Good Trainers Are Actors.

Make Sure To Set The Stage!

     More and more companies and organizations that have tightened their belts the past couple of years have begun to loosen their training budgets because they are recognizing that investments in training must be ongoing regardless of how crunched revenues become.

     Without continuing training efforts, competitors move in and take charge of sales, customers, markets, communities, quality employee candidates, vendor relations, and entire industries. Status quo is not an option. 

     Having designed, delivered and facilitated nearly 2000 training programs, seminars, and workshops, I feel uniquely qualified to offer forth some wisdom to companies and organizations that are planning or setting out to conduct sessions of their own.

     Following is informed, free advice—small stuff that adds up to big bucks—that will save you time, money, energy, and aggravation. It will help insure that you get your money’s worth out of your training dollars:

     Give program facilitators (especially “outside professionals” you’re paying fees to) advance access to training facilities, rooms and equipment. Allow them adequate (by THEIR definitions, not yours) set-up and workspace “psych-up” time prior to actual scheduled sessions. Insure their privacy during these periods by keeping access by others restricted, including locked doors and covered windows.

     Much of what a facilitator does that’s effective depends heavily on presentation staging, on having familiarity with the setting and the equipment, on having comfortable and uninterrupted rehearsal time, on being able to set up a room and seating and control devices and practice session agenda steps.

     Conscientious leaders, teachers, facilitators like to do “dry-runs” with the use of easels, tripods, display tables, computer and screen projection equipment. They want to make sure of not tripping over a tripod leg as they walk backwards to emphasize a particular point.

     They don’t want to get to the board and find no markers or chalk. Laptop projections and sound system connections can be critical. Some who conduct programs require special lighting, chair and desk arrangements, wall display areas.

     BOTTOM LINE: Don’t expect a professional facilitator or trainer or workshop/program/seminar leader to simply stroll in at the appointed session time and conduct an effective session. You will positively NOT be getting your money’s worth if you do.

     THINK GREEN: Ask for or prepare 2-sided copies of printed handouts whenever possible. Use or encourage note taking and written exercises be done on the backs of typed scrap paper whenever possible. Maintain room temperature slightly cooler than the usual level throughout the session (vs. constant back and forth adjustment). Active sessions generate more heat.  

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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Budget-bashed?

Go for the GOLD!

You thought “Working Under Pressure” was a power-wash business? (I know, enough jokes; get to the free champagne part; OK, keep reading!) 

     Let’s imagine you’ve got a bashed budget in one hand and are limited to the Northeast. Well, that’s not a strangulation script all by itself, but now add to the mix that you’ve just gotten requests from above (in your other hand) to pull off a spectacular meeting at a spectacular location. Sound familiar?

     So how in the world do you find that top-quality all-inclusive, stunning property with less money than you had last year? Like the elusive butterfly that will land on your shoulder when you stop chasing it, STOP looking! This is a time for greatness. And you came to the right place. The champagne’s on ice, waiting for you. Read on. 

     This is a time to rise above the clutter and clamor, to find the exact right place at the exact right price and book it. It will come to you. Close your eyes… no, wait, don’t close your eyes; you’ll miss getting the answer. Here it comes… are you ready? Here it is:

     Take those meager budget dollars out of your sweaty little fist and count out what’s left. Go ahead; I’ll wait. Okay, good. Now, pick up the nearest phone and dial: 1.800.222.2909 and ask for Kristy, Kevin or Dan. If they’re not in, leave a message with your name and number and best times to call back.

     When you get one (or all) of them, tell he/she/them your sad story. Ask what’s possible… and remember to tell them you got their contact information from Hal’s Blog… they’ll throw in a free champagne toast to start or end your meeting (200 people? No problem!).

     Not only will you get everything your boss ever dreamed of and more in a truly spectacular setting with experienced top professional meeting support, food and room service staffs, plus every amenity imaginable, you can meet in private paradise just a 2-hour drive from Manhattan, 3 from Boston.

     From executive ropes course to golf and racecar-driving school to canoeing and kayaking, spacious clean rooms and top-rated casual dining with fresh EVERYthing, even homemade ketchup! The people you bring to this property will never stop talking about it, and they’ll never forget their meeting experience. What more can you ask?

     You want a taste before you call?

     Go to www.InterlakenInn.com right now. See for yourself why top meeting planners have been booking at Interlaken since the Berkshires had Foothills.        

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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Mind Your Own Business!

     . . . Not bad advice for consulting professionals. Why? Because the tendency we all have who are working with and helping other businesses and organizations is to get so caught up in our clients’ affairs and activities that we easily overlook many of our own needs. And we forget how to sell!

     If you’re a consultant in the first place, it’s because you thrive on some form of problem-solving and probably have a wealth of experience to share. You’ve no doubt heard the definition of a consultant as  someone with a briefcase from more than 100 miles away.

     And perhaps you’ve heard about the engineering consultant who charged the gas company $20,175. for his one hour of services, explaining the invoice breakout as $175 for the hourly rate, and $20,000 for knowing where to mark the X on the pipe that was leaking.

     Anyway, what matters in the end is that you remember to mind your own business because—like being able to manage stress (http://halalpiar.com/2009/05/4-steps-in-one-minute-zero-stress/) and remain calm in a catastrophe—you can’t be much help to your clients if your own house isn’t in order!

     This means you need to take periodic inventory (perhaps weekly, or even daily or hourly with some critical consulting specialties… surgery, nuclear fusion, e.g.) that spells out clearly where you are and where you’re going with each client and project. Where you’ve been is almost never important to anyone but you!

     So, scheduling is critical because you can’t afford to be meeting with one client when you’re supposed to be getting work done for another. Going from one meeting to another inevitably takes longer than originally anticipated, and needs to be factored into your travel plans. Telephone and email time needs also to be estimated and booked with time padding to prevent overload.

     With 30+ years of consulting under my belt (management, marketing, sales, leadership, communications, personal and professional growth and development, family business, and business start-ups), I have learned (now getting back to the subject of consulting service sales) that the best way to get consulting clients is to DO consulting!

     In other words, instead of talking about how great you’ve been and how much you know and how great you can be, stop with the BS and simply BE a consultant! Companies don’t hire consultants who are tangled up with contracts and invoicing and credentialing and who dwell on past performances.

     If you’re already talking with a prospect in the first place, it’s because there’s an immediate problem. Roll up your sleeves, get into the trench and start giving away your valuable assessments and advice for free!  Show what you can do instead of talk about what you can do.

Solve or shed light on an immediate problem

on the spot

and odds are you’ll be hired… on the spot. 

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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You still need “Meeting Magic” 

but your budget’s been bashed!

The boss expects you to arrange your next meeting at a 5-star resort with 5-star service in 5-star surroundings at ONE-star prices?? 

     Talk about meeting planners having an impossible job… You’re expected to work miracles without a wand or a prayer… and now, to top it off, your budget’s been bashed. Right? Or am I just imagining things? In the “old days” you could book fancy meetings at fancy locations for fancy prices and get top management compliments left and right. Right? No more.

     In fact, if you’re still on the job, and your organization is still having off-site meetings, you may be what little kids used to call a “lucky duck”! Maybe that’s not a reassuring thought, but what I’m about to tell you can be the most reassuring option you’ve had in years.

     Here it is:I have designed, delivered, and facilitated nearly 2,000 management training sesions, workshops, seminars and meetings nationwide and in Europe and the Caribbean. The sessions I ran took place in some of the world’s finest hotels, conference centers, and campus and cruise facilities.

     I understand the importance of having an experienced, competent, and reliable on-site support team on-call, of not having technical glitches, of having personable engaging staff services from people who know when to provide quiet top level performance behind the scenes and out of the spotlights.

I appreciate the need for knock-out facilities and inspiring surroundings where participants can be both relaxed and challenged.

     I know how good it isto have facility services that are so outstanding that the chef actually visits tables (not while meetings are in session), that someone shows up at your door with a replacement toothbrush five minutes after you call the desk, that nice weather prompts a last-minute request to meet for golf or car-racing or ropes course experiences, or to relocate a session to poolside or lakeside or gardenside and it’s quickly and cheerfully accommodated.

     Yeah, right, you say, at six gazillion dollars per person. Nope. The best-kept-secret location—known for hosting America’s top executive management teams— is available at far less than you paid for your last exotic location booking, and probably far less than you paid for your last boring one-dimensional location booking.

     And odds are, by the way, if the absolute perfect setting and services you seek are likely to be just a couple of hours drive from Manhattan or Boston Commons, transportation expenses will be a whole lot less too!  

     If you’re interestedin knowing more about this no-gimmicks/no-strings-attached opportunity to book the best world-class service facility and location for the least amount of money I’ve ever experienced, return here later this week for the details. If you just can’t wait, email me as noted below.  

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Input welcome anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  # # # 

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“The journey to discovery

is not

in having new landscapes,

but in having new eyes.”

—PROUST

     SO…creating a positive attitude climate for your employees doesn’t mean you have to relocate operations to the islands. It’s all a matter of how people choose to look at things, not the vantage point they commandeer. Here is a six-point approach you can start to use tomorrow morning to create a more positive climate for your business:

     1. GROW YOUR PEOPLE. Know the capabilities and weaknesses of each employee. Determine the fundamental goals of your business, and match those goals against the talents available. Encourage employees to be (as Thoreau once urged) forever on the alert…alert to new opportunities to acquire useful knowledge about the business, about your customers, and about their own individual areas of responsibility.

     2. SHARE THE VISIONS you have of your business goals. Encourage employees to participate in reaching those goals. Share the problems…tell your people what’s going on, but in positive terms and by presenting problems as opportunities…then, listen to their ideas!

     3. DETERMINE WHAT “POSITIVE CLIMATE” CHANGES NEED TO BE MADE. Should changes be made in job descriptions or physical layout to improve working conditions? Be very specific. And take the time and trouble to write it all down on paper with a pen in your hand instead of a keyboard (Yes, it makes a difference!).

     4. SET AN EXAMPLE. If you want to see others act more positively, YOU must act more positively…in bad times as well as good! You will not be fostering teamwork if you rule by threats and intimidation. Praise in public and criticize in private. Be consistent with the goals you’ve established.

     5. REASSESS WHAT IT IS THAT YOU DO EACH DAY, and the ways that you do what you do. Make adjustments to be more consistent with the changes you are making. For example, if you want to encourage better communications, you’ll need to establish a more “open door” policy…and do more listening! 

     6. DEVISE NEW METHODS AND SYSTEMS for developing a more positive climate–such as short weekly meetings to evaluate progress, and a reward system for improved performance.

IN AN OPTIMUM POSITIVE WORK CLIMATE, people know exactly what is expected of them, and where they fit in. Everyone shares the same goals. Employees know how they can be effective, and what kinds of behavior will be rewarded.

What kinds of behavior are you rewarding? Remember that what you reward, is what you get more of! 

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Hal@Businessworks.US or 302.933.0116

“The price of freedom is eternal vigilance!” [Thomas Jefferson] 

Thanks for visiting. Go for your goals. God Bless You.

Make today a GREAT day for someone! 

How REASONABLE is the risk

of combining client interests?

It may very well be that when you decide to merge the activities of two or more clients who you think have compatible interests, you will get stung! You may be setting yourself up to suffer the consequences of their inadequacies.

It’s not just what you see on “COPS”–Odds are that more police officers will be killed and injured in response to a “domestic (family fight) call” than even a robbery or high-speed car chase. Why? Because battling relatives often turn on the police who are entering their home. They see the officers as invading their space and interfering in their private dispute.

Police crisis intervention training calls for officers to immediately separate warring or arguing members of a household to physically go to different rooms, or at least different sides of the same room as a tactic for diffusing the anger, preventing themselves from being set upon, and for setting the stage to encourage reasonable discussion and negotiation.

When you attempt to combine interests of different clients you service on the grounds that you see some mutually beneficial commonalities, you need to be careful in your assessment that you are not an unwanted invasion of one or both clients’ privacy.

Maybe, for example, they simply don’t WANT to work with one another. Maybe they’ve tried it or talked about it in the past (even generations ago) and decided NOT to combine interests. Maybe one suspects the other of undermining. Maybe there’s some professional (or industrial) jealousy present. Maybe one of them suspects you of having ulterior motives. Maybethe employees of one business don’t like the empoloiyees of the other business. Maybe…

ASK each client to be forthright about the idea…what each thinks of it, what each thinks she or he can gain by it, how–exactly– each feels about the other entity. ASK each to reassure you that each is totally supportive BEFORE activating any part of the plan. Meet ahead of time with each separately, and then with both together. Make sure they share the same understandings and goals.

Starting to sound like pre-marriage counseling?Absolutely! In fact, if you perceive even the slightest edge to any of these discussions, a pre-combined-interest agreement might even be in order. OR you may simply decide the winds are not favorable, and back off the deal before anyone steps up to the plate.

Let the track-records of the clients and your personal instincts be your guide in deciding between pursuit, abandonment and modification. Make certain the risks to all involved are “reasonable.”

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Hal@BUSINESSWORKS.US

Thanks for visiting. Go for your goals and God bless you! 

Effective Communications

Requires EFFORT!

If you’re willing to put out the extra effort because clear, concise and accurate communications is important to you and your business, be prepared to take a more active listening role. As you may need to project yourself more assertively, be equally conscious of the need to become a better listener.

Resist the temptation to skip ahead in your mind while someone else is speaking. Stop trying to imagine what’s next and, perhaps even worse, stop reviewing in your mind over and over what has already been said. You can always check that later, or simply interrupt to request a once-over on the part you missed or didn’t understand.

When your mind races ahead of what’s being said, or drags behind to mull over something that has already passed by, you miss the present moment and the statements that are being made, as well as the nuances of expression and intonations that give the words their true meaning. You must work at staying focused and not allowing your mind to drift.

How can you keep your listening and comprehension skills on the front burner? Follow these four simple rules of good listening:

1. TAKE DEEP BREATHS. Just as flames die without oxygen, so will your ability to keep focused on the present moment die out when your “normal” way of breathing fails to get enough oxygen to your brain. By deep breathing (which no one needs to notice if you practice it enough), you will also be prompted to not cross your arms or legs or hands…all signals that subconsciously tell the speaker that you are mentally “closed off” and not receptive; often these nonverbal signals communicate defensiveness as well.

2. TAKE NOTES. Writing down what you hear keeps your brain uncluttered by getting the words from the speaker through your ears, into your brain and down your arms into your hands and fingers and onto paper (or your keyboard, if appropriate for the setting and circumstances). You can keep your notes and look at them anytime without the distraction or taxing of your memory that occurs when you carry the comments or instructions around in your mind like a ping-pong ball lottery drum filled with tumbling numbers. Taking notes helps you listen more carefully.

3. MAINTAIN GOOD EYE CONTACT. It’s a fact that just as you can “hear” a smile, you can “see” what you hear in person. In other words, good eye contact (not staring) communicates attention and interest. You will also absorb more of what the speaker really means by the words used, by watching for gestures and facial expressions in the process. Can you look in the mirror and tell yourself how happy you are while actually communicating something else with your face, hands and posture?

4. PARAPHRASE WHAT YOU HEAR by repeating back what you got from it in your own words, and in the form of a question. “Do I understand you correctly to mean that…?” (finish the question with your own words, interpreting what you think you understood). “If I understand you correctly, you’re saying…is that right?” works fine too. The speaker will be flattered. Asking for examples is another great technique.

The point is to take responsibility for listening carefully and taking notes and repeating back things to clarify and make sure that what is said is what you heard. It’s YOUR job to be sure that YOU’RE right, right?

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Hal@Businessworks.US or 931.854.0474

“The price of freedom is eternal vigilance!” [Thomas Jefferson]

Thanks for visiting. Go for your goals.

Make today a GREAT day for someone!

Okay, Boss…where

do you rate yourself?

     Where do you rate yourself on a scale of 1-10 (10 being highest) in motivational skills?

     You’re a business owner or manager. When’s the last time you put your brain in a blender and flipped it on “Puree”? (Er, never, I hope, but then you wouldn’t likely be reading this, right?) Well, here’s the point: what methods do you use to get people to sit up and pay attention? To jump? To dive in? To follow? 

     How aware are you of the fact that if your associates and employees have the same “take” on your business that you have from the control tower, they wouldn’t be associates and employees. They’d be running their own businesses, and maybe even competing. Sooooo, maybe it’s a good time to consider some new approaches.

     Let’s start by trying something you’re probably afraid to do (most entrepreneurs are): Tune in to other people’s sensitivities, and show them that you are aware of their feelings by directly or indirectly addressing them in the meetings you run, the directions you give, the requests you make, the emails you send, the phone discussions you have.

“I realize and appreciate that some of you may feel uncomfortable about having to share the burdens of this benefit plan reduction we’re making. I know because I am experiencing this cutback as well, but for now we all need to pull together in order to survive and grow. I fully understand the added stress this decision may put on you and your family and can assure you we will make some mid-air corrections at the first possible opportunity” is better than an announcement slip in the pay envelope!

     This is not to suggest you mollycoddle (I do love that word!) every employee sensitivity or cave in to every wimpy request. But it does mean that it’s important to the cardiovascular and musculoskeletal health of your organization to recognize and appreciate that leadership is often defined by one’s ability to relate to and mobilize others. The “relate to” part has to do with sensitivity.

     True leaders know their followers. They know their strengths and weaknesses, and they play to the strengths. They know how and when to challenge, and how to get the most productive efforts from each because they start with sensitivity…and then apply detective skills.

     You cannot motivate others for maximum effectiveness without knowing what makes them “tick” and without knowing what their current needs are. A trophy or plaque means nothing to someone struggling to afford new tires. A cash bonus is meaningless to someone who’s just inherited a big bank account.

     It doesn’t take as much effort as you might think to stay in touch with what your peoples’ lives are all about, and you need not step off the deep end of socializing to know how to reward and challenge appropriately and productively. 

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      . . . I’m open to your input anytime: Hal@TheWriterWorks.com (”Businessworks” in the subject line) or comment below. Thank you for visiting. Good night and God bless you! halalpiar  # # # 

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Goals Schmoles!

No Problem? No Goal.

     If you can’t define your problem, clearly, in writing, in one sentence, you don’t have a goal. Early on in my career, I had one of those experiences that leave neophytes like I was at that time reeling in anguish and boredom, only to learn eventually that I had been a witness to business management greatness.

     I was working for the world’s number one Madison Avenue advertising agency and I was a “creative management team member” assigned to handle the marketing for a Fortune 500 company, one of the planet’s greatest airlines. The boredom set in after being locked (literally) in a fancy Manhattan hotel suite with the six top executives of the airline and the top creative and management team members of the ad agency for four 12-hour workdays and four 3-4 hour worknights, where we ate, drank and slept the airline business.

     The purpose of the marathon session was “to define the problem” that the airline had that we could wrap a major marketing campaign around. The airline chief required that we sort through reports from every department in every worldwide division and review all the problems, from late baggage delivery to delayed flights to food service complaints to air traffic control issues, and on and on.

     It was so much more than I ever wanted to know, and all I could think about was getting home to my family, and eating something besides subs and pizza. But guess what? The problem got defined. The boss insisted that it be written down as a single sentence and that everyone in the room had to accept the wording exactly. I probably don’t need to tell you I thought he was nuts, and that I was seriously thinking about tuning up my resume.

     The end result was that the problem got flipped over into a goal statement that was specific, flexible, realistic and had a due date. We all left exhausted. We worked with the goal statement. We achieved the goal with what turned out to be one of the most productive advertising and sales campaigns in history. In other words the torture produced.

     I’ve repeated the dynamics hundreds of times since over the years. It always works! Always. Define the problem. Be specific and put it in writing and get all involved to agree at least somewhat with the statement. Then rework the statement into a goal and go for it. Crazy extra nonsense work. Crazy? Maybe. Extra? Positively. Nonsense? I don’t think so anymore. Work? Yes it’s very hard work. But it also DOES work. And that makes it about as close to a sure bet as you’ll ever get in business! 

 Good Night and God Bless You!  halalpiar     

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What’s blocking

your success

right this minute is

INSIDE YOUR HEAD!

     Ellen Degeneres says she wants a million Twitter followers. Good for her! That’s her goal. She believes in and sets and has consistently achieved her goals. That should have absolutely nothing to do with you except to set the stage for inspiring you to set and achieve YOUR own goals.

     Remember to make sure your goals are realistic, specific, flexible and have a due-date. Without all four criteria, you have only a wishlist!

     Pay attention to Ellen. You don’t have to like her (I do) or like her politics (I don’t) but she is teaching us all some important life lessons that we never got in school. When you believe in yourself and in your ability to achieve what you want in life, you will achieve it.

     There are skazillions of great motivational and inspirational sayings out there, and –by the way– you need only watch Twitter updates for about 10 minutes to see hundreds of these being tossed out like grass seed. There is no shortfall of resources or words of wisdom.

     The shortfall that is blocking your success right this minute is INSIDE YOUR HEAD! Either directly or indirectly, you are doing something to prevent yourself from making the things happen that you need to make happen in order to reach the point where you consider yourself to be a success.

     If you REALLY concentrate on this, you should be able to figure it out and step over the roadblock. If you simply can’t come up with what and where that roadblock is, get a professional to help you. What that means is a professional shrink, psychologist, psychotherapist, Gestalt therapist, reality therapist, counselor, tutor, traditional physician, nontraditional healthcare professional, lawyer, accountant, investment specialist, personal and professional growth group facilitator, etc.

     If you can’t get or afford professional help, start up or join a group dedicated to serve as a sounding board for business leaders. I ran one of these for years, meeting regularly on Sunday evenings for awhile, just business owners interested in giving and getting ideas and input to/from other business owners.

     Meet. Find one person who can facilitate discussion and buy her or him coffee. Recruit one other person to be the organizer, to get attendance at the meetings, circulate agendas, and publish master contact lists for everyone. It’s that simple. Try it.

     Make it like Twitter LIVE. Just by trying, you will be moving yourself and your business ambitions forward. Stay open-minded, and see what you can learn from others who are experiencing similar dynamics. If it’s not working, call me 302.933.0116. I’ll help you get on a roll.  

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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!