February 14, 2009
Q. I’ve considered cross training many of my employees, but it can be costly and take away from each other’s real time activity. Please share any thoughts you may have on this subject.
A. The time has never been more right to initiate cross training in any organization. In fact if you are just now thinking about it, you are probably a bit behind the curve. I have always been a proponent of “continually train your replacement” because you never know when an opportunity is going to pop up and there will be no one ready to step into your shoes. You should be training ahead of you and behind you as well.
When insecure managers and employees hear that statement, they will respond with, “…if I train him/her to do my job then they won’t need me!” When confident and secure managers and employees hear that statement, I get responses like, “….sounds like it would make my job easier; or there will be no excuse for me not getting a promotion if I have my replacement ready to continue on in my place.”
Cross training in 2009 is paramount to survival! Allow me to share a story with you to demonstrate this concept.
An executive for a major telecommunication company that I’ve known for many years told me last week that he had been ordered to attend 100 hours of classroom and hands on cross training from the wireless arena he is in, with the landline and data group. When I asked why, he said this order has gone to all wireless people to get cross trained because the union on the landline side has ordered a strike in March 2009 of 50,000 employees!
He went on to say, “with the state of the economy as it is, our top line management is upset and doesn’t plan to take this laying down, so we are cross training several thousand other employees to step in and take control. It’s like the potential strikers don’t realize the importance of their jobs, and how it will affect tens of thousands of other people not only in and around the telecommunications theater, but the customer base as well.”
This defined cross training under these time constraints are very costly and should have been done over time to keep people ready and spread the costs over a period of time. But the good news is, they are doing something about it. You should do something about it in your organization as well. If you are living under a rock or believe this will never happen to me, remember that the graveyard is full of people who only got shot once! Is your company ready? Are you ready?
Cross training has many benefits including employees offering a different prospective of any given job, cost saving ideas, a work force that is ready for anything that comes their way and a great morale builder because employees want to feel wanted and needed. Most employees want to do an exemplary job; most employees only want a chance; most employees will excel when given the opportunity to share their ideas. Don’t micro manage employees but rather embrace their abilities and your retention will improve, quality will improve and the overall strength of your company will improve.
As always, I wish you a tremendous week. Call or write if I can be of any assistance to you.
Regards,
George F. Mancuso
Gman Business Resources, Inc
www.gmansearch.com
Nationally recognized Retained Executive Search and Employee Retention Specialist.
2/8/09
Refresh Your Business
February 8, 2009
I am looking to create new services and products in my business. What are some simple ways to put me in a position to do so?
Much has been written about creativity in individuals and formal processes to foster innovation in companies. What you seem to be talking about is in between, where you want to create a space for your company but where you are the company.
Convert problems to ideas: The stimulus for new ideas comes from being forced to focus on solving a problem. In almost every case, there are better ways to solve, or avoid, a problem. See problems as needing a new approach, not just something to power through using common wisdom.
1. Create an innovation system: Creativity exists in all organizations and in all individuals, but it is rarely channeled and deliberate. Make innovation intentional. Set up a time and set of steps to think about the nature of problems, the inputs and processes commonly used to solve them and the satisfaction of the outcomes. Where are alternatives possible?
2. Make your sense of pain or urgency drive innovation: New ideas may be spontaneous but translating them into actionable processes or products requires emotional attachment. You have to see excitement or promise in new ideas to move them from thought to action.
3. Hang out with other creative people and/or people who have the same problems you face: The same thinking yields the same results. Innovation is most fertile when several disciplines come together. Make it a point to get to know other business professionals who work in other industries or disciplines and ask how they would solve a common problem.
Tip: Make innovation a deliberate part of your business strategy. Considering that professional services has about a three year life (at least that was conventional wisdom a few years ago), you need to replace or refresh a third of your services every year. Write down a few problems you'd like to solve or services you'd like to introduce. Introduce yourself to a steady stream of new prospects to discuss these ideas and help them innovate as well.
Month two of 2009 has begun. Are you doing your part to grow yourself, grow your company and help your peers grow as well? As always, here is my wish that you have a tremendous week. If you feel Gman can help, please call or write and we will respond immediately! Your comments and/or suggestions are always welcome.
Regards.
George F. Mancuso, CPC
Gman Business Resources, Inc.
I am looking to create new services and products in my business. What are some simple ways to put me in a position to do so?
Much has been written about creativity in individuals and formal processes to foster innovation in companies. What you seem to be talking about is in between, where you want to create a space for your company but where you are the company.
Convert problems to ideas: The stimulus for new ideas comes from being forced to focus on solving a problem. In almost every case, there are better ways to solve, or avoid, a problem. See problems as needing a new approach, not just something to power through using common wisdom.
1. Create an innovation system: Creativity exists in all organizations and in all individuals, but it is rarely channeled and deliberate. Make innovation intentional. Set up a time and set of steps to think about the nature of problems, the inputs and processes commonly used to solve them and the satisfaction of the outcomes. Where are alternatives possible?
2. Make your sense of pain or urgency drive innovation: New ideas may be spontaneous but translating them into actionable processes or products requires emotional attachment. You have to see excitement or promise in new ideas to move them from thought to action.
3. Hang out with other creative people and/or people who have the same problems you face: The same thinking yields the same results. Innovation is most fertile when several disciplines come together. Make it a point to get to know other business professionals who work in other industries or disciplines and ask how they would solve a common problem.
Tip: Make innovation a deliberate part of your business strategy. Considering that professional services has about a three year life (at least that was conventional wisdom a few years ago), you need to replace or refresh a third of your services every year. Write down a few problems you'd like to solve or services you'd like to introduce. Introduce yourself to a steady stream of new prospects to discuss these ideas and help them innovate as well.
Month two of 2009 has begun. Are you doing your part to grow yourself, grow your company and help your peers grow as well? As always, here is my wish that you have a tremendous week. If you feel Gman can help, please call or write and we will respond immediately! Your comments and/or suggestions are always welcome.
Regards.
George F. Mancuso, CPC
Gman Business Resources, Inc.
2/1/09
Start Growing You and Your Company Again!
Q. Have you stopped spending? Do you still go to restaurants, put gas in your car, attend social events, seek new opportunities, contribute to your charities, attend church, and/or participate in school activities with your kids? Have you stopped living? Of course not! We are all continuing with our lives even though it’s not exactly business as usual.
A. I was visiting with two of my very good friends this week and we were discussing the state of the economy and the deplorable media blitz that truly portrays doom and gloom everywhere. For months I have been complaining about the how the media is setting the pace of our economy. And for months I have been warning that companies will start using this to “clean house.” Sort of a monkey see monkey do mentality. And true to form, this exactly what is happening.
Wesley Knapp is the Executive Director of Development for Hannibal, Missouri. I’ve known Wes for over 18 years and when he was hired as Executive Director (one year ago) he made a vow that he wouldn’t succumb to the negative media hype. He encouraged the locals to buy up the downtown buildings, refurbish them so he could recruit new businesses. He encouraged the leaders within the industrial and manufacturing communities to step up to the plate and lead and not follow.
Today, just one year later, Hannibal has a new look, new businesses, extremely low unemployment, virtually no talk of layoffs and a positive mindset of its citizens. Currently under construction is an 8-plex movie theater which will be THE SECOND DIGITAL MOVIE THEATER in the country and the citizens of Hannibal will be the recipients. The City of Hannibal has taken current assets, the ambiance of their history and showcased it with a result to be envied by all. Great job Wesley and my hat is off to all of your forward thinking citizens.
Ken Bender is the President of Promax Consulting in Wichita, KS and I’ve known Ken for about 15 years. Promax is a sales and marketing consultancy to the aerospace industry. Ken has states that aerospace has taken a serious hit with layoffs, union problems, cancellation of orders, cost of materials etc. But he stated emphatically that customers that are bullish, on point and leading their industries instead of taking a wait and see attitude are still placing orders for planes and other aerospace orders.
For last five months, my business consultancy (Gman) is currently engaged with a national manufacturer and I have the privilege of currently being their acting CEO. My colleagues have applauded the fact that the model we have chosen is to be proactive, be the leader that they are and making or growing the market long before their competitors will pull their heads out of the doom and gloom cloud.
It is true that currently our economy is very strained and that is demonstrated by the flood of resumes the recruiting side of Gman is receiving. The phone is ringing from the consultancy side as well, with questions of “what do we do” and “how do we get ahead of this curve” and “how can we continue to grow?” These are all good indicators that business professionals don’t want to accept a downturn or a failure.
Please understand that I am not suggesting that you ignore world around you, as that would be ludicrous. What I am suggesting is that you demonstrate your intestinal fortitude and become a tower of positive strength. Share that positive attitude and infect others with optimism, determination and hope.
There is only one way to attack this problem and that is to attack this problem by being bullish on your company and most importantly your people! If you are an owner, an executive or manager of an organization and/or a person of influence then I certainly am encouraging you to step out from under the black cloud and lead your people. Get rid of the negativity! Refuse to play in the negative sandbox!
This is not the time for micro-managing but a time for reaching out to your strongest assets, your people. Ask for ideas and solutions. Do away with the “I know it all attitude” and swallow your pride and use your MOST valuable resource….YOUR PEOPLE! Have confidence in and trust the people that have brought you this far, to take you and your company beyond. Trust and Confidence are the key words here.
For the rest of us, we must encourage the leaders of our companies by bringing to them solutions. It’s not going to be the easiest task you have ever undertaken, but it is achievable if you do your part every day. Become tenacious, fight for career, your paycheck and the future opportunities that will take you to the achievement of your goals.
On behalf of my entire staff at Gman Business Resources I want to say we care about you. If we can help you in any way, please call or write and we will respond immediately. Your comments and suggestions are always appreciated and welcomed.
George F. Mancuso, CPC
President
Gman Business Resources, Inc.
Grinnell, IA
A. I was visiting with two of my very good friends this week and we were discussing the state of the economy and the deplorable media blitz that truly portrays doom and gloom everywhere. For months I have been complaining about the how the media is setting the pace of our economy. And for months I have been warning that companies will start using this to “clean house.” Sort of a monkey see monkey do mentality. And true to form, this exactly what is happening.
Wesley Knapp is the Executive Director of Development for Hannibal, Missouri. I’ve known Wes for over 18 years and when he was hired as Executive Director (one year ago) he made a vow that he wouldn’t succumb to the negative media hype. He encouraged the locals to buy up the downtown buildings, refurbish them so he could recruit new businesses. He encouraged the leaders within the industrial and manufacturing communities to step up to the plate and lead and not follow.
Today, just one year later, Hannibal has a new look, new businesses, extremely low unemployment, virtually no talk of layoffs and a positive mindset of its citizens. Currently under construction is an 8-plex movie theater which will be THE SECOND DIGITAL MOVIE THEATER in the country and the citizens of Hannibal will be the recipients. The City of Hannibal has taken current assets, the ambiance of their history and showcased it with a result to be envied by all. Great job Wesley and my hat is off to all of your forward thinking citizens.
Ken Bender is the President of Promax Consulting in Wichita, KS and I’ve known Ken for about 15 years. Promax is a sales and marketing consultancy to the aerospace industry. Ken has states that aerospace has taken a serious hit with layoffs, union problems, cancellation of orders, cost of materials etc. But he stated emphatically that customers that are bullish, on point and leading their industries instead of taking a wait and see attitude are still placing orders for planes and other aerospace orders.
For last five months, my business consultancy (Gman) is currently engaged with a national manufacturer and I have the privilege of currently being their acting CEO. My colleagues have applauded the fact that the model we have chosen is to be proactive, be the leader that they are and making or growing the market long before their competitors will pull their heads out of the doom and gloom cloud.
It is true that currently our economy is very strained and that is demonstrated by the flood of resumes the recruiting side of Gman is receiving. The phone is ringing from the consultancy side as well, with questions of “what do we do” and “how do we get ahead of this curve” and “how can we continue to grow?” These are all good indicators that business professionals don’t want to accept a downturn or a failure.
Please understand that I am not suggesting that you ignore world around you, as that would be ludicrous. What I am suggesting is that you demonstrate your intestinal fortitude and become a tower of positive strength. Share that positive attitude and infect others with optimism, determination and hope.
There is only one way to attack this problem and that is to attack this problem by being bullish on your company and most importantly your people! If you are an owner, an executive or manager of an organization and/or a person of influence then I certainly am encouraging you to step out from under the black cloud and lead your people. Get rid of the negativity! Refuse to play in the negative sandbox!
This is not the time for micro-managing but a time for reaching out to your strongest assets, your people. Ask for ideas and solutions. Do away with the “I know it all attitude” and swallow your pride and use your MOST valuable resource….YOUR PEOPLE! Have confidence in and trust the people that have brought you this far, to take you and your company beyond. Trust and Confidence are the key words here.
For the rest of us, we must encourage the leaders of our companies by bringing to them solutions. It’s not going to be the easiest task you have ever undertaken, but it is achievable if you do your part every day. Become tenacious, fight for career, your paycheck and the future opportunities that will take you to the achievement of your goals.
On behalf of my entire staff at Gman Business Resources I want to say we care about you. If we can help you in any way, please call or write and we will respond immediately. Your comments and suggestions are always appreciated and welcomed.
George F. Mancuso, CPC
President
Gman Business Resources, Inc.
Grinnell, IA
Are you on the same page with your clients?
There are times when I leave a meeting with my client or my prospective client and we are just not on the same page. Sure, we agree on what activities, sales or services have taken place and/or what remains to be done, but it seems like I don't know what is going on inside their heads. George please share any thoughts you may have on this subject.
You are perceptive to recognize that this is an important issue. If you are going to be steps ahead of your client, or at least not behind, you need to understand their mindset, their concerns, and their emotions. It is easier, of course, to just consider your relationship with a client as transactional: they ask you to provide a service and you provide it based on your experience and skills. But that's not the basis of a trusted advisor relationship.
Decisions are highly influenced by emotion;
1. Do you know to what extent your client or his or her staff is bound by emotion, even for "technical" decisions?
2. What factors exist that could affect those emotions?
3. How do they feel about you, trust your professional judgment, or consider you trustworthy as a person?
4. How does the way they use or are aware of the emotional component of operating and decision making affect how you could, or should, present them with information or a request for a decision?
Before any encounter with a prospect or a client, ask yourself;
A. What do I want them to think and feel as a result of this upcoming discussion or event?
B. Am I trying to get them to change the way they think or feel about a certain issue, person or event?
C. Do I want them to think or feel differently about me?
D. Is where their head is right now conducive to my short or longer term objectives and is this the right time to inform them of a specific fact or recommend a specific course of action?
E. Have I correctly understood where they are now and will my approach leave them in the desired thinking and feeling frame of mind?
Although some business professionals may approach every conversation like this intuitively, get into the habit of internally asking these questions before each conversation, meeting, or presentation. This technique applies equally to encounters with a group of people, such as when you are presenting your findings to a management team. Don't get stuck just presenting "just the facts" and forget that you are trying to influence your audience, something tightly bound up with their emotions.
As always please accept my wish for tremendous week and if we can ever assist you or your organization, please call or write and we will respond immediately!
George Mancuso, CPC
President
Gman Business Resources, Inc.
Grinnell, IA
You are perceptive to recognize that this is an important issue. If you are going to be steps ahead of your client, or at least not behind, you need to understand their mindset, their concerns, and their emotions. It is easier, of course, to just consider your relationship with a client as transactional: they ask you to provide a service and you provide it based on your experience and skills. But that's not the basis of a trusted advisor relationship.
Decisions are highly influenced by emotion;
1. Do you know to what extent your client or his or her staff is bound by emotion, even for "technical" decisions?
2. What factors exist that could affect those emotions?
3. How do they feel about you, trust your professional judgment, or consider you trustworthy as a person?
4. How does the way they use or are aware of the emotional component of operating and decision making affect how you could, or should, present them with information or a request for a decision?
Before any encounter with a prospect or a client, ask yourself;
A. What do I want them to think and feel as a result of this upcoming discussion or event?
B. Am I trying to get them to change the way they think or feel about a certain issue, person or event?
C. Do I want them to think or feel differently about me?
D. Is where their head is right now conducive to my short or longer term objectives and is this the right time to inform them of a specific fact or recommend a specific course of action?
E. Have I correctly understood where they are now and will my approach leave them in the desired thinking and feeling frame of mind?
Although some business professionals may approach every conversation like this intuitively, get into the habit of internally asking these questions before each conversation, meeting, or presentation. This technique applies equally to encounters with a group of people, such as when you are presenting your findings to a management team. Don't get stuck just presenting "just the facts" and forget that you are trying to influence your audience, something tightly bound up with their emotions.
As always please accept my wish for tremendous week and if we can ever assist you or your organization, please call or write and we will respond immediately!
George Mancuso, CPC
President
Gman Business Resources, Inc.
Grinnell, IA
1/18/09
Home Run VS Getting On Base
January 18, 2009
Q: While going for the home run, have you forgotten what it takes to just get on base?
A: I know a young sales professional who I have mentored over the years who sold a huge account about two years ago. He is a 100% commissioned sales person and this brought him a six figure annual income. The problem is, he stopped working. He told me his only job was to take care of this account and bragged about working less than 8 hours per week. Many times I called him, he would be on the golf course, fishing, hunting or other activities not related to continuation of his selling career.
He felt confident that all he had to do was keep them happy and they would keep him in money. Well guess what? The company moved their operation to another city and no longer need to utilize his services. Today he is scrambling in an attempt to recover from a serious tactical error. He has no smaller accounts to sustain him. No prospective accounts at all in the hopper. Now there is nothing to do but start over or look for another job.
Don’t get me wrong, there isn’t a sale or business professional that doesn’t dream of hitting the huge home run like my friend did. But to lie back on your laurels once that has been achieved can be the kiss of death to your earning potential and maybe even your career.
2009 has begun and you’ve got the next 12 months to hit the home run. But you can never forget that it takes getting on base in order to round the field and touch home plate.
A. Have you set your goals in writing for 2009?
B. Are you planning to track your accomplishments?
C. Have you shared your goals with your spouse, peers or managers to help keep you on track?
D. Have you fully learned your product and services and are ready to take on any business challenge within your selling theatre?
E. Have you demonstrated your leadership ability and are working your way through all of this negative media hype?
F. Do you care about people?
G. Do you have a positive attitude?
H. Are you a deal maker or a procrastinator?
I. Are you a non-stop networker?
J. Do you give your business card out several times a day?
K. Do you tell your business story several times a day?
L. Always ask yourself, “If not today than when?”
I strongly encourage your truly shine in 2009! You’ve worked for it in the past, you deserve but you must keep earning your way to the top. I hope you have a tremendous week.
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, IA
www.GmanSearch.com
Q: While going for the home run, have you forgotten what it takes to just get on base?
A: I know a young sales professional who I have mentored over the years who sold a huge account about two years ago. He is a 100% commissioned sales person and this brought him a six figure annual income. The problem is, he stopped working. He told me his only job was to take care of this account and bragged about working less than 8 hours per week. Many times I called him, he would be on the golf course, fishing, hunting or other activities not related to continuation of his selling career.
He felt confident that all he had to do was keep them happy and they would keep him in money. Well guess what? The company moved their operation to another city and no longer need to utilize his services. Today he is scrambling in an attempt to recover from a serious tactical error. He has no smaller accounts to sustain him. No prospective accounts at all in the hopper. Now there is nothing to do but start over or look for another job.
Don’t get me wrong, there isn’t a sale or business professional that doesn’t dream of hitting the huge home run like my friend did. But to lie back on your laurels once that has been achieved can be the kiss of death to your earning potential and maybe even your career.
2009 has begun and you’ve got the next 12 months to hit the home run. But you can never forget that it takes getting on base in order to round the field and touch home plate.
A. Have you set your goals in writing for 2009?
B. Are you planning to track your accomplishments?
C. Have you shared your goals with your spouse, peers or managers to help keep you on track?
D. Have you fully learned your product and services and are ready to take on any business challenge within your selling theatre?
E. Have you demonstrated your leadership ability and are working your way through all of this negative media hype?
F. Do you care about people?
G. Do you have a positive attitude?
H. Are you a deal maker or a procrastinator?
I. Are you a non-stop networker?
J. Do you give your business card out several times a day?
K. Do you tell your business story several times a day?
L. Always ask yourself, “If not today than when?”
I strongly encourage your truly shine in 2009! You’ve worked for it in the past, you deserve but you must keep earning your way to the top. I hope you have a tremendous week.
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, IA
www.GmanSearch.com
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