How Women Can Enhance Their Careers via Group Decision-Making

 

In group decision-making, women often participate 75 percent less than their proportional representation when they’re outnumbered in gender, according to a study. It found that “having a seat at the table is very different than having a voice.”

The study, “Gender Inequality in Deliberative Participation,” was conducted in 2012 by researchers from Brigham Young University and Princeton University.

“Women have something unique and important to add to the group, and that’s being lost at least under some circumstances,” said lead study author Chris Karpowitz, from BYU, said in a statement.

However, when study participants were asked to decide issues by unanimous vote as vis-à-vis majority rule, women participated more. That underscores why many women feel empowered in a “consensus-building approach.”

A co-author explains why.

“In school boards, governing boards of organizations and firms, and legislative committees, women are often a minority of members and the group uses majority rule to make its decisions,” said co-author Tali Mendelberg, from Princeton.

“These settings will produce a dramatic inequality in women’s floor time and in many other ways,” added the researcher. “Women are less likely to be viewed and to view themselves as influential in the group and to feel that their voice is heard.”

Nine-four groups with at least five participants discussing financial matters were observed in the study. Depending on the level of female participation, the groups reached different conclusions.

“When women participated more, they brought unique and helpful perspectives to the issue under discussion,” said researcher Karpowitz. “We’re not just losing the voice of someone who would say the same things as everybody else in the conversation.”

How can women get a greater voice at the table

My sense is that women, who feel intimidated in group decision-making, would make greater strides in their careers if they learned how to voice their opinions when there is a majority-rule discussion.

But remember the difference between being assertive and aggressive when offering an opinion. Use assertive phrases like, “You might wish to consider…” You’ll become more influential in mixed group settings. It will get the attention of senior executives.

Another result if women participated more – organizations would benefit from their input.

The study was published in the journal, American Political Science Review.

From the Coach’s Corner, here are other career tips:

• Dos and Don’ts: How to Advance Your Career via Your Boss’s Boss
• 6 Tips for Baby Boomers to Cope with a Younger Boss
• Tips for Dining Etiquette with Your Boss or Anchor Client
• 8 Tips on How to Ask Your Boss for a Pay Raise
• HR, Marketing Pros: 4 Keys to Marketing Your Ideas to CEOs
• Why Women Receive Less Angel Funding Than Men

“Fortune favors the bold.”

-Virgil

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

You Can Get Bigger Corporate Accounts in 5 Steps

 

So your company needs to grow and you’ve decided to go after bigger fish. Getting bigger corporate accounts is easier, if you develop the right system.

But not only must you have reason to be confident, you must position yourself and your company to instill confidence in your prospects.

Here are the keys to landing bigger accounts:

1. Start positioning your brand. Professionalism matters in order to build a relationship of trust. You must appear to be a professional peer. Size doesn’t matter but image and professionalism count.

Develop a great elevator pitch. After you make favorable sales contacts, you’ll be researched by your prospects. Make sure to use the best practices to optimize your brand, and manage your Web reputation.

2. Practice your sales approach. The secrets for success require your ability to implement the seven steps to higher sales and understand the five value perceptions that motivate sophisticated customers to buy from you. Of course, you must be ready to overcome objections.

Strategize on sales and networking strategies to build strong relationships. I wouldn’t rule out cold-calling.

3. Research potential customers. True, many salespeople don’t like clerical work, but you must do your homework. Countless potential sales have been lost because salespeople couldn’t demonstrate knowledge about prospective companies and their industries. 

You can save some time in research by using tools such as Google Alerts for your targeted industries and companies. Once the sales dialogue starts or after you land the business, you’ll develop information you can give your prospects and customers. You’ll also develop multiple reasons to call on your prospects. Many will appreciate the attention. 

4. Set goals. Develop a comprehensive list of prospects. Prioritize your prospects – A, B or C. Category A prospects should be followed-up every week. So use a suspense system to remind you when to make your  sales calls. 

5. Find needs to fill. Approach the people who will profit by doing business with you. Don’t commit the seven deadly sins of selling. To accelerate your success, contact 15 prospects a day. Don’t give up. Many salespeople give up too soon. The average sale takes five meaningful contacts. You also have to develop instincts in knowing when look elsewhere. 

Be prepared to provide helpful information — another reason to use Google Alerts to keep you up-to-date for your sales prospects. Make sure the prospect feels it’s a good investment of their time to talk with you. Successful people want to save time and money while generating revenue. 

Good luck! 

From the Coach’s Corner, here are related resources: 

• The Six Secrets of Becoming a Winning Sales Organization
• 60 Ground Rules for Effective Client Service
• Consultants – Strategies to Build Trust with Clients

It’s a thankless job but I’ve got a lot of Karma to burn off.

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

Facebook Privacy: Advice for Job Seekers and Employers

 

The practice by some companies to require job seekers to reveal their Facebook passwords so they can spy on the applicants’ private information prompts a couple of Biz Coach reactions: For job applicants and companies. 

For job seekers: 

Any company that would require disclosure of your Facebook password is an undesirable employer. At the very least, it’s really tacky for an interviewer to request such information. It also leads to divulging of your family’s and friends’ private information. Who needs a voyeur or an identity thief for a boss? 

Facebook’s chief privacy officer, Erin Egan, issued a warning to such companies: “We’ll take action to protect the privacy and security of our users, whether by engaging policymakers, or where appropriate, by initiating legal action…”

This issue serves as a catalyst to warn job seekers to be smart about what they insert in their social media. No employer wants to be embarrassed.

To be fair, you shouldn’t be accessing social media at work unless authorized — usually, it’s OK only if you’re promoting your employer’s products and services (here’s why).

For employers:

Admittedly, recruiters and bosses have been looking at applicants’ social media for some time now. Reading openly published comments are different than private comments, which are tantamount to reading someone’s personal diary or bank statement.

But for an employer to ask for passwords is a violation of federal law: The Stored Communication Act or the Computer Fraud and Abuse Act. It’s important to avoid EEOC discrimination suits and here’s more why companies are falling into the management lawsuit trap.

“In recent months, we’ve seen a distressing increase in reports of employers or others seeking to gain inappropriate access to people’s Facebook profiles or private information,” wrote Ms. Egan. “This practice undermines the privacy expectations and the security of both the user and the user’s friends. It also potentially exposes the employer who seeks this access to unanticipated legal liability.”

Sharing or asking for a Facebook password violates Facebook’s Statement of Rights and Responsibilities.

“If you are a Facebook user, you should never have to share your password, let anyone access your account, or do anything that might jeopardize the security of your account or violate the privacy of your friends,” she wrote. We have worked really hard at Facebook to give you the tools to control who sees your information.”

She explains the legal land mines very well.

“For example, if an employer sees on Facebook that someone is a member of a protected group (e.g. over a certain age, etc.) that employer may open themselves up to claims of discrimination if they don’t hire that person,” wrote Ms. Egan.

And in this litigious environment, it wouldn’t take long for a single applicant or a group of applicants to sue, not to mention getting the attention of the American Civil Liberties Union.

You’re much safer just looking at the person’s LinkedIn account, and it’s more important for you to have a heart as an employer.

Finally, employers should be careful about their social media policies. The federal government ruled against Costco on its social media policy.

From the Coach’s Corner, if you’re a job seeker, look for better employers — here are some tips:

• Stand Out: Get a Job Interview with a Great Resume
• Top 11 Tips for a Great Elevator Pitch
• Nervous About Your New Boss? Here’s How to Deal with It

“The employer generally gets the employees he deserves.”

-J. Paul Getty

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

Dos and Don’ts: How to Advance Your Career via Your Boss’s Boss

 

You can improve your career prospects by maximizing your communications – with your boss’s boss.

Not only will such opportunities optimize your prospects, they will give you a broader perspective about upper management’s concerns and insights. It’s helpful to know what your bosses read. That’d be a huge advantage over peers with whom you are competing for a promotion.

Before we discuss the dos and don’ts, be careful. Don’t give even the slightest hint or appearance of going over your boss’s head. If you do, you will alienate your boss.

What’s more, if your boss’s boss has any sense of decorum, such a manager will become distant and you’ll be stigmatized – marked as a difficult employee – possibly, in your career for years to come. That’s right, it will hurt your situation in your company, and savvy head hunters and employers will probably find out. They will be apprehensive about taking a chance on hiring you. Besides, following protocol is the right thing to do.

Now that we’ve discussed an important cautionary note, we can consider the dos and don’ts.

Dos:

1. Do have a sense of timing. Yes, be enthusiastic, but be sophisticated in your approach. Be strategic – know when to act or talk.
2. Do look for opportunities to get the manager’s attention. You can send a congratulatory note when the person has a noteworthy success. If you have a staff meeting with the manager present, follow up with a germane news article. Use such occasions to ask questions – if the manager is the logical person. You never know when you might have a chance meeting. If appropriate, use the top 11 tips for a great elevator pitch.
3. Do deliver strong results in your work. Develop a reputation for being your department’s go-to person, who can keep confidences. If you get a great compliment from a peer or customer, look for an opportunity to suggest that the person send a comment to your boss, who will most likely share it within the company. Usually, such compliments will make your immediate supervisor proud. (Be prepared for good things to result– be aware of proven strategies to advance into management.)
4. Do volunteer for projects outside your realm of responsibilities. Market yourself by increasing your exposure inside and outside the company. Join associations pertinent to your company’s mission. Do charitable work. (If you’re honored for your efforts, here are public speaking tips – for speeches in accepting awards and honors.) 

Don’ts:

1. Don’t commit a faux pas. It’s not only a matter of what you do; it’s how you do it – with style.
2. Don’t be aggressive. Know the difference between being aggressive vis-à-vis being assertive. If you are aggressive, you will unknowingly be giving away your power.
3. Don’t ignore opportunities to demonstrate your abilities and aptitude for teamwork. When necessary, choose to agree with others but maintain your composure and look for opportunities to compromise. You want to be known as being flexible.
4. Don’t forget to be patient. Listen. Dealing with others requires knowing the art of persuasion, which is a process of give-and-take. Ask open-ended questions. The most persuasive people listen 90 percent in each conversation.

From the Coach’s Corner, here are strategies for related sensitive issues:

• Nervous About Your New Boss? Here’s How to Deal with It
• Do You Have A Toxic Relationship With Your Boss?
• 8 Tips on How to Ask Your Boss for a Pay Raise
• 7 Tips for a Young Professional to Become a CEO

“Throughout my career, if I have done anything, I have paid attention to every note and every word I sing – if I respect the song. If I cannot project this to a listener, I fail.”

-Frank Sinatra

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

When Should You Develop an Exit Strategy? Now…Here’s How

 

You should always have an exit strategy in place – no matter what. Whether you’re just starting out or you’re a veteran business owner, you should always have an exit strategy.

Yep. That includes being a new entrepreneur in a weak economy, looking for an angel investor, or trying to plan for a successful turnaround.

Change happens. You might hit a tsunami. You might decide to try a different venture. You might want to retire. You might want to pass the business to your children (it’s a mistake to 0verlook succession planning).

Plus, not to discourage you, but data shows startups often fail. You should plan to create an asset that can be sold as easy as possible.

Here are basic tips to start:

Business plan. It should contain action-strategies for results. Involve all logical employees in planning. Include your key performance indicators – measurements to meet operational and strategic goals – from finance to marketing. That means being strategic in your planning. For additional reading here’s a checklist for success in business planning for the new economy.

Financials. You should have superlative accounting system. Use best practices in financial statements. Be sure to know your break-even point and be embezzlement-proof.

Operational and other business processes. Be well-organized and documented, and constantly evaluate your policies and procedures. Remember that management best-practices include solid operations checklists.

Branding and marketing. Here’s a marketing checklist to measure your brand’s personality. For best results, here are marketing plan essentials. Don’t forget the importance of being tech savvy and content marketing.

Technology. Be prepared to demonstrate your competence in technology. Be current for your industry and streamline as much as possible. Make certain your business is prepared with precautions and response philosophy.

Reputation. Make certain your customers love you and that you use  manage your Web reputation. Take steps to be known as socially responsible and to be known as a green company.

Human resources. This is the last tip but quality talent is the most important asset to attract a qualified buyer. Take reasonable steps for excellent employee relationships. If necessary, use proven steps to improve your business performance and power your brand with employee empowerment. Take precautions to make certain your stars don’t become free agents.

Every business is different, but you get the idea. Make certain your business performs at a peak level and keep everything documented. This will insure you receive top dollar if you decide to sell. It goes without saying that you want to be as competitive as possible anyway, right?

From the Coach’s Corner, here are more marketing thoughts:

• The Link between a Simple Logo and Branding Success
• 11 Sales Strategies to Outsell Your Big Competitors

 “Affairs are easier of entrance than of exit; and it is but common prudence to see our way out before we venture in.”

-Aesop

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

Tips for Restaurant Owners: Keeping Good Employees, Profits

 

If you, as a restaurant owner, have trouble keeping talented employees, consider insights from a report on a Sacramento, California TV station. It will also help you stay in business.

The headline, “Servers Say Groupon Leads to Smaller Tips,” The KXTL-TV report on Jan. 25, 2012, which is enlightening, cites numerous comments on YCombinator.

It seems restaurant employees across the nation are unhappy about the small tips they get from customers who use discounted Groupon coupons. Groupon has about 150 million subscribers.

Consumers get coupons from Groupon for discounts. The rub is that restaurant customers are tipping on the 50 percent discounted price, not the regular menu price.

What’s worse, the article states: “The State Restaurant Association tells FOX40 that with the stressed economy, business owners are finding it hard to keep giving such big discounts.”

In essence, the report serves to support the conclusions in a Biz Coach article: “Daily Deal Sites and Pricing Principles – What’s Sustainable and What Isn’t.” Long term, such restaurant couponing does not give an adequate return on investment.

The column cited research by Rice University that shows many restaurants find it impossible to be profitable by partnering with Groupon and other daily deal sites.

I wrote:

“The study caught my eye because this business portal has long maintained it’s dangerous to sell products at the cheapest price in the marketplace vis-à-vis focusing on value and customer service. (See What are the Secrets for Success from Advertising?)

“Companies that focus solely on price attract the smallest segment of consumers – 18 percent – the least-desirable customers who make buying decisions solely on price. Such consumers are not loyal. Additionally, they’re the biggest complainers and more likely to return products.”

So listen to your employees – partner with them. Consider eight simple strategies to give you pricing power.

From the Coach’s Corner, for business success in marketing, here are related resource links:

• Fast-Food Restaurateur Shares Secrets for Success
• Tips To Get Strong Results From Your Marketing Plan
• Fast, Easy Ways to Create Buzz
• Marketing Essentials on a Shoestring Budget 

“Incentives are not strategy, they are tactics. Defensive measures.”
-Carlos Ghosn 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

RIM Provides 9 Lessons in Best Turnaround Strategies

 

Updated – Nov. 5, 2012

RIM, Research in Motion, needs more than just advertising and marketing strategies. Companies – from big to small – can learn business turnaround lessons from RIM’s predicament. RIM has failed to respond to marketplace changes.

Rim has been losing market share in the private and public sectors.

Despite installing a new CEO, Thorsten Heins, and hiring a vaunted crisis management firm, Sitrick and Company, RIM’s comeback attempt got off to a poor start.

Analysts, investors and customers were troubled by the headline: “New RIM CEO says drastic change not needed.”

Numerous published reports quoted Mr. Heins: “I don’t think that there is some drastic change needed. We are evolving … but this is not a seismic change.”

To the contrary, my sense is that drastic changes are needed – externally and internally. Unless the company can upgrade its products, solve its product delays, and fix its reputation, the company will go under unless it’s sold. (Note: To be clear, I’m a long-time Blackberry user.)

Yes, RIM has marketing challenges. But as any savvy salesperson knows, it’s difficult to sell a product that’s considered inferior to competitors. Apple’s iPhone and iPad, and Google’s Android operating system have taken market share from RIM, which is why the once-proud company has also lost market value.

RIM’s demise provides these turnaround lessons:

1. Understand first things first. It’s important to move current product inventory, but simultaneously make long-term product development a priority. The company needs effective decisions. There are nine dos and don’ts for best decision-making. RIM will earn praise if it can unveil a strategic plan to publicize successful development of software for its Blackberry 10. So strategically plan and implement management strategies for a successful turnaround.
2. Develop a strategic marketing plan and align it with sales. Notably, RIM is looking for a new marketing director. Hopefully, innovation will result. Consider tips to get strong marketing plan results, and the 14 reasons why major marketing campaigns fail. And for profits, don’t forget to align marketing with sales.
3. Attract visionary product-creation relationships. It’s important to stay atop marketplace volatility. Hire or partner with visionary innovators. RIM lost ground because it didn’t have enough developer support, which opened the door for competitors. Think about nine key questions before you form a partnership and here the nine steps for strategic alliance success.
4. Create an iconic product. Innovation is key to be a Ninja innovator. In RIM’s case, the company should create excitement by intensifying its research and development for a blockbuster smartphone – bigger screen, 4G, and better camera.
5. In view of the economy, remember Henry Ford’s success. A salient reason Mr. Ford was successful: He manufactured an everyday car – the Model A – a car the average American could afford. Think 1930s for business success. Consumer attitudes are changing. RIM used to own the corporate market and didn’t create a consumer niche. It needs regain corporate market share and its own version of the Model A for the digital phone age.
6. Restructure the team. If Mr. Heins really believes drastic change isn’t necessary, he better wake up quickly and reverse course. He should make certain he employs a lot of thought leaders who serve as devils’ advocates. RIM needs to earn marketplace confidence by exploring and communicating all its strategic options. Unfortunately, it appears RIM needs to take the six steps to implement a cultural change for profits.
7. Operate profitably. Develop a laser focus on profitability. Understand in any economy, what drives your profit. Here are 10 basic tips — leadership for business profit.
8. Continue to focus and promote security. Daily, the media is filled with headlines about identity theft and security. Blackberry is known for its security, but the message has been diluted. Android is successful despite its security weaknesses. After all, who profits from Android’s security issues? Not users.
9. Manage your reputation. The key is to create positive images. But RIM is suffering in reputation management.  Here are the best practices to optimize your brand and manage your Web reputation. It’s also vital to know how to leverage the news media for publicity, and to implement PR  crisis management tips.

From the Coach’s Corner, here are developing trends and solutions for manufacturing success.

“The entrepreneur always searches for change, responds to it, and exploits it as an opportunity.”

– Peter F. Drucker

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

Nervous About Your New Boss? Here’s How to Deal with It

 

Whether you just got a new job or whether your company just assigned a new boss for you, it might seem hard to deal with it. But deal with it you must. Learn to develop poise and to manage your boss.

First, recognize two things: 1. Fear is common. 2. Throughout your career and personal life, you will face adversity.

Second, consider fear to be an acronym, FEAR: “Frantic Effort to Avoid Responsibility.”

Getting a new boss does not constitute a problem. Facing fear actually makes you stronger. It’s an opportunity for growth.

If you have apprehension, you need to understand why. In such situations, the most-common questions to consider: Do you fear change? Do you have authority-figure issues?

The solution to such personal and professional issues is to conduct a personal assessment. On a sheet of paper, create two columns – your strengths and weaknesses. Analyze your attitude and behavior in similar situations whether you had friction, were laid off or fired.

For negative situations, here’s a hint: You’ll learn fear was a factor – a frantic effort to avoid responsibility – to yourself. Understand your role, but don’t focus on the other person’s. Don’t give away your personal power by focusing on the possible motives or behavior of others – even if you feel you were dealing with the reincarnation of Attila the Hun.

At the bottom of the sheet, develop a strategic game plan – strategize how and why you’ll be successful.

You might also develop a list of positive affirmations, such as: “I’m a great employee,” and “I welcome this new boss as an opportunity for growth.” Keep this list handy. Recite these affirmations in front of a mirror. With enough practice and by facing fearful situations, you’ll get stronger and someday will feel compelled to share these tips with someone who will benefit.

Then, implement your strategic plan. Research your new boss. Learn all you can. If you have questions for your boss, create a written list. Include questions about possible likes and dislikes about preferred employee performance. Don’t procrastinate. When you’re ready, ask your boss for a time to chat.

Once you’re working with your new boss, there will be opportunities to contribute to the welfare of the team. The team is only as strong as its weakest member. Don’t be afraid to speak up to solve problems.

But it’s important to remember this concept: It’s not what you say, but it’s how you say it. Even unpopular viewpoints serve as catalysts for your professional and organization success.

Don’t speak with finality with an accusing tone, for example: “This is a problem.”

Instead, ask a non-threatening question, such as: “Is it possible that the problem is…?” In this way, you’ll help open the door to a team discussion.

Oh, and by the way, by doing this you’re on your way to becoming a leader among your peers. Then, you’ll be ready for the eight tips on how to ask your boss for a pay raise. And if you want, you might become management material, too.

So, the place to jumpstart your career development: It’s all about poise in managing your boss.

From the Coach’s Corner, related readings:

• Do You Have A Toxic Relationship With Your Boss?
• How To Deal With An Oppressive Employer
• Top 11 Tips for a Great Elevator Pitch

“If the world operates as one big market, every employee will compete with every person anywhere in the world who is capable of doing the same job. There are lots of them and many of them are hungry.” 

-Andy Grove

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

Overview: Marketing Plan Essentials For Best Results

 

If you haven’t completed a strong marketing plan to complement your business plan, you’re missing some salient benefits.

An effective marketing plan generates revenue and alleviates uncertainty for your business.

In addition, a marketing plan provides you with tangible values:

• When employees are apprised of your marketing vision, you’ll benefit from more teamwork and employee loyalty. Provide them with an abridged copy of your marketing vision for growth.
• Development of a marketing plan means you are up-to-date on your company’s situation. You thoroughly know your company. You’re more aware of your dynamic marketplace.
• A malleable marketing plan is an action to-do list. At the minimum, it’s a roadmap to success in the coming year.
• When you get really good, you’ll think two to four years from now. Details won’t be forgotten. It keeps the focus on the long-term objectives.

So you need to begin with an executive summary. Keep in mind your preferred end results from the specific actions you’ll take. Include your resourceful ideas and voluminous research, but specificity in measurable plans is vital.

Your marketing plan needs four specifics:

1. Situation analysis – a market analysis with customer data, segmentation, market needs analysis and market forecast; a SWOT analysis of your strengths, weaknesses, opportunities and threats; your brand’s personality; and competitive analysis.
2. Strategy – including a mission statement, goals, branding, product positioning and pricing. In other words, remember the 4 Ps of marketing – product, price, place and promotion.
3. Sales forecast – by product and market segment, sales channels, responsible departments and managers – all designed to be tracked.
4. Investment budget – enough details about sales programs, management and strategies to track expenses each month.

You’ll need input from virtually everywhere in your firm – consider finance, human resources, manufacturing, and marketing. You’ll learn unforeseen insights on problems and opportunities.

It may be a bit hackneyed, but as part of your checklist in setting goals, consider the acronym, SMART:

• Specific  – who, what, when, where, and how
• Measurable – determine how you’ll attain your goals
• Agreed upon – make sure there’s a consensus or agreement
• Realistic – Make certain you’re being pragmatic
• Target date – a feasible timeline is best

Marketing plans are also helpful for better time management — once you have determined the annual big picture for your goals — then determine the intermediate steps for each month.

Oh, and in this age, consider whether your business would benefit from branding and selling your business as green or how cause-related marketing can increase sales by double digits.

Again, even after you’ve written your marketing plan, remember you’re not done. You must be relentless in continuously monitoring your progress. Fine-tune your plan as needed. Figure out what’s wrong and what needs to be done to remedy any undesirable situation.

From the Coach’s Corner, for Internet resource links, consider: Why B2B marketers like content marketing; the 14 strategies to rock on Google; and the best practices to optimize your brand and manage your Web reputation.

“Marketing is the distinguishing, unique function of the business.”

-Dr. Peter Drucker

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry. 

 

Public Speaking Tips – for Speeches in Accepting Awards, Honors

 

So you’re about to be honored for your pro bono work, volunteerism, or for creating a foundation to fund scholarships for education. But you get stage fright or don’t know how to most-effectively frame your acceptance speech? Join the crowd. A lot of people have difficulty in public speaking.

“Award speeches are all about being receptive and radiating with gratitude, while smiling and graciously accepting the honor from the heart in a spirit of openness and genuine feelings and emotional tones,” explains Eric Stone, a noted speech trainer.

“It is simply about what is true for you about the award, the people giving it to you and present with you, as well as the business or industry that you are in or cause you are representing,” he says.

Mr. Stone has been teaching since 1983, and is the principal of Speakers and Artists International, Inc. As a former New York City stage and television actor, early in his career he studied privately under Herbert Berghof, Uta Hagen, Lee Strasberg, Stella Adler, and William Hickey.

“I am very much a target oriented coach or trainer working on key issues and problem areas related to public performance,” he explains.

That includes speech training for executives.

“Public speaking relies on very simple yet wonderfully telling ‘dynamics’ between the speaker and his/her audience,” he asserts.

“That is the true competitive edge of this style of coaching which targets ‘organic, spontaneous and authentic’ enrollment techniques not outdated ‘external’ body language techniques and frozen gestures, postures and various similes,” Mr. Stone adds. “I have found that almost every problem a speaker experiences is related to those few and simple dynamics.”

Mr. Stone recommends finding the most-effective key words, tone and phrasing for the specific situation.

“You have to be able to see yourself say those things and find a style to say them…casual, from the heart, entertaining, emotional, formal, elegant, and sophisticated, etc.,” he points out. “There are things you see yourself say and others not. The same goes for the manner in which you voice the things you say.”

Mr. Stone’s recommends these speech elements:

• Gracious and heartfelt thanks for the organization giving you the honor
• Acknowledgement of the special people in the audience: wife, daughter, brother, etc.
• Acknowledgement of the audience who took time out to witness the celebration.
• An appreciative awareness of those who made it possible for you to achieve the award.
• What the award means to you – including reference to the values, goals, aspirations, etc., the organization or group represents and how they inspire you.
• Stories – small personal heart-felt anecdotes to show what receiving this award means to you in your life. All from the heart so as to make it real for the audience.

He says you’ll need salient information:

• Who will be in the audience? And will need to be thanked?
• Is the event only for you or other things will be celebrated?
• Have you received any directions or information regarding the event? Specifically about your receiving honor? Logistics? How long you are expected to speak, etc.
• Who will be giving you the award? Name of person?

These are great tips to heed now — you never know when you’ll need them.

Mr. Stone’s site: www.publicspeakingconnection.com.

From the Coach’s Corner, here are some resource links:

• Communication – You Can Train Yourself to Stop Stressing
• How to Get More Opportunities as a Guest Speaker
• How to Obtain the Most Profit from Speaking Opportunities
• 9 Tips to Connect with People after You Make Your Speech

“It usually takes more than three weeks to prepare a good impromptu speech.”

-Mark Twain

 

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

 

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