January 24, 2010
Q: Post mortem notes from a lost sale;
A: I recently completed a “sales post mortem” for a national company when they lost a huge sale. The sales team assured the Executive team that “this one was in the bag” when in fact it was far from the truth. So they hired me to meet with the prospect to find out why they did not buy, thus the term a “sales post mortem.” After meeting with the decision making team about their concerns and from my report to the client, here are some of the prolific reasons why. This could be a great learning piece for us all.
1. They pushed for the appointment which we gladly gave them. But once here did nothing to motivate me to meet with them again.
2. We did not believe they had an interest in what “we” were trying to accomplish.
3. We felt they saw us as strictly a buyer or someone to sign the order.
4. They truly came here with an agenda but the agenda was theirs and not ours.
5. It was obvious they had taken all the right classes on how to get to prospects and get around gate keepers, in fact they even bragged about it.
6. They tried to find our hot buttons and when they think they had they kept pushing them over and over.
7. They were just out of sync with our needs.
8. They could have learned more about us before they walked through the door trying to close a multi-million dollar contract.
9. We know our sales people look for great leads every day. [WE] happened to be a great lead but they did not spend time cultivating the lead, understanding us, and communicating [THEIR] capabilities to match [OUR] needs.
10. They were not customer driven, they sales quota driven.
Folks let me tell you these 10 points have a great deal of commonality. Listening, communicating, problem solving, integrity, honesty and of course LISTENING before you go for the close. This team could have made this sale and the close would have or could have come from the prospect saying, “by golly I believe you’ve got it and we’ll take it.”
A Post Note to This Story: The prospect was impressed enough that the company cared about their business to send me in to find out why and see what they could do better, that they in fact got a second chance at another project and although smaller in nature than the first, they ended up with a contract.
Have a great week and as always your comments are welcome. Call or write if I can be of assistance.
Regards,
George Mancuso, CPC
Gman Business Resources
Nationally recognized Retained Executive Search and Employee Retention Specialist.
1/23/10
1/16/10
How Can I Reinvent Myself?
January 17, 2010
I have retired from executive management after almost 30 years. I’d like to reenter the market place in sales, consulting or a new business venture. What are some of the ways I can differentiate myself from all the other retiring executives who are reentering the business arena?
First, "reentering the business theater" in sales or consulting, (a new business venture will require extensive sales background) is not as easy as it appears. Having business experience and a robust contacts list is certainly a help, but no guarantee of effectiveness as a consultant or success as a business.
There is a false logic to presume that business familiarity is all one needs to be a management or sales adviser. This is like saying, "I have raised three kids, so I think I am qualified to be a pediatrician." Sales and/or Consulting, like medicine, is a profession, with specific skills, behaviors, body of knowledge, ethics and practices that need to be developed. The differentiation you seek comes not in your knowledge, but in how you apply it.
Second, look for your edge in areas that you are most passionate about, and I don't necessarily mean subject matter. Start with a notable characteristic about you that is known to others in your industry. When you were an executive, what were the accomplishments of which you were most proud, on what projects did you contribute in a unique and productive way, and for what were you known in the industry? Were you the go-to person to facilitate tough negotiations, or the one who could find a skilled technician to solve a problem, or the one who saw new markets before anyone else? You most likely already have an edge - ask your coworkers, business partners and industry leaders.
Tip: Being exceptional in an area does not mean it will be highly valued over the next few years as you build your sales or consulting practice. Balance what you are passionate about with the likely need of the executives who will be using your services. Your past high value is only the starting point. Create a practice development strategy that builds new capabilities that retain value in an evolving world of business.
Have a great week and if I can be of any assistance, call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, IA
I have retired from executive management after almost 30 years. I’d like to reenter the market place in sales, consulting or a new business venture. What are some of the ways I can differentiate myself from all the other retiring executives who are reentering the business arena?
First, "reentering the business theater" in sales or consulting, (a new business venture will require extensive sales background) is not as easy as it appears. Having business experience and a robust contacts list is certainly a help, but no guarantee of effectiveness as a consultant or success as a business.
There is a false logic to presume that business familiarity is all one needs to be a management or sales adviser. This is like saying, "I have raised three kids, so I think I am qualified to be a pediatrician." Sales and/or Consulting, like medicine, is a profession, with specific skills, behaviors, body of knowledge, ethics and practices that need to be developed. The differentiation you seek comes not in your knowledge, but in how you apply it.
Second, look for your edge in areas that you are most passionate about, and I don't necessarily mean subject matter. Start with a notable characteristic about you that is known to others in your industry. When you were an executive, what were the accomplishments of which you were most proud, on what projects did you contribute in a unique and productive way, and for what were you known in the industry? Were you the go-to person to facilitate tough negotiations, or the one who could find a skilled technician to solve a problem, or the one who saw new markets before anyone else? You most likely already have an edge - ask your coworkers, business partners and industry leaders.
Tip: Being exceptional in an area does not mean it will be highly valued over the next few years as you build your sales or consulting practice. Balance what you are passionate about with the likely need of the executives who will be using your services. Your past high value is only the starting point. Create a practice development strategy that builds new capabilities that retain value in an evolving world of business.
Have a great week and if I can be of any assistance, call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, IA
1/9/10
How About These Resolutions?
January 10, 2010
This week as I traveled this great country, the talk around the water
cooler was all about New Year’s Resolutions. They of course ranged from
diet, weight loss and exercise, time at the gym, smoking & drinking issues,
cleaning the garage, remodeling and/or work in the yard to name a few subjects.
But as I was driving back to Iowa, I began to think of different resolutions that might affect our very way of life with family, friends and our inner self. So I came up with the following list and would welcome your thoughts.
1. While watching TV with your spouse and your spouse speaks to you, demonstrate how important he/she is by turning and looking at them while they talk, and listen to the content as well. (You might just be amazed at the results)
2. Make a decision to not listen to or read any negative national news for one month. It might just change your mind set. (Reducing negativity, might even improve your health)
3. Stop the parking lot rage and let someone else have the closest parking spot. (Not only will you do a kind favor but think of the exercise value)
4. Pay more attention to the elderly, the disabled and yes especially the female gender and hold open a door for someone. (Prove that chivalry and/or compassion isn’t dead).
5. Make absolutely certain that you’ve taught your kids that good manners like holding open doors and helping others is truly the AMERICAN WAY! (It might just help all the foreigners to see the real US)
6. Make a contribution to a charity organization for merchandise, clothes or even better a small cash donation and don’t get a receipt. (Then enjoy the intrinsic feeling of the value of sharing)
7. If you typically schedule a vacation, this year do it within 500 miles of home. The United States of America is filled with great historical and enjoyable places to visit. (Foreigners come here to visit OUR country)
8. Forego your Canada fishing trip and trade that time in for something very special with your family that you willingly choose and that THEY will love. (Make it a surprise and the value multiplies)
9. And finally, instead of asking God for favors, try thanking God for what you are, what you have and the receipt of the love of the people around you. (True rewards come at times when you least expect them and for reasons you least know the answers)
As always, please accept my wish for a tremendous week. 2010 is yours for the taking. Go forth and make it happen.
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
This week as I traveled this great country, the talk around the water
cooler was all about New Year’s Resolutions. They of course ranged from
diet, weight loss and exercise, time at the gym, smoking & drinking issues,
cleaning the garage, remodeling and/or work in the yard to name a few subjects.
But as I was driving back to Iowa, I began to think of different resolutions that might affect our very way of life with family, friends and our inner self. So I came up with the following list and would welcome your thoughts.
1. While watching TV with your spouse and your spouse speaks to you, demonstrate how important he/she is by turning and looking at them while they talk, and listen to the content as well. (You might just be amazed at the results)
2. Make a decision to not listen to or read any negative national news for one month. It might just change your mind set. (Reducing negativity, might even improve your health)
3. Stop the parking lot rage and let someone else have the closest parking spot. (Not only will you do a kind favor but think of the exercise value)
4. Pay more attention to the elderly, the disabled and yes especially the female gender and hold open a door for someone. (Prove that chivalry and/or compassion isn’t dead).
5. Make absolutely certain that you’ve taught your kids that good manners like holding open doors and helping others is truly the AMERICAN WAY! (It might just help all the foreigners to see the real US)
6. Make a contribution to a charity organization for merchandise, clothes or even better a small cash donation and don’t get a receipt. (Then enjoy the intrinsic feeling of the value of sharing)
7. If you typically schedule a vacation, this year do it within 500 miles of home. The United States of America is filled with great historical and enjoyable places to visit. (Foreigners come here to visit OUR country)
8. Forego your Canada fishing trip and trade that time in for something very special with your family that you willingly choose and that THEY will love. (Make it a surprise and the value multiplies)
9. And finally, instead of asking God for favors, try thanking God for what you are, what you have and the receipt of the love of the people around you. (True rewards come at times when you least expect them and for reasons you least know the answers)
As always, please accept my wish for a tremendous week. 2010 is yours for the taking. Go forth and make it happen.
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
1/3/10
What is YOUR Intrinsic Mindset?
January 3, 2010
Q: What is your intrinsic mindset? Are you a beginner, a novice, an expert?
A: The frustration in finding any answer is that it often demonstrates the death of the question. If you believe that you are the utmost master within the sales or management arenas, please forget it as this mindset can lead to your ultimate demise.
Don’t allow your routine to become a routine. Don’t accept that its business as usual. Don’t become predictable to a fault. If you do fall into this trap, your competitors, your peers, your customers and your employees will know what you will do or say to any given situation. And in most cases, that is not a good scenario.
Now with that said, please don’t misinterpret my meaning. It is imperative that you remain defined and disciplined and that you must keep your “tools” sharp and polished but not to the point of becoming a slave to these things.
Whether you are in a sales, administrative or management career, it’s continues to be all about people and people issues. And with all people comes one constant and that is change. You cannot react to change if you don’t keep an open mind. You must think like a beginner and act or react like an expert. To stay on top of your game, you must maintain a high level of alertness that will allow your mind to receive new and more effective techniques to incorporate into your bag of tools. And this, is what I define as a beginners mind.
Picture this…. We are sitting at the kitchen table and I put a cup of coffee in front of you that is almost full. I start pouring coffee slowly into your cup and soon it reaches the brim and starts to overflow with hot coffee splashing on you, the kitchen table and onto the floor. When will you jump up and tell me to stop?
In this analogy, the cup of coffee represents your mindset. You came to the table with an almost full cup and little room for anything new. You may think you know it all but the mind of a consummate professional is never full. In fact it’s really always empty and ready to receive something new without warning. My example uses the coffee in the coffee pot to represent knowledge, ideas, techniques and a new prospective. A proven prospective that you can put into motion within your life with little effort.
As a final thought, remember this, “If you open your hand, you can take hold of anything. If you close your hand, nothing can enter it.”
2009 is in my rear view mirror and 2010 is happily glaring into my windshield. I am determined that this year is MINE for the taking. Is your mind open enough for 2010 to be YOURS’ as well? If not, I promise to offer my hand to you as I go by and hopefully we can proceed down Highway 2010 together.
You do make a difference and I do care. Call or write if you have a need and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
Q: What is your intrinsic mindset? Are you a beginner, a novice, an expert?
A: The frustration in finding any answer is that it often demonstrates the death of the question. If you believe that you are the utmost master within the sales or management arenas, please forget it as this mindset can lead to your ultimate demise.
Don’t allow your routine to become a routine. Don’t accept that its business as usual. Don’t become predictable to a fault. If you do fall into this trap, your competitors, your peers, your customers and your employees will know what you will do or say to any given situation. And in most cases, that is not a good scenario.
Now with that said, please don’t misinterpret my meaning. It is imperative that you remain defined and disciplined and that you must keep your “tools” sharp and polished but not to the point of becoming a slave to these things.
Whether you are in a sales, administrative or management career, it’s continues to be all about people and people issues. And with all people comes one constant and that is change. You cannot react to change if you don’t keep an open mind. You must think like a beginner and act or react like an expert. To stay on top of your game, you must maintain a high level of alertness that will allow your mind to receive new and more effective techniques to incorporate into your bag of tools. And this, is what I define as a beginners mind.
Picture this…. We are sitting at the kitchen table and I put a cup of coffee in front of you that is almost full. I start pouring coffee slowly into your cup and soon it reaches the brim and starts to overflow with hot coffee splashing on you, the kitchen table and onto the floor. When will you jump up and tell me to stop?
In this analogy, the cup of coffee represents your mindset. You came to the table with an almost full cup and little room for anything new. You may think you know it all but the mind of a consummate professional is never full. In fact it’s really always empty and ready to receive something new without warning. My example uses the coffee in the coffee pot to represent knowledge, ideas, techniques and a new prospective. A proven prospective that you can put into motion within your life with little effort.
As a final thought, remember this, “If you open your hand, you can take hold of anything. If you close your hand, nothing can enter it.”
2009 is in my rear view mirror and 2010 is happily glaring into my windshield. I am determined that this year is MINE for the taking. Is your mind open enough for 2010 to be YOURS’ as well? If not, I promise to offer my hand to you as I go by and hopefully we can proceed down Highway 2010 together.
You do make a difference and I do care. Call or write if you have a need and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
12/26/09
How Would You Describe a Great CEO?
December 27, 2009
Q: “As many of us are aware, you have been an acting CEO for several
major organizations and have been the behind the scenes advise to many
of us, me included. As a CEO and recipient of your assistance, I’d like to
know how you define or what qualities you think a CEO should possess to be a true leader.” (Myron S., CEO – Pre-Engineered Buildings)
A: Wow! That’s one of the most complimentary questions I have been asked all year. Thank you.
In my humble opinion, a consummate CEO must possess “at least” the following traits;
1. Intuitive people skills
2. Very strong execution skills
3. Intrinsic support of the executive team
4. Capability to adjust to rapid changing environments
5. Has without hesitation the willingness to delegate and trust
6. Develop key components in the method business is conducted
7. Cleverness to bring the team together as one because THEY want it
8. Doesn’t look at his/her workforce membership as headcount but rather abilities
9. Recognizes workforce implications on the front side rather than on the back side
10. Proficiency in the development of internal talent while searching for new skill sets
11. Is not only a great communicator but encourages the entire team to hone their communication skills and use them without question every day
12. And did I mention INTUITIVE PEOPLE SKILLS?
When I meet with a new company or client there are many questions that I ask. As an example of a few questions and their answers that are usually defining indicators of why business is or is not the way it could or should be in any given organization.
How would you answer these for your company?
A. How is the U.S. Mail handled when it arrives at the office?
a. Does one person open all the mail no matter who it is addressed to?
B. Do you maintain a telephone log in the event an employee needs to make a long distance call not relative to company business?
C. What is the average tenure of an employee at this company?
D. And what I believe is absolutely one of the most important ones….. “At this company, which statement is most accurate about our culture?
a. “You must earn my trust.”
b. “You must earn my distrust.”
Think about point “D” above and try to envision my interpretation of either answer. I typically ask that one question to every employee I have the opportunity to meet with face to face.
These four questions usually speak volumes to me when it comes to an evaluation and performance, as a hand’s on working CEO. It’s all about the people, trust, determination, fairness, growth and not falling into complacency traps of business as usual. I hope I have answered your question. We are all leaders in our own right and the call to grow is ours. Be a great leader and/or be a great follower. But remember, all great leaders know when to be a great follower.
In one week from today we will look at 2009 in our rear view mirror. Making 2010 a year filled with positive results, great success stories and happiness lies squarely on each of our shoulders. The proverbial ball is truly in your court. Are you going to let the ball bounce to a slow deadly stop or are you going to return the ball with enthusiasm, gusto and determination?
I always welcome any comments and remember if we can assist you or your organization in any way in 2010, please call or write and we will respond immediately. Have a Safe and Happy New Year!
Regards,
George F. Mancuso, CPC
Gman Business Resources
Grinnell, Iowa
Q: “As many of us are aware, you have been an acting CEO for several
major organizations and have been the behind the scenes advise to many
of us, me included. As a CEO and recipient of your assistance, I’d like to
know how you define or what qualities you think a CEO should possess to be a true leader.” (Myron S., CEO – Pre-Engineered Buildings)
A: Wow! That’s one of the most complimentary questions I have been asked all year. Thank you.
In my humble opinion, a consummate CEO must possess “at least” the following traits;
1. Intuitive people skills
2. Very strong execution skills
3. Intrinsic support of the executive team
4. Capability to adjust to rapid changing environments
5. Has without hesitation the willingness to delegate and trust
6. Develop key components in the method business is conducted
7. Cleverness to bring the team together as one because THEY want it
8. Doesn’t look at his/her workforce membership as headcount but rather abilities
9. Recognizes workforce implications on the front side rather than on the back side
10. Proficiency in the development of internal talent while searching for new skill sets
11. Is not only a great communicator but encourages the entire team to hone their communication skills and use them without question every day
12. And did I mention INTUITIVE PEOPLE SKILLS?
When I meet with a new company or client there are many questions that I ask. As an example of a few questions and their answers that are usually defining indicators of why business is or is not the way it could or should be in any given organization.
How would you answer these for your company?
A. How is the U.S. Mail handled when it arrives at the office?
a. Does one person open all the mail no matter who it is addressed to?
B. Do you maintain a telephone log in the event an employee needs to make a long distance call not relative to company business?
C. What is the average tenure of an employee at this company?
D. And what I believe is absolutely one of the most important ones….. “At this company, which statement is most accurate about our culture?
a. “You must earn my trust.”
b. “You must earn my distrust.”
Think about point “D” above and try to envision my interpretation of either answer. I typically ask that one question to every employee I have the opportunity to meet with face to face.
These four questions usually speak volumes to me when it comes to an evaluation and performance, as a hand’s on working CEO. It’s all about the people, trust, determination, fairness, growth and not falling into complacency traps of business as usual. I hope I have answered your question. We are all leaders in our own right and the call to grow is ours. Be a great leader and/or be a great follower. But remember, all great leaders know when to be a great follower.
In one week from today we will look at 2009 in our rear view mirror. Making 2010 a year filled with positive results, great success stories and happiness lies squarely on each of our shoulders. The proverbial ball is truly in your court. Are you going to let the ball bounce to a slow deadly stop or are you going to return the ball with enthusiasm, gusto and determination?
I always welcome any comments and remember if we can assist you or your organization in any way in 2010, please call or write and we will respond immediately. Have a Safe and Happy New Year!
Regards,
George F. Mancuso, CPC
Gman Business Resources
Grinnell, Iowa
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