uccess is the intentional, pre-meditated use of choice and decision. Unless you choose - with certainty - what it is you want, you accept table scraps by default!
The world is plump with opportunity. With boldness and conviction, stick a fork into the goals you want by being decisive.
You are born with great capabilities, but you will not achieve your potential until you call upon yourself to fulfill it. You will rise to the occasion when it presents itself; yet, to assure self-fulfillment, you must provide occasions to rise to. Clearly defined goals allow you to travel toward another horizon that represents the end of one experience and the transition to a new and better existence. The objective is to choose the right goals, and then to create the necessary causes - the effects will follow!
The difference between what one person and another achieves depends more on goal choices than on abilities. The profound differences between successful people and others are the goals they choose to pursue. Individuals with smaller talents, intelligence, and abilities will achieve different results because they select and pursue different goals.
Each decision affects what you become. We form our decisions and our decisions form us. There is no escaping this; the smallest choices are important because - over time - their cumulative effect is enormous.
Never overlook the obvious: The nature and direction of your life change the instant you decide what goals you want to pursue.
Once you make a decision, you start down a path to a new destination. At the moment the decision is made, your decision to pursue a goal alters what you are becoming. Just one spin of the lock's dial - a single choice - can alter your life, your destiny, your legacy.
Think about it - your goal decisions represent and express your individuality. You seal your fate with the choices you make. You define yourself by your decisions.
Your dialogue with success is ultimately a solo one. Decisions and goals made must be your own if you are to call your life a success.
Always establish the best goals you can. Goals are the seeds of success - you become only what you plant. The quality of your harvest is a direct reflection of the quality of your seeds-your decisions!
Indecision is the big eraser of opportunity and potential. Risks and costs accompany every decision; however, the price of decision is far less than the long-range risks and costs of comfortable inaction. When it comes to decisiveness, squatters have no rights.
Everyone has an official wish list of things they think are "reasonable". What about the unofficial wish list? The one that common sense tells you to ignore? The list that exists deep in your mind, the list that keeps you up at night, that makes your toes wiggle when you think of it? Why not choose that list for a change?
How long have you dreamed of being, having, and doing what you really want? Think big, as when it comes to your goals, the size of your ambition does matter.
Thursday, January 28, 2010
4 Agreements
hough I?m obviously entirely immersed in the world of Personal Growth, it still amazes me how wonderfully simple yet incredibly profound some of its lessons can be.
Take, for example, the book The Four Agreements by Don Miguel Ruiz, which I just recently read.
Ruiz advises his readers to set aside the negative ?agreements,? or, in other words, belief systems they?ve made with themselves, others, and/or society (things like ?I?m stupid? or ?I?m not good enough?) in favor of following the four agreements he puts forth for attaining your highest self and happiest life.
Great ideas in theory, but sometimes things tend to be infinitely more difficult to put into practice.
Yet, Ruiz makes it seem pretty simple and straightforward.
The four agreements are:
1. Be Impeccable With Your Word. Basically, explains Ruiz, your word is equal to your power, or in some cases even magic, so use it for good, not bad. He especially condemns gossip, calling it ?black magic.?
2. Don?t Take Anything Personally. I think this may well be the hardest agreement to subscribe to, but it?s certainly powerful and important. Ruiz says, ?Nothing other people do is because of you.? It?s kind of eye-opening because in we all tend to be self-focused. But if someone says or does something negative to you, remember, it is about them, not you. You will suffer for nothing by thinking or worrying about it.
3. Don?t Make Assumptions. This is my favorite, and something I already adhere to. Everyone makes assumptions all the time. The problem, says Ruiz, is that we believe they?re the truth, which is just not the case. We make an assumption, we misunderstand, we take things personally, and conflict ensues. The way to keep yourself from making assumptions is to ask questions and communicate. Not so hard if you think about it.
4. Always Do Your Best. While your best might vary from day to day, depending on circumstances or how you feel, always do it. No more (because if you try too hard, you will expend too much energy and your best will not be enough) and no less (because that causes frustration, self-judgments, guilt and regret).
Above all, says Ruiz, if you break one of the agreements, don?t give up. Simply start over immediately. Eventually, the new agreements will become habit and replace the old negative agreements that used to fuel our lives.
Take, for example, the book The Four Agreements by Don Miguel Ruiz, which I just recently read.
Ruiz advises his readers to set aside the negative ?agreements,? or, in other words, belief systems they?ve made with themselves, others, and/or society (things like ?I?m stupid? or ?I?m not good enough?) in favor of following the four agreements he puts forth for attaining your highest self and happiest life.
Great ideas in theory, but sometimes things tend to be infinitely more difficult to put into practice.
Yet, Ruiz makes it seem pretty simple and straightforward.
The four agreements are:
1. Be Impeccable With Your Word. Basically, explains Ruiz, your word is equal to your power, or in some cases even magic, so use it for good, not bad. He especially condemns gossip, calling it ?black magic.?
2. Don?t Take Anything Personally. I think this may well be the hardest agreement to subscribe to, but it?s certainly powerful and important. Ruiz says, ?Nothing other people do is because of you.? It?s kind of eye-opening because in we all tend to be self-focused. But if someone says or does something negative to you, remember, it is about them, not you. You will suffer for nothing by thinking or worrying about it.
3. Don?t Make Assumptions. This is my favorite, and something I already adhere to. Everyone makes assumptions all the time. The problem, says Ruiz, is that we believe they?re the truth, which is just not the case. We make an assumption, we misunderstand, we take things personally, and conflict ensues. The way to keep yourself from making assumptions is to ask questions and communicate. Not so hard if you think about it.
4. Always Do Your Best. While your best might vary from day to day, depending on circumstances or how you feel, always do it. No more (because if you try too hard, you will expend too much energy and your best will not be enough) and no less (because that causes frustration, self-judgments, guilt and regret).
Above all, says Ruiz, if you break one of the agreements, don?t give up. Simply start over immediately. Eventually, the new agreements will become habit and replace the old negative agreements that used to fuel our lives.
Wednesday, January 27, 2010
Marketing 2010
1) Define Your Audience
Know your target audience - what motivates them?
Develop a compelling and relevant message/story that appeals to their motivation.
Brand yourself - Differentiate yourself/your solution through knowledge, access, service, common interests
2) Get the word out
Get the best website you can afford
Get social; get online - Twitter just tripled their office space in San Francisco; there are more than 50 million members on Linked-in networking and doing business together; You Tube is now the second largest search engine behind Google; The Wall Street Journal has predicted that the end of email is near and that we will all be using social media to communicate digitally.
3) Public Relations
PR is one of the most cost-effective, 5-10 times the value of a single ad.
Write byline articles; real estate reporters are looking for anything positive to write; build relationships with the community.
4) Measure Everything
Using Google Analytics and other measuring software; you should be measuring how many people come to yur website. You should be benchmarkng how many friends and fans are following you and how efffective you are advertising, email and PR campaigns are working. Proper measurement will not only measure response but also how well yoru target audience is receiving your message.
Factoids
70% of business decision makers use search engines first in their decision making process. Among C-level executives, 67% said the Internet was the single most important source of usiness information.
YouTube: 375 million unique visitors in 2009
Facebook: 103 million members
LinkedIn: 50 million members (36,151 members in the Real Estate Finance & Investment Society)
Twitter: 18 million members
Blogs: 200 millin blogs online
Know your target audience - what motivates them?
Develop a compelling and relevant message/story that appeals to their motivation.
Brand yourself - Differentiate yourself/your solution through knowledge, access, service, common interests
2) Get the word out
Get the best website you can afford
Get social; get online - Twitter just tripled their office space in San Francisco; there are more than 50 million members on Linked-in networking and doing business together; You Tube is now the second largest search engine behind Google; The Wall Street Journal has predicted that the end of email is near and that we will all be using social media to communicate digitally.
3) Public Relations
PR is one of the most cost-effective, 5-10 times the value of a single ad.
Write byline articles; real estate reporters are looking for anything positive to write; build relationships with the community.
4) Measure Everything
Using Google Analytics and other measuring software; you should be measuring how many people come to yur website. You should be benchmarkng how many friends and fans are following you and how efffective you are advertising, email and PR campaigns are working. Proper measurement will not only measure response but also how well yoru target audience is receiving your message.
Factoids
70% of business decision makers use search engines first in their decision making process. Among C-level executives, 67% said the Internet was the single most important source of usiness information.
YouTube: 375 million unique visitors in 2009
Facebook: 103 million members
LinkedIn: 50 million members (36,151 members in the Real Estate Finance & Investment Society)
Twitter: 18 million members
Blogs: 200 millin blogs online
Thursday, January 21, 2010
Positive Thinking
When you wholeheartedly adopt a "with all your heart" attitude
And go out with ?the positive principle, you can do incredible things.
-- Norman Vincent Peale?
A Better Approach to Positive Thinking
By Noah St. John
As a working mom, you know that traditional success teachers have told you to say "affirmations" - positive statements that you'd like to be true. For example, a classic "affirmation" is: "I am rich."
Try it. Say "I am rich."
What just happened? Did you hear a voice in your head that said: "Yeah, right!"?
The problem with "affirmations" is that they don't work for most people. Why? Because you're trying to convince yourself of something you don't really believe.
Have you ever been persuaded to try "affirmations"... and then had... absolutely nothing happen?
Me too, and about a billion other people.
One morning in April 1997, I was taking a shower, thinking about how the human mind works. I realized human thought IS asking and answering questions. For example, if I asked you, "Why is the sky blue?", your mind would start searching for the answer.
So I asked myself a logical question: "If the human mind is always asking and searching for answers to questions, why are we saying positive statements we don't believe? Why don't we ask ourselves empowering questions and cut out the middleman?"
Take the "affirmation" "I am rich" - to which the brain replies "Yeah, right!" What would the QUESTION be?
How about: "Why am I so rich?"
Try it. Ask yourself "Why am I so rich?"
What's your brain doing right now? Searching for an answer!
The staggering realization I made that morning in April 1997 was that you create your reality in two ways: by the statements you say to yourself and others, and by the questions you ask yourself and others. Until then, no one had fully realized, or shown how to harness, the awesome power of what happens when you ASK EMPOWERING QUESTIONS.
And that's why I named my discovery The Afformations Method.
The 4 Steps to Creating Afformations That Change Your Life
Step 1: Ask yourself what you want.
You can use a goal you've previously written down, or start from scratch. You decide.
Please note that traditional success teachers stop right here. They tell you to "set your goals" and then say "affirmations" in an attempt to convince your brain that you will have what you want... sometime, somehow, somewhere. How's that working for you?
Now, let's go to the breakthrough step...
Step 2: Form a QUESTION that assumes that what you want is already true.
This is the key to creating Afformations that change your life. Your life is a reflection of the assumptions you make. That's why Step 2 of Afformations is to change your communication with the world inside yourself AND the world outside yourself. Afformations are the fastest, most effective way I've ever seen to immediately change your assumptions and change your life.
Step 3: Give yourself to the question.
The point of Afformations is not to find "the answer", but to ask better questions. When you ask better questions, your mind automatically begins to focus on what you HAVE as opposed to what you DON'T have.
Which brings us to Step 4 of The Afformations Method - the one you MUST do to get the results you want...
Step 4: Take new ACTIONS based on your new assumptions about life.
Even though some people spend thousands of dollars on "how to succeed" programs, they assume they won't work for them. So they don't.
After using Afformations, most people realize that's what holding them back. So they start taking actions that cause the results to happen.
For example, Sheila, a working mom and network marketer from California, used Afformations and went from $5,000 a month in sales to $75,000 a month in less than six months. And she did it working LESS than she had to make $5,000.
The point of Afformations is not to find "the answer," but to change your questions. When you use Afformations, you will immediately change your subconscious assumptions, which automatically changes your life.
Judy, a 55-year-old grandmother from Texas, wanted to lose weight but told herself she was too old. She joined my Platinum Mentorship Club and started asking herself better questions. During the holidays, while most of America was packing on the pounds, Judy lost 24 pounds. Today, she's lost 42 pounds and feels fantastic.
Can you see how Afformations must, by definition, change your life? Using Afformations, you take conscious control of your subconscious thoughts - change the questions, change your results, and change your life!
***
Noah St. John is the #1 bestselling author of The Secret Code of Success: 7 Hidden Steps to More Wealth and Happiness, published by HarperCollins.
Noah helps people get rid of their head trash and enjoy more wealth, freedom and abundance. You can get the first 3 chapters of his Book of Afformations FREE at http://Afformations.com
And go out with ?the positive principle, you can do incredible things.
-- Norman Vincent Peale?
A Better Approach to Positive Thinking
By Noah St. John
As a working mom, you know that traditional success teachers have told you to say "affirmations" - positive statements that you'd like to be true. For example, a classic "affirmation" is: "I am rich."
Try it. Say "I am rich."
What just happened? Did you hear a voice in your head that said: "Yeah, right!"?
The problem with "affirmations" is that they don't work for most people. Why? Because you're trying to convince yourself of something you don't really believe.
Have you ever been persuaded to try "affirmations"... and then had... absolutely nothing happen?
Me too, and about a billion other people.
One morning in April 1997, I was taking a shower, thinking about how the human mind works. I realized human thought IS asking and answering questions. For example, if I asked you, "Why is the sky blue?", your mind would start searching for the answer.
So I asked myself a logical question: "If the human mind is always asking and searching for answers to questions, why are we saying positive statements we don't believe? Why don't we ask ourselves empowering questions and cut out the middleman?"
Take the "affirmation" "I am rich" - to which the brain replies "Yeah, right!" What would the QUESTION be?
How about: "Why am I so rich?"
Try it. Ask yourself "Why am I so rich?"
What's your brain doing right now? Searching for an answer!
The staggering realization I made that morning in April 1997 was that you create your reality in two ways: by the statements you say to yourself and others, and by the questions you ask yourself and others. Until then, no one had fully realized, or shown how to harness, the awesome power of what happens when you ASK EMPOWERING QUESTIONS.
And that's why I named my discovery The Afformations Method.
The 4 Steps to Creating Afformations That Change Your Life
Step 1: Ask yourself what you want.
You can use a goal you've previously written down, or start from scratch. You decide.
Please note that traditional success teachers stop right here. They tell you to "set your goals" and then say "affirmations" in an attempt to convince your brain that you will have what you want... sometime, somehow, somewhere. How's that working for you?
Now, let's go to the breakthrough step...
Step 2: Form a QUESTION that assumes that what you want is already true.
This is the key to creating Afformations that change your life. Your life is a reflection of the assumptions you make. That's why Step 2 of Afformations is to change your communication with the world inside yourself AND the world outside yourself. Afformations are the fastest, most effective way I've ever seen to immediately change your assumptions and change your life.
Step 3: Give yourself to the question.
The point of Afformations is not to find "the answer", but to ask better questions. When you ask better questions, your mind automatically begins to focus on what you HAVE as opposed to what you DON'T have.
Which brings us to Step 4 of The Afformations Method - the one you MUST do to get the results you want...
Step 4: Take new ACTIONS based on your new assumptions about life.
Even though some people spend thousands of dollars on "how to succeed" programs, they assume they won't work for them. So they don't.
After using Afformations, most people realize that's what holding them back. So they start taking actions that cause the results to happen.
For example, Sheila, a working mom and network marketer from California, used Afformations and went from $5,000 a month in sales to $75,000 a month in less than six months. And she did it working LESS than she had to make $5,000.
The point of Afformations is not to find "the answer," but to change your questions. When you use Afformations, you will immediately change your subconscious assumptions, which automatically changes your life.
Judy, a 55-year-old grandmother from Texas, wanted to lose weight but told herself she was too old. She joined my Platinum Mentorship Club and started asking herself better questions. During the holidays, while most of America was packing on the pounds, Judy lost 24 pounds. Today, she's lost 42 pounds and feels fantastic.
Can you see how Afformations must, by definition, change your life? Using Afformations, you take conscious control of your subconscious thoughts - change the questions, change your results, and change your life!
***
Noah St. John is the #1 bestselling author of The Secret Code of Success: 7 Hidden Steps to More Wealth and Happiness, published by HarperCollins.
Noah helps people get rid of their head trash and enjoy more wealth, freedom and abundance. You can get the first 3 chapters of his Book of Afformations FREE at http://Afformations.com
Tuesday, January 19, 2010
Business 101
We get so caught up in the daily life of running a business, it?s easy to miss the forest for the trees.
Not that you have a choice! You?re fighting fires, handling a pissed-off customer, rending your face over an emergency bug-fix, the website just went down, and the accountant is coming tomorrow and the books are in shambles.
All normal. But still every month or so it?s nice to take a step back and see whether you?re missing a chance to make a more meaningful change to your business.
Here?s some things you can do:
* View your website/product/service through the eyes of a new potential customer. *Do informal usability testing with a stranger. You?re too close to your own projects!
* Find a decision about your product or your behavior which is really due to ego rather than making life better for your employees or customers, or rather than seeking revenue. *There?s no shame in having a big ego and it?s natural to not want to admit mistakes or change your position on things, but sometimes it?s the right thing for everyone.
* Delegate activities you?re still doing yourself because ?no one else can do them as well or as quickly,? but which don?t actually need to be done that well or quickly. *Delegation is hard, but healthy, and necessary if you expect to grow as a company and as a person.
* Do one thing to increase your company?s visibility on Twitter, blogs, Facebook ? wherever.
* Identify one person who could really help get your company more exposure, and who might be personally motivated to do so. *Then spend real time trying to contact that person.
* Find one ?number? in your business you know the least about (i.e. conversion rates, trial/sales rates, length of a trial, number of people who hit the home page and nothing more). Then spend time trying to learn more.
* Come up with one thing you could do that might increase conversion rates by 1%. Here ?conversion? can mean any part of the funnel from home page hit to downloads to CRM opportunities to sales. *Usually conversion rates are in the 0.1% ? 5% range, so just a single additional percent can result in a massive boost in revenue.
* Collect 10 pieces of empirical evidence about why your latest customers decided to give you money. *Use that to tune your website, ads, pitches, and marketing material to attract the next customers.
* Collect 10 pieces of empirical evidence about why people didn?t buy even when they were deep in your website or after they trialed your software. *The answer to more revenue lies with the folks who didn?t buy.
* Do one thing to prove to the world that you?re an expert in your field. *People like to buy from experts they trust.
* Identify one mundane, time-consuming tasks that you could outsource. *Even if it means spending money, it means you can spend your time on getting more revenue which will more than pay for the outsourcing.
* Quantify how much completely disposable cash you have in the company?s bank account. *Whether it?s $50 or $50,000, maybe you should brainstorm how to spend it to get more revenue.
* Defer something you?re working on now that really isn?t necessary to be done now. *Take a minute to reset your priorities. What?s really timely?
* Admit one thing you?re doing because of an assumption rather than because of hard evidence. *You have to make assumptions to live in the world, but it?s worth stepping back and challenging even the most basic ones.
* Identify anything you?re doing because of a ?plan? rather than because of hard evidence. *There?s no glory in following a business plan. Do the right thing with information at hand today regardless of any ?plan.?
* Identify choices that don?t ?feel? like the right thing to do. *If it feels wrong, it is. Do what?s right instead of what makes most revenue; in the long run Karma does work in business.
* Change your home page to be more specific in describing how you help your customers. *General phrases and wishy-washy statements don?t excite people or win customers? hearts.
* Give your customers something wonderful, for free. *A deal on a related product, a free book, even just a thoughtful article of interest to them ? give them something for free to show you care and they?ll reward you ten-fold.
* Take one step to become more visible in communities related to your business. *On-line or off-line, how can you be a part of other social networks?
* Further differentiate yourself from competitors rather than just try to ?kill? them. *Explaining the niche you unquestionably own is a better path to sales than trying to win every deal on every point.
* Congratulate yourself and your employees on the good aspects of the business. *We?re always battling problems instead of reveling in the good stuff; the good stuff is what makes business fun, and is kinda the whole point.
* Do something to invest in your customers? experience after the sale. *We?re so caught up in getting new customers we sometimes forget how to keep them thrilled one year later.
* Take on a project that you could complete in under a week, and really ought to, but you?ve procrastinated because it sucks to have to do it.
* Remove 5 blogs from your feed reader because they?re not worth the time, and add 5 blogs that increase your chances of having a successful business.
I hope some of these ideas inspire you to reconsider your priorities and shift your behavior. Don?t let fire-fighting or your personality get in the way of healthy revenue growth!
Not that you have a choice! You?re fighting fires, handling a pissed-off customer, rending your face over an emergency bug-fix, the website just went down, and the accountant is coming tomorrow and the books are in shambles.
All normal. But still every month or so it?s nice to take a step back and see whether you?re missing a chance to make a more meaningful change to your business.
Here?s some things you can do:
* View your website/product/service through the eyes of a new potential customer. *Do informal usability testing with a stranger. You?re too close to your own projects!
* Find a decision about your product or your behavior which is really due to ego rather than making life better for your employees or customers, or rather than seeking revenue. *There?s no shame in having a big ego and it?s natural to not want to admit mistakes or change your position on things, but sometimes it?s the right thing for everyone.
* Delegate activities you?re still doing yourself because ?no one else can do them as well or as quickly,? but which don?t actually need to be done that well or quickly. *Delegation is hard, but healthy, and necessary if you expect to grow as a company and as a person.
* Do one thing to increase your company?s visibility on Twitter, blogs, Facebook ? wherever.
* Identify one person who could really help get your company more exposure, and who might be personally motivated to do so. *Then spend real time trying to contact that person.
* Find one ?number? in your business you know the least about (i.e. conversion rates, trial/sales rates, length of a trial, number of people who hit the home page and nothing more). Then spend time trying to learn more.
* Come up with one thing you could do that might increase conversion rates by 1%. Here ?conversion? can mean any part of the funnel from home page hit to downloads to CRM opportunities to sales. *Usually conversion rates are in the 0.1% ? 5% range, so just a single additional percent can result in a massive boost in revenue.
* Collect 10 pieces of empirical evidence about why your latest customers decided to give you money. *Use that to tune your website, ads, pitches, and marketing material to attract the next customers.
* Collect 10 pieces of empirical evidence about why people didn?t buy even when they were deep in your website or after they trialed your software. *The answer to more revenue lies with the folks who didn?t buy.
* Do one thing to prove to the world that you?re an expert in your field. *People like to buy from experts they trust.
* Identify one mundane, time-consuming tasks that you could outsource. *Even if it means spending money, it means you can spend your time on getting more revenue which will more than pay for the outsourcing.
* Quantify how much completely disposable cash you have in the company?s bank account. *Whether it?s $50 or $50,000, maybe you should brainstorm how to spend it to get more revenue.
* Defer something you?re working on now that really isn?t necessary to be done now. *Take a minute to reset your priorities. What?s really timely?
* Admit one thing you?re doing because of an assumption rather than because of hard evidence. *You have to make assumptions to live in the world, but it?s worth stepping back and challenging even the most basic ones.
* Identify anything you?re doing because of a ?plan? rather than because of hard evidence. *There?s no glory in following a business plan. Do the right thing with information at hand today regardless of any ?plan.?
* Identify choices that don?t ?feel? like the right thing to do. *If it feels wrong, it is. Do what?s right instead of what makes most revenue; in the long run Karma does work in business.
* Change your home page to be more specific in describing how you help your customers. *General phrases and wishy-washy statements don?t excite people or win customers? hearts.
* Give your customers something wonderful, for free. *A deal on a related product, a free book, even just a thoughtful article of interest to them ? give them something for free to show you care and they?ll reward you ten-fold.
* Take one step to become more visible in communities related to your business. *On-line or off-line, how can you be a part of other social networks?
* Further differentiate yourself from competitors rather than just try to ?kill? them. *Explaining the niche you unquestionably own is a better path to sales than trying to win every deal on every point.
* Congratulate yourself and your employees on the good aspects of the business. *We?re always battling problems instead of reveling in the good stuff; the good stuff is what makes business fun, and is kinda the whole point.
* Do something to invest in your customers? experience after the sale. *We?re so caught up in getting new customers we sometimes forget how to keep them thrilled one year later.
* Take on a project that you could complete in under a week, and really ought to, but you?ve procrastinated because it sucks to have to do it.
* Remove 5 blogs from your feed reader because they?re not worth the time, and add 5 blogs that increase your chances of having a successful business.
I hope some of these ideas inspire you to reconsider your priorities and shift your behavior. Don?t let fire-fighting or your personality get in the way of healthy revenue growth!
Greatness
Every single one of us on the planet has a duty to shine. Every single one of us has been gifted certain talents that make us unique and special. The mass hallucination of our society suggests that greatness is reserved for the chosen few. This is not true. Each of us has skills and capacities that would astound us if we got to know them. It's simply a matter of making the time to cultivate our talents.
The greatest crime a leader can commit is self-betrayal. This is a big point. I believe that nothing will break your heart more than getting to the end of your life and realizing that you used only a fraction of your talents. Conversely, nothing will make you happier than spending each day of the rest of your life making sure that you shine. Playing your best game. Reaching for the stars. Greatness has not been reserved for the chosen few. Greatness has, indeed, been reserved for you.
It is easy to resign yourself to a life of mediocrity. It is easy to come home after a busy day of work and watch TV for four hours. It is easy to criticize and condemn others. What takes inner strength is having the discipline to overcome the pull of gravity and develop your highest abilities. But that is also one of the greatest secrets of happiness. And you deserve happiness both at work and at home. Remember, people love doing business with people who love doing business.
In Leadership
The greatest crime a leader can commit is self-betrayal. This is a big point. I believe that nothing will break your heart more than getting to the end of your life and realizing that you used only a fraction of your talents. Conversely, nothing will make you happier than spending each day of the rest of your life making sure that you shine. Playing your best game. Reaching for the stars. Greatness has not been reserved for the chosen few. Greatness has, indeed, been reserved for you.
It is easy to resign yourself to a life of mediocrity. It is easy to come home after a busy day of work and watch TV for four hours. It is easy to criticize and condemn others. What takes inner strength is having the discipline to overcome the pull of gravity and develop your highest abilities. But that is also one of the greatest secrets of happiness. And you deserve happiness both at work and at home. Remember, people love doing business with people who love doing business.
In Leadership
Monday, January 18, 2010
Green Supply Chain
Green Supply Chain Management (GSCM) is gaining much importance in many industries due to pressure from the government and environmental consciousness among the customers, to gain competitive advantage. We have compiled a list of Green Supply Chain studies to assist you in your efforts to address these issues. The green supply chain studies we spotlight cover the following topics: the role that the logistics and transport sector plays in reducing emissions; the effects of ISO 14001 certification on the promotion of green supply chain management (GSCM), research on interest and implementation of green supply chain initiatives; a quantitative picture of current sustainable supply chain practices and plans; a measurement and quantification of how companies are managing the complexities of supply chain demands, distribution costs and environmental concerns; key drivers of sustainable supply chains;a new integrated supply chain model that takes into account sustainability parameters such as CO2 emissions reduction, reduced energy consumption, better traceability and reduced traffic congestion;best practices for companies looking to green their supply chains ; an outline of the supply chain green initiatives currently implemented or planned in manufacturing, warehousing and distribution;survey of sustainable packaging policies ;a look at the growing role of procurement organizations within sustainability efforts institutions of higher learning; a categorization of research and practice in purchasing, manufacturing, outbound, and reverse logistics dimensions;a framework for measuring the ?green-ness?of green supply chain initiatives, the business case for green supply management initiavies, research on the debate by empirically evaluating the relationship between EMS and GSCM practices.
By Tracey de Morsella, the Green Economy Post
Supply Chain Decarbonization: The Role of Logistics and Transportation in Reducing Supply Chain Carbon Emissions. 2009
by Sean Doherty and Seb Hoyle. Supply Chain Decarbonization, examines the role that the logistics and transport sector plays in reducing emissions, both in its own operations and by influencing shippers and buyers to undertake broader supply chain improvements. According to the report, logistics and transportation activities contribute approximately 5 percent of the 50,000 mega-tonnes* of carbon-dioxide emissions generated by all human activity annually. The report reviews 13 commercially viable opportunities for reducing supply chain carbon emissions?within the logistics and transport sector as well as across the extended supply chain?and assesses them according to carbon-dioxide abatement potential and feasibility to implement.
Is ISO 14001 a Gateway to More Advanced Voluntary Action? A Case for Green Supply Chain Management. 2009
by Toshi H. Arimura, Nicole Darnall and Hajime Katayama. Using Japanese facility-level data, the authors estimate the effects of ISO 14001 certification on the promotion of more advanced practices, namely green supply chain management (GSCM). The results show that ISO 14001 promotes GSCM practices, in that facilities with environmental management systems (EMS) certified to ISO 14001 are 40 percent more likely to assess their suppliers? environmental performance and 50 percent more likely to require that their suppliers undertake specific environmental practices. Further, they found that government approaches that encourage voluntary EMS adoption indirectly promote GSCM practices, in that the probability of facilities assessing their suppliers? environmental performance and requiring them to undertake specific environmental practices increases by 9 percent and 10 percent, respectively, if a government assistance program exists. Combined, these findings suggest that there may be significant but previously unnoticed spillover effects of ISO 14001 and government promotion of voluntary action.
Building a Green Supply Chain: Social Responsibility for Fun and Profit. 2008
by Robert Shecterlea and Jhana Senxian. Aberdeen research on the Supply Chain Executive?s Strategic Agenda 2008 shows that interest in Green Supply Chain initiatives is robust and growing. For respondents with green as a top focus, the key pressure for their green initiative was overwhelmingly related to a company-wide CSR initiative (55%). This study will explore the main green drivers, and identify specific areas of opportunity in each, such as carbon-footprint and energy usage reduction, supply chain network design and logistics optimization, and green supplier initiatives. Aberdeen anticipates that this research will show that companies implementing successful green supply chain initiatives realize benefits in energy cost reduction, logistics cost reduction, and perceived competitive advantage.
Greening the Supply Chain: Benchmarking Sustainability Practices and Trends. 2009
by Eric Klein, David Schatsky, and Paul Baier. GTM Research conducted a survey of 74 supply chain executives to build a quantitative picture of current sustainable supply chain practices and plans. They found that despite its growing prominence, sustainability is not a core part of most companies? strategies today. It also is not a prime driver of their supply chain agendas. Sustainability lies in the middle of the pack of supply chain priorities today, behind cost cutting.
Acceleration of ECO-Operation: A Milestone Study on Achieving Supply Chain Success and Sustainability. 2009
Acceleration of ECO-Operation reveals that despite the enthusiasm regarding sustainability expressed by the global business community, these organizations have been slow to address these issues when it comes to sustainable supply chain management. The study, titled ?Acceleration of ECO-Operation: Achieving Success & Sustainability in the Supply Chain,? gained insights from more than 125 supply chain, operations, finance, and executive professionals around the world across multiple industries. It set out to measure and quantify how companies are managing the complexities of supply chain demands, distribution costs and environmental concerns.
18th Annual Trends and Issues in Transportation and Logistics Study Exploration into the Five Drivers of Sustainable Supply Chains. 2009
by Dr. Karl Manrodt and Dr. Mary Holcomb. Trends and Issues in Transportation and Logistics Study Exploration into the Five Drivers of Sustainable Supply Chains shows that nearly half of transportation and logistics players see cost-cutting as their primary strategic objective, while the focus on customers is declining. The study identified five key drivers of sustainable supply chains: optimization, adaptability, velocity, profitability and synchronization. Each of these five drivers will be explored in depth through a series of additional supplements that will be released individually.
Future Supply Chain 2016: Serving Consumers in a Sustainable Way. 2008
The key finding of the Future Supply Chain 2016 study is that there is a strong correlation between sustainability and the future supply chain of the consumer products and retail industry. This is. The study presents a new integrated supply chain model that takes into account sustainability parameters such as CO2 emissions reduction, reduced energy consumption, better traceability and reduced traffic congestion, as well as traditional measures like on-shelf availability, cost reduction and financial performance. The total potential impact of this supply chain redesign is significant, including reduction in transport costs per pallet, reduction of handling costs per pallet, reduction of lead-time, lower CO2 emissions per pallet and improved on-shelf availability.
Best Practices in Sustainability: Supply Chain ?Key Steps to Building a Sustainable Supply Chain. 2009
The report, Best Practices in Sustainability: Supply Chain reveals the best practices for companies looking to green their supply chains that were uncovered during Kanal Consulting?s study of 25 leading corporations. The study found that sustainability in the supply chain was one of the major areas that the participating companies acknowledged needed improvement.
The Green Supply Chain Study. 2009
The Green Supply Chain Study was conducted by Supply Chain Management Review and Logistics Management Magazines online. The study found concerns about waste and recycling are more important than greenhouse gas emissions and resource consumption. The study focuses on the most important environmental issues faced by supply chain professionals; outlines the supply chain green initiatives currently implemented or planned in manufacturing, warehousing and distribution; gauges the level of green collaboration with extended supply chain partners; and highlights the greatest challenges for implementing sustainable business practices. .
Packaging Sustainability Report: Evaluating the Benefits of Environmentally Friendly Packaging. 2009
A Tompkins? Supply Chain Consortium survey of top retail- and manufacturing-related companies reveals that more than 65% of companies have some type of sustainable packaging policy in place, while 28% are currently developing a policy. The Packaging Sustainability survey is the first of a four-part series being conducted by Tompkins? Supply Chain Consortium. Topics for the upcoming sustainability reports include: Part II: Transportation Sustainability (December 2009); Part III: Greening Facilities (2010); and Part IV: Waste and Recycling (2010)
Carbon Disclosure Project Supply Chain Report 2009
The second annual supply chain report is a summary of the responses from the suppliers of the current 34 members of the CDP?s supply chain group. Those current members are primarily from two sectors: consumer packaged goods (e.g., Colgate-Palmolive, Unilever, PepsiCo, etc.) and high tech (e.g., Dell, HP, Juniper Networks, etc.), with a handful from other sectors (e.g., retailer Carrefour, Newmont Mining, Johnson Controls).Carbon emissions-focused surveys were sent to some 2300 suppliers of these member companies, asking a variety of questions around current perceptions and practices. The suppliers sent the survey were chosen by the CDP supply chain member companies. For the first time, CDP also requested information from private and smaller companies.
The Current State of Green Procurement Trends within Higher Education Survey. 2009
National Association of Educational Procurement (NAEP) and SciQuest, Inc., a procurement automation organization have published the findings of ?The Current State of Green Procurement Trends within Higher Education? survey. The survey, which garnered responses from procurement professionals at more than 100 colleges and universities in the U.S., sought to provide a benchmark from which the profession can gauge the growing role of procurement organizations within sustainability efforts, from the American College and University Presidents Climate Commitment?an effort to address global warming by garnering institutional commitments to neutralize greenhouse gas emissions?to higher education?s efforts to contain costs and do more with less. This is the first year the survey was conducted.
How Green is the Supply Chain? Practice and Research. 2007
by Joseph Sarkis. This paper provides an overview of environmental (green) supply chain management. The overview includes a categorization of research and practice in purchasing, manufacturing, outbound, and reverse logistics dimensions.
Green Corporate Strategies ? Issues and Implementation from the Supply Management Perspective 2009
by Bryan Ashenbaum. Can businesses simultaneously pursue green practices while boosting the bottom line? Can they afford not to? To what extent are consumer and political forces shaping their approach? These issues are discussed in Green Corporate Strategies ? Issues and Implementation from the Supply Management Perspective,? One possible framework for measuring the ?green-ness? of a given strategy has been provided by author, Bryan Ashenbaum, Ph.D, is the Triple Bottom Line (TBL). TBL incorporates economic, environmental and social performance. This report delves into some of the definitions of ?green? and ?sustainability,? the drivers for green initiatives, the business case for green, recommendations for establishing internal and external green strategies, emerging standards and benchmarks, and information on ?greenwashing.? It also includes a case study from The Auto Club Group and several Internet resources for further information.
Environmental Management Systems and Green Supply Chain Management: Complements for Sustainability? 2008. Revised 2009
by Darnall, Nicole, G. Jason Jolley & Robert Handfield. Some researchers question the legitimacy of EMSs since organizations can claim to have one when in fact they make no attempt to reduce their environmental harms. In instances where EMSs enhance an organization?s environmental performance, critics argue that improvements are likely to incur within the organization?s operational boundaries rather than being extended throughout the supply chain. However, previous research suggests that the organizational capabilities required to adopt an EMS may facilitate GSCM implementation and the institutional pressures to adopt both management practices are similar. Consequently, EMS adopters may have a greater propensity to expand their focus beyond their organizational boundaries and utilize GSCM practices to minimize system-wide environmental impacts. This research illuminates the debate by empirically evaluating the relationship between EMS and GSCM practices.
By Tracey de Morsella, the Green Economy Post
Supply Chain Decarbonization: The Role of Logistics and Transportation in Reducing Supply Chain Carbon Emissions. 2009
by Sean Doherty and Seb Hoyle. Supply Chain Decarbonization, examines the role that the logistics and transport sector plays in reducing emissions, both in its own operations and by influencing shippers and buyers to undertake broader supply chain improvements. According to the report, logistics and transportation activities contribute approximately 5 percent of the 50,000 mega-tonnes* of carbon-dioxide emissions generated by all human activity annually. The report reviews 13 commercially viable opportunities for reducing supply chain carbon emissions?within the logistics and transport sector as well as across the extended supply chain?and assesses them according to carbon-dioxide abatement potential and feasibility to implement.
Is ISO 14001 a Gateway to More Advanced Voluntary Action? A Case for Green Supply Chain Management. 2009
by Toshi H. Arimura, Nicole Darnall and Hajime Katayama. Using Japanese facility-level data, the authors estimate the effects of ISO 14001 certification on the promotion of more advanced practices, namely green supply chain management (GSCM). The results show that ISO 14001 promotes GSCM practices, in that facilities with environmental management systems (EMS) certified to ISO 14001 are 40 percent more likely to assess their suppliers? environmental performance and 50 percent more likely to require that their suppliers undertake specific environmental practices. Further, they found that government approaches that encourage voluntary EMS adoption indirectly promote GSCM practices, in that the probability of facilities assessing their suppliers? environmental performance and requiring them to undertake specific environmental practices increases by 9 percent and 10 percent, respectively, if a government assistance program exists. Combined, these findings suggest that there may be significant but previously unnoticed spillover effects of ISO 14001 and government promotion of voluntary action.
Building a Green Supply Chain: Social Responsibility for Fun and Profit. 2008
by Robert Shecterlea and Jhana Senxian. Aberdeen research on the Supply Chain Executive?s Strategic Agenda 2008 shows that interest in Green Supply Chain initiatives is robust and growing. For respondents with green as a top focus, the key pressure for their green initiative was overwhelmingly related to a company-wide CSR initiative (55%). This study will explore the main green drivers, and identify specific areas of opportunity in each, such as carbon-footprint and energy usage reduction, supply chain network design and logistics optimization, and green supplier initiatives. Aberdeen anticipates that this research will show that companies implementing successful green supply chain initiatives realize benefits in energy cost reduction, logistics cost reduction, and perceived competitive advantage.
Greening the Supply Chain: Benchmarking Sustainability Practices and Trends. 2009
by Eric Klein, David Schatsky, and Paul Baier. GTM Research conducted a survey of 74 supply chain executives to build a quantitative picture of current sustainable supply chain practices and plans. They found that despite its growing prominence, sustainability is not a core part of most companies? strategies today. It also is not a prime driver of their supply chain agendas. Sustainability lies in the middle of the pack of supply chain priorities today, behind cost cutting.
Acceleration of ECO-Operation: A Milestone Study on Achieving Supply Chain Success and Sustainability. 2009
Acceleration of ECO-Operation reveals that despite the enthusiasm regarding sustainability expressed by the global business community, these organizations have been slow to address these issues when it comes to sustainable supply chain management. The study, titled ?Acceleration of ECO-Operation: Achieving Success & Sustainability in the Supply Chain,? gained insights from more than 125 supply chain, operations, finance, and executive professionals around the world across multiple industries. It set out to measure and quantify how companies are managing the complexities of supply chain demands, distribution costs and environmental concerns.
18th Annual Trends and Issues in Transportation and Logistics Study Exploration into the Five Drivers of Sustainable Supply Chains. 2009
by Dr. Karl Manrodt and Dr. Mary Holcomb. Trends and Issues in Transportation and Logistics Study Exploration into the Five Drivers of Sustainable Supply Chains shows that nearly half of transportation and logistics players see cost-cutting as their primary strategic objective, while the focus on customers is declining. The study identified five key drivers of sustainable supply chains: optimization, adaptability, velocity, profitability and synchronization. Each of these five drivers will be explored in depth through a series of additional supplements that will be released individually.
Future Supply Chain 2016: Serving Consumers in a Sustainable Way. 2008
The key finding of the Future Supply Chain 2016 study is that there is a strong correlation between sustainability and the future supply chain of the consumer products and retail industry. This is. The study presents a new integrated supply chain model that takes into account sustainability parameters such as CO2 emissions reduction, reduced energy consumption, better traceability and reduced traffic congestion, as well as traditional measures like on-shelf availability, cost reduction and financial performance. The total potential impact of this supply chain redesign is significant, including reduction in transport costs per pallet, reduction of handling costs per pallet, reduction of lead-time, lower CO2 emissions per pallet and improved on-shelf availability.
Best Practices in Sustainability: Supply Chain ?Key Steps to Building a Sustainable Supply Chain. 2009
The report, Best Practices in Sustainability: Supply Chain reveals the best practices for companies looking to green their supply chains that were uncovered during Kanal Consulting?s study of 25 leading corporations. The study found that sustainability in the supply chain was one of the major areas that the participating companies acknowledged needed improvement.
The Green Supply Chain Study. 2009
The Green Supply Chain Study was conducted by Supply Chain Management Review and Logistics Management Magazines online. The study found concerns about waste and recycling are more important than greenhouse gas emissions and resource consumption. The study focuses on the most important environmental issues faced by supply chain professionals; outlines the supply chain green initiatives currently implemented or planned in manufacturing, warehousing and distribution; gauges the level of green collaboration with extended supply chain partners; and highlights the greatest challenges for implementing sustainable business practices. .
Packaging Sustainability Report: Evaluating the Benefits of Environmentally Friendly Packaging. 2009
A Tompkins? Supply Chain Consortium survey of top retail- and manufacturing-related companies reveals that more than 65% of companies have some type of sustainable packaging policy in place, while 28% are currently developing a policy. The Packaging Sustainability survey is the first of a four-part series being conducted by Tompkins? Supply Chain Consortium. Topics for the upcoming sustainability reports include: Part II: Transportation Sustainability (December 2009); Part III: Greening Facilities (2010); and Part IV: Waste and Recycling (2010)
Carbon Disclosure Project Supply Chain Report 2009
The second annual supply chain report is a summary of the responses from the suppliers of the current 34 members of the CDP?s supply chain group. Those current members are primarily from two sectors: consumer packaged goods (e.g., Colgate-Palmolive, Unilever, PepsiCo, etc.) and high tech (e.g., Dell, HP, Juniper Networks, etc.), with a handful from other sectors (e.g., retailer Carrefour, Newmont Mining, Johnson Controls).Carbon emissions-focused surveys were sent to some 2300 suppliers of these member companies, asking a variety of questions around current perceptions and practices. The suppliers sent the survey were chosen by the CDP supply chain member companies. For the first time, CDP also requested information from private and smaller companies.
The Current State of Green Procurement Trends within Higher Education Survey. 2009
National Association of Educational Procurement (NAEP) and SciQuest, Inc., a procurement automation organization have published the findings of ?The Current State of Green Procurement Trends within Higher Education? survey. The survey, which garnered responses from procurement professionals at more than 100 colleges and universities in the U.S., sought to provide a benchmark from which the profession can gauge the growing role of procurement organizations within sustainability efforts, from the American College and University Presidents Climate Commitment?an effort to address global warming by garnering institutional commitments to neutralize greenhouse gas emissions?to higher education?s efforts to contain costs and do more with less. This is the first year the survey was conducted.
How Green is the Supply Chain? Practice and Research. 2007
by Joseph Sarkis. This paper provides an overview of environmental (green) supply chain management. The overview includes a categorization of research and practice in purchasing, manufacturing, outbound, and reverse logistics dimensions.
Green Corporate Strategies ? Issues and Implementation from the Supply Management Perspective 2009
by Bryan Ashenbaum. Can businesses simultaneously pursue green practices while boosting the bottom line? Can they afford not to? To what extent are consumer and political forces shaping their approach? These issues are discussed in Green Corporate Strategies ? Issues and Implementation from the Supply Management Perspective,? One possible framework for measuring the ?green-ness? of a given strategy has been provided by author, Bryan Ashenbaum, Ph.D, is the Triple Bottom Line (TBL). TBL incorporates economic, environmental and social performance. This report delves into some of the definitions of ?green? and ?sustainability,? the drivers for green initiatives, the business case for green, recommendations for establishing internal and external green strategies, emerging standards and benchmarks, and information on ?greenwashing.? It also includes a case study from The Auto Club Group and several Internet resources for further information.
Environmental Management Systems and Green Supply Chain Management: Complements for Sustainability? 2008. Revised 2009
by Darnall, Nicole, G. Jason Jolley & Robert Handfield. Some researchers question the legitimacy of EMSs since organizations can claim to have one when in fact they make no attempt to reduce their environmental harms. In instances where EMSs enhance an organization?s environmental performance, critics argue that improvements are likely to incur within the organization?s operational boundaries rather than being extended throughout the supply chain. However, previous research suggests that the organizational capabilities required to adopt an EMS may facilitate GSCM implementation and the institutional pressures to adopt both management practices are similar. Consequently, EMS adopters may have a greater propensity to expand their focus beyond their organizational boundaries and utilize GSCM practices to minimize system-wide environmental impacts. This research illuminates the debate by empirically evaluating the relationship between EMS and GSCM practices.
Sunday, January 17, 2010
Freedom
I will always think about tomorrow
-- Post From My iPhone
Dr. Edward F. Knab
www.edwardknab.blogger.com
www.edwardknab.com
-- Post From My iPhone
Dr. Edward F. Knab
www.edwardknab.blogger.com
www.edwardknab.com
Thursday, January 14, 2010
Cloud Computing
pecial White Paper from Royal 4
Cloud Computing
Demystifying Cloud Computing and SaaS
Cloud Computing
SaaS, explained in lay terms
"Cloud Computing or SaaS, explained in lay terms, is simply a software solution that is stored on somebody else?s remote servers, and your company accesses your data via the web. There are some very superficial benefits out there that are promoted by SaaS vendors. Some of which include; lower costs for I.T. Maintenance, greater accessibility to your data, and quicker deployment times for solutions. Why I say that these are superficial is simply put, they do not tell you the whole story.
Having a history in the ERP (Enterprise Resource Planning) industry, and experience with both SaaS and local software solutions, includes today, where our organization actively utilizes both. I would like to share some thoughts on what has brought about the resurgence and promotion of SaaS and Cloud Computing, and some of the hidden (or not so much promoted) reasons it exists, and things to be aware of.
From the software industry?s perspective, the value in most of their organizations, outside of the technology itself, is the recurring revenue stream. Historically, software companies had generated approximately 45-55% of their annual revenues from the recurring revenue generated by Annual Support Contracts. Many companies purchased these support agreements at anywhere from 18 to 22% of the cost of their software, and after years of paying them, started to question what value they were truly getting from these agreements. Often it seemed, any time you made a call about the software, the support group would tell you it was a customization, and you would be billed. Companies, in record masses, started to demand these support contracts be renegotiated or cancelled all together. After all, they owned the software, and it did most of what they needed, so why keep paying.
Software companies began to lose revenues, and with no new customers to sell solutions to, what was the answer? Change the game. SaaS and Cloud Computing, provide new ways to create a dependency on the software organization. After all, once a company invested the time and monies into the new solution, and if change was hard, the companies were not likely to ever change. And with the solution now being billed monthly, it would in fact replace the support contract, and the entire business model would be recurring revenue, the software companies and investors dream
The Marketing and the Reality
Do you Lower I.T. & Maintenance costs ? The basic principle is that since they (SaaS companies) have the servers, and not you, they will maintain them and it will cost you less. While it is true that they host the information on their server, in many cases, most small and mid size organizations, run on a single server already, and don?t have to replace it weekly or monthly, or have somebody sitting over it. In fact, it is usually the client machines that require the greatest amount of maintenance and these computers don?t go away, and will still require the same maintenance. Additionally, many new more efficient applications are capable of running on nothing more than a powerful desktop computer. In a SaaS model, if there are issues with their servers you are dependent on their schedules for resolution. If it is in your house, and something breaks, your IT professional can usually have it resolved the same day, when you need it, on your schedule. The SaaS industry tries to combat this by telling us that they have the highest quality data centers, and built in redundancies to ensure nothing is lost. While the industry tries to say that there are no issues in the cloud, this is not the case. See http://www.sitepoint.com/blogs/2009/02/25/gmail-dark-cloud/# for just one instance of the Cloud crashing. If software giants like Microsoft and Google can have issues in the cloud, how does that fit with most small organizations? Additionally, with the SaaS model, they schedule the system maintenance, which is usually done outside of 9-5, but they don?t consult you, they simply tell you when it will happen, and you are left to deal with it. Many of our clients hold hours outside of 9-5, and can?t simply put their business on hold for somebody else?s update.
Greater accessibility to your data? ? Under the SaaS model, you have accessibility anywhere you have an internet connection? This is one of their strongest arguments, but at the same time one of their strongest weaknesses. If your internet connection goes down for any reason, you are left with no connection or access to your data even inside your four walls. We have clients in the mid-west US, who on occasion, have been known to lose the internet for a day or two, due to tornadoes or other storms. In this case, they would have no access to their critical business information for large lengths of time, putting their clients at risk. The reality is that technologies have existed for a while, and allow you to access your business information from anywhere in the world, without having to move the critical business data out of the security of your four walls. The best part is, the use of this technology already exists on most organization?s servers, at no additional cost. The reality is that under SaaS your data is not any more accessible, and in fact, may be less accessible under the SaaS model should you lose internet connectivity.
Quicker deployment ? ? The SaaS industry markets that their solutions are faster and easier to deploy, because you don?t have to install it on everybody?s PC, they simply open their web browser. This statement is a half truth. While it may be fast and easy to deploy a SaaS solution, many of the newer Local Solution companies based on .NET technology now available have tools that automatically deploy the solution to both desktops and mobile computing devices, with the simple use of an email. They are in fact, just as easy to deploy as any SaaS solution, and you don?t have to worry about the software being impaired because of updates to your web browser or its security. Something often left out of the SaaS deployment equation, and possibly the most important component of any solution is the systems implementation, training and tailoring or customizations that are of equal length whether it be SaaS or a Local Solution. It is only considered a solution after the entire organization has been trained, and the solution has become to deliver benefits. Not after the software is installed.
Monthly Cost of SaaS vs. Upfront fees of Local Solutions ? The SaaS/Cloud Computing Industry tries to promote how much cheaper the SaaS model is, because you don?t have a large upfront cost. What they neglect to tell you during the sales process is that you also don?t own anything but your data. And should you ever want to change solutions they will be very happy to turn off the switch and email you reams of spreadsheets containing your data, in its raw format. With SaaS, it may be a perceived low cost up front, but you pay forever and own nothing. It is the equivalent of renting a home vs. buying a home. If you buy a Local Solution, then you own the solution (perpetual use licenses), and should you ever decide to discontinue support, or you wish to sell your business, the Local Solution will be an asset for your business. Under the SaaS model, if the Cloud Computing company fails to exist, so does your solution, and possibly your data. In a Local Solution, should your ISV (Independent Software Vendor) fall to the same fate, escrow agreements will protect your investment and provide the customer with the solution and source code, allowing you to maintain it. Furthermore, in a SaaS or Cloud solution, you still have to pay separately for any hardware for mobile computing, or for any training and consulting required to learn how to use, and to set up or tailor the solution with and for you. If you look at a standard Enterprise Software Solution, you are only really looking at 1/3rd of the true cost falling under the SaaS monthly billing, with the rest still having to be paid up front to consultants and hardware vendors. To get the best of both worlds, we have found that many of our clients have gone the route of leasing their Local Solution. Many leasing companies have changed the rules, and now are willing and able to lease the Software, Services and Hardware, for up to three years, with costs being no more, and in many cases less than those of a SaaS solution.
In summary
Warehouse Execution, Supply Chain Management, Third Party Logistics and Distribution - If mission critical - Not the best option!
Within our own organization, we actually use Salesforce.com as our CRM package, one of the leaders in SaaS. We have found it to be a valuable tool to us, but more because of its design and functionality, and not because it is in the Cloud. Additionally, if it were to go boom tomorrow, we would feel it a bit, but not cease to function, and most importantly it would not impact our clients. Our own solutions can work under either model of SaaS or Local, but we simply believe that in our vertical of Warehouse Execution, Supply Chain Management, Third Party Logistics and Distribution that the Cons outweigh the Pros at this time, and as such, do not promote it to our clients. I think that SaaS and Cloud Computing have some good applications, but am challenged by the marketing of the perceived benefits in a complete Enterprise Solution, that are really no different than technology already available today in a Local Solution. Whether you choose the path of the Cloud or for a Local Solution, don?t be swayed by the marketing of juggernauts like ?big blue?. The most important thing is that you understand all the true costs and benefits to ensure that you make an informed decision for your organization. ?
Cloud Computing
Demystifying Cloud Computing and SaaS
Cloud Computing
SaaS, explained in lay terms
"Cloud Computing or SaaS, explained in lay terms, is simply a software solution that is stored on somebody else?s remote servers, and your company accesses your data via the web. There are some very superficial benefits out there that are promoted by SaaS vendors. Some of which include; lower costs for I.T. Maintenance, greater accessibility to your data, and quicker deployment times for solutions. Why I say that these are superficial is simply put, they do not tell you the whole story.
Having a history in the ERP (Enterprise Resource Planning) industry, and experience with both SaaS and local software solutions, includes today, where our organization actively utilizes both. I would like to share some thoughts on what has brought about the resurgence and promotion of SaaS and Cloud Computing, and some of the hidden (or not so much promoted) reasons it exists, and things to be aware of.
From the software industry?s perspective, the value in most of their organizations, outside of the technology itself, is the recurring revenue stream. Historically, software companies had generated approximately 45-55% of their annual revenues from the recurring revenue generated by Annual Support Contracts. Many companies purchased these support agreements at anywhere from 18 to 22% of the cost of their software, and after years of paying them, started to question what value they were truly getting from these agreements. Often it seemed, any time you made a call about the software, the support group would tell you it was a customization, and you would be billed. Companies, in record masses, started to demand these support contracts be renegotiated or cancelled all together. After all, they owned the software, and it did most of what they needed, so why keep paying.
Software companies began to lose revenues, and with no new customers to sell solutions to, what was the answer? Change the game. SaaS and Cloud Computing, provide new ways to create a dependency on the software organization. After all, once a company invested the time and monies into the new solution, and if change was hard, the companies were not likely to ever change. And with the solution now being billed monthly, it would in fact replace the support contract, and the entire business model would be recurring revenue, the software companies and investors dream
The Marketing and the Reality
Do you Lower I.T. & Maintenance costs ? The basic principle is that since they (SaaS companies) have the servers, and not you, they will maintain them and it will cost you less. While it is true that they host the information on their server, in many cases, most small and mid size organizations, run on a single server already, and don?t have to replace it weekly or monthly, or have somebody sitting over it. In fact, it is usually the client machines that require the greatest amount of maintenance and these computers don?t go away, and will still require the same maintenance. Additionally, many new more efficient applications are capable of running on nothing more than a powerful desktop computer. In a SaaS model, if there are issues with their servers you are dependent on their schedules for resolution. If it is in your house, and something breaks, your IT professional can usually have it resolved the same day, when you need it, on your schedule. The SaaS industry tries to combat this by telling us that they have the highest quality data centers, and built in redundancies to ensure nothing is lost. While the industry tries to say that there are no issues in the cloud, this is not the case. See http://www.sitepoint.com/blogs/2009/02/25/gmail-dark-cloud/# for just one instance of the Cloud crashing. If software giants like Microsoft and Google can have issues in the cloud, how does that fit with most small organizations? Additionally, with the SaaS model, they schedule the system maintenance, which is usually done outside of 9-5, but they don?t consult you, they simply tell you when it will happen, and you are left to deal with it. Many of our clients hold hours outside of 9-5, and can?t simply put their business on hold for somebody else?s update.
Greater accessibility to your data? ? Under the SaaS model, you have accessibility anywhere you have an internet connection? This is one of their strongest arguments, but at the same time one of their strongest weaknesses. If your internet connection goes down for any reason, you are left with no connection or access to your data even inside your four walls. We have clients in the mid-west US, who on occasion, have been known to lose the internet for a day or two, due to tornadoes or other storms. In this case, they would have no access to their critical business information for large lengths of time, putting their clients at risk. The reality is that technologies have existed for a while, and allow you to access your business information from anywhere in the world, without having to move the critical business data out of the security of your four walls. The best part is, the use of this technology already exists on most organization?s servers, at no additional cost. The reality is that under SaaS your data is not any more accessible, and in fact, may be less accessible under the SaaS model should you lose internet connectivity.
Quicker deployment ? ? The SaaS industry markets that their solutions are faster and easier to deploy, because you don?t have to install it on everybody?s PC, they simply open their web browser. This statement is a half truth. While it may be fast and easy to deploy a SaaS solution, many of the newer Local Solution companies based on .NET technology now available have tools that automatically deploy the solution to both desktops and mobile computing devices, with the simple use of an email. They are in fact, just as easy to deploy as any SaaS solution, and you don?t have to worry about the software being impaired because of updates to your web browser or its security. Something often left out of the SaaS deployment equation, and possibly the most important component of any solution is the systems implementation, training and tailoring or customizations that are of equal length whether it be SaaS or a Local Solution. It is only considered a solution after the entire organization has been trained, and the solution has become to deliver benefits. Not after the software is installed.
Monthly Cost of SaaS vs. Upfront fees of Local Solutions ? The SaaS/Cloud Computing Industry tries to promote how much cheaper the SaaS model is, because you don?t have a large upfront cost. What they neglect to tell you during the sales process is that you also don?t own anything but your data. And should you ever want to change solutions they will be very happy to turn off the switch and email you reams of spreadsheets containing your data, in its raw format. With SaaS, it may be a perceived low cost up front, but you pay forever and own nothing. It is the equivalent of renting a home vs. buying a home. If you buy a Local Solution, then you own the solution (perpetual use licenses), and should you ever decide to discontinue support, or you wish to sell your business, the Local Solution will be an asset for your business. Under the SaaS model, if the Cloud Computing company fails to exist, so does your solution, and possibly your data. In a Local Solution, should your ISV (Independent Software Vendor) fall to the same fate, escrow agreements will protect your investment and provide the customer with the solution and source code, allowing you to maintain it. Furthermore, in a SaaS or Cloud solution, you still have to pay separately for any hardware for mobile computing, or for any training and consulting required to learn how to use, and to set up or tailor the solution with and for you. If you look at a standard Enterprise Software Solution, you are only really looking at 1/3rd of the true cost falling under the SaaS monthly billing, with the rest still having to be paid up front to consultants and hardware vendors. To get the best of both worlds, we have found that many of our clients have gone the route of leasing their Local Solution. Many leasing companies have changed the rules, and now are willing and able to lease the Software, Services and Hardware, for up to three years, with costs being no more, and in many cases less than those of a SaaS solution.
In summary
Warehouse Execution, Supply Chain Management, Third Party Logistics and Distribution - If mission critical - Not the best option!
Within our own organization, we actually use Salesforce.com as our CRM package, one of the leaders in SaaS. We have found it to be a valuable tool to us, but more because of its design and functionality, and not because it is in the Cloud. Additionally, if it were to go boom tomorrow, we would feel it a bit, but not cease to function, and most importantly it would not impact our clients. Our own solutions can work under either model of SaaS or Local, but we simply believe that in our vertical of Warehouse Execution, Supply Chain Management, Third Party Logistics and Distribution that the Cons outweigh the Pros at this time, and as such, do not promote it to our clients. I think that SaaS and Cloud Computing have some good applications, but am challenged by the marketing of the perceived benefits in a complete Enterprise Solution, that are really no different than technology already available today in a Local Solution. Whether you choose the path of the Cloud or for a Local Solution, don?t be swayed by the marketing of juggernauts like ?big blue?. The most important thing is that you understand all the true costs and benefits to ensure that you make an informed decision for your organization. ?
1st Mover
hy Social Media and Blogs Can Help Your Business
Start Fast. You could launch a page on Facebook today and get a blog going in a couple days.
Low Cost. You can get started in social media and blogging for very little or no money. They are among the most cost-effective methods of reaching your audience.
Instant Interactivity. Both blogs and social media can give you nearly instant market feedback - good or bad. We get all kinds of feedback through the comments on our blog, and people also leave reviews and other comments for us on Facebook and other social media venues.
It's the Search Engines, Silly. Surveys indicate that 90% or more of people begin their purchasing process in search engines. Blogs and social media make it more likely that your prospects will find you online when they search.
Inbound Marketing. If you read our blog, you know that we're all big fans of inbound marketing at HubSpot. Outbound marketing is telemarketing, direct mail, email blasts (not lovely nurturing emails like this one to you), TV and print ads - all the things that buyers tend to block out more and more. Social media and blogs are essential inbound marketing tools.
First Mover Advantage. For blogs and social media, there is an advantage to moving first. If you don't jump into the conversation, your competitors, competitor's customers or your customers will (if they have not already) and then you're fighting an uphill battle to become influential in these online conversations. Start now, and claim the virtual conversation-ground to your advantage.
Would you like to show off to your manager? Aw c'mon, you know you want to!
Start Fast. You could launch a page on Facebook today and get a blog going in a couple days.
Low Cost. You can get started in social media and blogging for very little or no money. They are among the most cost-effective methods of reaching your audience.
Instant Interactivity. Both blogs and social media can give you nearly instant market feedback - good or bad. We get all kinds of feedback through the comments on our blog, and people also leave reviews and other comments for us on Facebook and other social media venues.
It's the Search Engines, Silly. Surveys indicate that 90% or more of people begin their purchasing process in search engines. Blogs and social media make it more likely that your prospects will find you online when they search.
Inbound Marketing. If you read our blog, you know that we're all big fans of inbound marketing at HubSpot. Outbound marketing is telemarketing, direct mail, email blasts (not lovely nurturing emails like this one to you), TV and print ads - all the things that buyers tend to block out more and more. Social media and blogs are essential inbound marketing tools.
First Mover Advantage. For blogs and social media, there is an advantage to moving first. If you don't jump into the conversation, your competitors, competitor's customers or your customers will (if they have not already) and then you're fighting an uphill battle to become influential in these online conversations. Start now, and claim the virtual conversation-ground to your advantage.
Would you like to show off to your manager? Aw c'mon, you know you want to!
Social Media Secrets
5 Social Media Secrets for 2010
Social media took a wild ride in 2009. The mainstream press fell in love with Twitter, Facebook grew aggressively and a new wave of companies starting taking social media seriously as a business tool. Below are 10 secrets to staying on top of it all in 2010
1. Pay Attention to the Metrics
You can't manage what you can't measure. Chief Marketing Officers are going to pay more attention to metrics and tie in social media more directly to overall business goals, not just web-related goals. When starting up new project agree on what the metrics should be and what goals are appropriate.
2. Scale Good Habits
As you grow, make sure you match your structure, policy and guidelines to your organization size. What works with 2 people won't work with 20 people. All in all your structure should encourage good habits. Your entire team should be motivated to respond quickly, post consistently and talk like a human. Speaking of policies and rules...
3. Have Rules, But Trust People
As your social media strategy matures, you'll add in more rules and guidelines. However, you can't have a rule for every situation. You need to trust your team. Lead by example, don't manage with rulebook.
4. Creativity & Personality Trump Big Budget
Social media is definitely one of those areas in life where more money doesn't always win. Two of the most powerful ingredients in social media are creativity and personality. They are the key to having a viral message and to being a trusted resource. They are also essential to discovering useful strategies and tactics. You can't be afraid to try something new or go against the grain.
5. Listen Listen Listen
Don't focus so much on you and your message. Put that farther down on your To Do List. Focus first on your customers. Hear what they are saying, see what they're up to. Once you've been able to connect, and figure them out, then see how you can help.
Social media took a wild ride in 2009. The mainstream press fell in love with Twitter, Facebook grew aggressively and a new wave of companies starting taking social media seriously as a business tool. Below are 10 secrets to staying on top of it all in 2010
1. Pay Attention to the Metrics
You can't manage what you can't measure. Chief Marketing Officers are going to pay more attention to metrics and tie in social media more directly to overall business goals, not just web-related goals. When starting up new project agree on what the metrics should be and what goals are appropriate.
2. Scale Good Habits
As you grow, make sure you match your structure, policy and guidelines to your organization size. What works with 2 people won't work with 20 people. All in all your structure should encourage good habits. Your entire team should be motivated to respond quickly, post consistently and talk like a human. Speaking of policies and rules...
3. Have Rules, But Trust People
As your social media strategy matures, you'll add in more rules and guidelines. However, you can't have a rule for every situation. You need to trust your team. Lead by example, don't manage with rulebook.
4. Creativity & Personality Trump Big Budget
Social media is definitely one of those areas in life where more money doesn't always win. Two of the most powerful ingredients in social media are creativity and personality. They are the key to having a viral message and to being a trusted resource. They are also essential to discovering useful strategies and tactics. You can't be afraid to try something new or go against the grain.
5. Listen Listen Listen
Don't focus so much on you and your message. Put that farther down on your To Do List. Focus first on your customers. Hear what they are saying, see what they're up to. Once you've been able to connect, and figure them out, then see how you can help.
Wednesday, January 13, 2010
Tuesday, January 12, 2010
Two Frogs
The Two Frogs
---------------------
Two young frogs fell into a bucket of milk. Both tried to jump to freedom, but the sides of the bucket were steep
and no foundation was to be had on the surface of the liquid.
Seeing little chance of escape, the first frog soon despaired and stopped jumping. He sunk to the bottom of the
bucket and after some time, drowned.
The other frog also didn't see any chance of success but he never stopped trying.
Even though each jump reached the same height as before, he kept on struggling. Eventually, his persistence
churned some of the milk into butter. From the now hardened surface of the milk, he managed to leap out of the bucket.
So what's the moral of the story?
"Those who don't give up and persevere may be in for a pleasant surprise! "
- Author Unknown -
I just wanted to tell you not to give up! You may be closer to your goals than you think.
Just keep going... it is SO worth it.
---------------------
Two young frogs fell into a bucket of milk. Both tried to jump to freedom, but the sides of the bucket were steep
and no foundation was to be had on the surface of the liquid.
Seeing little chance of escape, the first frog soon despaired and stopped jumping. He sunk to the bottom of the
bucket and after some time, drowned.
The other frog also didn't see any chance of success but he never stopped trying.
Even though each jump reached the same height as before, he kept on struggling. Eventually, his persistence
churned some of the milk into butter. From the now hardened surface of the milk, he managed to leap out of the bucket.
So what's the moral of the story?
"Those who don't give up and persevere may be in for a pleasant surprise! "
- Author Unknown -
I just wanted to tell you not to give up! You may be closer to your goals than you think.
Just keep going... it is SO worth it.
25 Absolute Essentials for Networking Success
25 Absolute Essentials for Networking Success
Posted on January 6, 2010 by The Mobile Marketer
In business, it is often said that success is determined not by what you know but by who you know. Additionally, the level of your success is determined greatly by the quality of your relationships with others.
While for some, networking is something that comes naturally and effortlessly, for others it is an area where significant improvements are needed. Small, consistent improvements over time will open up far more opportunities and resources to you.
Whether you are a seasoned connector or someone who needs to jumpstart their relationship building, here are 25 essential tips to ensure your networking success.
1. Start before your need it
The best time to start building your network is yesterday. The second best time is today. Relationships are cultivated over time. Begin by making networking a priority now. It is a simple habit that you can start now that will pay great dividends in the future.
2. Learn about people?s goals
The best way to have an impact is to add value directly where it is most important to the other person. Find out what the people in your network are looking for and look for ways that you can help achieve them. Everyone wants to be friends with someone they know is on their side.
3. Connect people you do know
Use your networking not only to benefit yourself but also to benefit others. Connect people in your network that could provide value to one another. For example, if one of your associates is in need of a web designer and you happen to know one, connect the two people together. Your two associates benefit from the business arrangement and you benefit from the good will developed.
4. Give more than you expect to receive
If you want to build trust in your relationships, always seek to add more value to the people in your networks. When people are consistently benefiting from a relationship, it moves their desire to connect with you more. Focus on the giving and you will surely get what you want.
5. Be genuinely interested
Be sincere in your dealings with others and focus more on being interested than interesting. People love to talk about themselves and the more you understand about someone, the more you will be able to speak to them in a way that is appealing.
6. Always follow up
When making new contacts, make sure to always follow up. A quick email or phone call within 24 hours of meeting someone can lay the foundation for a fruitful relationship. It doesn?t take much effort but it can make a world of difference.
7. Know people in different worlds
Don?t focus solely on your own niche or industry. Instead, diversify and reach out to as many people as possible. Having people from a wide variety of fields in your network helps you become the master connector (#3) and provide more value.
8. Learn to listen
The skill of listening seems simple enough but in experience, it is a rare skill to find. The secret is getting out of your head. Put your complete focus on the speaker instead of thinking about what you are going to say when they are done talking. Try to really understand where they are coming from.
9. Be authentic
People crave authenticity in business. Many people are starved of it because the amount of manipulation and politics that can go in an interaction. Hold yourself to a higher standard and you will stand out from the crowd.
10. Take the initiative
Play a very active role in networking. Be the person who starts the conversation. Be quick to introduce yourself. Also, be the first person to offer help when it is required. Developing the habit of initiative will make your networking efforts easier and more fruitful.
11. Always stay in touch
The major determinant in whether or not a business relationship develops of fizzles is staying in contact. Remember to regularly check in with your associates with a quick email or phone call. Regular contact will allow the relationship to develop slowly over time.
12. Be personal
Take the extra time to add a personal touch. A handwritten card says a lot more than an email. Although this may require extra time and effort on your part, it will stand out in the eyes of others.
13. Be humble
Nothing turns people off quicker than an arrogant attitude. Humility, on the other hand, is very commendable. Being humble will keep you grounded even when your network starts to grow. When you reach the top, it will ensure that keep doing the things that got you there.
14. Always say thanks
Thank you notes are a quick and easy way to connect with someone. Plus, the actual card serves as a reminder of you every time the other person sees it.
15. Do your homework
When contacting people, make sure you are well informed about their situation. You should know, for example, if they recently released a new product or moved to a new office.
16. Express your enthusiasm
Remember that passion is magnetic. When you are excited about what you are talking about, other people will become excited as well. Your enthusiasm will give you a charismatic presence that will make your memorable.
17. Promote your purpose more than your self
When promoting to others, put the majority of your focus on the mission and purpose of your business. Although it can be fun to toot your own horn, set your ego aside and focus on the real purpose: your company?s ability to deliver value to people.
18. Join associations
Professional associations are a great way to network with people. Use the internet to research associations in your area and make sure to attend the next meeting. The people you will meet there will also be eager network.
19. Attend conferences
Conferences are a great way to meet like-minded people. The speakers can be good, but the real value is in the people. Do some internet research and find a conference you can attend in the near future.
20. Leverage the networks of others
Use the networks of others to expand your own network. Go out of your way to introduce yourself to people you have only heard of through an associate. Make this a regular habit and your network will start growing faster than you can keep up with.
21. Act with integrity
Stay true to your principles and hold them above all else. While this may lead to some short term setbacks, over the long term, it will build a lot of trust in your character.
22. Build close relationships
The closer your relationship is with someone, the more they will be willing to help you out when you need it. Unfortunately, there are no quick fix techniques for this. Close relationships take time and effort.
23. Ask for what you want
Don?t be timid or shy. Be direct and ask for what you want. There is no other way to get it. Remember: the answer to every request that you don?t make is no.
24. Create a personal board of advisors
Focus on building a team of experts that you contact quickly for advice in each of the major areas of your business. They will prove to be priceless when you have difficult business decisions to make.
25. Write things down
As your network grows, it can be difficult to keep track of all the information about your associates. Make sure your write things down and can readily access information about any one of your business contacts.
Posted on January 6, 2010 by The Mobile Marketer
In business, it is often said that success is determined not by what you know but by who you know. Additionally, the level of your success is determined greatly by the quality of your relationships with others.
While for some, networking is something that comes naturally and effortlessly, for others it is an area where significant improvements are needed. Small, consistent improvements over time will open up far more opportunities and resources to you.
Whether you are a seasoned connector or someone who needs to jumpstart their relationship building, here are 25 essential tips to ensure your networking success.
1. Start before your need it
The best time to start building your network is yesterday. The second best time is today. Relationships are cultivated over time. Begin by making networking a priority now. It is a simple habit that you can start now that will pay great dividends in the future.
2. Learn about people?s goals
The best way to have an impact is to add value directly where it is most important to the other person. Find out what the people in your network are looking for and look for ways that you can help achieve them. Everyone wants to be friends with someone they know is on their side.
3. Connect people you do know
Use your networking not only to benefit yourself but also to benefit others. Connect people in your network that could provide value to one another. For example, if one of your associates is in need of a web designer and you happen to know one, connect the two people together. Your two associates benefit from the business arrangement and you benefit from the good will developed.
4. Give more than you expect to receive
If you want to build trust in your relationships, always seek to add more value to the people in your networks. When people are consistently benefiting from a relationship, it moves their desire to connect with you more. Focus on the giving and you will surely get what you want.
5. Be genuinely interested
Be sincere in your dealings with others and focus more on being interested than interesting. People love to talk about themselves and the more you understand about someone, the more you will be able to speak to them in a way that is appealing.
6. Always follow up
When making new contacts, make sure to always follow up. A quick email or phone call within 24 hours of meeting someone can lay the foundation for a fruitful relationship. It doesn?t take much effort but it can make a world of difference.
7. Know people in different worlds
Don?t focus solely on your own niche or industry. Instead, diversify and reach out to as many people as possible. Having people from a wide variety of fields in your network helps you become the master connector (#3) and provide more value.
8. Learn to listen
The skill of listening seems simple enough but in experience, it is a rare skill to find. The secret is getting out of your head. Put your complete focus on the speaker instead of thinking about what you are going to say when they are done talking. Try to really understand where they are coming from.
9. Be authentic
People crave authenticity in business. Many people are starved of it because the amount of manipulation and politics that can go in an interaction. Hold yourself to a higher standard and you will stand out from the crowd.
10. Take the initiative
Play a very active role in networking. Be the person who starts the conversation. Be quick to introduce yourself. Also, be the first person to offer help when it is required. Developing the habit of initiative will make your networking efforts easier and more fruitful.
11. Always stay in touch
The major determinant in whether or not a business relationship develops of fizzles is staying in contact. Remember to regularly check in with your associates with a quick email or phone call. Regular contact will allow the relationship to develop slowly over time.
12. Be personal
Take the extra time to add a personal touch. A handwritten card says a lot more than an email. Although this may require extra time and effort on your part, it will stand out in the eyes of others.
13. Be humble
Nothing turns people off quicker than an arrogant attitude. Humility, on the other hand, is very commendable. Being humble will keep you grounded even when your network starts to grow. When you reach the top, it will ensure that keep doing the things that got you there.
14. Always say thanks
Thank you notes are a quick and easy way to connect with someone. Plus, the actual card serves as a reminder of you every time the other person sees it.
15. Do your homework
When contacting people, make sure you are well informed about their situation. You should know, for example, if they recently released a new product or moved to a new office.
16. Express your enthusiasm
Remember that passion is magnetic. When you are excited about what you are talking about, other people will become excited as well. Your enthusiasm will give you a charismatic presence that will make your memorable.
17. Promote your purpose more than your self
When promoting to others, put the majority of your focus on the mission and purpose of your business. Although it can be fun to toot your own horn, set your ego aside and focus on the real purpose: your company?s ability to deliver value to people.
18. Join associations
Professional associations are a great way to network with people. Use the internet to research associations in your area and make sure to attend the next meeting. The people you will meet there will also be eager network.
19. Attend conferences
Conferences are a great way to meet like-minded people. The speakers can be good, but the real value is in the people. Do some internet research and find a conference you can attend in the near future.
20. Leverage the networks of others
Use the networks of others to expand your own network. Go out of your way to introduce yourself to people you have only heard of through an associate. Make this a regular habit and your network will start growing faster than you can keep up with.
21. Act with integrity
Stay true to your principles and hold them above all else. While this may lead to some short term setbacks, over the long term, it will build a lot of trust in your character.
22. Build close relationships
The closer your relationship is with someone, the more they will be willing to help you out when you need it. Unfortunately, there are no quick fix techniques for this. Close relationships take time and effort.
23. Ask for what you want
Don?t be timid or shy. Be direct and ask for what you want. There is no other way to get it. Remember: the answer to every request that you don?t make is no.
24. Create a personal board of advisors
Focus on building a team of experts that you contact quickly for advice in each of the major areas of your business. They will prove to be priceless when you have difficult business decisions to make.
25. Write things down
As your network grows, it can be difficult to keep track of all the information about your associates. Make sure your write things down and can readily access information about any one of your business contacts.
Are you Tough Enough?
Ways to Get Mentally Tough
1. When you face a setback, think of it as a defining moment that will lead to a future
accomplishment.
2. When you encounter adversity, remember, the best don?t just face adversity; they
embrace it, knowing it?s not a dead end but a detour to something greater and better.
3. When you face negative people, know that the key to life is to stay positive in the
face of negativity, not in the absence of it. After all, everyone will have to overcome
negativity to define themselves and create their success.
4. When you face the naysayer?s, remember the people who believed in you and spoke
positive words to you.
5. When you face critics, remember to tune them out and focus only on being the best
you can be.
6. When you wake up in the morning, take a morning walk of gratitude and prayer. It will
create a fertile mind ready for success.
7. When you fear, trust. Let your faith be greater than your doubt.
8. When you fail, find the lesson in it, and then recall a time when you have succeeded.
9. When you head into battle, visualize success.
10. When you are thinking about the past or worrying about the future, instead focus your
energy on the present moment. The now is where your power is the greatest.
11. When you want to complain, instead identify a solution.
12. When your own self-doubt crowds your mind, weed it and replace it with positive
thoughts and positive self-talk.
13. When you feel distracted, focus on your breathing, observe your surroundings, clear
your mind, and get into The Zone. The Zone is not a random event. It can be created.
14. When you feel all is impossible, know that with God all things are possible.
15. When you feel alone, think of all the people who have helped you along the way and
who love and support you now.
16. When you feel lost, pray for guidance.
17. When you are tired and drained, remember to never, never, never give up. Finish
Strong in everything you do.
18. When you feel like you can?t do it, know that you can do all things through Him who
gives you strength.
19. When you feel like your situation is beyond your control, pray and surrender. Focus on
what you can control and let go of what you can?t.
20. When you?re in a high-pressure situation and the game is on the line, and everyone is
watching you, remember to smile, have fun, and enjoy it. Life is short; you only live
once. You have nothing to lose. Seize the moment.
1. When you face a setback, think of it as a defining moment that will lead to a future
accomplishment.
2. When you encounter adversity, remember, the best don?t just face adversity; they
embrace it, knowing it?s not a dead end but a detour to something greater and better.
3. When you face negative people, know that the key to life is to stay positive in the
face of negativity, not in the absence of it. After all, everyone will have to overcome
negativity to define themselves and create their success.
4. When you face the naysayer?s, remember the people who believed in you and spoke
positive words to you.
5. When you face critics, remember to tune them out and focus only on being the best
you can be.
6. When you wake up in the morning, take a morning walk of gratitude and prayer. It will
create a fertile mind ready for success.
7. When you fear, trust. Let your faith be greater than your doubt.
8. When you fail, find the lesson in it, and then recall a time when you have succeeded.
9. When you head into battle, visualize success.
10. When you are thinking about the past or worrying about the future, instead focus your
energy on the present moment. The now is where your power is the greatest.
11. When you want to complain, instead identify a solution.
12. When your own self-doubt crowds your mind, weed it and replace it with positive
thoughts and positive self-talk.
13. When you feel distracted, focus on your breathing, observe your surroundings, clear
your mind, and get into The Zone. The Zone is not a random event. It can be created.
14. When you feel all is impossible, know that with God all things are possible.
15. When you feel alone, think of all the people who have helped you along the way and
who love and support you now.
16. When you feel lost, pray for guidance.
17. When you are tired and drained, remember to never, never, never give up. Finish
Strong in everything you do.
18. When you feel like you can?t do it, know that you can do all things through Him who
gives you strength.
19. When you feel like your situation is beyond your control, pray and surrender. Focus on
what you can control and let go of what you can?t.
20. When you?re in a high-pressure situation and the game is on the line, and everyone is
watching you, remember to smile, have fun, and enjoy it. Life is short; you only live
once. You have nothing to lose. Seize the moment.
Is there a KLeader behind the Mask?
There are certainly masks that we all wear, and so this post could go a number of different directions. But I want to talk about leaders, and one particular mask that we wear ? one that I see (and see through) all the time.
The mask is the ?I?m committed to being a more effective leader? mask. Leaders believe this is the politically correct mask to wear. So they . . .
Say the right things when they attend training that is provided (but don?t seek out learning opportunities for themselves)
Sign their people up for training (if they ask or if it is convenient and comfortably within the budget).
Buy the latest book, and maybe even read it (but don?t put any of the ideas to work, beyond cocktail party talk).
The mask they wear is one of the Leader who wants to improve and build their skills.
Too many of these people (you?) are impostors.
The number one role of a leader is to be a learner, because from the habit, discipline and skill of learning flows all improvement, capacity, synergy and growth required by successful leaders in today?s world.
And if we wear the masks I?ve described, rather than truly being a learner, focused on becoming more effective, more productive ? in general doing what it takes to reach our potential and make a bigger difference in the world around us - we?ll continue to be impostors.
We?ll be playing at leadership, playing a role, thinking that is what leadership is.
Playing that role and wearing those masks will, sadly, keep you in the majority.
Stripping off the mask, and becoming real and genuine about your desire to reach your leadership potential through new experiences, and learning, and practice and coaching and self awareness and growth, may put you in the minority. It will require some effort and investment on your part.
But the rewards will be greater satisfaction, greater personal meaning in your work, more successful teams, more productive, happy and successful followers, and a knowing that you are making a difference in the world.
Making those choices and choosing that path will make you a real leader, regardless of your current skills or experience. The path of the leading learner is the true path of leadership.
It is time to drop the mask, and stop being a leadership impostor.
The mask is the ?I?m committed to being a more effective leader? mask. Leaders believe this is the politically correct mask to wear. So they . . .
Say the right things when they attend training that is provided (but don?t seek out learning opportunities for themselves)
Sign their people up for training (if they ask or if it is convenient and comfortably within the budget).
Buy the latest book, and maybe even read it (but don?t put any of the ideas to work, beyond cocktail party talk).
The mask they wear is one of the Leader who wants to improve and build their skills.
Too many of these people (you?) are impostors.
The number one role of a leader is to be a learner, because from the habit, discipline and skill of learning flows all improvement, capacity, synergy and growth required by successful leaders in today?s world.
And if we wear the masks I?ve described, rather than truly being a learner, focused on becoming more effective, more productive ? in general doing what it takes to reach our potential and make a bigger difference in the world around us - we?ll continue to be impostors.
We?ll be playing at leadership, playing a role, thinking that is what leadership is.
Playing that role and wearing those masks will, sadly, keep you in the majority.
Stripping off the mask, and becoming real and genuine about your desire to reach your leadership potential through new experiences, and learning, and practice and coaching and self awareness and growth, may put you in the minority. It will require some effort and investment on your part.
But the rewards will be greater satisfaction, greater personal meaning in your work, more successful teams, more productive, happy and successful followers, and a knowing that you are making a difference in the world.
Making those choices and choosing that path will make you a real leader, regardless of your current skills or experience. The path of the leading learner is the true path of leadership.
It is time to drop the mask, and stop being a leadership impostor.
Monday, January 11, 2010
10 Tips to Be Your Best
10 Tips to Be Your Best
Eric Musselman and Bob Starkey did such a great job summarizing and sharing tips from my book Training Camp: What the Best Do Better Than Everyone Else on their blog that I decided to share what they wrote. Here are 10 tips to be your best this year. I hope after reading these tips you will be inspired to read Training Camp. Also share it with your team, your kids, your college students, or anyone who wants to be their best.
1. THE BEST KNOW WHAT THEY WANT
?I think a lot of people spend their life being average or good at something, but they don?t strive to be great. The best of the best not only know what they want, but they want it more.?
2. THE BEST WANT IT MORE
?We cannot measure desire in terms of merely thought and wishes. The best not only do the things that others won?t do and invest the time others won?t invest, but they do so with passion and intent to get better. The best are never satisfied with where they are.?
3. THE BEST ARE ALWAYS STRIVING TO BE BETER
?If you are striving to get better, then you are always growing. And if you are always growing, then you are not comfortable. To be the best, you have to be willing to be uncomfortable, and embrace it as a part of your growth process.? It?s a process?
?The best see where there is room for improvement and their humility and passion drives them to improve. The average ones however, don?t see it or don?t want to see it. The fact is past success does not determine future success. Future success is the result of how you work and prepare and practice and how you strive to improve everyday. It?s a commitment that the best of the best make every week, every day, every hour, and every moment. Force yourself to be uncomfortable.?
4. THE BEST DO ORDINARY THINGS BETTER THAN EVERYONE ELSE.
?Work hard on the right things. It means you must identify the very ?little things? that are fundamental to your success, and then you must focus on them, practice them, and strive to execute them to perfection.?
5. THE BEST ZOOM-FOCUS
?There is no secret recipe.?
?If you incrementally improve each day, each week, each month, by the end of the year you?ll see remarkable results and growth. When you zoom-focus on the process, the outcome takes care of itself.?
?Master the fundamentals.?
6. THE BEST ARE MENTALLY STRONGER
?Being mentally strong means you stay positive through adversity. It means you are resilient when facing pressure, challenges and change.?
Weed and feed: ?Each day you need to weed out negativity and feed it positivity. You need to weed out the self-doubt and negative talk and feed it positive thoughts, memories and visuals.?
7. THE BEST OVERCOME THEIR FEARS
?Those that succeed, those that reach the pinnacle of greatness, are able to face this battle (overcoming fear) and win.?
8. THE BEST SEIZE THE MOMENT
?When the best are in the midst of their performance they are not thinking ?What if I win?? or ?What if I lose?? They are not interested in what the moment produces, but they are only concerned with what they produce in the moment. Rather than hiding from pressure, they rise to the occasion. As a result, the best define the moment rather than letting the moment define them.?
9. THE BEST LEAVE A LEGACY
?You leave a legacy by living and working with a bigger purpose, you leave a legacy by making your life about more than just you. You leave a legacy by moving from success to significance.?
10. THE BEST MAKE EVERYONE AROUND THEM BETTER
?The point is to strive to be your best and inspire others to be their best, because it?s in the striving where you find greatness, not in the outcome.?
Eric Musselman and Bob Starkey did such a great job summarizing and sharing tips from my book Training Camp: What the Best Do Better Than Everyone Else on their blog that I decided to share what they wrote. Here are 10 tips to be your best this year. I hope after reading these tips you will be inspired to read Training Camp. Also share it with your team, your kids, your college students, or anyone who wants to be their best.
1. THE BEST KNOW WHAT THEY WANT
?I think a lot of people spend their life being average or good at something, but they don?t strive to be great. The best of the best not only know what they want, but they want it more.?
2. THE BEST WANT IT MORE
?We cannot measure desire in terms of merely thought and wishes. The best not only do the things that others won?t do and invest the time others won?t invest, but they do so with passion and intent to get better. The best are never satisfied with where they are.?
3. THE BEST ARE ALWAYS STRIVING TO BE BETER
?If you are striving to get better, then you are always growing. And if you are always growing, then you are not comfortable. To be the best, you have to be willing to be uncomfortable, and embrace it as a part of your growth process.? It?s a process?
?The best see where there is room for improvement and their humility and passion drives them to improve. The average ones however, don?t see it or don?t want to see it. The fact is past success does not determine future success. Future success is the result of how you work and prepare and practice and how you strive to improve everyday. It?s a commitment that the best of the best make every week, every day, every hour, and every moment. Force yourself to be uncomfortable.?
4. THE BEST DO ORDINARY THINGS BETTER THAN EVERYONE ELSE.
?Work hard on the right things. It means you must identify the very ?little things? that are fundamental to your success, and then you must focus on them, practice them, and strive to execute them to perfection.?
5. THE BEST ZOOM-FOCUS
?There is no secret recipe.?
?If you incrementally improve each day, each week, each month, by the end of the year you?ll see remarkable results and growth. When you zoom-focus on the process, the outcome takes care of itself.?
?Master the fundamentals.?
6. THE BEST ARE MENTALLY STRONGER
?Being mentally strong means you stay positive through adversity. It means you are resilient when facing pressure, challenges and change.?
Weed and feed: ?Each day you need to weed out negativity and feed it positivity. You need to weed out the self-doubt and negative talk and feed it positive thoughts, memories and visuals.?
7. THE BEST OVERCOME THEIR FEARS
?Those that succeed, those that reach the pinnacle of greatness, are able to face this battle (overcoming fear) and win.?
8. THE BEST SEIZE THE MOMENT
?When the best are in the midst of their performance they are not thinking ?What if I win?? or ?What if I lose?? They are not interested in what the moment produces, but they are only concerned with what they produce in the moment. Rather than hiding from pressure, they rise to the occasion. As a result, the best define the moment rather than letting the moment define them.?
9. THE BEST LEAVE A LEGACY
?You leave a legacy by living and working with a bigger purpose, you leave a legacy by making your life about more than just you. You leave a legacy by moving from success to significance.?
10. THE BEST MAKE EVERYONE AROUND THEM BETTER
?The point is to strive to be your best and inspire others to be their best, because it?s in the striving where you find greatness, not in the outcome.?
Wednesday, January 6, 2010
Make 2010 GREAT
Doing things the same way and expecting different results has been the lighthearted definition of insanity, but in 2010 the same way is a recipe for disaster. Changing the way you think about your business is not always easy, but consider the fact that flexible and creative people tend to thrive no matter what's going on around them. Below are 5 Keys to making prosperous changes this year and beyond.
KEY #1 Change your thinking; about yourself, your business and your money. Eliminating your negative internal money scripts changes just about everything for the better.
Key #2 Avoid jumping on the latest marketing fad until you are certain of your direction and its value to you.
Key #3 Clarity is the real marketing magic remembering that form follows function not the other way around.
Key #4 Start each day reflecting on you abundance, giving thanks for what you already have.
Key #5 Focus on your intention rather than your goals.
KEY #1 Change your thinking; about yourself, your business and your money. Eliminating your negative internal money scripts changes just about everything for the better.
Key #2 Avoid jumping on the latest marketing fad until you are certain of your direction and its value to you.
Key #3 Clarity is the real marketing magic remembering that form follows function not the other way around.
Key #4 Start each day reflecting on you abundance, giving thanks for what you already have.
Key #5 Focus on your intention rather than your goals.
Tuesday, January 5, 2010
Practice the 3D's
In your business and in your home life apply my "Triple D" principal for making more money, getting healthier and leading a balanced/blended lifestyle.
When a task is presented that will take your time, time that you could either devote to your family or spend on your business/career that would yield you more money; make sure you either:
Ditch it - Before spending time on a task, evaluate that task to see if it really needs to be done at all. Most people find when looking back, about 50% of tasks were a waste of time and did not yield any monetary or emotional gratification.
Delegate it ? There are plenty of tasks that do need to be done. So evaluate if this task needs to be done by you. Is it something that someone else could do? Remember you should save your time for things that require your attention.
Dominate it - This is all you. If does not matter if you are working on a marketing plan for your company or working on your child?s third grade science project. Be in the moment and strive for extraordinary every time
When a task is presented that will take your time, time that you could either devote to your family or spend on your business/career that would yield you more money; make sure you either:
Ditch it - Before spending time on a task, evaluate that task to see if it really needs to be done at all. Most people find when looking back, about 50% of tasks were a waste of time and did not yield any monetary or emotional gratification.
Delegate it ? There are plenty of tasks that do need to be done. So evaluate if this task needs to be done by you. Is it something that someone else could do? Remember you should save your time for things that require your attention.
Dominate it - This is all you. If does not matter if you are working on a marketing plan for your company or working on your child?s third grade science project. Be in the moment and strive for extraordinary every time
Who ar you?
Identity is an elusive concept. We feel we must define ourselves using a relatively small selection of roles and conscious character traits, even if none accurately represents our notion of ?self.? The confusion surrounding our true natures is further compounded by the fact that society regularly asks us to suppress so much of our emotional, intellectual, and spiritual vibrancy. Yet we are, in truth, beings of light?pure energy inhabiting physical bodies, striving for enlightenment while living earthly lives. Our true selves exist whether we acknowledge them or not, often buried under fears and learned behavior. When we recognize our power, our luminosity, and our divinity, we cannot help but live authentic lives of appreciation, potential, fulfillment, and grace.
At birth and throughout your childhood, your thoughts and feelings were more than likely expressions of your true self. Though you may have learned quickly that to speak and act in a certain fashion would win others? approval, you understood innately that you were no ordinary being. There are many ways you can recapture the authenticity you once articulated so freely. Meditation can liberate you from the bonds of those earthly customs that compel you to downplay your uniqueness. Also, communing with nature can remind you of the special role you were meant to play in this lifetime. In order to realize your purpose, you must embrace your true self by letting your light shine forth, no matter the consequences.
Rediscovering who you are apart from your roles and traits takes time and also courage. If, like many, you have denied your authenticity for a long while, you may find it difficult to separate your true identity from the identity you have created to cope with the world around you. Once you do find this authentic self, however, you will be overcome by a wonderful sense of wholeness as you reconcile your spiritual aspect and your physical aspect, as well as your inner- and outer-world personas. As you gradually adjust to this developing unity, your role as a being of light will reveal itself to you, and you will discover that you have a marvelous destiny to fulfill.
At birth and throughout your childhood, your thoughts and feelings were more than likely expressions of your true self. Though you may have learned quickly that to speak and act in a certain fashion would win others? approval, you understood innately that you were no ordinary being. There are many ways you can recapture the authenticity you once articulated so freely. Meditation can liberate you from the bonds of those earthly customs that compel you to downplay your uniqueness. Also, communing with nature can remind you of the special role you were meant to play in this lifetime. In order to realize your purpose, you must embrace your true self by letting your light shine forth, no matter the consequences.
Rediscovering who you are apart from your roles and traits takes time and also courage. If, like many, you have denied your authenticity for a long while, you may find it difficult to separate your true identity from the identity you have created to cope with the world around you. Once you do find this authentic self, however, you will be overcome by a wonderful sense of wholeness as you reconcile your spiritual aspect and your physical aspect, as well as your inner- and outer-world personas. As you gradually adjust to this developing unity, your role as a being of light will reveal itself to you, and you will discover that you have a marvelous destiny to fulfill.
Monday, January 4, 2010
Social Media
B2B Social Media Lead Generation: 5 Opportunities Meet 5 Challenges.
This past week I had a reporter interview me about "lead generation in this new era of marketing," and the reporter was specifically interested in focusing on the (1) opportunities and (2) challenges for companies. (I'm not sure when the article will air, but I'll let you know when it does).
It's a great subject, and an important one for B2Bs who must generate, qualify and close business leads so as to ensure the viability of their companies. And it got me thinking... and inspired this post.
I'm going to run down what I see as the 5 biggest opportunities and 5 biggest challenges for B2B lead generation in a 2.0 world. And then I'd love to know your thoughts. Tell me what I've missed or mistaken; after all, we're here to learn from one another.
Biggest Opportunities:
Through Web 2.0 technologies there are tremendous opportunities for Lead Generation, namely:
#1: A great ?leveler.? Through social media, small and medium-sized businesses can now afford the same media used by big companies, so this opens an affordable, effective lead-generation channel for SMBs. But, that being said, all companies need to understand that what they save in dollars they trade-off in time as these media need constant attention and new content. No autopilot here.
#2: Building relationships that beget revenues. Through two-way communications tools that facilitate knowledge sharing, professional networking, and problem solving, companies can leverage social media to build strong relationships--and relationships will always be core to B2B lead generation efforts. And then B2Bs can grow those relationships into revenues for their organizations.
#3: Efficient way to create leads... who in turn, create more leads. By building relationships with prospects and customers, companies also increase the chance that their target audiences will use these tools to spread/amplify favorable online word-of-mouth (WOM) about their brands. Online WOM is especially critical given that buyers are avidly using social media to research feedback from other professionals before making purchases. And where offline WOM can reach 10 people, online WOM can reach 10,000.
#4: Influencing purchasing decisions. When making purchases, professionals have always relied on third-party feedback and that has not changed?but the *way* that professionals conduct their pre-purchasing research and *who* influences their decisions has undergone dramatic transformation. In the past, customers looked for product feedback from press and analysts as well as professionals that they knew, but now they take to the Web and seek online opinions shared from other professionals, who they may not know yet, before they make purchases... and that feedback significantly influences their purchasing decisions. This changes the way that business is done because now we have new voices in the business process--and for companies who are delivering great offerings and experiences, this is a huge opportunity. (You?ll see how this is also a challenge for companies as I discuss in the next section.)
#5: Increasing Reach. Through social media and the social web, companies now have access to a world of new markets and new customers. And while many companies might not be able to increase their physical footprint due to prohibitive costs, they can afford to increase their digital footprint and reach new markets in new regions.
Biggest Challenges:
And the major challenges for B2B companies transitioning to Web 2.0 technologies for Lead Generation entail:
#1: Learning how to use these tools well (and as a support to strategy--not before it!). Far too many companies are placing tools ahead of strategy, it's the darndest thing. All they know is that they ?Need to be on Facebook... STAT!? but don?t have clearly defined goals or a differentiated strategy for so doing. Here's the irony: With social media, the tools are simple, but the complex, customer-led online landscape is wholly complex and companies face a great challenge in learning the new practices and new rules. Net net: it?s critical that companies set a strong strategy and learn the new rules and practices of the social web before they start implementing programs?otherwise they sink instead of soar.
#2: Signal vs. Noise: How to stand out from the clutter. When every company can afford these new media (a huge opportunity), the challenge is how to stand out from the crowd, or produce the highest signal amidst the noise. This speaks to strategy, differentiation, understanding one?s audience and grasping how to communicate with prospects.
#3: Providing value BEFORE the sale. Marketers have to learn how to extend value to online communities before they work to extract value from them. In "old world" marketing, the value was provided in buying the product but now marketers' online programs need to create distinct-but-complementary value in addition to the product's value.
#4: Learning how to ?sell without selling.? Companies have to learn a two-way, conversation-oriented exchange rather than the one-way perfectly worded sales pitch that they?ve become accustomed to delivering for decades. To be sure, it?s a learning curve but in pays in spades.
#5: Letting go of control over brands. Customers can now publicly voice their opinions and experiences (be those opinions positive or negative), so companies have to understand that all of their messaging and branding will no longer be in their full control. In sum, companies who are (1) ensuring high product quality + (2) providing superior customer service + (3) promoting true product claims (not inflating or deceiving their customer audiences) will do remarkably well. But companies who are not delivering on these 3 fronts will face tremendous challenges--because their customers will publicly set the record straight. (This is what I call the ?New Transparency.?). All of the 3 areas I've outlined are, however, within the company's full control.
So... what say you, marketers? What opportunities and challenges did I miss? Or, what is important to add? I'm all ears
This past week I had a reporter interview me about "lead generation in this new era of marketing," and the reporter was specifically interested in focusing on the (1) opportunities and (2) challenges for companies. (I'm not sure when the article will air, but I'll let you know when it does).
It's a great subject, and an important one for B2Bs who must generate, qualify and close business leads so as to ensure the viability of their companies. And it got me thinking... and inspired this post.
I'm going to run down what I see as the 5 biggest opportunities and 5 biggest challenges for B2B lead generation in a 2.0 world. And then I'd love to know your thoughts. Tell me what I've missed or mistaken; after all, we're here to learn from one another.
Biggest Opportunities:
Through Web 2.0 technologies there are tremendous opportunities for Lead Generation, namely:
#1: A great ?leveler.? Through social media, small and medium-sized businesses can now afford the same media used by big companies, so this opens an affordable, effective lead-generation channel for SMBs. But, that being said, all companies need to understand that what they save in dollars they trade-off in time as these media need constant attention and new content. No autopilot here.
#2: Building relationships that beget revenues. Through two-way communications tools that facilitate knowledge sharing, professional networking, and problem solving, companies can leverage social media to build strong relationships--and relationships will always be core to B2B lead generation efforts. And then B2Bs can grow those relationships into revenues for their organizations.
#3: Efficient way to create leads... who in turn, create more leads. By building relationships with prospects and customers, companies also increase the chance that their target audiences will use these tools to spread/amplify favorable online word-of-mouth (WOM) about their brands. Online WOM is especially critical given that buyers are avidly using social media to research feedback from other professionals before making purchases. And where offline WOM can reach 10 people, online WOM can reach 10,000.
#4: Influencing purchasing decisions. When making purchases, professionals have always relied on third-party feedback and that has not changed?but the *way* that professionals conduct their pre-purchasing research and *who* influences their decisions has undergone dramatic transformation. In the past, customers looked for product feedback from press and analysts as well as professionals that they knew, but now they take to the Web and seek online opinions shared from other professionals, who they may not know yet, before they make purchases... and that feedback significantly influences their purchasing decisions. This changes the way that business is done because now we have new voices in the business process--and for companies who are delivering great offerings and experiences, this is a huge opportunity. (You?ll see how this is also a challenge for companies as I discuss in the next section.)
#5: Increasing Reach. Through social media and the social web, companies now have access to a world of new markets and new customers. And while many companies might not be able to increase their physical footprint due to prohibitive costs, they can afford to increase their digital footprint and reach new markets in new regions.
Biggest Challenges:
And the major challenges for B2B companies transitioning to Web 2.0 technologies for Lead Generation entail:
#1: Learning how to use these tools well (and as a support to strategy--not before it!). Far too many companies are placing tools ahead of strategy, it's the darndest thing. All they know is that they ?Need to be on Facebook... STAT!? but don?t have clearly defined goals or a differentiated strategy for so doing. Here's the irony: With social media, the tools are simple, but the complex, customer-led online landscape is wholly complex and companies face a great challenge in learning the new practices and new rules. Net net: it?s critical that companies set a strong strategy and learn the new rules and practices of the social web before they start implementing programs?otherwise they sink instead of soar.
#2: Signal vs. Noise: How to stand out from the clutter. When every company can afford these new media (a huge opportunity), the challenge is how to stand out from the crowd, or produce the highest signal amidst the noise. This speaks to strategy, differentiation, understanding one?s audience and grasping how to communicate with prospects.
#3: Providing value BEFORE the sale. Marketers have to learn how to extend value to online communities before they work to extract value from them. In "old world" marketing, the value was provided in buying the product but now marketers' online programs need to create distinct-but-complementary value in addition to the product's value.
#4: Learning how to ?sell without selling.? Companies have to learn a two-way, conversation-oriented exchange rather than the one-way perfectly worded sales pitch that they?ve become accustomed to delivering for decades. To be sure, it?s a learning curve but in pays in spades.
#5: Letting go of control over brands. Customers can now publicly voice their opinions and experiences (be those opinions positive or negative), so companies have to understand that all of their messaging and branding will no longer be in their full control. In sum, companies who are (1) ensuring high product quality + (2) providing superior customer service + (3) promoting true product claims (not inflating or deceiving their customer audiences) will do remarkably well. But companies who are not delivering on these 3 fronts will face tremendous challenges--because their customers will publicly set the record straight. (This is what I call the ?New Transparency.?). All of the 3 areas I've outlined are, however, within the company's full control.
So... what say you, marketers? What opportunities and challenges did I miss? Or, what is important to add? I'm all ears
Vibration
Everything in the universe is in a constant state of vibration, including our bodies. Sound is vibration that can be translated by the delicate structures of our inner ear, but it moves more than just those tiny receptors. It is part of the spectrum of energy vibrations that affect us on the mental, physical, and spiritual levels. Long ago shamans recognized the power of sound when they first used chants and drumming to heal people. In ancient Egypt, Greece, and India, the use of sound and music for healing was a highly developed sacred science. Sonic vibration has been one way of experiencing the energy of the universe for much of humanity?s history.
Elete Performances
"Elite performers are more thoughtful than other people. They spend much time involved in blue sky thinking and planning around their future visions. Creating a blueprint of success is a first step in manifesting that success into your current reality."
- Robin Sharma
- Robin Sharma
20 Ways to have a Great Year
20 Ways to have a Great Year
1. Stay Positive. You can listen to the cynics and doubters and believe that success is impossible or you can know that with faith and an optimistic attitude all things are possible.
2. When I wake up in the morning I repeat the following statement: My purpose is to help others identify their natural talents and use those for the good of mankind.
3. I take a morning walk or other exercise of gratitude. It creates a fertile mind ready for success.
4. Instead of being disappointed think optimistically about where my opportunities are to create a better life.
5. Eat breakfast like a king, lunch like a prince and dinner like a college kid with a maxed out charge card.
6. Transform adversity into success by deciding that change is not your enemy but your friend. In the challenge discover the opportunity.
7. Make a difference in the lives of others.
8. Believe that everything happens for a reason and expect good things to come out of challenging experiences.
9. Don't waste your precious energy on gossip, energy vampires, issues of the past, negative thoughts or things you cannot control. Instead invest your energy in the positive present moment.
10. Mentor someone and be mentored by someone.
11. Live with the 3 E's. Energy, Enthusiasm, Empathy.
12. Remember there?s no substitute for hard work.
13. Zoom Focus. Each day when you wake up in the morning ask: ?What are the three most important things I need to do today that will help me create the success I desire?? Then tune out all the distractions and focus on these actions.
14. Instead of complaining focus on solutions. It?s the key to innovation.
15. Read more books than you did in 2009. I happen to know of a few good ones.
16. Learn from mistakes and let them teach you to make positive changes.
17. Focus on ?Get to? vs ?Have to.? Each day focus on what you get to do, not what you have to do. Life is a gift not an obligation.
18. Each night before you go to bed complete the following statements:
? I am thankful for __________.
? Today I accomplished____________.
19. Smile and laugh more. They are natural anti-depressants.
20. Enjoy the ride. You only have one ride through life so make the most of it and enjoy it.
1. Stay Positive. You can listen to the cynics and doubters and believe that success is impossible or you can know that with faith and an optimistic attitude all things are possible.
2. When I wake up in the morning I repeat the following statement: My purpose is to help others identify their natural talents and use those for the good of mankind.
3. I take a morning walk or other exercise of gratitude. It creates a fertile mind ready for success.
4. Instead of being disappointed think optimistically about where my opportunities are to create a better life.
5. Eat breakfast like a king, lunch like a prince and dinner like a college kid with a maxed out charge card.
6. Transform adversity into success by deciding that change is not your enemy but your friend. In the challenge discover the opportunity.
7. Make a difference in the lives of others.
8. Believe that everything happens for a reason and expect good things to come out of challenging experiences.
9. Don't waste your precious energy on gossip, energy vampires, issues of the past, negative thoughts or things you cannot control. Instead invest your energy in the positive present moment.
10. Mentor someone and be mentored by someone.
11. Live with the 3 E's. Energy, Enthusiasm, Empathy.
12. Remember there?s no substitute for hard work.
13. Zoom Focus. Each day when you wake up in the morning ask: ?What are the three most important things I need to do today that will help me create the success I desire?? Then tune out all the distractions and focus on these actions.
14. Instead of complaining focus on solutions. It?s the key to innovation.
15. Read more books than you did in 2009. I happen to know of a few good ones.
16. Learn from mistakes and let them teach you to make positive changes.
17. Focus on ?Get to? vs ?Have to.? Each day focus on what you get to do, not what you have to do. Life is a gift not an obligation.
18. Each night before you go to bed complete the following statements:
? I am thankful for __________.
? Today I accomplished____________.
19. Smile and laugh more. They are natural anti-depressants.
20. Enjoy the ride. You only have one ride through life so make the most of it and enjoy it.
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