’s a great way to build skills, commitment, and responsibility.
- Involve them in Decision Making. Have an important decision to make? Let employees decide! Or at least ask for their ideas and suggestions. They are, after all, the ones who will feel the impact the most. Besides, you’ll probably end up with a better decision – one that your people will be inclined to support because they helped make it.
- Keep them informed.Hold regular “state of the business” meetings to keep everyone informed on what’s happening within the organization (future plans, new products or services, planned purchases, etc.). Make sure people do NOT feel “kept in the dark.
- Spread the wealth.Rotate the drudgework so that everyone shares part of the load. Likewise, spread around the high-profile assignments so that every person has an occasional opportunity to strut his or her stuff.
- Respect their time. If you expect employees to believe that their work is important, you have to believe it, too. More importantly, you have to behave like you believe it! Don’t expect people to drop whatever they’re doing every time you need something. Instead, ask if they have a few minutes to chat. Better yet, ask for a time when they’ll be available to meet with you.”
All of these are very solid tips that can help all of us become and/or remain better leaders for our businesses.
Andrea McAfee
Bayless Engineering
Personal Branding – The Social Network Way
I attended the Professionals In Human Resources Conference (PIHRA) at the end of August 2012. Besides exceptionally interesting workshops and keynote speakers, I learned new terminology “Employer Branding”. Companies are creating their own Social Network brand in-part to recruit potential employees. Did you know, according to Jobvite Social Recruiting Survey results 2012: As much as 92% of recruiting is now happening through social networks! Most popular social networks being used for recruiting: LinkedIn 93%, Facebook 66% and Twitter 54%. Since implementing social recruiting, 49% saw an increase in quality of candidates, 43% reported an increase in candidate quality, 20% reported it took less time to hire, 31% saw increase in employee referrals, according to the survey. Has your company created its Social Media Brand? As you may know I have been advocating “Personal Branding” for jobseekers for several years; interesting, the way Social Media is changing the method individuals are recruited and employed.
John Silver
ITT Technical Institute
jsilver@itt-tech.edu
Paralysis of Analysis
Did you know, many companies are now being held back by the “paralysis of analysis.” Maybe it’s time to jettison some of data analysis and return to conventional thinking and develop a more creative vision for action. A sense of urgency and the ability to make prophetic decisions, not necessary data driven decisions, may end up being the difference between being successful and unsuccessful in a competitive world.
John Silver
ITT Technical Institute
Business Culture
A Business’s culture is a complex fusion of the values, beliefs and norms that permeates all levels of the business – from the physical appearance, to dress codes, team dynamics, comp and benefits, hiring and retention strategies, training and development programs and communication processes. A healthy business culture can reduce turnover, improve the quality of new hires, enhance productivity, encourage innovation, and enhance a company’s stature in the community.
What would your employees and customers say about your business culture?
John Silver
“Rule #32 – Enjoy the Little Things” ~ Zombieland
Shamelessly reposted from a blog post by Pam Capistrano, our CEO, and my lovely wife! Zombies – yes!
This morning while driving I was reminded that it’s the little things in life that we need to appreciate. My son had to point out that this is also Rule #32 in Zombieland, so it must be important!
Our daily lives seem to become more high stress and demand more and more each day. As an entrepreneur in a state that is considered the 8th largest economy in the world, I feel the pressure of success daily. It is during these times that I need to remind myself to stop and appreciate the little things.
Below is a list of some little things that may make me smile.
- Sunrises and Sunsets
- Puppy Breath
- The smell of popcorn when you enter the movie theatre
- The small cry of a newborn
- Someone saying thank you after you go out of your way to be nice
- Vacation with great friends
- A warm breeze on a summer afternoon
- The unexpected hoot of an owl while sitting on the porch swing
- A loving, respectful spouse
- Teenagers (I know weird, but imagine someone who has lost their child, I’m sure they’d love to be dealing with a teenager rather than their grief)
- Spring flowers
- Summer fruit
I could go on and on. There are so many little things to be thankful for that we should stop and appreciate. I hope that this post has helped you stop and take a minute to think of some of the things that make you smile. I’d love to hear some of your favorite little things in life!
Scott Capistrano
The Manager’s Communication Handbook
In trying to find ways to improve our company’s working environment I continually search for resources to help guide me in my efforts. Since most organizations often find communication problematic, “The Manager’s Communication Handbook” by David Cottrell and Eric Harvey addresses the issue. Here is an excerpt from the book’s introduction you may find interesting.
“What is the greatest frustration for most employees? Could it be they think they’re not getting paid enough? Or that the workplace is cramped or noisy? Maybe they think management expects too much from them? Could organizational bureaucracy or politics be number one on the frustration list? All of these possibilities are easy to imagine … and justify. However, in survey after survey, employees place communication problems at the top of their frustration list.
Communication?
Yes, communication. Most managers spend so much time and effort communicating it’s hard for them to believe it could be a major problem. The paradox is that while employees are frustrated by a perceived lack of communication with their managers, most managers feel they are outstanding communicators. In a recent study, researchers asked a group of managers to evaluate their personal communication skills. The study discovered that 90% of the managers rated their communication skills in the top 10% of all managers. Obviously, 80% of the managers think they are better communicators than they actually are. Do you think their perceptions are a little off from reality?
We often hear that “communication is the key” or “leadership is communication” or any number of slogans about the importance of communication. These slogans are common because they’re true – communication is critical. It’s one of the most powerful tools managers have in their “toolbox.” Communication can be as tactical as posting the daily numbers or as strategic and profound as sharing the purpose and vision of the organization.
With so much emphasis on communication, how could it be such a big problem?
Actually, communication may not be the problem, and communicating more may not be the solution. In most cases, employees don’t need more information. Most of the information they receive doesn’t get read; that which gets read is frequently not understood; and that which is understood is usually not remembered.
The real problem is that the communication being delivered is not the same as, or connected with, the message being received. In other words, managers’ communication is often filled with so much “static” that the message is not understood, supported, or accepted by employees. The static preventing connected communication could be many things including ambiguity, confusion, inconsistency, conflict, or distrust.
What causes this communication static?
One factor is the proliferation of communication methods in recent years – e-mail, voice mail, meetings, conference calls, cell phones, pagers, memos, video, intranets, newsletters, etc. With so many options, we tend to pay more attention to how we’re going to communicate than what we’re going to communicate. In other words, it’s more about the method than the message.
As a result, most managers think of communication as an activity as opposed to an outcome. The focus is on producing slick graphics, writing a clever memo, or delivering a great presentation, instead of creating commitment, passion, and enthusiasm among employees.
Another reason for the communication static is we’ve forgotten that true communication is a two-way process. Some of the technological advances that have made communication easier have also de-personalized it. It’s not enough to just put out a message and hope employees “get it.” We have to follow up to be certain we connected – to make sure the message received was the same one we intended to give.
To effectively eliminate communication static and build understanding, support, and acceptance, we need to make a shift and think of communication as an outcome. To do that, we want to look at communication from the receiver’s perspective. We should ask the question, “What is my desired outcome with this communication? What do I want employees to think, feel, and do after receiving my message?”
At a minimum, our objective should be for others to understand our communication. But employees can clearly understand the message and still not agree with it or be willing to follow our direction. The ultimate goal is to build support and acceptance – to have receivers internalize your message, to move them to action. Understanding is intellectual; support and acceptance are emotional. It’s like the difference between compliance and commitment – which one would you rather have from your coworkers?”
Andrea McAfee
Business Valuation – in the Shark Tank
My blog topic for today is a bit on the lighter side. Ever seen the program on ABC named “Shark Tank”? While it’s obviously an entertainment show, there are some incredibly interesting strategic and management aspects to the show.
In case you haven’t heard of the Show, here’s the quick synopsis from the Show’s web site:
The Sharks are back to continue their search to invest in the best products and businesses that America has to offer. The critically acclaimed Shark Tank gives budding entrepreneurs the chance to make their dreams come true, and possibly make a business deal that will make them a millionaire. Season Three continues to make TV history, with the Sharks offering over $6.2 million of their own money in investment deals to bankroll a creative array of innovative entrepreneurs.
The “Sharks” consist of people like Marc Cuban, owner and chairman of HDNet and owner of the Dallas Mavericks (among many other companies); Barbara Corcoran, Kevin O’Leary, Lori Greiner, Daymond John, and Robert Herjavec.
As a small business owner, I’m always extremely curious as to other business owner’s ideas, perceptions of value, and their plans to grow – and this show gives each of the entrepreneurs a crash course on what they’ve gotten right, and where they’re completely clueless.
If you’ve got the time and inclination, I would recommend checking it out – Fridays on ABC at 8pm. Like most things, some episodes are great, while others are annoying – but you’ll definitely come away with new ideas, new motivations, and new strategies.
Scott Capistrano
Status Not Quo
“HEY LEADER, WAKE UP AND HEAR THE FEEDBACK!”
This quote, written by Eric Harvey reminds us of important leadership objectives that many business leaders often neglect or forget in the heat of everyday “doing business”.
His team turned to those who truly know and understand what effective leadership feels and looks like. They surveyed thousands of working individuals from a full range of professions, experiences, and geographic locations – asking them one simple question:
“Based on your experience, what is it that truly effective and highly respected leaders DO?”
Over 500 responses were received from employees, team members, and leaders from all levels around the world – of which 145 were selected and assembled within the 10 topic chapters that comprise this work.
Following are some quotes from the first chapter focusing on learning and development that resonated with me.
The growth and development of people is the highest calling of leadership.
Harvey S. Firestone
An effective leader should always prepare the next person to take on a leadership role. A good way to do this is to identify a potential leader on your team. When the leader has been identified, talk with the person to ensure they have the same goals that you have for them. If both of you agree, start working with that person by setting expectations, encouraging leadership courses, attending meetings with you – or in your place, assigning high-level duties, and be open if he or she has a different way of approaching situations than you.
Kathy Ibrahim, Burlington, North Carolina
Many leaders are so busy leading that they neglect to take time to think, vision, plan, and develop themselves as people.
Tommy Echols, Cicero, New York
Remember that knowledge and experience are not for your secret memory file. When you have the benefit of knowledge and experience, don’t brag about them or use them as weapons for chastising your team. Instead, use them as tools for development. Share your knowledge and
experience so that others may learn. It does not take anything away from you, and can come back to you in multiple ways through the success of your team.
Nancy Springler, New Orleans, Louisiana
As an author, speaker, and writers’ group leader, I’ve learned that while it’s great to be organized, goal oriented, and enthusiastic, be wary of enjoying the sound of your own voice. A violin solo may be beautiful but lacks the strength of many instruments blended into a mighty orchestra. Become a group maestro by making eye contact and being aware of body language and the emotion behind the words. An active listener absorbs and repeats or rephrases the speaker’s words and seeks clarification: “So what I’m hearing you say is … Is that right?” Remember: Effective Leaders Listen!
Virginia Nygard, Port St. Lucie, Florida
My goal is to make my team members more effective – and prepare them to become my bosses through the use of the 5 “E”s. Empathize, Encourage, Educate, Empower, and Expect.
Freddie Cogburn, Maryville, Tennessee
Support others in reaching their own goals by asking them on a regular basis how they are getting on with the task at hand and offer them your help or experience if they need it. You could perhaps give them an example of a project you were working on and how someone else helped you meet your goal.
Julia Reedshaw, Leeds, West Yorkshire, UK
AND THIS IS MY FAVORITE QUOTE:
Truly effective leaders must be PRESENT! With the pace of change, globalization, technology advancements, and doing more with less, whatever happened to management by walking around? Too often in today’s environment, leaders are so distracted that they are disconnected as to what is happening with their people. One-on-ones are put off for other “strategic priorities” and performance feedback is infrequent – missing opportunities for meaningful, timely, and productive personal development discussions. All of this can lead to a distrusting, disjointed, and disenchanted environment.
Effective leaders are accessible and present; they consistently engage with their people, give their people their full attention, view their people as a priority, and develop them accordingly. They align their actions with their words, do what they say they are going to do, and equally reward good performance, as well as
uphold the consequences for poor performance.
Effective communication – an essential attribute of leadership – can often be lost in today’s fast-paced world of technology! Don’t miss the opportunities that managing by walking around can reveal! When was the last time you stopped by the desk of a direct report and asked, “How are things going? … What can I do
to help?” Your PRESENCE matters!
Tasha Delaney, East Fallowfield, Pennsylvania
Harvey’s closing comment adds a perspective we all should remember:
As a manager, act with the understanding that your management role has an objective of developing and encouraging others to succeed by doing the right task at the right time … every day … every week … every month … to become the best they can possibly be.
Andrea McAfee
Bayless Engineering & Manufacturing
Eat that Frog!
With more on our plates every day and time seeming to slip by at an increasingly rapid pace, this unique approach to time management from a book by Brian Tracy called “Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time” resonated strongly with me.
Get More Done In Less Time = Eat That Frog.
If you are like me, you are overwhelmed with too much to do and too little time. As you struggle to get caught up, new tasks and responsibilities keep rolling in, like the waves of the ocean. Because of this, you will never be able to do everything you have to do.
For this reason, and perhaps more than ever before, your ability as a leader is to select your most important task at each moment, and then to get started on that task, get it done both quickly and effectively. To help you and others be more effective and efficient, we must remember the story about frogs!
Mark Twain once said that if the first thing you do each morning is to eat a live frog, you can go through the day with the satisfaction of knowing that that is probably the worst thing that is going to happen to you all day long. Your “frog” is your biggest, most important task, the one you are mostly likely to procrastinate on if you don’t do something about it. It is also the one task that can have the greatest positive impact on your life and resultsfor you and your organization.
The first rule of frog eating is this:
If you have to eat two frogs, eat the ugliest one first.
This is another way of saying that if you and those you lead have two important tasks before you, start with the biggest, hardest, and most important task first. Discipline yourself to begin immediately and then to persist until the task is complete before you go on to something else.
Although it’s so much easier to push off the “ugliest frog” in favor of fighting fires and cleaning up all the odds & ends and easy fixes, I think that frog eating should be my goal!
Andrea McAfee
Controller
Bayless Engineering & Manufacturing
Never get comfortable
Over last weekend, I briefly thought to myself “it sure would be nice if things settled down at SNQ – even briefly and we had a normal day”.
So what precipitated this thought? Well, it seems to me that since day one of the formation of Status Not Quo, every day has been dynamic, challenging, and mildly stressful due to constant change. Granted, most of our challenges have been positive (i.e. either fall under “opportunity” or “character building” lol).
However, as I reflect today (I’m writing this on a Monday), I admonish myself to “Never get comfortable”. I constantly challenge other business owners and our clients to continuously reinvent themselves, or stagnate and get left behind. While this is always our focus, it is hectic.
The entire year of 2011 at SNQ has been crazy busy due to a move – consolidating and moving to a corporate office. We went from completely virtual and decentralized, to a mix of the two with stronger centralization.
However, not one week after I sat down at the new office, we were faced with the potential of an incredible opportunity to move into two new areas of software development by absorbing/merging with another firm. This will expand us into a multi-office company, and very possibly into needing an international presence in South America. Talk about Distributed to Centralized and back to Distributed (insert rising stress meter here)!
My point is to be thankful for change, and embrace that uncertainty. Granted, many times it stems from a negative challenge – but we must still view those challenges as opportunities to change, leverage, reinvent, and grow. The day things start getting boring around here is when I will really start to stress. Take a well deserved break this weekend, but when you return on Monday, challenge yourself and get outside of your comfort zone.
Scott Capistrano
Status Not Quo
Job Hunting a shifting process
There is nothing as constant as change. And changing technology is fueling a shifting Job hunting process. Today job seekers interact in a virtual world therefore should possess a virtual job-hunting toolkit. However until such time as a bar-code is implanted on our foreheads enabling employers to scan a candidate’s; education, skill levels, personality dimensions, compatibility with the job requirements and culture of the company as well as background checks for electronic employment predictability. Candidates will continue to personally interview with people who are in a position to make a hiring decision. Up till now that has not changed.
John Silver
Director of Career Services
ITT Technical Institute, Sylmar Campus
What’s Your Approach … Train or Hire the Skills Your Company Needs?
Recently there have been numerous media pronouncements that, despite record unemployment levels, employers are finding skills shortages and mismatches as they look to add to their overall staffing levels. A growing number of employers are taking the approach that, in order to keep staff levels at the optimal level and with the appropriate skill sets, they need to up-skill existing employees and then recruit at the easier to fill lesser skilled positions.
So what’s your company philosophy and why? Are you enduring long recruitment cycles as you look for that “perfect” fit or are you taking the approach of increasing the skill levels of your existing employees through formal training, on-the-job training or a mixture of both?
Joe Klocko
Director, Center for Applied Competitive Technologies
College of the Canyons
All that I want
This is the text of my sister’s upcoming contest as a Toastmaster. The message, as you will read, is ‘powerful’, and I wanted to share it with you.
The Rev. Billy Graham was recently asked: “Sir, what about this life has surprised you the most”? His reply? “Its brevity” A short time ago, I was a 17 year-old high school senior. Now I am a 60 year-old social security senior. I love being 60. You see when I was in my late teens and early 30’s all I did was get married and divorced, married and divorced, and married yet again. In my thirties, and early 40’s all I did was work. I worked 50 and 60-hour weeks so I could buy stuff. Big stuff, little stuff, new stuff old stuff. Your stuff. My credit cards had skid marks and their own zip codes. Then on Jan 4 1998, my life as I knew it ceased to exist. My husband of 20 years, the absolute love of my life, the man I was supposed to grow old with, died of a sudden heart attack. One minute he was on the racquetball court, and the next he was in the arms of Jesus.
Well meaning friends would often tell me. “Debby you are lucky, at least he didn’t suffer”. No, he didn’t suffer; he left that for me to do. And suffer I did. Shortly after Larry died, I was in the hospital having major surgery. Three weeks later my only surviving grandparent died. Me? Back to the hospital, this time with carpel tunnel surgery. The wind came along and blew the shingles off of my roof, my downstairs flooded, and the transmission fell out of my pick-up. All this happened by August of that year. Oh, I suffered! I felt like the psalmist David when he cried out:” Hear me oh Lord. Hear me Oh Lord and deliver me.” I spent days on my knees because I had nowhere else to go.
When at last I began to emerge from that deep abyss, I realized something; I had spent the past 47 years living in fear. You know that fear. That “False Evidence Appearing Real”. You see, I had always had all that I wanted and all that I needed. Fear kept me from putting it together. When I was busy getting married, all I wanted was to have a good marriage…All I needed was to be a better partner. During my buying frenzy, I already had all I wanted; all I needed was to respect my possessions. When my husband died, all I wanted was for the pain to end. All I needed was to accept that my life had changed forever. Acceptance is the key to all of my problems. For when I am disturbed, it is because I cannot accept some person, place, or situation and I will find no peace until I accept that person, place, or situation as being exactly the way it is supposed to be, because nothing — absolutely nothing — happens in God’s world by mistake. What fear is keeping you from where you want to be? The fear: “I’m too old… I’m not smart enough… I’ve never done that before?” All lies to keep you from doing, being, having. Pitiful or Powerful. We can be pitiful and live in fear, or we can be powerful and live our dreams.
Yes, the Rev. Graham was right, life is short. Yesterday I was 20, this morning 45, and now I’m 60. Yes, my hips are wider, but so is my smile. Things that used to be up here are now down here but that’s just gravity, so who cares? I don’t because I am living my dreams. Since 2000, I have been parasailing in Thailand and salmon fishing in Alaska. I have ridden the roller coaster atop the Stratus Sphere in Las Vegas, Nevada, and have rejoiced in the birth of my great-granddaughter.
Pitiful or powerful? Release your fears. Live your dreams.
Denise Henderson
Don’t miss the boat on customer service
Much too often we miss the boat on the customer service/relations side of business.
I recently received a letter from a supplier sharing a particularly inspiring list of “ten important business words” to say to your customers originating in a book by Mac Anderson called “Customer Love”. I have followed each of the ten with my related thoughts.
- “I apologize for our mistake. We will make it right.”
- We all miss the boat sometimes. Acknowledging the problem and promising to correct it will most likely keep your relationship from failing.
- “Thank you for your business. Please come back again.”
- So many times these words are not spoken and always should be.
- “I am not sure but I will find out.”
- It may be difficult to admit one’s lack of knowledge, and though humbling, honesty is always appreciated.
- “What else can I do for you?”
- Never forget to ask for another opportunity to be of service.
- “What is most convenient for you?”
- Keep in mind that your customer is the boss.
- “How may I serve you?”
- Show your customer that his/her needs are your highest priority.
- “How did we do?”
- Ask for a ”report card” so that you can learn where and how to improve.
- “Glad you’re here.”
- Another way of making certain your customer feels welcome.
- “Thank you.”
- Frequently remind the customer that they are appreciated.
- “Yes.”
- Always your best response to any customer’s request.
I strongly feel that none of these listed phrases can be over-used in today’s highly competitive business environment. Whether you are a service or product driven organization, always remembering that the client/customer has a choice lends you the greatest advantage.
Andrea McAfee
Controller
Bayless Engineering & Manufacturing
New VIA Website!
The new VIA Website was prominently featured on the front page of the Business section in the Signal! Check it out.
http://www.the-signal.com/section/24/article/38995/
Scott Capistrano, President of Status Not Quo and Kathy Norris, CEO of VIA. Photo courtesy of The Signal
Scott Capistrano
Status Not Quo
Executive Presentations
Came across these points from Lisa Anderson – she runs LMA Consulting Group (http://www.lma-consultinggroup.com/). These are very applicable for high level presentations, and good points to keep the message simple:
1. Focus on bottom line results – what else is there to say? This is vital.
2. Keep the presentation at the high level – it is tempting to get down into the details and methodology. Don’t. Once the concept is approved, focus on detailed plans.
3. Use process visuals (graphs) – as the saying goes, “pictures are worth a thousand words”.
4. Focus on the pragmatic – I’m thrilled to say that pragmatic is coming back into style (as it is right up my alley). Is it reasonable? Attainable? Can it be achieved within a reasonable amount of time?
5. Present a complete picture in terms of resources, support needed, priorities etc. – keep it to the key points but it is critical to include all relevant data so that the Executives have the big picture.
Scott Capistrano, MBA, CPA
President
Status Not Quo
Not Your Ordinary Consulting Firm
Ph 888.767.0767
Fx 661.367.5311
http://www.statusnotquo.com/ | blog.statusnotquo.com
Face to Face
Some thoughts on connecting – According to a current poll on Linked In, 51% of those surveyed stated that the primary way they market their business is through Word of Mouth, or Referrals. That was followed by 22% who stated Social Media, 11% who stated Traditional Media, and 15% who said Other, or who don’t market themselves.
I think this clearly shows that, even though Social Media is a great way to brand yourself and your business, the ole tried and true method of Face to face communication and building relationships is still the best way to conduct and to build Your business. In our case that number would be much higher than 51%.
Randy R. Moberg, CLTC
Chief Operating Officer
California Insurance License # 0E26438
Direct Phone: 661-702-6020
Direct Fax: 661-702-7420
Proud VIA member since 1994
Helpful Tips When Attending Trade Shows/Expos
HELPFUL TIPS WHEN ATTENDING TRADE SHOWS / EXPOS
By Diana Meyer
CEO, Meyer Marketing Intelligence, Inc.
VIA Board of Directors Member
Many of us have probably attended a trade show or expo or two in the past, but how do you make the most of your time there? Well, you might be asking yourself “What should I do if I’m exhibiting?”
Over the years, I have organized several companies’ presence at trade shows and handled training of the sales force to prepare everyone for networking and selling at a trade show. Therefore, I’d like to share with you a few tips that will serve as a refresher before B2B or any other trade show you’ll be attending. As an exhibitor, remember the following:
- Bring your company name badge and wear it or the exhibitors’ badge on the right side. It’s been shown that people will look at your right shoulder area when shaking hands. Make it easy for everyone to find your name.
- This brings me to my next point, in this day and age of people being more aware of airborne illnesses, it would be a nice touch to have some anti-bacterial gel at your booth in a place where others can get to it easily. You don’t even have to mention it. Not only will you need to use this, but your potential customers will be grateful there is some for them to use at their discretion.
- Repeat the other person’s name in a conversation a few times in order to remember it and show that you’re genuinely interested.
- If you have chairs at your booth, do not sit down. You should stand – so ladies, remember to wear comfortable shoes that you don’t mind wearing all day. This demonstrates that you’re receptive to meeting others and interested.
- Make sure you don’t have gum in your mouth. You don’t want to come across as a teenager.
- Keep your phone out of sight either on silent or turned off. You’re there to make connections and meet new people. Why have the distractions of messages or calls? If you must check for messages or texts, step away from the booth during a slow period.
- Collect a business card or if the show has electronic scanning of badges capabilities, make use of that service. If you’re going to write something on the back of the card, ask for their permission. In some cultures, it’s very bad manners to write on a business card. By the way, when you return to the office, follow up with each person you met and personalize that call or email. If you have a group on a social networking site, invite them to join your group.
- Finally, have a warm and inviting smile on your face. You can have all the latest technology at your booth or all the marketing collateral promoting the company, but if you don’t appear like you want to talk to someone new, they won’t want to stop and talk to you.
Of course, there are other sales tips, but these are just a few to serve as a reminder for you. Good luck and create your own successes as you exhibit!
It’s not the same thing …
Activity driven versus Objective driven. Same concept? Difference in semantics? This is a concept that I feel is a key issue in the “focus” in many consultants – and really in many business professionals in general.
I frequently find that most people work very hard. Obviously there are many exceptions to this. However, many people do work long hours, try very hard, and have their heart in the right place. Sometimes just working hard is enough to succeed. However, many times these people find themselves being frustrated by their lack of success – whether they feel they are the cause or not. “I’ve been working so hard on this project. I worked on this for 16 hours yesterday …”
This is where the phrase “learn to work smarter” comes into play. In today’s competitive world, hard work unfortunately won’t always guarantee success. Simply putting in a large number of hours does not excuse not completing your objectives. We need to work smarter.
I feel the first step in this transformation is to be Objective driven. It’s actually a very simple concept – define your success based on the agreed upon objectives – not based on how hard your trying. It still surprises me how often people do not take the time to be absolutely clear on the objectives of your task – and then remain focused on them. Another common saying – “if you don’t know where you’re going, you won’t know when you’ve arrived”. Plus you probably won’t even get there.
The importance of “Focus” cannot be understated. Staying focused on the deliverables – i.e. the agreed upon Objectives, is critical to success – it’s also upon what we are usually evaluated. If you just work hard and don’t reach your objectives, you’ll be viewed as “someone who works very hard, but ultimately does not get the job done.” Ouch.
Scott Capistrano
VIA Board Member
VIA March Luncheon!
PROTECTING YOU AND YOUR EMPLOYEES FROM IDENTITY THEFT
Tuesday, March 16, 2010 – 11:45am – 1:00pm
Valencia Country Club, 27330 N. Tourney Road in Valencia
Click here to RSVP: http://www.via.org/networking/lunch/rsvp.htm
or call 661.294.8088
Identity Theft is the fastest growing crime in America affecting millions of people every year, sometimes for the rest of their lives.
With more than 52% of Identity Theft happening in the workplace, The Federal Trade Commission is looking to business owners to better protect their employees and customers Non-Public Information (NPI), which is the purpose behind new federal laws, as well as individual state laws. It is important for business owners to know what their liabilities are, and what they are required to do to protect their business, their employees, and their customers. In order to understand the “why” behind the laws, business owners need to understand the reality of Identity Theft, how businesses are being affected by the “crime of the century”, and how a business can also become a victim.
VIA is pleased to host Lynette Madsen, President and CEO of BPG Consulting, Inc., on March 16 to provide clear understanding about Identity Theft, and how to effectively protect yourself, your clients, your business and your employees.
THIS EVENT IS BY RESERVATION ONLY!
Please RSVP NO LATER THAN Thursday, March 11 to the VIA Office (661) 294-8088
or through the VIA Website: http://www.via.org/networking/lunch/rsvp.htm
Members: $40.00
Non Members: $50.00
“No shows” or cancellations made less than 24 hours in advance will be billed.
Note: Attendees without reservations will be assessed an additional $10.00 fee for the luncheon.
Special Drawing Prizes for this event courtesy of: Premier America Credit Union, GAMEPLANZ, Proforma Graphix Unlimited, Priority One Credit Union, Signs By Tomorrow, Fast Signs, High Impact Event Resources and La Quinta Inn & Suites
Federal Reserve Bank Joins VIA!
Life is very busy! With that in mind, I hope all of you were able to observe President’s Day today to celebrate some of our country’s great leaders. As well, I trust you also enjoyed a special Valentines Day over the weekend.
Please be reminded that the February VIA luncheon is scheduled for tomorrow, Tuesday, February 16 , 11:45 a.m. at the Valencia Country Club. VIA is pleased to host an excellent keynote speaker:
Robb Woldman, AAP
Western Regional ACH Sales Specialist
Senior Account Officer, Business Development
Federal Reserve Bank of San Francisco
Just a few space remain available for the luncheon so I encourage you to RSVP if you have not already done so.
Please Click here to RSVP: admin@via.org
Lunch and the program are $40 for members. Non-members may attend at the member price during the month of February!
I look forward to seeing you tomorrow.
Kathy
The inaugural VIA ROCKS! event did just that!
VIA proudly hosted more than 75 attendees at VIA ROCKS! last night, offering dozens of opportunities for folks to network and build new long term working relationships.
Local companies searching for vendors and services, VIA members and others looking to secure business to business relationships, skilled workers looking for new opportunities, and those searching for information about Santa Clarita and what the VIA organization has to offer all came out to celebrate and promote business success in 2010! The evening also enjoyed the soft rock sounds of the band “Bad Weather.”
A new quarterly event for the Valley Industrial Association, VIA ROCKS! is about making connections and has something to offer everyone. Plan to join us at every VIA ROCKS! – be there to be a part of the solutions businesses need now!
Special thank to our sponsors: City of Santa Clarita, Custom Human Resource Solutions, LBW Insurance and Financial Services, Point of View Communications and The Courtyard by Marriott.
Kathy
VIA February 2010 Luncheon
VIA February 2010 Luncheon
February 16, 2010 – 11:45am – 1:00pm
Valencia Country Club, 27330 N. Tourney Road in Valencia
RSVP to 661.294.8088 or admin@via.org
VIA is pleased to host a very special speaker from THE FEDERAL RESERVE BANK:
Robb Woldman, AAP
Western Regional ACH Sales Specialist
Senior Account Officer, Business Development
Federal Reserve Bank of San Francisco
Mr. Woldman previously joined VIA in March of 2006 to offer us a clear understanding of
the functions, technology, process and future of the Federal Reserve Bank. Since that time,
much has changed!
Join us on February 16th to learn how the banking system has been impacted from 2006 to date,
to receive a 2010 payments update and information on global payments trends as we enter
a new decade, along with pertinent banking topics of interest to all businesses.
Kathy
andreamcafee
Laura Kirchhoff-Child & Family Center
Denise Henderson
jklocko
jnsilver
kathynorris
Laura Biery
Diana Meyer
Randy
shipcmi
Scott Capistrano
Valley Industry Association of Santa Clarita 