Posted: February 6, 2012 | Categories: Management, Team Building

Here is an all-too-familiar scenario:  Something got goofed up.  It is time to huddle and solve the problem.  So we sit down together and the boss says, “What’s the deal?”

The next thing that happens…finger-pointing and blame.  No one wants to take the rap for the costly error.  (If is wasn’t costly, we wouldn’t be talking about it)

After the blame comes the next phase:  “OK, here is what I think we should do. ”  “No, let’s not do that…I think we should do this.”  The discussion intensifies, and the team finally ends up with the action to be taken.  If this is how your team solves problems, you may be missing an ideal opportunity to make your company stronger.  In order to capitalize on problems, we need to level the playing field and get everyone engaged in the process.  Here is a 9-step method that has stood the test of time:
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Posted: November 28, 2011 | Categories: Management, Sales

December is a good time to employ the 5P formula.  “Proper Prior Planning Prevents Poor Performance” Priormeans before, and I’ve got news for you:  This is the last month before the new year.  What we do now can help ensure a strong launch in January.  Let’s plan…step by step.

Before we begin, we need to remind ourselves that December is also an important month for sales activity.  When I was in sales, some of my most high-producing months were in December.  Sure, things can taper off after the 20^th.  That still leaves a lot of selling days!
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Posted: November 15, 2011 | Categories: Management

J.C. Penney once said, “One of the biggest causes of business failure is the inability to delegate”

In the late 90’s, I was hired by a prominent graphic designer to help accelerate the growth of his business.  He had just completed a book cover for a high-profile athlete, and things were booming.  He had reached the point where he was doing too much himself, and he wanted to be a better delegator.  He talked about situations where he had assigned his team to meet with clients.   One frequent comment he heard was, “Jim, whenever you are not in the room, the value of your company is cut in half”.  I assumed he wanted to change this.  I was wrong.
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Posted: November 8, 2011 | Categories: Management

Alright…I was just kidding.  People skills are important…but how important?

John D. Rockefeller, one of the most successful industrialists in the early 20^th century once said,

“The ability to deal with people is as purchasable a commodity as sugar or coffee, and I will pay more for that ability than for any other under the sun”

Lee Iacocca gave us the Ford Mustang, and he also is credited with leading the Chrysler Corporation from the brink of bankruptcy in the late 70’s to strong profitability within five years.  In his autobiography, he talked about what he called the “kiss of death” on an application.  It was the phrase, “does not work well with others”.  He wouldn’t consider anyone with that on their dossier.
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Posted: September 19, 2011 | Categories: Management

Our unemployment rate is high. People are working more hours due to layoffs, more job complexity, and higher demands. A national Human Resource Group reports that 60% of people do not like their jobs. As Matthew Kelly points out in his book, The Dream Manager, “workers who are frustrated and resentful are not fully engaged. If they are only 60% engaged, they are only 60% employed.”
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