Exceptionally Rewarding?

OR Extremely Frustrating?

     Common to most volunteer groups  I’ve experienced as a management consultant and trainer is that they bite off more than they can chew! Goals are generally vague and too all-encompassing, which creates feelings of frustration, prompts rapid turnover, and frequently results in failure.

     Remember that group goal structures  and criteria are no different than the ones I’ve discussed here for individuals. http://bit.ly/aaCJpz     http://bit.ly/ay6N2C   are two good examples worth checking] 

     For a goal to be a genuine goal  and not a “wishlist” item, you’ll find at the above links — among other points — that a goal must be specific, realistic, flexible, and have a due date, and it must adhere to all 4 criteria. You may want to re-read the last sentence. It contains the guts of establishing goals that work for individuals as well as groups, and it’s worth giving some thought to each of the 4 criteria.

     Why are meaningful goals  particularly important in working with volunteers. Because achievement leads to feelings of success, and feelings of success are the ONLY attributes that can sustain and justify volunteer effort. 

All other problem solutions mean little unless (volunteer group) members feel that they are progressing toward an achievable goal.

     According to  the training profession benchmark University Associates Editors Jones and Pfeiffer in one of their classic  Annual Handbooks for Group Facilitators, “All other problem solutions mean little unless (volunteer group) members feel that they are progressing toward an achievable goal.”

     One way to accomplish the task  of setting realistic objectives — based on consensus and group decision-making methods — “is for volunteers to set aside a block of time to devote totally to planning,” say Jones and Pfeiffer.

     Volunteer groups,  the much-acclaimed editing team experts go on to say, also need to establish meaningful and appropriate contracts between group members and the organization. And these contracts need to spell out what each individual can and will do.

     To function at a high performance level,  volunteers should also have regularly-scheduled group meetings, individual written job descriptions, and a permanent agenda item of “Are we meeting our job descriptions and how should they be upgraded as we go forward?”

     Leadership and accountability  require designation of project leaders and a volunteer coordinator, plus a “buddy system” orientation arrangement for introducing new group members. Rewards (e.g., expense grants, certificates, academic credits, extra training opportunities, news release coverage, commendation letters), and attention to the process that evolves are all critical ingredients in making volunteer group leadership work.    

# # #  

When you give people the

benefit of doubt, they’ll take it!

     If it’s leadership  you seek to provide and succeed with, DO NOT give people “the benefit of doubt”! Just don’t! I think that 99 times out of 100, you’ll be sorry! You’re in sales, or you own your own business, or manage a business or major part of a business… all, one in the same; all require you to be selling something all day every day!

     When you give someone  — a customer, a prospect, an employee, a vendor, a referrer, an investor — the benefit of doubt, she or he will take it. And what creek does that leave you up without a paddle? Why set yourself up for reaping non-performance?

     Isn’t it like having someone  with a poor track-record for reliability telling you the check is in the mail? What’s the worst that can happen by you being an assertive non-believer? You end up making a wrong judgment about some one’s behavior? Then apologize and get on with life.

     It happens every day.  Life is too short to wallow in having made a bad judgment call. On the other hand, by calling the other person’s hand (politely of course; nowhere here am I even suggesting a demanding or arrogant or feisty or pushy or aggressive tone; nowhere!), you will simply be jogging a slow responder.

     My best totally non-cynical guess,  by the way, is that slow responder is a term that probably describes a minimum of half the people on the planet. And many of these folks will actually be grateful for the little prod. So stop annoying yourself with thoughts that you may be annoying to others.

     Your job  is to get your job done, right? And hopefully it’s to accomplish that task in the most respectful and considerate manner possible. But maybe it’s time to examine whether you are in fact getting your just reward, getting what you’re entitled to, and getting your due in a timely fashion.

     I’m not just talking about collecting payments here.  Decision-making delays are at least as big, if not bigger, of a culprit to contend with. It doesn’t take long for a sales pro to learn that “maybe” is the worst possible response to get from a prospect or customer. “No” means you can cut the line and let the customer or prospect drift out to see with a smile and wave.

     “Maybe” means now you have to hang on  to making repeated efforts at repeated expense with repeated energy and still only have 50-50 odds of success. People who say “maybe” or tell you to “call back” next week, next month, next year, are, in my opinion, time-wasters 99% of the time!

     They do not deserve the benefit of doubt.

     And if you give it to them,  repeatedly, you may be looking at some pretty miserable odds for ulcers and business failure. I once had a very successful and highly respected sales manager who kept this sign over his desk:

BE NICE. BE FIRM. BE DIRECT. BE UNDERSTANDING.

LISTEN. BUT DON’T GIVE OR TAKE ANY CRAP!

GET (AND VALUE!) A “YES” OR “NO”!  

# # #  

I was down, but now I’m up,

cause the book is out . . .

and the book came in!

     And it’s even better than I imagined.  I couldn’t be more pleased than to be in the company of such warm-hearted and talented authors as are represented in the new Nightengale Press book THE ART OF GRANDPARENTING.

     It’s a terrific collection  of essays and short stories. Included is an engaging short story I’ve written about a Grandpa’s visit from his Granddaughter. You have  been hearing my horn toots for weeks on end, and the book is now officially born. If you’ve ever even thought about grandparenting, this collection will charm the socks off of you.

     If you are a grandparent,  or have a grandparent, or are about to become a grandparent, or are on the cusp of making someone a grandparent (!), get this book. It is  warm, witty, enlightening, laughable and provocative. It is all about grandparenting in today’s life, about not tsk-tsking kids for text messaging, but knowing what “txtmsging” means (along with LOL and W8 and <3 and ;<).

     It’s about the challenging,  undefined, and ever-changing role of providing value systems, camaraderie, spiritual support, encouragement and challenge without overstepping bounds or compromising parental control, without risking parental jealousy or being an annoyance. It’s about walking a thin line of leadership influence and letting your presence (note, not presents!) do the talking.  

     Am I excited about this? Does a baby need a diaper change? Sunday (9/13) is Grandparent’s Day. There couldn’t be a nicer way to express appreciation or honor a grandparent you know —anytime from Sunday, forward— with a copy of this refreshing new book. [Ordering details below]

     We’ll get back to business as usual  (if there is such a thing) tomorrow. Right now, I’m happily signing the first shipment of forty sold copies, while looking forward to sending one your way soon.

# # #  

Consultant: person

from 100 miles away

with a BlackBerry and laptop.

You better believe it  that clients give more respect to consultants from “out of town.” Besides that the out-of-town guy’s perspective is “totally fresh,” clients love to talk about the fact that they have a consultant who’s “totally hosing” them!

Why?  Who knows? And who cares? How to UN-do this unrealistic, warped mindset is what really matters. The best consultants are those who get the job done on schedule, pleasantly and reasonably.

And, by the way,  EVERY client loves consultants who are willing to work on a partial performance incentive basis! Hey, why not? Prove yourself. If you’re so sure you can solve the problem, you should be willing to bet part of your compensation on it, and of course charge more … especially where sales or savings commissions are possible! You can be fairly certain the out-of-town guy won’t do that.

First of all,  if you’re serious about wanting to do consulting work of any kind — regardless of your expertise — start with and communicate confidence (not cockiness!) by recognizing that you know more about the subject than any client, or your services wouldn’t be required.

Second,  roll up your sleeves and get to work being a consultant before you’re even hired to be a consultant. Show the client how you function be getting right to the heart of things. Take any minor issue raised in a discussion and ask questions. Listen carefully. Analyze and make recommendations. Do it in a relaxed manner.

And stop worrying  about giving away your expertise by solving problems that you’re not asked to solve and that you’re not being paid for yet. If you think you can do it, do it!

Avoid getting tangled up  in contracts, long-term agreements, petty lawyer-style compensation terms (Do you want to pay someone by the quarter hour for reading your email or letter or for listening to your phone call that outlines the basic logistics of what the working arrangements will be?) Like NIKE says, Just Do It!

If repeat business and referrals  are important to you (duh!), then focus on getting the job done, instead of telling how great you are. Track-records don’t produce sales unless you’re a major name athlete. Ongoing demonstrations of knowledge and know-how, and resources, and ability to communicate clearly will land the assignment AND solve the client’s problem.

When I started as a consultant,  I hired a consultant to “sit in” as my “assistant” and then later badger me with devil’s advocate questions to force me to stay tuned in and come to terms with my own problem-solving and communication skills. It was worth every penny! (Uh, you DO remember what a “penny” is?)

Bottom line:  There’s NOTHING can compare to working for yourself! If you’re out of work, have special knowledge and skill, have integrity, communications skills, and confidence … stop making excuses and go for it. You don’t need a BlackBerry and laptop. Just start with a phone, email capability, business cards, and determination!

# # #

It’s your business to keep

healthcare a business!

     Successful businesses  run on management that’s charged with taking responsibility to match authority. Yet we continually empower politicians to assume authority without making them accountable for taking responsibility.

     We elect and empower  people who are not business leaders, and they in turn appoint and empower other people who are not business leaders. And then we sit back and expect business leadership? You know what? We’re just not getting it.

     This whole healthcare fiasco  is proof of the pudding. It is impossible to dictate success because success is in fact determined by exercising the ability to rise above dictatorship.

     Federal Government  mandated healthcare cannot succeed because it will break what little is left of our economy’s backbone. And all of us will pay for that failure with our hard-earned tax dollars! 

     If you think $3-$4 per gallon regular  fuel costs are bad (and it was $2.75 today and rising in Eastern Pennsylvania), and you think healthcare insurance is outrageous, and that there’s a real shortage of good, qualified doctors available to choose from, think again!

     You may indeed  want to reconsider rushing to endorse the proposals our UN-businesslike Federal politicians are trying to ramrod into existence by emptying our wallets!

     If healthcare cannot be promoted  and run as a free enterprise competitive system and administered on a state-by-state basis, it doesn’t stand a chance of surviving… and the government’s feeble attempts to throw tax dollars at the auto industry will pale by comparison because the crash of healthcare will be paid for directly out of our own pockets for decades to come.

     While we’re at it,  by the way, education is the next explosion waiting to happen. Getting government hands off of healthcare will go a long way to getting government hands off of education.

     And if you’ve ever had a dream for yourself and your family, it should be for both of those events to occur. Why?

     Because when all is said and done,  NO one knows your and your family’s healthcare and education needs better than you and your family, and those needs are different in Delaware than they are in California, or Maine or Texas!

[Note: For what it’s worth, besides having seen Pennsylvania’s gas prices myself today (!), I have decades of experience as both an educator and as a healthcare management consultant. What’s offered above is NOT a matter of loose, unfounded opinion; but if you doubt, do your own homework!]

# # #  

Are YOU on my desk?

     As I look around me,  I see notes and slips of paper with phone numbers and phone messages and email addresses and reminders… all people who have said they are definitely interested in moving forward with business consulting and/or writing services… all people who have not followed through even though I have offered gentle reminders.

     If you commit to someone  that you intend to do business with at some level, and especially when you set a target date, either do it… or call that person immediately to let him or her know that you have second thoughts, other thoughts, no thoughts… whatever! But communicate!

     In street lingo,  it’s referred to as “S*@& or get off the pot!” and it means exactly that!

     How can you expect  to build or maintain any kind of reputation for integrity when you tell people one thing, and do another?

     How can you expect  people to think respectfully of you and your business when you don’t treat them respectfully?

     Does this mean  sending out an RFP to “outside” services and then not communicating about it once the proposal is submitted? Of course! Doesn’t every proposal require some explanation? 

     Does this mean  agreeing to have the information a product or service provider needs in order to complete an order into her or his hands by a certain date, and then honoring that agreement (or immediately notifying the other party of the need for a delay)? Of course!

     Does this mean  honoring a customer discount offer that’s presented 24 hours after the expiration date (regardless of reason offered)? Of course! 

     If you are on the receiving end  (or actually, non-receiving end might be more appropriate) of any of these kinds of situations, you may need to re-negotiate your relationship to the point of having to ask point blank:

“Are you interested in moving forward with this as we’ve agreed, or not?”

(If YES,  “Let’s set a deadline of _____ for getting _____ done. Okay with you?”)

(If NO,  “What specific things can I do right now to get us back on track?”) 

Putting things off , like services you contract for, or not providing essential input for those services to do what you’re paying them to do, is a losing proposition for all involved. And the cost of not communicating is lost integrity. Neither is a healthy business practice!

# # #  

When you’re getting screwed…

• Scenario A.  You bust your butt to provide the Smashface Cosmetics Company with superior package designs. Your performance exceeds their expectations and definite sales can even be traced to your efforts. . . They thank you and tell you that they’ll not be honoring your agreed-to fees, and you’ll have to accept a 30% cut because “as you know, times are tough right now”! 
• Scenario B.  The Breaka Ubones Surgery Group thanks you for putting in 20 hours a week (instead of the contracted 10) to develop their medical practice, but you haven’t delivered them enough hip and knee replacements in the past 30 days and they need the fee they’re paying you for a golf sponsorship.
• Scenario C.  Your management/marketing consulting input resulted in the Half- Moon-Half-Hour-Room-Rental Motel purchasing 14 new mattresses that are now bedbug infested. It’s your fault, they say, and they refuse to honor your management consulting fee until all the bedbugs are gone, and even then, only if you do them a free website upgrade and revise their brochure.
• Scenario D.   You get an audience with a major company that asks for rush help launching a new product. You do a quick come back with a comprehensive startup plan. They thank you then issue a RFP to four of your competitors for the same job. . . You ask to be included. They agree. You work for three full days, produce a ten-page proposal that works (at 30% lower fee than others propose). They hire a firm that gives them a fancy presentation, and then ask you to submit ideas for another project.

HA!  YOU MUST BE KIDDING!

FIRE ‘EM!

T H E Y    D O N ‘ T    D E S E R V E    Y O U .

     Besides, they’ll make you broke,  and they’ll never respect you anyway. Get rid of them. Walk away. And unless your brother is a great business lawyer, forget about pursuing legal action. Just take it on the chin, and walk. Of course you can afford to let them go. How affordable is it for you to continue? Use the time and energy you save to go get a new client!

     There comes a point where your time and energy are not worth the hunt.  And you need to be able to drop the deal and move on to other people and situations where you can make a difference and where your input will be respected. Integrity always finds its reward!

     Life is too short  to waste time and energy on stupid people with hidden agendas. 

# # #  

RIP Police Officer Chad Spicer

Tonight’s blog post is dedicated to the family of Georgetown, Delaware, Police Officer Chad Spicer, 29, who was killed by gunfire last night in the line of duty during what was an attempted speeding vehicle stop after an apparent drug deal had gone bad. Officer Spicer leaves a wife and 3 year-old daughter. Another officer was wounded. Two suspects were apprehended; a third is still at large as of this writing. Details and family donation information are available at www.wgmd.com Rehoboth Beach radio.             

     It is a sad day indeed on Delmarva Peninsula.  Once again, we live through the senseless murder of a brave American who gave his life to protect those of his neighbors. One thing’s for sure, he never imagined leaving his family and friends behind like this when he woke up yesterday and reported for duty.

     If the odds for not surviving  another day haven’t crossed your mind lately, let this terrible incident be a reminder. We live lives too short as humans to devote our energy, time and attention to all the business stresses that run through our minds and shudder through our bodies every day.

     We may think that the older we get,  the closer we move to death’s door, but death makes so such exception when the suddenness arrives unannounced. When that moment is here, will we want to have spent our years and months and weeks and minutes being worried about business events that haven’t yet come… and may never?

     Will we want to have spent our time on Earth  dwelling on past business events that are over and done with, and about which we can do nothing to change? Just because we own or manage a business, do we use that responsibility as an excuse for mistreating ourselves and others, or even for wishing ill-thoughts?

     As our businesses go, so go opportunities to grow and help ourselves and others to better appreciate the riches of all that surrounds us every day. It’s easy to bitch and complain, to make excuses and blame. But “easy” is not part of being human. Genuineness is. Love is. Caring is. Hard work is. Service to others is. A sense of humor is.

     Business is our tool.  Let us use it to lead others to cultivate life by thinking and acting positively in all that we do. It may not always be possible, but it’s always possible to try.   

# # #  

Travel in circles

of authenticity!

     I used to teach  my entrepreneurship students to carry their business cards everywhere. I even suggested that a couple of laminated cards tucked into a bathing suit pocket or workout or yoga bag wouldn’t be a bad idea. They thought I was nuts!

     I’ll tell you what…  you find me someone who is a self-made business success who doesn’t always have a business card available, and I guarantee you that an inheritance played some role. Proactive business owners and managers know that most explosive business opportunities come from where you least expect them.

     I’ve had people  track me down with a ten year-old business card that no longer had the same address and phone numbers. And of course you can find anyone these days on Google. The point is to not discount the value of every contact you make every day.

     Networking isn’t about  a great grip handshake, a business card exchange and a teethy smile. Networking isn’t a flashy passing or a thunderbolt. Networking is all about cultivating the relationships you initiate.  Here are four thoughts, and a bottom line…

One:

Take the time and trouble  to jot down the date, event, and some memorable trait or visual or vocal characteristic or attribute on the back of every business card you collect. “Red hair / wire-rim glasses / unbuttoned collar / infectious laugh” are the kinds of comments that will help bring the individual back into focus after a hundred other cards and a hundred hours pass. 

Two:

Write something personal  on the cards you give out, especially to someone you really want to remember you. Scribble a connecting website or 2nd email address that’s not printed on the card, your cell number, or a book title you recommend.

Three:

Follow up. Follow up. Follow up.  Nobody does it. I’m not talking about being annoying or badgering; don’t waste your time. I mean if someone mentions they have a child with a special interest or need, and you run across information that’s related, send it along: “Saw this and was reminded of our discussion; thought you might be interested.”

Four:

The biggest and/or best business deal  you ever get is likely to come –as they say at the ballpark– from out of left field. It may be a contact you never dreamed of being productive, or one that comes as a second or third person referral from someone else who you never thought even noticed you.

The Bottom line . . .

Don’t write anyone off. 

The world is getting smaller every day.

People who like you and what you have to say

will talk about you and make sales for you . . .

when you least expect.

Oh, and expectations, by the way,

breed disappointment.

Value and appreciate everyone you encounter

regardless of appearances or stature.

What goes around, I’m reminded,

comes around!

Travel in circles of authenticity! 

# # #

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Hal@Businessworks.US   302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

Mandated national healthcare

means mandated

national poverty!

There is only one solution  to dealing with U.S. healthcare costs escalating faster than inflation:

Business competition through privatization on a state-by-state basis.

The sooner  the government gets this and takes REAL steps in this direction, the quicker we’re going to see healthcare that’s both meaningful and affordable! 

There’s no longer any doubt  about it. Just listen to the experts. Look into the heart and soul of your own business experience. Small business simply cannot survive the financial crush of a mandated, dictated, universal healthcare plan for all citizens!

If you own or operate a business,  and you are not all-out crusading for healthcare delivery through business competition and privatization on a state-by-state basis, you are living in fantasyland.

Your business will  positively surf into the poorhouse on the next big wave. You and your business have one chance to survive, and only one…

That single chance rests squarely on your shoulders. It may require you to take steps you’ve never taken before.

It requires you to  contact your elected representatives and tell them that you do NOT want dictated, mandated healthcare because it will break what’s left of the economy’s back, bankrupt small businesses everywhere, and lead to exceptionally LOW quality professional care.

After all, do you  really want some know-nothing politician from 2o States away dictating what doctors you can and can’t see for a sick or injured loved one, or for yourself?

Are you ready and willing to put your life decisions  in the hands of someone with no healthcare knowledge, and who doesn’t even understand the business of healthcare, and then –on top of all that– end up with an inferior, low-grade, poorly-trained care provider?

We have decision-makers who lack even basic business knowledge and experience but who are making business decisions about our healthcare that are impacting all of our lives.

We (all of us who own and operate our own businesses) need to barge into this  the same way we would if some unknowledgeable, inexperienced upstart arrived at our doorsteps tomorrow morning and tried to wrest control of our businesses from us.

These are,  after all, the circumstances that are in fact headed for our doorsteps right now.

Will YOU speak up  to protect what you have built and created and what is rightfully yours, or stand aside and let uninformed outsiders rush in to re-set your business stage with fantasy props and the underpinnings of bankruptcy?  Call. Write. Email. Today. 

# # #