Frankel Philosophies

When Did Unresponsive Become Acceptable?

2011-06-16T11:44:00.004-04:00

Sure- I understand. We are overwhelmed by too many emails, a multitude of priorities and unending inventory of thoughts running through our mind. So we have to respond to the fire of the moment which, in hindsight, is often not that important.

There are those who are wonderfully responsive business professionals. They follow up, respond to your phone calls, needs and communications. But for an ever growing number, lack of responsiveness is becoming acceptable and that in my book, is unacceptable. Responsiveness reflects a professional who is under control, buttoned up, has a sense of their priorities and will get back to you in due time. It is not up to the initiator to follow up, follow up again and only after two or three hits hear the reply: sorry I was busy, how can I help you? or worse, what do you want?.

Respond. Communicate. Set Expectations in the Communication Upfront. Demand Responsivess from Your Subordinates.

Responsiveness enhances respect and allows for you to be much more organized, much less overwhelmed and earn kudos from your peers, subordinates and superiors. Can some gifted business professionals overcome a lack of responsiveness? Absolutely. But they are a select few, the majority of us, must impress people with not only our skillsets, but also our sense of responsiveness, consistently to all who need us.

Your Actions Dictate Your Success (and Maturity)

2011-06-10T09:50:00.004-04:00

“Dad I really don’t feel like doing this right now”, my 16 year old son recently said as he put his wash in the machine. A light bulb went off in my head and I replied...

“That is the difference between an adult and a child. The adult overcomes this challenge ("I don't feel like doing this") most of the time. The child only is able to do it some of the time.”

This concept can also apply to a motivated, responsive business professional as opposed to the individual who struggles.

And I will say, I find business to be a lot easier than parenting!

Age and Sex Discrimination... Really?

2011-03-04T11:03:00.003-05:00

I continue to be fascinated by people in the 40's (or 50's or 60's for that matter) who blame their job search predicament or career woes on their age and their sex, things they have no control over. Sadly, many career counselors and professional groups often promulgate these theories rather than challenge them.

The bottom line is every human being is their own unique personal brand. If they believe they are too old to compete against people who are less mature, less managerially savvy and have a brighter upside, then they are. If they believe they are being hindered from growth in their workplace as a result of the "old boys club" which holds them down, then they will be.

Our mind, energy, confidence and motivation should only get better as we enrich our knowledge base through diversified people interactions and an attitude of positive change for ourselves and those around us, every day.

I'm 48 and still working towards my business prime. Now if you want to talk about my tennis game, that's a different story.

Business "Self-Reflection"

2011-02-19T20:24:00.003-05:00

When we get up in the morning, we "reflect" on our exterior appearance. Not often enough do we also reflect on our interior... what's critical to our psyche.

In business, self-reflection is uber-critical. Yet most shy away from confrontation or are defensive, so we don't allow insight into our interior. Without other's perspectives (which we do get with the exterior), we wallow.

Decision Makers must collaborate with HR and Talent Management to improve their and others self-reflection skills. Though simple in concept, this is no easy task to execute.

What the Top CLO of 2010 Says about "Learning"

2011-02-11T17:09:00.003-05:00

As quoted from Qualcomm CLO, Tamar Elkeles-2010 CLO of the Year, Tamar Elkeles designated by CLO Magazine in the September 2010 issue

"Three key learnings stand out: 1.) Hire great people, 2.) Utilize Vendors as Partners or Adjunct Staff and 3.) Learn from your Colleagues

2.) Utilize Vendors as Partners or Adjunct Staff- I have built several partnerships with local and global vendors over the years. These trainers, consultants and professors have become invaluable for me and my organization. I can’t hire all of them as employees- now would all of them want to be hired on- but they act as they are part of my team. We have the same goals, focus and commitment. Enabling true partnerships with trusted vendors allows me to have a larger staff of talented individuals who can impact my organization. Use their industry research, obtain good data, and ask vendors to help you learn about what their clients are doing. Vendors offer a wealth of knowledge and can enhance your capabilities. My learning organization’s effectiveness is a result of the highly collaborative partnerships we have with our vendors."

A "Cool Place" to Discuss Business

2010-11-29T09:43:00.005-05:00

I recently completed a 10 Minutes to Change initiative for a client who asked - "Do I want to meet the participants for their 60-75 minute session in the Conference Room or the Meeting Room?" Their Meeting Room is simply an office furnished with a couple of pictures, whiteboard, telephone, four comfortable leather chairs and a coffee table.

I am so glad I chose the Meeting Room which made for a relaxed setting and highly productive forum for the conversations at hand. The room has terrific application for interviews, brainstorming sessions and manager/employee communications.

So take a look at a vacant office on your premises and consider the possibilities of transforming this into your Company's "The Meeting Room"- you'll be glad you did!

Time Lost or Perspective Gained?

2010-04-30T21:33:00.008-04:00

This week, I made the decision to take time away from work and watch my son’s 4:00 tennis matches. A total of 6 hours lost. Or were they really?

On Thursday, I talked to a client with older children who happens to be one of the best family men I know. He reminded me... my son’s tennis matches are fleeting.

So that afternoon, I attended a match I hadn't planned on seeing, 30 minutes away.

I’m thinking now that my other 44 hours were more productive. And I loved seeing those matches!

Afternoon Siesta -A Means to Better Productivity?

2010-03-15T08:56:00.007-04:00

I'm not a guy who goes crazy over sleep. I find it to be a means to an end- I go to sleep to energize my body and mind for the day ahead. But something strange happened recently and I wonder if I might be onto something.

I recall the great Dale Carnegie wrote about the importance of shuteye in the middle of the workday. I've never really acted on this idea, until last Friday... I stopped at home to grab lunch, laid on my favorite couch and sleep just overtook me; I was out for 45 minutes.

Friday afternoon at the office become better than normal. I had no afternoon fatigue. I progressed with a couple of key marketing initiatives with great zest and creativity - I actually had a tough time pulling myself away from work.

Now this is only a one time thing, but it left me pondering; if I close my eyes for 15-30 minutes after lunch when time permits, will my afternoon energy, production and creativity be vastly impacted? I'll tell you one thing, the next time I see someone sleeping "on the job", I'll think twice before rushing to judgement.

2010-02-26T21:18:00.004-05:00

Ok, so it's been a month or two since my last post.
These days, I write & write & then I write some more; never enough.

Don't get me wrong I'm a decent writer. But I don't like writing that much and my creative writing comes when I least expect it. If the idea makes sense, I post it on Facebook, on Twitter or on this Blog, where ever the mood strikes me.

If I'm tired of writing, many are probably tired of reading. That's why Reality TV has become so popular- it the perfect mindset for being mindless.

But you know me, I like interacting, listening and talking.
And now, I have no worries about a Blog Post for awhile :)

New Year Resolutions for the Business Professional

2010-01-08T11:24:00.004-05:00

You may be dragging this Friday after a full work week following the chaos of YE festivities. So I offer you...

Resolutions for the Gainfully Employed Business Professional

Appreciate Your Employer- I will not talk bad about my employer, in these trying times I know how lucky I am to have a job.

Revisit your Interpersonal Skills- I will read Dale Carnegie's How to Win Friends and Influence People and apply it to everyone I touch in my organization every day.

Lessen Sensitivity- I will become less sensitive to others' perspectives, seeking to learn rather than be bogged down by bothersome scenarios.

Embrace My Managerial Role- I will recognize a large part of my work performance is embedded to those who work with me and will invest ongoing time in training, mentoring and developing my subordinates skills.

Listen to Enhance Others Perception of You- I will strive to talk less and listen more.
Organize and Prioritize- I will detail my goals for the year, the quarter, the month and the week and challenge and rewrite them at the start of each new period.

This is Why I Use Facebook!

2010-01-04T13:50:00.004-05:00

Over the last six month, two former "acquaintances", both fellow UConn classmates have sought me out.

In one instance, the woman was a good friend and I've really enjoyed "catching up" regarding our respective family and business successes.

The other situation was more nebulous. I didn't recognize the name or the picture associated with the invite. But then she said and I quote, " I remember crying to you that I was going to fail cost accounting with James -- right was that his name -- and I ended up really "getting it" after you explained it to me! I think I have a picture of you from graduation -- I'll have to post it if I can find it!"

Thanks Jean for making my day and helping me to remember my mentoring skills 25 years ago went a long way towards helping others. And Thank You, Facebook!

New Years Resolutions for the Job Seeker

2009-12-22T15:36:00.003-05:00

New World I will recognize that finding a job in 2010 job search has no correlation to my past job searches.
In Control I will make no excuses and put no blame on others.
Always Selling I will put on my sales hat, no matter how much that intimidates me.
Contacts are Key I will push myself to practice my communication everyday through aggressive networking and public groups (Toastmasters anyone?)
Beyond My Comfort Zone I will meet people outside of my comfort zone and field of expertise to enhance my contacts and spur my creativity.
No Presumptions I will recognize that it only takes one job to end my job search, but I won't stop "hunting" until the deal is sealed.
Obstacles not Opportunities I won't cry about my age, my confidence, my looks, my resume, my background - but seek to turn any potential employer objection into an attractive retort.
The Golden Touch I will get my resume and my cover letter buttoned up so that when I look at them fresh each day, I like, no love how I present my Brand.
Always Networking I will recognize that I need to continuously promote myself in order to land the new job.

This is a Great Time to be an Employee

2009-11-30T17:42:00.004-05:00

Employees have a steady paycheck, benefits and most important, real and tangible opportunity. Now is the time to embrace your situation and truly make a difference.

1)...Forget, for now, Those Dreams of Your Own Business - Hey, if you are an Entrepreneur with an incredible idea… maybe. But if you want to be a consultant or open a small business, now is not the time! Competition is fierce and the market is lean, demanding and thankless.
2)...Recognize the Pain of Those in Job Transition - Finding a new job is more stressful and time consuming than you possibly imagine. And there are no signs of immediate change.
3)...Appreciate Your Compensation – There is tremendous downward pressure on salaries as Companies seek to align compensation expense with deteriorating revenues and margins. Your current salary is likely at or above “market value”.
4)...Make Yourself a Better Manager- Demand is high for Middle Managers who balance functional responsibilities in combination with organizational strategies. Make a strong statement that you “get it” through both your words and actions and seek guidance from internal mentors to escalate your performance and visibility.
5)...Listen and Learn – Do the extra little things to excel in every business communication. Companies value those who overcome performance barriers and impact customers, vendors and other employees in a highly collaborative manner.

While your job may not be perfect, be very thankful you have one and make every effort to heighten both your attitude and performance. Your level of satisfaction will increase and rewards will come your way. Don’t worry, for now, about when, right now the reward is “You Are Employed”.

The Day is Coming for Democrats and Republicans to Step Aside

2009-09-21T08:23:00.006-04:00

In one of the next three elections (13 years), a prominent independent candidate will win the US Presidency (think Ross Perot in more troubling times). We clearly need a break from the politics of politics and there is major work to do in making all areas of government efficient, responsive and financially stable.

I marvel at the numbers of business colleagues who agree with me about the solutions- but no politician seems willing to take on the core issues that are not about winning friends, but about good government. I yearn for a visionary, a really important leader to break the hypocrisy so we can all be confident and proud we that we together as a Country are moving forward in the right, fiscally responsible directions focused on long-term benefit.

Is This The Calm Before The Storm?

2009-09-10T14:53:00.004-04:00

Fascinating divergence of perspective between politicians, media types and financial planners who stand to gain the most by believing the recession is over vs. those most effected by today's economic challenges... entrepreneurs, employees and sales professionals who see only minor progress.

I'm witnessing a sense of "calm" from decision makers recently vs. the panic and total lack of clarity prior. No matter what the definition of recession is (didn't the experts not see it as a recession until 6 months after it began?), the majority of us will only feel better once unemployed colleagues and friends are working and small business revenues accelerate rather than deteriorate... in spite of what the stock market is telling us.

Words You Shouldn't Hear in an Interview

2009-08-04T17:15:00.003-04:00

In my younger days, I interviewed with an International Real Estate Holding Company and the process was going terrific with the final step to be a meeting with the high powered, high ego CEO. I sat down in his office, we shook hands, he looked at me straight in the face and the first words out of his mouth were "You don't know "!%&$". I lifted my jaw from the floor, looked him straight in the eye and replied, "I disagree" and confidently detailed the ways in which I would deliver value into his organization. I got the job offer the next day, but responded Thank You, But No Thank You. Lesson Learned- No one is motivated by intimidation.

TV Interview- Tips for Professionals Seeking Jobs

2009-07-15T07:19:00.007-04:00

Kane in Your Corner- 71009- Eric Frankel

My TV Debut- ready for more opportunities ahead!

Ask This... Before You Accept the Job Offer

2009-06-22T07:35:00.003-04:00

I helped a neighbor recently in deciding about an attractive job offer. “Heather” is an operations manager with very marketable skills and in a long-time situation which has recently soured. Although her employer is a great company, it’s time to move on, when the right opportunity presents itself.

Her offer was attractive, she really liked the two business owners and her instincts said yes. I suggested she respond to the offer with one simple request... "I would like to review your financials- I'll sign a confidentiality agreement and the review will be done with you present." The prospective employers immediate response; “No one has ever asked that before. No way.”

Heather is going to work today knowing she made the right decision to stay where she is. And she is much better armed to ensure when she does make a move, it will be the right one.

Ahhh... The Wonders of Being Alone

2009-05-26T12:29:00.002-04:00

I like being by myself. My creative juices flow, my needs are attended to, my movements revolve entirely around me. But the reason why I really appreciate my "alone time" is because I am lucky enough to have a terrific family, good friends and genuinely enjoy people. For that matter, when I'm alone, I spend a fair amount of time pondering over my relationships and my business interactions in an effort to improve them.

If time to myself is too frequent and out of balance with quality social, business and family interactions, the result is counterproductive (i.e. stress, low confidence) instead of maximizing my personal brand for social and business purposes. So I plan for time to myself while I listen, learn and treasure time with others... a very healthy combination indeed!

Thank You Toastmasters

2009-04-23T17:30:00.006-04:00

Until 8 years ago, I feared public speaking. But I'm all about positive change for the clients and professionals with whom I work, so I took my own advice and in 2002, joined a local Toastmasters group.

Thirty people from all different walks of life, some very savvy in their presentations, others not. We shared common goals: to support each other, improve our confidence and impact an audience with our unique experiences, spoken word and personal brand. I left Toastmasters in 2005 after achieving the Competent Toastmaster designation (10 speeches) and now present to groups...small and large with only minimal butterflies.

Whether you are an executive, manager or professional in transition, join a local Toastmasters (http://www.toastmasters.org/). Or consider starting Toastmasters in your Company as an innovative, fun way to impact relationships, communication and your Company's success.

You'll be pleased with your results!

Social Responsibility - YOUR Time has Come

2009-03-10T21:41:00.007-04:00

I've been barraged lately, in a quiet way, regarding Social Responsibility.
This is good and will make our society a better place to live and work.

Monster.com has beefed up marketing and PR specifically focused on Goodwill & Social Responsibility.
On Linked In, recommendations appeal directly to our sense of Social Responsibility.
Just this morning, a Biz Conference Panelist reminded us to help struggling friends & colleagues to stay upbeat and well networked.
The Presenter at a SHRM function (Society of Human Resource Managers) I attended last month focused exclusively on the "push down" requirements of Corporate Social Responsibility to small and mid-sized Companies.

What are you doing with YOUR Power of Social Responsibility?

Twitter- I Guess I Do

2009-02-16T21:32:00.005-05:00

Twitter confuses me. I really, really want to like it.

As With Viral Marketing (see a few blog posts ago), Twitter sounds cool.
Girls like Twitter.
Yeah, and all the stars are Twittering too.

So I went on Twitter last week and three seconds after I signed on, two acquaintances become my Twitter friends. Is their computer immediately "clicked in" to find me or something?

So I get my 5 minute feel for Twitter and I'm just not getting it. Can you help me hot girls? Cool people, give me a clue? Any Divas around? Can YOU tell me why you care what I am doing moment to moment, thought to thought (except when it affects you) or why I should be caring about what your doing.

Help? Bueller? Please Help?

FAQ's -10 Minutes to Change Your Life

2009-01-29T07:47:00.005-05:00

Appreciate all of your feedback and constructive ideas regarding my new business launch, 10 Minutes to Change Your Life (http://www.10minutestochange.com/). In advance of the next Website update, below are the Answers to YOUR most frequently asked Questions...

How do I prepare for our 10 Minutes to Change Your Life Session?
Companies need to complete the Purchase Order.
Managers of Participating Employees must complete the Pre-Session Comment Forms.
Individual Participants will schedule an appointment by calling 888-341-2525 and are required to complete an application. Forward the completed application to nancy@10minutestochange.com; if you are in a career transition, please include a copy of your current resume and cover letter.

What happens during a “10 Minutes to Change” Session?
A 45-60 minute interview-style discussion is conducted with Eric Frankel.
Immediately following the discussion, you receive a confidential 10 Minutes to Change Your Life CD, based upon information reviewed in advance and your Personal Evaluation. .

Why is it called “10 Minutes to Change Your Life”, not 45 or 60 Minutes to Change Your Life?
The “10 Minutes” represents communication delivered by the Life Changer (Eric Frankel), recorded on an Audio CD.

Why is the 10 Minute Audio CD so important?
The CD will enhance the “10 Minutes” of Feedback to 10 Hours of Feedback as you utilize the content for ongoing inspiration, focus and reinforcement. This will optimize your Personal Brand and Career Success.

Can a “10 Minutes to Change Your Life” Session be conducted via telephone?
Yes, we are able to offer sessions via telephone for individuals and corporations outside of the Tri-State area. However, Eric Frankel’s business and philosophies are predicated on in-person contact. Because “10 Minutes to Change Your Life” is only one session, participants span a wide geographic area from NY, NJ, CT and PA.

Are all 10 Minute to Change Sessions held in your Westwood, NJ office?
Yes, except where Companies purchase Sessions for multiple employees. In this case, we will facilitate one on one sessions at your location for half-day or full-day time frames. You can arrange to have us come to your company by calling 888-341-2525 or sending an email to:nancy@10minutestochange.com.

Great idea! I’d love for My Company to consider your services, but I’m not sure how to ask my manager. Any Suggestions?
The simplest way is to ask them directly. “10 Minutes to Change Your Life” is an Innovative and creative way to show you care about your job and your company. You certainly can’t go wrong by asking. If you prefer, feel free to give us a call to talk and brainstorm about an approach. Together, we will come up with a win-win scenario.

What’s so great about Eric Frankel?
Eric Frankel has incredibly diverse business experience. He embodies empathy, passion, and top-notch business instincts. Eric has an uncanny ability to understand and evaluate companies, complicated situations and individuals in a very short timeframe.
Eric will deliver… personalized, meaningful, and positive change in a nurturing, constructive manner.

Find out what the Buzz is all about!
Let Eric Frankel Change Your Life in 10 Minutes

Very, Very Cool Phrase

2009-01-06T21:35:00.004-05:00

Viral Marketing is a very, very Cool Phrase. I kinda understand it's meaning, but only the basic definition.

I gotta learn more about Viral Marketing. Makes me feel good when I say it... Viral Marketing... like I know what I'm talking about.

Or maybe I should just leave Viral Marketing alone.

Nah, I'm Publishing this Post for Future Readers of My Blog, NOW!
Be free as a bird, Viral Marketing...

Deliver Great Service... Receive Great Dividends

2008-12-29T10:25:00.004-05:00

Yesterday, my wife Nancy did something which makes a world of sense, but as a society we don’t do often enough.

She Made Sure Excellent Service Was Recognized.

While enjoying a holiday meal w/extended family, we were impressed by our waitress who greatly enhanced our dining experience. In addition to a solid tip, Nancy did one better by informing the restaurant owner this woman had earned our utmost respect.

Ideally, the waitress and the restaurant will now earn more and other patrons will enjoy a dining experience similar to our own.

While we are often frustrated by bad service (and usually let higher ups know about it), let's make sure we praise superior customer interactions, as well.

Let's Pay It Forward.

Is Madoff the Tip of the Iceberg?

2008-12-18T07:33:00.005-05:00

I'm Speechless, at least for a few minutes…

The Madoff case reminds us that:
1.) Our financial service industry is riddled with corruption.
2.) The SEC is likely beyond repair.
3.) Our Accounting System is failing.

How can we rely on the balance sheets and P&L's of publicly held companies? Are the Big 4 accountants asleep at the switch? Is there any real oversight provided by the SEC other than deadlines and requirements?

We must react to these piercing alarms of the insane world we are living in. We need the good guys to take control and rewrite the rules to restore credibility and confidence.

Kind of like a superheroes movie with "Superaccountants", perhaps an Underdog Character shaped like a pencil.

All kidding aside, let's go President Obama...

A Gem of a Concept

2008-12-02T22:08:00.006-05:00

Got an email from a terrific lady who says "I take great pride in working hard every day."

If every employee worked hard every day-

we wouldn’t have as severe an economic crisis and
we’d be getting out of it much sooner.

Thanks for the great input, Mary Ann!

Create Energy, Even in a Stagnant Workplace

2008-12-02T08:50:00.004-05:00

Too often, professionals describe to me their monotonous work environment, where business is anything but exciting...

You have the ability to change this environment. In this economy, we need to be nimble, carefree, loosey goosey and risk tolerant (especially when so many are risk averse).

Some of my favorite ways workplace energy is produced…

Sales and Revenues create energy. create Energy.
Client Care creates energy.
Creative Ideas create energy.
Relationships create energy.
Women create energy.
Teams and Collaberation create energy.
Receptionists (no kidding!) create energy.
Good Leaders create energy.
But most of all, YOU create energy.

What’s does the energymeter say about you and your co-workers today?

More Guidance Required for Internet Marketing

2008-12-02T08:37:00.006-05:00

10 Years Ago we were introduced to the Power of Internet Marketing.

So why aren't more Technology Companies... or perhaps PR Companies really challenging and working with their clients to better position their Web Site, Web Presence, Search Optimization, Blog, Social Networking, etc, etc, etc.

Seems to me like Internet Marketing is more important, opportunistic and powerful than ever before. Are their enough savvy technology consultants out there who can deliver value in a concise, impacting and responsive manner?

The Power of Positive Thinking

2008-11-21T08:43:00.005-05:00

Entrepreneurial opportunities abound today if YOU are

1.) Financially Savvy (Cash is once again king and costs controls are a necessity)
and
2.) In the Right Mind Frame of Mind (positive thinking, focused, minimize pessimism).

Economic and business experts are faltering in their efforts to correlate our short US history to the current complex economic environment.

Step back, talk to peers, come up with your own observations and remember brighter days are ahead and long as you believe that they are!

Getting Cold Out There

2008-10-23T22:14:00.005-04:00

The colder temperatures don't compare to the "frigidity" and indecisiveness displayed currently by many middle market CEO' s.

Business success is about action, not inaction. Inaction leads to complacency, rumors and decreased everything.

Companies who study, create, adjust and ultimately "buy" based upon a well thought out action plan for the coming year; ... will truly differentiate themselves.

A Bit About Baseball

2008-10-11T23:08:00.004-04:00

As a certified "Yankee Hater", nothing better than watching top quality baseball from the Rays and Red Sox. The Yankees won't make the playoffs the next two years, they just don't compare in energy, young talent and team chemistry.

Yankees will offer Joe Torre the manager job end of next year and he'll turn them down, or maybe he won't...

I've Had Enough!!!!

2008-10-07T22:23:00.010-04:00

Enough that i'm blogging for the 1st time in 2 months.

Enough that I'm writing this at 10:30 at night.

Enough that my self-induced withdrawal yesterday ... caused me to come home in a crappy mood and take it out on my wife.

What have I had enough of?

CNBC on the Internet, CNBC on TV, sweating the difficult economy and digesting the seemingly incomprehensible day to day news.

But you know something? I don't follow the daily sagas and I'll filled in anyway during social and business discussions.

Most of us are better off not focusing on the day to day and minute to minute updates.

...Somehow, I feel much better today. My 2nd day of withdrawal, I am once again 100% focused on my clients, my business, my family.

I developed a cool new business concept this evening and I'm being nice again to my wife.

Anyone know what's on CBS?

Translating Marketing into Every Day Life

2008-08-07T10:52:00.004-04:00

Just interviewed a solid executive and we were chatting about the importance of marketing in any size company.

The normal "buzzwords" came up...intellect, presence, attire, knowhow, likeability... all emanate directly into your organizational positioning and market presence.

Oh yeah, then he brought up (unsolicited) Social Networking- the omnipotent, the unknown, the vast potential- everyone is racing to harness the power of this burgeoning area.

Impact Shareholder Value thru Differentiation

2008-07-08T16:32:00.003-04:00

Differentiate your Marketing Approach… through high quality, “crisp” communication and presentation materials. Ensure consistent “image”, branding and name recognition as the foremost goals of your e-mail and letter writing campaigns, marketing handouts and Website.

Differentiate your Sales Goals… by stressing performance and measurement tools in advancing relationships, not just closing deals. Mandate all salespeople to spend a minimum of 25% effort in cold calling or more affectionately, “hunting” initiatives.

Differentiate Customer Perspectives… by accepting only the highest levels of quality and responsiveness from every employee. Seek customer feedback to understand the “differentiators” of doing business with you vs. the competition. Ensure customer service escalates in personalization and satisfaction in the hand-off from sales to production/distribution/project management.

Differentiate your Accounting Function… by requiring timely, accurate, concise management information to impact executive decision making. Ensure finance team leaders and staff work cohesively with other departmental functions.

Set goals for all Department Managers to differentiate themselves… by successfully balancing the accountability for departmental excellence with the ongoing necessities of staff development, training and communication.

Differentiate your Internal Communication… with credibility, mutual respect and consistency. Recognize the immense power of your words –both negative and positive.

Clarify your strategic focus and align your organizational structure, your advisors and your capital with the means to get there. Differentiate Personal Relationships… with employees and advisors to remain objective regarding the required skill sets and personalities necessary to successfully execute and grow.

What's My Biggest Weakness?

2008-06-30T16:14:00.003-04:00

I ask this question in every interview, but no interviewee has ever turned the tables on me. Probably the right move...

I've worked very hard to resist the need to provide an immediate answer to questions I haven't had time to think through (i.e. pricing strategies, plans of action, people and structural challenges). While the immediate response serves my innate need to please others and seem intelligent, I'm too often minimizing the potential benefit to both the individual posing the question and myself.

Sustain Momentum After the Elevator Pitch

2008-06-30T07:55:00.006-04:00

Networking functions are frustrating. Sure I connect with interesting people, but I'm left with an impression garnered only through their Elevator Pitch, not a meaningful reflection of their demeanor, perspectives or likability. So I spend additional time over lunch or coffee to identify the smaller % who I can collaberate with to provide meaningful, lasting value.

Many professionals have developed an effective introduction, but fall short in differentiating their product and service, their knowhow, themselves to provide a lasting positive impression. Whether you are in a job interview, selling to an A level prospect or at a networking function, make sure your communication is effective (and consistent) throughout the process, not just in the beginning stages.

Monday, Monday... Just Like any Other Day?

2008-06-24T08:34:00.001-04:00

Usually, I love Mondays- the whole week in front of me to advance opportunities, projects and relationships. I'm re-energized from a "lighter" weeekend business focus and my creative juices are flowing.

But occassionally, Monday unveils it ugly side; like yesterday. A CEO stood me up (still overseas, guess he didn't receive my voice mail confirm on Friday), a schedule left with three hours to kill from the road (despite advancements in technology, this is not my ideal) and two remaining meetings which were only OK.

But hey, it's Tuesday now, Monday is in the past and thankfully, I have plenty of time, energy and will to make the week a highly successful one. Lets Roll!

Listening to Your Instincts

2008-06-19T07:33:00.002-04:00

Had lunch yesterday with Rob, a long-time business associate. He and I have had tremendous success working together over the years; you might even call it "Karma".

Funny thing, he gets the credit goes for tremendous persistancy in initially developing our relationship, a trait which is usually my forte. Thanks Rob for listening to your internal voice and getting what you wanted; we have both benefited tremendously...

Social Networking No Longer Childsplay

2008-06-18T07:40:00.001-04:00

Fascinating trend occuring; our children's passion with My Space and Facebook is escalating, at a rapid rate of speed, into the corporate world. From Linked In to Plaxo (recently acquired by Comcast and a soon to be formidable player) to the aforementioned My Space and Facebook, these tools are changing the face of the business recruiting, networking, marketing and selling landscapes.

If you haven't already, "Brand" your unique career, strengths and professional image for others to see and to expand your social network, because clearly... "Adults Want In"

What are Men Afraid Of?

2008-06-17T09:54:00.001-04:00

Resurrecting the Mens Club at my Temple the last two years has been a tall task. I watch in awe as the Sisterhood grows ever stronger in fund raising, a sense of community and socialization while we have struggled despite a thriving congregation.

The reality is Men are resistant to stepping outside of their "constants", their inner circle of friends, family and business relationships. Women recognize the value derived from meeting new people and advancing these relationships. Makes me think that the advancement of opportunities for women (and minorities) is only in the beginning stages in US politics. We'll have hiccups along the way, but it may well be a great ride.

TouchPoints- May 2008

2008-06-14T12:05:00.001-04:00

As a service (and marketing tool) to our value business network, we've published a few "points" to touch our relationships in an impacting manner. Our 10 years of archives are available for client marketing purposes, below are the most recent thoughts....

Turn Stale Issues to Fresh Actions
Take control TODAY of the recurring obstacles you face with people, structure, processes, information (or lack of). Trust your instincts, plan the attack and hold yourself (and others) accountable to execute effectively from start to finish.

My Neat Little Discovery
Thanks to my 13 year old twins, I’m embracing a new IPOD which clears my head and elevates my focus. Give me sunshine, an hour to sit, walk, run and I’m re-energized; I understand now what the masses before me have discovered.

Are you Multi-Faceted or a Multi-Faceter?
Attractive is Multi-Faceted, the Professional who excels with multiple priorities and possesses strong confidence, presence and business knowhow. Annoying is The Multi-Faceter, the Individual juggling multiple tasks at a moment in time (email, telephone, computer) when 100% attention should be on the conversation at hand.

Amplify your Customers and Employees Pulse
The economy has weakened, meaning your customers are more conservative, your competitors more aggressive (or desperate) and your employees more combustible. Attack these challenges head on by taking a Snapshot of Employee and/or Customer attitudes to protect what you have and strengthen your Brand, staying ahead of the curve… and the economy.

Business Relationships

2008-06-14T11:51:00.004-04:00

Interesting how decision makers are often closed minded to new relationships which have the potential to markedly improve business efficiency and reduce stress.
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I find my creative juices are "sparked" in the majority of my business meetings. Bottom line is you need to expand boundaries beyond the norm in order to achieve new ideas and attain greater internal gratification. Use your instincts to determine who is worthy of your time and to separate the pretenders vs. the real "players".