Tag: Career Development

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When Opportunity Presents

NSA Atlanta Chapter President

During my college years, I learned that if I completed my term papers early, I would have the flexibility to avail myself of interesting opportunities.  That usually meant enjoying social events with my Fraternity Brothers. Besides, I never saw the point of adding stress to my life by waiting until the last minute to tackle a project.

Last weekend was a great example:

Last week, my friend Michael Moore invited me to join him for a Saturday Morning meeting of the Atlanta Chapter of the National Speakers Association (NSA).  I was not familiar with the NSA, but I would like to become a better speaker.  I called Michael for more information.  He told me he had been a member for many years and thought I would enjoy the event.  He said the meeting would begin at 8:30 a.m. and end at noon.  Additionally, he reminded me to bring my mask as the meeting would be fully Covid-19 compliant.  Since I had already completed and published my weekly blog post, my Saturday was clear.  I was sold. I registered for the event immediately after our call.

As with most meetings, the first thirty minutes is usually for check-in and networking.  It is rare for me to attend an event in Atlanta that I do not encounter people I know.  Arriving early provides an opportunity to meet new people and catch up with friends.  I made plans to arrive at 8:30 a.m.

Background of NSA

The National Speakers Association (NSA) was founded in 1973 to help its members become more successful by providing education, tools, and resources.  NSA members include speakers, trainers, educators, humorists, motivators, consultants, and authors from a variety of industry segments.  NSA helps build eloquence, expertise, enterprise, and ethics.  Their Mission is “Empowering professional speakers to thrive and influence. We elevate excellence, share expertise, and challenge one another to improve.”  NSA’s values are to “provide mutual support, shared success, giving back, and cooperation over competition to build a bigger pie.”  Clearly, this organization is aligned with my goals and values.

Full Covid-19 Compliance

I arrived on-site at about 8:30 a.m. and was greeted at the door by my host and another gentleman who I did not know.  I later learned that he was the Barry Banther, the keynote speaker, and Incoming NSA National Board Chairman.  I proceeded to ‘checked-in’ where I filled out a brief Covid-19 questionnaire and had my temperature checked.  As I was obviously healthy and wearing my mask, I received my name badge and was directed to the meeting room.  Already in the room, several people were engaged in conversation. You know, networking.  Not surprisingly, I encountered a colleague and the speaker for my upcoming BENG Atlanta Chapter meeting.  Before the official meeting began, I was able to ‘catch up’ with my colleague and prepare my speaker for Tuesday’s meeting.  After catching up with those folks, I encountered a third acquaintance who had attended a few of my events. That is networking in Atlanta.  You usually find people you know at any event you attend.

The meeting room was staged to accommodate the attendees as well as those participating via ZOOM.  The layout included a well-appointed elevated stage for individual presentations and interviews.  It was well-lighted and flanked by video monitors.  It was not a particularly large room, but it could easily accommodate sixty people.  It was more than adequate for the twenty members and guests seated appropriately for social distancing.  It is an excellent venue for my meetings.

The Meeting

Thurman Interview

The formal meeting began promptly at 9:00 a.m. with a welcome and presentation of the organization’s mission.  This was followed by the introduction of guests and our hosts.  The next item on the agenda was the Installation of Chapter Officers for 2020 – 2021.  The ‘warm-up’ Speaker was Dan Thurman who talked about his experience starting out as a professional speaker.

The Keynote

Barry Banther, the Keynote Speaker was impressive. I suppose that should be expected of the incoming NSA Chairman.  Barry’s talk was titled “How to Build

Barry Banther Keynote

a Sustainable, Profitable, and Fulfilling Business as a Speaker.”  It was an excellent presentation!  He used a lot of stories to drive home his points, holding our attention.  His talk was particularly relevant as it was similar to one of mine. I received many ideas to improve my presentation which justified my attendance.

Conclusion

There are good reasons to avoid procrastination.  In addition to creating stress, procrastination can result in lost opportunities.  If you believe, as I do, that networking and continuous learning are important professional skills, you should engage in those activities whenever possible.  For me personally, I believe that public speaking is a fundamental skill to be developed. I was fortunate to be able to accept my friend’s invitation to the NSA Meeting.  Completing my work early in the week paid off big-time.

Thank you for visiting our blog.

Jim Weber – Managing Partner, ITB Partners

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner,  ITB Partners

 

The BENG Atlanta Chapter July 14 ZOOM Meeting Featuring Doug Reifschneider

 

Photo Doug Reifschneider
Doug Reifschneider

Doug Reifschneider is a dynamic marketing leader with 30+ years of experience in the restaurant industry and a demonstrated history of driving growth through the creation and delivery of unique, creative brand strategies enhancing customer affinity and market position. While at Firehouse Subs, Mr. Reifschneider helped achieve a 4X increase in locations, to 1,030 restaurants generating $684M in revenues and 19.4% average annual sales.

During his foodservice career, he navigated the ever-changing marketing/advertising environment. The advertising menu proliferated from a relatively short list of tactics (TV, radio, print [direct mail, magazines, newspaper, etc.0, OOH, POP and direct selling) 20 years ago to thousands of online options which included but was not limited to display, native, SEO, SEM/PPC, web sites, landing pages, mobile and others. Doug has experience with all of it and is always looking for new technologies to exploit such as Blockchain.

Throughout his career, he consistently strengthened brand equity, grew the customer base, and boosted revenues through the development of innovative marketing campaigns.

Register in advance for this meeting:

James Weber is inviting you to a scheduled Zoom meeting.

Topic: BENG Atlanta Chapter July Meeting

Time: Jul 14, 2020, 07:30 AM Eastern Time (the US and Canada)

Join Zoom Meeting

https://us02web.zoom.us/j/81798652364?pwd=RWhQRXVwSXhRU3NQZFpQVkpQZE5vUT09

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Impact of Cashback Shopping on Shoppers, Retailers, and Sponsors

Particularly in the era of “social distancing”, on-line shopping is growing at a rapid pace and with it, the opportunity presented by “Cash Back Shopping.”  Cashback shopping taps into the normal marketing budgets of on-line retailers.  Just like newspaper and other media advertising, Cash Back programs are designed by retailers to attract shoppers to their on-line shopping sites and to make purchases based on their standard pricing, discounts, reward, and customer service policies and the new dimension of cashback shopping.  You’ve probably heard of the biggest cashback provider in the direct to consumer space which is Rakuten/Ebates. On the other hand, the biggest provider in the business to business space is Retail Benefits, Inc. (RBI).

Retail Benefits markets only through 3rd parties such as banks and credit unions, businesses (with large direct to consumer marketing reach), churches and charities, and political parties.  Retail Benefits is an invisible partner to its sponsor organizations as RBI provides the downloadable app that connects the sponsor organization with its potential shoppers and over 4,500 on-line retailers who participate in the program.  The RBI app is always customized and branded to each sponsor using the sponsor’s own marketing message and its standard “look and feel”.  Using Retail Benefits is a one time download of the app onto the shopper’s desktop computer and/or mobile device.  Once the installed the shopper shops as always and receives cash back on every purchase.

The cash flows from the retailer to RBI to the sponsor.  Each sponsor then uses the cashback to advance its mission.  Examples include charities that keep all or most of the cashback as a tax-deductible donation; banks and credit unions that add the cashback to enhance their existing cashback programs on the credit cards they are already offering, and business that keeps a portion of the cashback to enhance net income and convert the balance into “business bucks” to pay for the services they normally sale.

To learn more about how cashback shopping can create a strategic advantage for you and/or your contacts, contact Phil Davis, Retail Benefits Partner.

Phillip Davis

Philip Davis

Referral Partner

Retail Benefits, Inc.

pdavishr@Comcast.net

678-977-5578

 

 

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The Coronavirus’ Effect on Businesses and How HR is Managing It

The Coronavirus Disease 2019, or COVID-19 has officially started spreading in the United States as many predicted it would. We’ve all seen the precautions to take and how to prepare at home, but what exactly does this mean for your business? In this state of unpredictability, we recommend that companies take steps to make changes and updates now. It is important to build resiliency, stability, and become better equipped to survive through such challenging times.

 

Employers need to also consider the increase in absenteeism and consider cross-training personnel, so they are able to perform other work duties than their own in case this becomes necessary.

 

Jim Cichanski, CEO of Flex HR, Inc. a full-service Atlanta based Human Resources firm, advises “the biggest thing to do if you have not done so already, is create a written plan for emergencies (from bad storms like tornadoes, emergency closings, to viruses) which may mean updating or adding to your current Employee Handbook and or company policies.” First and foremost, meet with management as to how to correspond and carry-out the company procedure. Furthermore, communicate this information with your workforce immediately to lessen the emotions and anxiety associated with the hype. Encourage an open dialogue and share newly determined action plans or ones in development.

Some of the major companies such as Coca-Cola, Google, Amazon, and IBM have already put tactics into place such as asking those employees that have traveled out of the country to voluntarily work from home for two weeks as a preventive measure. Others have asked their workforce to limit travel plans or have canceled previously arranged international business trips. You may want to take similar actions.

Here are 5 things businesses should do now to prepare:

1. Revisit company policies and allow flexible alternatives.

Regardless, if employers break down their paid time off from their sick days, employees often come to work with a cold, so they don’t have to use up one of their days. Of course, no one wants for a co-worker to come to work sick, but they do so in order to save their days for when they are very ill or if their child must stay home from school sick. The Centers for Disease Control (CDC) and Prevention have recommended that employers establish flexible, “nonpunitive” policies, encouraging employees who are sick or exhibiting symptoms to stay at home. A spokeswoman from IBM noted, “IBM is having employees work from home where recommended and deciding on participation in large meetings and trade shows on an individual basis.”

Often small companies may not be able to afford all the luxuries like paid time off, or even allowing employees to work from home as a large company may be able to afford. There is no law stating you must pay non-exempt (hourly) employees if they are not at work. For the smaller firms, HR may require employees to use up paid time off, however; in doing so managers will need to open up their policies and allow employees to use paid time off prior to accruing the hours. A simple rule would be to grant them the total years’ amount of accrual, even if they have not earned it yet.

2. Sanitize first. Then sanitize again. And sanitize once more.

It’s an obvious statement that every single person should be following multiple times each day, but with the Flu and now Coronavirus its more essential than ever to stress that the entire workforce should be practicing virtuous hygiene measures. HR knows the prominence of the handwashing posters that should be placed near sinks and restrooms in the office, so now is a good time to ensure these are all in place instructing employees to clean their hands often with an alcohol-based hand sanitizer that contains at least 60-95% alcohol or wash their hands with soap and water for at least 20 seconds. You should also highly consider putting up temporary posters all over your office recommending “Wash Hands Frequently” or “Sneeze into your Elbow” to prevent spreading viruses. Provide alcohol-based hand sanitizer throughout the office (maybe even at each worker’s desk), tissues and disposable disinfecting wipes. Furthermore, check-in with your firm’s cleaning team to guarantee they are consistently wiping down all surfaces, and especially those that are frequently touched such as doorknobs, keyboards, remote controls, desk areas, and the kitchen after each workday.

3. Confirmation of positive Coronavirus test.

If an employee is confirmed to have Coronavirus it is mandatory that the employer notify fellow employees of their possible exposure to the COVID-19. Employers do not need to mention that person’s name under Federal Law, but that there has been a confirmed case and others should be aware. Anticipate that staff may be fearful and anxious and that some rumors will need to be addressed to properly convey the facts of the matter. If an employee feels well but has a sick family member that tested positive for Coronavirus at home, they should inform their manager right away to determine if that person is able to work from home as a precautionary measure.

4. Serious COVID-19 Outbreak preparations.

Every day we hear about the Coronavirus headcount increasing as well as expanding across the U.S. Employers should prepare by putting action plans into place quickly and communicating with your workforce that there is a strategy should it need to be applied. Continue to reassure your staff that the risk of exposure is very low at this time. And although the risk is minimal, employers need to recognize and protect those workers that may be at a higher risk for adverse health complications or be ready to take action to reduce transmission among staff. As people travel to other countries and return to the USA, they may be at risk of this virus or carrying it and not even know. So be knowledgeable and get prepared. Employers need to also consider the increase in absenteeism and consider cross-training personnel, so they are able to perform other work duties than their own in case this becomes necessary. Talk with managers about what work they may need to absorb or what projects they need to delegate to others in this scenario.

5. Ensure technology plans are in place.

Many companies do not have work at home policies, so preplanning is crucial in the event that it becomes necessary for a portion, or an entire organization, to telecommute temporarily. System connections, access to computers and internal networks all need to be predetermined prior to someone simply working from home. Transferring of phone calls and incorporating all the details needed to make that work smoothly needs to be considered and also written out so if the time comes to integrate plans, the process can be easily followed. If your company has an internal IT department be sure to strategize with the team as soon as possible. During this unknowingly challenging period, it’s crucial that Human Resources departments are planning for the worst. Business owners, managers and especially HR ought to take the time to review and update company policies allowing flexibility, communicate the updated protocol, practice hygienic routines around the workplace, create an emergency strategy that includes technology back-ups and telecommuting procedures in the event an employee becomes ill and/or business closure is indispensable.

Flex HR serves almost every industry in all 50 states, including Georgia, Florida, California, North Carolina, and Tennessee, as well as Puerto Rico, the Virgin Islands, Canada, and Europe supporting U.S. subsidiaries of foreign-owned companies.

Our Flex HR specialists serve thousands of different organizations, in countless industries, varying from a few to over 75,000 employees.

To Learn More about Flex HR Contact Us.

Thank you for visiting our blog.

Jim Weber – Managing Partner, ITB Partners

Jim Weber – Managing Partner, ITB Partners

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner, ITB Partners

 

 

 

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Part IV – It’s Not Who You Know, It’s Who Knows You! An Interview with Susan Knox of Corporate Connections

Susan Knox CEO Corporate Connections

Susan Knox of Corporate Connections is a tenth generation Georgian, with an exceptional reputation and network.   I am so pleased to have her on the ITB Partners Team as her business is unique and her personal story is compelling.  In fact, I thought you would find her story so interesting, I convinced her to sit for an interview.  This is the fourth and final installment of our discussion.

Jim:  “What do you recommend keeping one’s network alive and active?”

Susan:  “I say to make a list of people in your network. People you know from the PTA, your CPA, your Lawyer, someone in the church, your neighbor, or your kid’s baseball coach/parents. Literally, anywhere you have relationships, make a list of them.  Include people that you know who are either influencers or high-profile people who are actively networking.

 “One of the biggest deals I ever got was from a dentist.  I went to a new dentist and he asked me what I did.  I told him that I connected companies with capital.  His next patient told him that he had started a new company and that he was looking for money.  The dentist made the connection and I landed a great deal.  It’s because I visited him (dentist) and told him about my business. You would be amazed where new deals and new clients, or new employees can come from.” 

 Jim: “Absolutely.  As I tell folks, Executive Search is like pure marketing, as everyone I talk with is either a potential client, a potential candidate, or a referral source to a potential client or candidate.”

Susan: “That is so true! ” 

 Susan went on to say that it is important to “say yes to new networking opportunities.” She said that to build your reputation as an influencer you must be visible so people will include you in their events.  She mentioned that she attends seminars and summits, not so much for the value of the content, but to meet the people that attend those events.

Jim: “What is the next thing you see for Corporate Connections?”

Susan: “Okay!  Great Question.  

“At the moment I am overwhelmed with new clients, and I am so grateful for that.  But I think I need to start conducting professionalism workshops.  Because, as you said, people often don’t know what they don’t know.  A lot of them grew up behind a (computer) screen and they don’t know the social graces. They don’t know how to shake someone’s hand, to look them in the eye, or how to dress.  I tell people that you are the CEO of your life.  You are your brand, regardless of where you are.  So, you had better protect it (your brand).  You must know what you are doing. “  

Jim: “Yes, if you step it up, and wear a jacket you can stand out.”

Susan: “I remember a time when I represented a Wealth Management Firm.  The Managing Partner asked if I would talk to one of the younger guys, a real ‘up-and-comer.’  He was a runner and wore a sports watch.  The Managing Partner wanted him to wear a dress watch.  Another situation was with a female who wore (gaudy) colored nail polish.  I helped them learn the value of proper attire and etiquette.  I tell people, ‘when you walk into a room, you notice people who are very well-dressed and put together. They just stand out.’   People are attracted to successful-looking people.”

 “I say the more high-tech we go, the more ‘old school’ I get.  People really appreciate a handwritten note or a phone call.  I have started working very hard to have more personal connections.   But you know, Jim, I’ve always been about my clients and my members.  I have focused on helping my clients with their social media, but not for mine (social media).   I can use social media to showcase the value of my network.   Going forward I aim to be more visible on LinkedIn.” 

Jim: “Thank you so much, Susan!”

Susan: “Oh, thank you!  It was fun.”

Thank you for visiting our blog.

Jim Weber – Managing Partner, ITB Partners

Jim Weber – Managing Partner, ITB Partners

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner, ITB Partners

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What I Learned from Landry, Reeves and Ditka by Robert H. Steele, CLU, ChFC December  2003

 

NAHU member Robert Steele played wide receiver for the Dallas Cowboys in Super Bowl XIII and also held for extra points and field goals. His accomplishments in the insurance and benefits industry and his management, sales and organizational experiences very much mirror the discipline, single-mindedness and preparation that earned him a position on America’s Team. Mr. Steele is the founder and CEO of PrimeWire, an employee benefits technology company. He is listed as an active member in the Yearbook of Experts for delivering motivational sales speeches to the insurance and financial services industries. He is also noted for his inspirational speech titled “Dream Big Dreams,” which illustrates the steps to achieving innumerous goals.

Mr. Steele produced Million-Dollar Round Table production credits every year he was in personal production, beginning in 1981. He was elected to the Georgia House of Representatives in 1988 and served in the Georgia House in 1989 and 1990. He earned his bachelor of science degree in business administration from the University of North Alabama. You can contact him at rsteele@primewire.com.
Robert H Steele

Twenty-five years ago I graduated from the University of North Alabama with a degree in marketing. I didn’t know it then, but my first job would teach me more about business than I had ever learned in college. It would also help train me for all of my other jobs as well. Everybody’s first job should be like that.

In their particular market, the number-one organization in America offered me the opportunity to try out for employment. They did not guarantee me employment. I had to compete with 15 other people for the same position and work at least 70 hours per week without overtime before I was moved off of probation. The company was the World Champion Dallas Cowboys, who had just beaten the Denver Broncos in Super Bowl XII in January 1978.

I had played wide receiver in college and was All Gulf-South Conference my senior year. But I was not selected to play in any of the college all-star games. My football days were coming to a close. I was about to graduate and had no clue what I was going to do. Just six weeks from graduation one of my coaches called me into his office to tell me he had a job interview for me. A scout was in town to watch game films. He would put me through some drills and time me in the 40-yard dash. How about that for an initial job interview?

Within six weeks, 69 other free agent players and I had signed contracts to report to work. Along with 12 draft choices, we would fight for exactly five roster spots. Some odds!

Training camp lasted six long, hard weeks. It was a time of testing to determine both if your skills measured up and if you could stand up mentally to the task. Players were asked to learn their positions, all assignments, given new tasks the night before, and asked to perform them the next day without mistakes. Dreams were on the line, every day, and tensions flared.

Sixty-nine players were sent home and told to get a real job. Fortunately for me, I was the only free agent to make the team. Among the several notable players and free agents who did not make the team that year was Brian Billick, now the head coach of the Baltimore Ravens. One year later, I was sent off to the Minnesota Vikings. A year after that, I too was told to go find a real job.

But in my first job, I learned more from my manager and supervisors than can be shared in one article. The entire organization was first rate – a real blueprint for success. The people in key positions were given the responsibility to carry out their assignments. I just had to open my eyes and take it all in.

The management structure was very similar to most businesses. Mike Ditka was my manager; his manager was Dan Reeves. Dan Reeves’ boss and my ultimate boss was Tom Landry. I was able to spend time with each, in a variety of situations, and learn from the masters of the business. I did not know that what they were teaching me was about much more than football — it was about business and life in general.

Mike Ditka taught me about having passion for my job. You can only enjoy your work if you pursue it full speed with carefree abandon, and let tomorrow take care of itself. Without Ditka, I would not have learned to go full speed on every play, every day. In games and at practice, he inspired me to work harder, outperform others who were more talented, and make the most of each day. He believed in me and I worked my butt off for him. Ditka taught me about persistence and passion and being aggressive in everything I do. This made me a good football player but a better salesman.

Dan Reeves’ lessons were totally different. He taught me about the mental aspect of the game. Reeves inspired me to become a lifelong learner. His teaching skills and encouragement, combined with his lead-by-example-approach, showed me how to outwork and outsmart the competition. He taught me that talent only goes so far and that a free agent can be as good as or better than a draft choice.

Dan Reeves was a free agent, like me, who grew up near my hometown of Columbus, Georgia.  In fact, he often joked in training camp that it was his family from home, and not he, who was pulling for me to make the team. Dan Reeves taught me to be a good football player but a better manager of people.

Without even knowing he was teaching a course, Tom Landry taught me things not found in any MBA textbook. Landry’s philosophy, as head coach or CEO, was to coach the coaches (his senior staff) and let the coaches take care of coaching their direct reports – the players. This was at times misinterpreted as his being aloof from the players. As CEO, he created the vision, put together the game plan for execution, then trained the coaches on their responsibility to teach their individual players their overall assignments. It’s a winning philosophy. He proved it.

The training camp process was similar to rolling out a new product every year. First, goals had to be established. With input from his coaches and players, Coach Landry would create the team’s goals and write them on a chalkboard. All team members were also responsible for establishing personal goals, which had to be in complete accord with the overall team goals. Once the team goals were established, Landry got buy-in from each team member to be 100% responsible for helping the team accomplish our collective goals.

One of the more interesting learning experiences from my season with the Cowboys came from the motivational thoughts that were posted all over the locker room and practice fields. Landry would use motivational phrases from time to time to emphasize a particular point. At the end of one practice, he was talking about the game plan for the upcoming NFC Championship game against the Los Angeles Rams. One of the players questioned the amount of preparation for a particular play we were working on. Coach Landry paused and said, “I would rather be lucky than good. Isn’t it interesting that the better-prepared team always seems to have the ball bounce their way?”

That idea captures the heart of the Cowboys: Establish goals for every season, put the best team you can on the field, be overly prepared for every situation, know your competition, anticipate every move and take advantage of every opportunity! This is why the Cowboys became known as America’s Team. They were the first to use computers to analyze the tendencies of their opponents. They were adamant in building from within through the draft, not trading for players. And they demanded the utmost from every member of the organization.

Coach Landry taught me how to be a good football player and, more important, how to be a better CEO. He taught me how to lead by getting all levels involved. He taught me how to manage expectations of my direct reports and theirs. He also taught me that proper preparation prevents poor performance.

This on-the-job training in my first job was the best I could have ever received. My sales career, and ultimately my business career, was forever shaped by my first three supervisors.

The ability to participate in a large, dynamically successful organization taught me more about business and life in general than I ever learned in a classroom. I am a better salesman because of Mike Ditka. I am a better manager because of Dan Reeves. I am definitely a better CEO because of Tom Landry.

Earning the right to wear the silver and blue in Super Bowl XIII taught me to respect the game and seize every moment. My business career was forever shaped by Landry, Reeves and Ditka!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner, ITB Partners

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September  26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

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Reciprocity and Business Development

The Events Registry

A lagniappe (/ˈlænjæp/ LAN-yap, /lænˈjæp/ lan-YAP) is “a small gift given to a customer by a merchant at the time of a purchase” (such as a 13th doughnut on purchase of a dozen), or more broadly, “something given or obtained gratuitously or by way of good measure.”[2]  The word entered English from the Louisiana French adapting a Quechua word brought in to New Orleans by the Spanish Creoles. From Wikipedia

 

Last week’s article mentioned the value of gift-giving to build relationships and generate new business.  This week I was on the receiving end of several offers that reinforced the value of gifting.  The most memorable situation occurred while talking with a prospective new consultant, Linda.  Linda recently left a corporate career to strike out on her own, as a licensee of a National Brand that markets productivity enhancing solutions.  We talked about her program’s benefits and I told her about our business model.  At the end of our conversation, she invited me to complete a complimentary on-line diagnostic to determine how I might benefit from her services. It was gift of a free service. I was intrigued and gladly completed her survey.  Her diagnostic is an excellent way to qualify new clients and since she captured my name and email address, she has what she needs to build a long-term relationship.  Naturally, I did the same.

 

Early in my career, I spent five years working for Hickory Farms of Ohio.  Hickory Farms built its business by offering gifts of free samples.  Employees would greet shoppers passing in front of their store with the offer of a free slice of Beefstick Summer Sausage.  While the shopper was enjoying their sample, the employee would tell them about the product and ask if they liked the taste of the item.  A positive response from the shopper (commitment) began a conversation often leading to a sale.  Today, sampling is a common practice used in restaurants and grocery stores.

 

Gift giving is a practice deeply embedded human culture. We know that throughout history, especially in the political realm, it was customary for visitors to present their host with a gift. The more important the host, the greater the gift.  Gift giving is still a common practice, especially between people with established relationships. However, most larger companies have established rules for accepting gifts to ensure ethical behavior. In my experience these rules usually govern the acceptable value of the gift and full disclosure.  Giving gifts is an excellent way to say thank you and to demonstrate appreciation, however, gifts can also be an effective way to establish a relationship.

 

Reasons for offering a gift:

  • To build and reinforce relationships/loyalty
  • To show love, devotion, and respect
  • Symbolic communication
  • To help others (altruism)
  • To find a mate

 

There is an entire industry segment (Promotional Products) devoted to gift-giving as a marketing tactic. I am confident that you have received items from companies that want your business. Typically, these are small items with a low monetary cost, but high utility value, which includes the giver’s logo, a tagline, and even a telephone number or email address.  Items like coffee mugs, writing utensils, and key fobs come to mind. Every time you use the item you recognize the logo and think of the gift giver.

 

Linda’s technique is a classic way to generate new clients.  Other similar offers include White Papers, Research Reports, Directories, and Training, among others.  These offers are seldom 100% current or complete so they provide limited value but are useful ways to whet one’s appetite for more.  Another effective technique is to offer a limited engagement at a modest price that adds value at minimum risk.  I am not a fan of conducting this work for free as doing so tends to diminish one’s brand value. These entry-level projects are typically diagnostics that help the client validate the nature and scope of a perceived problem.  It is a useful way to solidify a working relationship with a goal to stimulate further engagements.

 

If building relationships is an optimal way to generate new business, giving gifts is an effective way to establish a relationship.  Offering gifts is aligned with established cultural norms that convey respect and appreciation.  Giving a gift invokes the concept of reciprocity, another cultural norm which creates a perceived obligation for the recipient to respond in kind.  Hopefully, the recipient will feel obligated to give you a fair opportunity to pitch your business, if not actually contracting your services.  Whereas gifts of intellectual property may provide immediate value, smaller physical items with your company logo and contact information will serve as a constant reminder to the prospect.  Limited engagements at a lower cost, while not necessarily considered a gift, is an effective way to solidify a relationship.  These engagements can serve as a foundation for larger, more profitable contracts.  In conclusion, while you are attempting to establish a relationship consider the viability of tangible and intangible gifts to facilitate the process.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner, ITB Partners

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September  26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

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Self Awareness and Career Alignment

I landed a new client this week, referred to me by another of our coaches. The client, John, had recently purchased a franchise for an online business.  He reached out to us because he’s having trouble generating revenue. John’s an occupational therapist.  This is his first experience as an entrepreneur; however, he has the presence of mind to know that he needs help.  As we were getting to know one another over the phone I asked about the training he had received from the franchisor.   He provided a brief overview but admitted that he wasn’t comfortable with some aspects of the Brand’s training, especially regarding customer acquisition.  That revelation gave me a clear direction for our first meeting.  There is obviously a disconnect between John’s desire to have a business and his willingness to follow the franchiser’s model for success.  To be helpful, I must understand his rationale for acquiring the franchise compared to his personal strengths and interests.

 

After reflecting on our conversation, I thought of another friend and former colleague, Susan.  I recall that Susan and I left a previous employer at the same time.  She immediately signed up for a seminar to help her chart her next career move.  One important topic of the seminar was achieving self-awareness.  After the seminar, she told me that her biggest revelation was that she was not meant to be in sales, that she should look to further her career in a staff function.  That made sense to me.  Later, she told me that she had taken a position with a major financial services company as a Financial Advisor, a euphemistic term for sales.  Of course, she wasn’t happy in that role and soon moved on.

 

You’ve probably noticed that people employed in the same occupation have similar personalities and interests.  The differences become more evident when one considers vastly different occupations, like engineers and people engaged in the performing arts.  Consider the personalities of salespeople as compared to librarians or academics.  Or, more to the point of my work, employees compared to entrepreneurs.  The most significant attributes of entrepreneurs include creativity, passion, persistence, optimism, and decisiveness. They are also independent, confident, and disciplined.  These attributes make sense to me given the risks assumed by entrepreneurs.  Any given line of work will have the greatest appeal to a specific type of individual.  To the extent that you “know yourself,” you will be in a better position to choose an appropriate career path.

 

It is said that knowing who you are, self-awareness, is of critical importance for a successful life.  So, what does one need to know about oneself to achieve self-awareness?  In business, companies begin their strategic planning cycle by conducting a SWOT Analysis.  SWOT is an acronym for strengths, weaknesses, opportunities, and threats underlying the planning process.  These four areas of interest are evaluated against the competition.  They may continue their internal assessment by evaluating their capabilities, i.e. market penetration, distribution network, financial resources, adaptability, intellectual capital, R&D, etc.  The evaluation of these attributes and issues will result in strategic options to consider and ultimately a three to five-year plan.

 

Achieving self-awareness for an individual involves a similar process.  Taking stock of one’s skills, strengths, and weaknesses is easily understood.  What are you good at doing?   Additionally, one should be familiar with their belief system, including values, interests, and the general direction you want to take in life.  What is important to you?  What motivates you to get out of bed in the morning?  Understanding the personality types that give you energy as opposed to those that zap your energy may be important.  What situations do you find stressful and try to avoid, compared to those you find exhilarating and attractive?   Fortunately, there are diagnostics to help you understand yourself, such as the Myers-Briggs Type Indicator (MBTI), Predictive Index Behavioral Assessment, Birkman, and Minnesota Multiphasic Personality Inventory (MMPI).  One of the benefits of these diagnostics is that they provide general guidelines as to occupations that align with your personality and interests.  To the extent that you are aligned with your work’s occupational requirements and skill set, you will have a greater likelihood of success and happiness.  If you haven’t had an opportunity to take one of these diagnostics, or if significant time has passed since you did, I recommend that you do so.  In doing research for this post I found several articles that present thoughtful questions to help you better understand yourself.  Links to some useful articles are included hereinbelow.

In “The Art of War,” Sun Tzu restated the already established axiom, “Know yourself, know your enemy, and you shall win a hundred battles without loss.” Socrates said that the unexamined life was not worth living. When asked if he could be more specific, he replied: ‘Know yourself.’

 

Articles of interest:

https://learnoutlive.com/sun-tzu-didnt-invent-know-yourself-know-your-enemy/

https://www.psychologytoday.com/us/blog/changepower/201603/know-yourself-6-specific-ways-know-who-you-are

https://www.essentiallifeskills.net/knowyourself.html

https://www.prolificliving.com/get-to-know-yourself/

https://www.aconsciousrethink.com/7419/get-to-know-yourself-better/

https://www.aconsciousrethink.com/7419/get-to-know-yourself-better/

https://www.wikihow.com/Get-to-Know-Yourself

https://www.theschooloflife.com/thebookoflife/know-yourself/

https://studentaffairs.duke.edu/career/know-yourself

Thank you for visiting our blog.

Jim Weber – Managing Partner, ITB Partners

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

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The BENG Atlanta Chapter September 10 Breakfast Meeting Featuring Dan Jourdan

Business Executives Networking Group

 

CLICK HERE TO REGISTER

Description

Join Us for the September Atlanta BENG Chapter Meeting when our featured guest speaker, Dan Jourdan presents:

“The No Excuses Guide to Selling Yourself & Achieving your Goals.”

Dan Jourdan

About Dan Jourdan

Dan is a sales guy. He helps companies earn more profit and become more efficient with their workforce through his training and recruiting firm, Remedy Staffing. Dan is also a Gitomer-Certified Speaker where he speaks on topics including sales, customer loyalty, networking, and sales management. He has also worked as a Financial Consultant with Smith Barney; taught business management as a college instructor, and was a speaker for the Dale Carnegie Sales Advantage Course. Dan lives in Marietta, Georgia with his lovely wife, Sharon, and two children, Matthew and Sophie. Linkedin

CLICK HERE TO REGISTER

ABOUT BENG:

The Atlanta chapter of the Business Executives Networking Group (BENG) is a multidiscipline, independent group of job seekers, those currently employed and business networkers, who are willing to help others. Current membership includes mid to senior-level executives with over ten (10) years of business experience. Past attendees have come from the financial management, information technology, legal, manufacturing, engineering, transportation, logistics, distribution, and general management industries. We actively seek new members from all disciplines.

Monthly meetings are structured to help each member get the maximum benefit.

BENG Networking Meetings:

  • Are approximately two hours in length.
  • Are typically held monthly.
  • Range from 10 to 30 attendees, averaging 20.
  • A skill-building presentation.
  • Allows each attendee 30 seconds to introduce themselves, talk about their background and expertise, and to present their Target Companies and networking needs.
  • Please bring business cards and your marketing plan if you have one.

Networking meetings provide members with an opportunity to sharpen their networking skills, meet peers from various disciplines and share business opportunities and job leads.

CLICK HERE TO REGISTER

Date And Time

Tue, September 10, 2019

7:30 AM – 9:30 AM EDT

Add to Calendar

Location

Bella’s Gourmet Kitchen

350 Embassy Row Northeast

Sandy Springs, GA 30328

View Map

Refund Policy

Refunds up to 1 day before the event

Eventbrite’s fee is nonrefundable.

CLICK HERE TO REGISTER

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3 Reasons Why Your Firm Needs a Podcast – Profit from the Power of Podcasting

Written by Artie Ruderman, CEO, InnovativeGrowthSolutions

 

1 Age of Content: Be Heard & Establish Your Brand

Do You Have a Growing Problem?

Most businesses depend on new business from existing clients and need to acquire additional clients to thrive.  Aggressive marketing along with advances in technology and innovation has enabled competition to encroach upon your company’s product and service offerings making developing new business more challenging.

 

 

Value-Based Selling

Best practices for developing business has evolved; 82% of shoppers conduct online research before buying.1  Unlike the two traditional sales methodologies, ‘Selling’, where a salesperson tries to push prospects to make a purchase or ‘Marketing’ which tries to pull prospects to make a purchase, ‘Value-Based Selling’ attracts purchasers by imbuing the reasons your company’s products and services are valuable to them.

 

Podcasting Establishes Your Business has Value

A podcast with compelling content triggers three purchaser qualifiers: ‘Know – Like – Trust’.  A podcast that offers solutions to a prospect’s business issues or enhances their lives connects your company to its target market, increases brand recognition, develops a relationship and establishes your brand as an industry authority.

 

 

Interesting Facts

  • Podcasting started in the 1980s and was known then as ‘audio blogging’
  •  In 2004, the term ‘Podcasting’ started as a blend of iPod and broadcasting
  •  Sale of pro microphones will grow 50% by 2021 (Futuresource Consulting report: 11/22/17)

 

 

2 Podcasting Levels the Competitive Playing Field

Podcasting is Easy and Economical

Recording a podcast is less complicated and less expensive than producing a video.  You can simply talk into a smartphone and upload it to YouTube.  If you would like to have a professional production, consider recording at a podcast studio that can enhance the sound quality and provide studio services such as editing – voice-overs – jingles and more.

 

Be Heard & Increase SEO

In addition to posting your podcasts on your website, LinkedIn company profile, and social media, expand your connections by linking your podcasts on popular listening networks like Stitcher – iTunes – Spotify & Google Podcast.  To increase opportunities to be heard, ask a podcast studio if they can distribute your podcasts on syndicated channels like IHeartRadio.

 

A Primer for Producing Your Own Podcast

  • Craft Content of interest to your target market
  • Your Podcast is your firm’s Digital Voice – Imbue it with your company’s personality
  • It can be formal or folksy like Southwest Airlines

Tips for Professional Production:

  • Editing & individual microphone sound enhancement
  • Voice overs / intros – outros / jingles
  • Have a show host & guests who are clients, prospects, industry executives & authorities…
  • Distribute to networks to be heard by prospects outside your connections

 

3 Podcasting is the Media of Choice Today 

The Age of Content

Anywhere you are out and about, the chances are you will see people interacting with their smartphones.  Just as you are reading this article to leverage what you can learn about podcasting; they are also seeking content to learn or be entertained.

 You Can Listen to a Podcast

There are a plethora of marketing options on the internet: email blasts / blogging / videos / vlogging, however, they all demand your visual attention.  Podcasting’s popularity can be attributed to the fact that you can listen to a podcast anytime and anywhere; in a coffee shop or performing a multitude of pursuits; driving, running, walking the dog, mowing the lawn…

 

 

Statistics Worth Knowing*

  • 62 million people listen to podcasts weekly, a 17% increase in 2018 over 2017*
  • Facebook had 15 million fewer users in 2018 than in 2017
  • 45% of monthly podcast listeners have a household income of over $75K
  • 27% of US podcast listeners have a 4-year college degree vs 19% for US population

 

*2019 Podcast Stats & Facts posted by Podcast Insight with credit to Updated stats: Edison Research                  

                 Infinite Dial 2019 released March 6, 2019.  Q1 2018 report from Nielsen, March 20, 2018.

 

 

 

1: As reported in Forbes: New Research Shows Growing Impact of Online Research on In-Store Purchases, by John

Ellett, Feb 8, 2018 credits report from The ROBO Economy (Research Online Buy Offline).

 

A Podcast based on this article can be heard at ProBusinessChannel.com.

To learn more about podcasting or booking a studio visit: www.GlobalPodcastStudios.com.

 

Artie Ruderman is the CEO of  InnovativeGrowthSolutions, a fractional corporate & business development company and Business Director at Pro Business Channel, an internet broadcast network & parent company of Global Podcast Studios

 

 

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal