Archive for December, 2008

Sugar Coating is for Kids and Grandmas

December 27, 2008 at 9:46 am · Filed under Career Choices, Interviews With Business Experts, Living Boldly, Professional Development ·Tagged , , , , ,

Susan Young, a professional speaker, writer, and Entrepreneur of the Year is here to share her perspective on communication, personal brand, and self promotion.  Her humor and perspective will provide you with new ways to think about PR.  Public relations isn’t just for organizations.  It’s for you, so get out there and make yourself known.

LISA: The topic of personal PR comes up a lot as an awkward factor for people, especially women.  How can professionals self-promote without feeling like they are bragging?
SUSAN: The key is to spend time and craft your personal commercial. Start with a 3 or 4 minute piece and pare it down into a concise and punchy 30 second promo. You want to weave in your personality, accomplishments and story so it doesn’t come across as a boring resume or a pompous speech. Once you have the written part, practice delivering it in a casual, genuine and authoritative style that complements your written words. Focus on experiences and lessons you have had that reveal highlights of your skills, talents, and goals. Think about what differentiates you from others in your field. What makes you special?

Here’s a snippet from my longer promo: “I started in the news business when I was 12 years old. I had an afternoon paper route and delivered newspapers on my bicycle in my neighborhood in Edison, NJ. When I was 17, I went to college, pretty convinced I was going to write for Rolling Stone magazine. Then I found the radio station….when I graduated I returned to New Jersey and began my radio news career. I worked in New Jersey and New York, as an on-air anchor, reporter and news director. I’ve interviewed everyone from homeless people to presidents and won awards from the AP and Broadcasters Association….


LISA: Tell us about NLP and how it can bring business results.

SUSAN: NLP is a fascinating methodology and the greatest breakthrough in communication, business and psychology since the 1970’s. Experts liken it to what Freud was to psychology. NLP is based on building rapport, sensory awareness, outcome thinking and behavioral flexibility. It’s especially important in business because it focuses on bridging communication gaps, listening, looking for similarities instead of differences and understanding how other people learn and communicate.

NLP teaches us to listen for verbal cues to determine if someone is visual, auditory or kinesthetic. Once we can determine someone else’s dominant modality, we can “speak their language” and build rapport and trust with them. For example, if a desk clerk at a hotel tends to be more auditory (using expressions like “I hear you” or “That sounds good to me”) and a customer who is complaining to her is a visual communicator (using expressions like “Do you see what I mean?”, “Do you get the picture?”) they are not speaking the same language. This makes it difficult to connect and ultimately solve the problem. NLP is used by top business leaders, politicians and athletes worldwide.


LISA: How can habitual sugar-coating-communicators bring more candor into their speech patterns?
SUSAN: It’s important to choose your words carefully. Strong leaders tend to have superior communication skills and avoid weak and “empty” words. They speak with strong and decisive language and tones. Sugar-coating is for kids and grandma’s, not successful professionals. If you want to improve your communication, I suggest two things. First, tape record yourself at home on the answering machine. Let the machine record one of your casual calls with a friend or relative. Privately critique your habits and style. Then start to truly pay attention to how your mentors and other successful people you admire communicate.

Become “Life’s Little Observer” and listen to their speech patterns, delivery, word choice and vocal vitality. Notice how they handle sticky or tense situations. You will start to develop your own style and charisma by being direct and candid. The bottom line is to communicate with confidence.


LISA: In your book, you cover the three most dangerous words people use.  Can you give us a preview of what they are and why?
SUSAN: The three most dangerous words are “I know that.” When someone says “I know that”, their minds, hearts and ears are closed. There is no room for open and engaging dialogue, feedback or conversation. Those three words completely close off and dead-end conversations. It’s virtually impossible to be receptive to anything new if your mind is shut tight. That’s a dangerous place to live.


LISA: Tell us two or three tips MBAs can use to build a personal brand in the marketplace.
SUSAN: In our competitive world, we are required to differentiate ourselves in a consistent way that’s relevant to others. You must connect your brand (values) to helping other people (potential clients). When you are relevant to others and take the focus off of yourself, they will remember you. Tie–in a catch-phrase that is memorable. For my public relations business, I always ask people “Are you the best kept secret? Well it’s time to let the cat out of the bag!” They can relate to that statement.

Whenever they see me, they think –There’s the PR lady with the “free press.” Here are a few examples: I met a cab driver in an airport in Cleveland. He gave me his card, plain white with black letters. It read: “John Simpson-Taxi Driver. No matter where you’re going, I know the long way.” At a recent networking event I attended, a lawyer (they famously get the bad rap of billing by the hour), stood in front of a room of 100 people and said “I’m the lawyer who thinks outside the clock.”. There’s a nun in Philadelphia who dubbed herself “The Fun Nun”. On her business card is a picture of her in full habit with a huge smile. Memorable, relevant and distinctive.

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If we piqued your interest here, be sure to check out Susan’s book Communicating with Confidence: Tips and Techniques for Powerful Business Communication.

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Was Your 50k MBA Worth It?

December 23, 2008 at 4:41 pm · Filed under MBA Trends & Stats ·Tagged , ,

This question is annoying.  I hear it every few months, even though years have passed since graduation.

Do people think that this is a magic string of letters?  Do they focus on the one entitled MBA who was too good to make his own xerox copy?  Do potential students sit at home and calculate the salary break even point?

Like anything, getting an MBA is more about the journey than the destination…hopefully a journey that continues after graduation.  It’s about the people you meet, the way you learn to think, and exposure to new ideas.  You can be great with or without an MBA.

This article prompted my rant, and I have to credit the author with ending in a good spirit.  She says an MBA  “is what you make of it.”  I have to agree.

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Global Marketing Tips from Spain

December 20, 2008 at 10:16 am · Filed under Doing Business in XYZ Country, Leadership Development, Professional Development ·Tagged , , , , , , ,

Berga Comunicacion This week I had the pleasure of interviewing Juan Berga, a fascinating writer, speaker, economist, and consultant from Spain.  Currently, his career is dedicated to helping people and organizations communicate well.  If you’re interested in global business, you’ll also enjoy our trip to Spain in the last question.

LISA: You started your career as a writer.  You’ve since been an economist, communications consultant, and more.  For MBAs who want to switch careers, what advice can you share?
JUAN: I would not advise anyone to be like me. My mother, either. But there are a number of things that I think can be useful for everyone:

  • Curiosity is more important than talent. Researching is the first secret to life, writing, communication and management.
  • Remember, focus on their aspirations, their desires, their ideas, not ours.
  • You are the brand.
  • Do not lie.
  • The beginning is half of everything (The opening of a novel; the beginning of a presentation or speech; the values that inspire us).
  • If we fight we can lose, but if  we do not  fight we are lost.
  • Tell a story (storytelling is so good), but first listen to theirs.

LISA: You work with companies to strengthen their advertising and marketing campaigns.  How do you identify the tone and approach for your campaigns?

JUAN: Everybody knows that the audience is the key. What we all seek is the emotional identification of people with our brand or our product.  Therefore, I try to give our campaigns a focus of empowerment and identification.


I work in two fields, political communication and marketing. In political communications, the tone is alignment with values or behavior. Our last campaign slogan was “people like you.”  I think there is a widespread error in the world of communication these days. My view is that consumers, not corporations, own sustainable development. The tone of my related marketing campaign is “so, what am I doing in your life?”


I believe that two attitudes are important for interpersonal communication: 1) emotional identification, and 2) a “you are the center” approach.


LISA: After dedicating a decade to strengthening the skills of people and organizations, you have contributed to the development of many.  Do you prefer to focus on leveraging existing strengths or minimizing weaknesses? Why?

JUAN: Certainly, Lisa, this is a good question.  It’s one of those of those which consultants like and would like to write a book about.  Here is a vital rule that I advise my friends: “we have to believe in the possibilities rather than limits.” 


However, I confess that I do not have the same attitude about organizations and people. Unfortunately, organizations do not recognize a soul, or a spirit in secular words.  Therefore, the emotional challenges are more difficult to overcome, even with good internal communication based on alignment with corporate goals.


With the people I am a strong supporter of the strengths. I say to my team that “only who is different is essential.” No doubt I should teach them to take on and face the costs of the “difference” (this resource so few value).

 

LISA:  What can we, as individual communicators, do to enhance our influencing skills?

JUAN: My view on this is that the influence is a right that we must earn and in which the self image plays a vital role. I know that this question refers to some leadership skills. I dare to give a few tips:

1.      Look ahead in a mirror and ask yourself if you do things because you have too much fear.

2.   Have empathy with people, especially with your teams.

3.      Learn to manage your emotions to manage the emotions of others.

4.      Give importance to Management By Objectives

 

LISA: You’re from Spain.  Tell us about an interesting custom that we should look for when we visit next.

JUAN: First, walk in the city. Spanish architecture is the most incorruptible witness of history. Then, meet with people. Here, everybody will have a story to tell you.  Do not forget that Spain is an ideal place for all these secret passions that surely you still have, but you will not confesses (from love to soccer).

Of course, if you do not  eat “de tapas” and do not take a “siesta” it is sure that you have not made any of the three previous suggestions.

 

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If you would like to hear more from Juan, check out his business blog. 

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High Altitude Leadership

December 13, 2008 at 7:13 pm · Filed under Human Achievement, Leadership Development, Living Boldly ·Tagged , , , , , , , , , ,

High Altitude LeadershipParental Advisory Warning. This interview is not for the faint of heart.  Don Schmincke is a renegade scientist, author, and leadership guru.  His top selling book, High Altitude Leadership, captures the guts and glory of climbing Mount Everest.  He and co-author Chris Warner translate lessons from the mountain to leadership in the corporate world.  I call them decidedly un-stodgy.

LISA: What prevents people from reaching top performance at work?
DON: Great question, and too many answers. Lack of motivation, recognition, cash, vision, values, good managers, great culture, supportive policies, skills, talent, systems, communication, structure, etc. My opinion? Choice and biology. Choice in that if the situation isn’t a good fit at work, then leave and find a fit. Biology due to the level of factors beyond your control where self awareness of those factors help you find that fit. For instance, jobs requiring an aggressive nature won’t work for someone without the hormones and other biochemicals for aggression.

Sure you can fake it, but it’s draining and you’ll always feel like you’re catching up to the natural players. Or, a position requiring long term strategic thinking will be impossible if your brain isn’t configured for what Dr. Elliott Jaques calls the capacity for cognitive complexity.

Physical advantages in observation, listening, and even pheromone detection vary as well, even between genders. All this is politically incorrect but scientifically accurate; often missing in MBA education. But we’ve trained 7,000 CEOs who confirm it’s right on. Also, I’ve been grilled by Lou Dobbs and a few days ago by G. Gordon Liddy, not lightweights on the controversial issues. Both find the research we do using anthropology and genetics refreshingly valuable.

LISA:  You climb mountains. Talk to us about fear – how does it impact our ability to lead?
DON: In our best-selling book High Altitude Leadership, Chris Warner and I answer this in the first chapter – particularly the Fear of Death. Fear impacts you by causing you to freeze or run, when accepting death removes fear and provides power to leaders. Companies that accepted their death became free to make decisions and create breakthroughs that sent some of them to the Fortune 500.

LISA: Many of our MBA members want to take the leap into entrepreneurship, yet they fear failure. What’s a good first step to break through with confidence?
DON: I love guest speaking at MBA programs and this question comes up a lot. First, it’s best to understand that fear of failure always exists for entrepreneurs. But out of desperation, passion, or even boredom entrepreneurs engage the high risk game of creating something new. Accepting the fear and taking it with you on the journey helps a lot. Let the excitement exceed the fear.

Confidence comes with taking the first step, then the next, then the next, . . . AND, remember that entrepreneurship isn’t for everyone. I had one student who was frustrated because colleagues didn’t get the insights of my first book, The Code of the Executive, based on an ancient Samurai manuscript. I had to remind her that not everyone became Samurai. Similarly, not everyone gets to be entrepreneur. We also need good managers to help take mature business forward to higher levels. This is where a lot of entrepreneurs suck. Many eventually end up holding their companies back.

LISA:  What’s the most meaningful insight you’ve had on a climb?
DON: How to tolerate someone vomiting, and how to go to the bathroom at all angles of inclination.

LISA:  How has climbing influenced you in business?
DON: Other than vomiting and unique bathroom positions, it’s helped me learn more about myself and the level I can push myself even when my body has totally given up. Now if I can just do the same thing when my cash flow has given up.

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If you want more of Don, read the book and check out the leadership assessments on his website.

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Life As An Entrepreneur

December 7, 2008 at 7:05 pm · Filed under Human Achievement, Living Boldly, Living With Purpose ·Tagged , , , , , , , ,

The International Association of MBAs is committed to bringing you interviews from experts and authors who bring unique perspectives.   Tanisha Roebuck, the President of Treasure Enterprises, offers us a transparent look at life as an entrepreneur.  Her background is full of discovery and achievement.  She’s an attorney, an entrepreneur, and a visionary. 

 

LISA: Many of our MBA members dream of starting a business.  What type of strategic planning is important to do to get the ‘life ducks’ in a row before writing a business plan?

TANISHA: Another lesson I learned the hard way when I was looking to start a business was developing a plan first and then moving carefully.  If there were three top points that I would convey to the next entrepreneur it would be:

1.       Do your homework;

2.       Build a solid team; and

3.       Make sure you can handle your own finances before you try to handle a business financial statement.

 

LISA: What is your favorite thing about life as a consultant?

TANISHA: My favorite thing about life as a consultant is being in control of my own time and the ability to help another person’s dreams come to fruition.  After reading Rick Warren’s book, The Purpose Driven Life, I realized that my purpose and gift was helping others.  I enjoy doing for other people.  Now a lot of people have mistaken my kindness for weakness, and to those who try to cause harm to the purpose in which I was created there is a song that goes, “I’m stronger, wiser and so much better”.

 

LISA: Many professionals are concerned about this economic rut.  How can we position ourselves to find the opportunities that lie hidden?

TANISHA: Well, Lisa when I first started and wanted to be in business for myself, it was during the last economic downfall we had in 1999-2000, when I was laid off at Polaroid.  I started examining my “Plan B”.  I was introduced to network marketing and through the various trainings and opportunities that were presented; I saw a whole new way of doing things and learned the term “profit centers.” 

 

Take your typical service station where you get your gas.  These days you can get more than gas for your car, you can get a car wash, candy bar, cappuccino and lottery ticket. Each one of those products/services represents a “profit center”.  Not every one is going to get a car wash, but they most likely will get gas and a beverage.  That service station has now capitalized on the consumer’s dollar by offering more by not leaving money or in this case, opportunity on the table by satisfying a need. 

 

So to answer your question. In order to compete in this economy and position yourself for opportunities that lie hidden, you have to become a “one-stop shop” resource tool.  Offer services and products related to your field by partnering with those who were once specialized.  A prime example is Pizza Hut.  Most Pizza Huts merged facilities with KFC.  For Treasure Enterprises, we offer consulting and management to music artists, professional athletes and small to mid sized businesses.  Since I have my jurist doctorate and over 17 years of legal experience, I am able to consult with my clients as to the various types of business entities and objectives they are seeking to achieve.  I can consult with them on the liabilities they expose themselves to wanting to do XY and Z and with what items that fall outside of my scope, I have relationships with a host of attorneys capable of providing those services.  Some of Treasure’s services include preparing and implementing marketing and business plan, or just being a liaison to a resource desperately needed in their business initiatives.

 

LISA: tough times tend to bring soul searching.  You have a background with wide ranging experiences from law to entertainment to volunteering for Big Sisters.  How do you pull it all together to live a passionate life while not feeling overwhelmed with commitments?

TANISHA: One word: Balance.  Over the last few years, I have had to learn to live with some health issues.  I never use to listen to my body before just worked all the time, but now I know my limits before my health starts acting up again. I honestly think that God has a way of slowing us down so you can smell the roses. There are three things that are important to me and that I have in common with the clients I decide to take on:  1) A relationship with God, 2) Family 3) Giving back to the Community. My family is very important to me so I spend as much time as possible with them because they allow me to be the big kid I am inside and not think about work. 

 

As for not feeling overwhelmed with commitments: the most valuable lessons I’ve learned over the last seven years is to assess who you are and whether you are worth my time to “sow” into.  When you make an investment, you want to make sure that your investment is a wise decision and will produce the types of results you anticipate.  When you decide to work with a person, business or get into partnership with someone, you have to make a proper assessment of their strengths and weaknesses to determine whether it’s worth sowing into in order to yield the proper return.  I’ve learned the hard way that you cannot work or do for everyone because not everyone will appreciate your time and effort.  Time is a valued commodity and something you do not get back.

 

LISA: What’s your philosophy on personal achievement?  What inspires you to do so many great things?

TANISHA: Passion!  Everything that I am involved in has had some direct impact on this journey we call life.  I love music, I play the piano and sing and when I can’t find the words to express exactly how I feel, I find a song that passionately expresses my feelings.  So, I respect artists and their craft and enjoy discovering, developing and promoting talent.  Treasure Enterprises encompasses all of the things I am passionate about in my own life and because it is important for me to be “selfless” vs. “selfish” with the talents I have been blessed with, I seek to share my knowledge with others and make things happen for them without all of the mistakes I have made along the way.  Treasure Enterprises will be the conduit for artists, professional athletes and businesses owners for PURPOSE DRIVEN RESULTS.

 

After my divorce and vehicle accident, I lost everything I had worked many years for and my credit is still in recovery, I met my business partner Brooke Lindsay and she was already helping and educating people on cleaning up their credit and making better financial decisions.  If I only knew then what I know now, I would be further along in the preparation process for the economic times we are experiencing right now.  I have a new found respect for money and how to handle it. I believe it is important to share knowledge with other people to help them from making the same mistakes I made.  Alpha Financial Solutions, LLC helps repair your credit and teaches you how to make better financial decisions for the long haul.  For more information on our corporate seminars, employee benefits or personal evaluation, contact Brooke Lindsay at 877-239-9820.

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Does Your Workplace Resemble an Episode of The Office?

December 4, 2008 at 8:13 pm · Filed under Professional Development ·Tagged , , , , ,

Roberta MatusonWhy can’t we all just get along? Baby boomers call Gen Xers slackers.  Gen Xers laugh when millennials send text messages to a person three seats down.  If you see these things in the workplace, read on.  Roberta Chinsky Matuson, the President of Human Resource Solutions is an expert on generations in the workplace.  Her firm provides consulting and training to resolve intergenerational conflicts.  She even has a blog that helps us capitalize on each generation’s unique perspectives at work.  She’s also a fellow MBA and entrepreneur, so I asked for her perspective on those topics as well.

 

LISA: As a fellow MBA, you’ve seen many of us focus on achieving big titles and big pay.  What is your perspective on how to best lead from our current roles, whatever they might be?

ROBERTA: With big titles and big pay comes big responsibilities. Sounds real exciting when you are in your twenties and thirties. Then comes the reality of having a partner/spouse, children and perhaps an aging parent or two. Soon you are wishing for the good old days when you could leave at 5:00. Given the current state of the economy and the postponement of retirement of Boomers, many MBA’s will find themselves in the position of leading in place. This means setting a good example and mentoring those who are behind you on the ladder. Be patient. Your turn will come.

 

LISA: What led you to study generational harmony, and what can we learn from each other when we open our minds?

ROBERTA: I witness so many misconceptions because people were not taking the time to really get to know one another. They were making decisions on assumptions. When we open our minds, we learn that we are really not that different. Most people want to feel valued and respected and treated as if they matter.

 

LISA: Do you see risks in living perpetually plugged in? How do today’s ambitious professionals reconcile the desire to ‘have a life’ and simultaneously make big strides at work?

ROBERTA: If you are sleeping with your Blackberry then you certainly have a problem. Most of us are simply not that important that we cannot be unplugged for eight hours. I would suggest setting boundaries right from the beginning. Make it clear that you will not be checking e-mail while on vacation nor will you be responding to calls made to your home at all hours of the night.

 

LISA: You’ve spent years as a career expert.  Where do you get people to start when they ask “how do I figure out what I want to do when I grow up?”

ROBERTA: I recommend people start by building a list of everything they enjoy doing and figuring out what types of careers align with this list. Sometimes I advise people to just give it a try. Who knows, you might enjoy a job you never considered.

 

LISA: Several of our MBAs have commented that networking events seem to be shallow business card exchanges.  What is your opinion on networking events, and how can we make the connections more meaningful?

ROBERTA: I am imagining they feel that way because most people go there to “work the room.” They try to collect as many cards as possible and then they go home thinking they have had a successful evening of networking. Nothing could be further than the truth. Set a realistic plan for yourself. Perhaps it is to meet two people who would be willing to meet with you for a coffee. If you find yourself monopolized by someone who is clearly not who you came to meet, politely excuse yourself and try to meet other people in the room. 

 

 

If you want to hear more from Roberta, subscribe to her monthly newsletter for tips, articles, and resources.  If you’re trying to figure out how to navigate this tumultuous job market, check out her job search program.

 

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I Thought I Was On Top of the World, But the World Was on Top of Me

December 3, 2008 at 9:26 pm · Filed under Leadership Development ·Tagged , , ,

Yesterday, I had the opportunity to see Rick Belluzzo, former President and COO of Microsoft.  His 14 months at Microsoft may have been controversial, yet I found his speech inspirational.   He used a phrase that resonated with me.  It was “enduring impact.”   The concept could apply to a project, a role, or your life in general.  Ask yourself, “what is my enduring impact?”  In a word, how does this thing I’m doing make a difference in the world?

He defined leadership as connecting with people and caring.  Rick was pretty open about the good times and the bad.  In fact, the title of this post is a quote he used to describe his state of being at work when he was a young, first time manager at HP.  After his team tried to get him fired, he listened and vowed to get better. 

So, what is your enduring impact as a leader?

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Real Life B-School With Seth Godin

December 2, 2008 at 9:40 pm · Filed under Career Choices ·Tagged , , , ,

I’m a fan of Seth Godin and his perspectives on marketing.  Purple Cow is my favorite book of the many he has written.  He is offering an “apprenticeship/not-internship/graduate school/charm school track-changing opportunity” to a few people this winter.

He’s not charging for being your Yoda for several months.  What’s in it for him?  He gets your brain power to work on his projects.  What’s in it for you?  You get his brain power contributing to your project.  If you’re willing to take the leap to live in NY and apprentice with this marketing genius for six months, take a look at his offer.

Be warned, he pokes fun at some MBA programs.  In fact, this project is being marketed as an alternative to business school.  Nonetheless, any MBA could learn serious street smarts from Seth.

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