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
Nationally recognized Retained Executive Search and Employee Retention Specialist.
2/1/09
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
12/25/08
Reflections of 2008
Today's discussion, which is the last in 2008, is about reflection and perspective on what delights you about your profession and/or your business practices.
Spend a few minutes thinking back over your professional career. Close your eyes (after you are done reading this) and go over the research, marketing, selling, engagements, client conversations, employee to employee conversations, analyses, interviews, publicity events presenting findings and recommendations and being called back to provide additional products, services or mentoring. What were the one or two most satisfying and rewarding events or moments you have experienced?
Was it when a team received applause at a board meeting for your work they performed under your direction? Was it winning an engagement or a sale you had been pursuing for some time? Was it reaching a unique conclusion or insight after a long period of analysis? Was it the times you spent with a valued colleague working on a difficult problem? What about being able to speak to audiences about your work or about your profession in general? Or is it the flexibility of lifestyle business and/or sales management can afford you?
Is there a pattern? What were you doing when you experienced your favorite moment? If you think about a few of your favorite moments, is there a pattern? Are they all related to selling your services or wining an engagement, or are they mostly about doing the work? Are the winning moments all of one type? If so, how will you make 2009 a year when you get to experience more of those delightful moments? Why shouldn't you focus your efforts on living a professional life full of joy?
Conversely, what were some of the worst moments of your professional career? Is there a pattern? Can you restructure your business practice to eliminate or at least mitigate them?
2009 is exactly 4 days away. I sincerely hope that my weekly messages of hope, leadership, management, sales and dealing most effectively with people in general has been a good inspiration to your business and personal lives alike. I get my ideas from many of you who send me comments that reflect your perspective. I get great pleasure from those of you who ask me great questions about business acumen, growth, sales and treat of and by people. And I certainly hope that pleasure rings loud and clear each week as this “People Newsletter” goes out.
I would like to wish you a tremendous 2009! If we can ever be of assistance to you, please contact me via Email, U.S. Mail or call and we will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Spend a few minutes thinking back over your professional career. Close your eyes (after you are done reading this) and go over the research, marketing, selling, engagements, client conversations, employee to employee conversations, analyses, interviews, publicity events presenting findings and recommendations and being called back to provide additional products, services or mentoring. What were the one or two most satisfying and rewarding events or moments you have experienced?
Was it when a team received applause at a board meeting for your work they performed under your direction? Was it winning an engagement or a sale you had been pursuing for some time? Was it reaching a unique conclusion or insight after a long period of analysis? Was it the times you spent with a valued colleague working on a difficult problem? What about being able to speak to audiences about your work or about your profession in general? Or is it the flexibility of lifestyle business and/or sales management can afford you?
Is there a pattern? What were you doing when you experienced your favorite moment? If you think about a few of your favorite moments, is there a pattern? Are they all related to selling your services or wining an engagement, or are they mostly about doing the work? Are the winning moments all of one type? If so, how will you make 2009 a year when you get to experience more of those delightful moments? Why shouldn't you focus your efforts on living a professional life full of joy?
Conversely, what were some of the worst moments of your professional career? Is there a pattern? Can you restructure your business practice to eliminate or at least mitigate them?
2009 is exactly 4 days away. I sincerely hope that my weekly messages of hope, leadership, management, sales and dealing most effectively with people in general has been a good inspiration to your business and personal lives alike. I get my ideas from many of you who send me comments that reflect your perspective. I get great pleasure from those of you who ask me great questions about business acumen, growth, sales and treat of and by people. And I certainly hope that pleasure rings loud and clear each week as this “People Newsletter” goes out.
I would like to wish you a tremendous 2009! If we can ever be of assistance to you, please contact me via Email, U.S. Mail or call and we will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
12/14/08
Are we Really in Hard Times?
Q: Are we really in hard times?
A: Today it appears that we have been delivered harder times than we have experienced in the past. And as with anything else in life, uncertainty exacerbates the situation at hand. However it is times like this that makes me want to remind my friends and colleagues of that which we already know, mainly because these thoughts are so simple and fundamental;
1. Things are never as bad as they or the media makes them seem.
a. The economists that we listen to (and remain reassuringly consistent regardless of the news) tell us that the markets will begin to improve in February and that the stocks don't fall unless people buy. And people buy because they are convinced that stock prices will increase.
b. The media has always been the messenger of perceived doom and gloom from those who call themselves “experts” in these matters. Only if we allow ourselves to be lead into this black hole do their predictions come true.
c. We Americans are a resilient bunch and have demonstrated time and time again that we know how to overcome adversity and bring our lives back to normal. And I subscribe to you today that now is one of those times.
2. What you do in difficult times will result in greater rewards than what you do during the good times.
a. Difficult times make or break businesses, careers - and families. Make your own success by not getting distracted by the times and focusing on what is important, what you have to do. You'll benefit from being clear headed and conveying stability in these times, and it will benefit those around you as well.
b. From within your own circles of friends and/or influence demonstrate your leadership.
3. The best times quite often follow the worst times.
a. There can't be good times without bad times. Almost 3,000 years ago Solomon recognized that there is "a time to get, and a time to lose; a time to keep, and a time to cast away."
b. And although these are hard and uncertain times, we need not mourn.
c. We need not stick our heads in the sand.
d. We must as individuals and as a group be the “good times” leaders of the world.
A friend of mine told me recently, don’t be a lightning rod, but be the lighting that ignites the rod! I still firmly believe that in these economic times, we must be the leaders we claim to be during the good times. When the so called recovery comes, you will be so far ahead of your competition, it won’t even be funny. Put your “A” game face on, get into the trenches and make your markets, take no prisoners and grow yourself and your business!
As always, I wish you a tremendous week, filled with good spirits, good business, family and great health.
A: Today it appears that we have been delivered harder times than we have experienced in the past. And as with anything else in life, uncertainty exacerbates the situation at hand. However it is times like this that makes me want to remind my friends and colleagues of that which we already know, mainly because these thoughts are so simple and fundamental;
1. Things are never as bad as they or the media makes them seem.
a. The economists that we listen to (and remain reassuringly consistent regardless of the news) tell us that the markets will begin to improve in February and that the stocks don't fall unless people buy. And people buy because they are convinced that stock prices will increase.
b. The media has always been the messenger of perceived doom and gloom from those who call themselves “experts” in these matters. Only if we allow ourselves to be lead into this black hole do their predictions come true.
c. We Americans are a resilient bunch and have demonstrated time and time again that we know how to overcome adversity and bring our lives back to normal. And I subscribe to you today that now is one of those times.
2. What you do in difficult times will result in greater rewards than what you do during the good times.
a. Difficult times make or break businesses, careers - and families. Make your own success by not getting distracted by the times and focusing on what is important, what you have to do. You'll benefit from being clear headed and conveying stability in these times, and it will benefit those around you as well.
b. From within your own circles of friends and/or influence demonstrate your leadership.
3. The best times quite often follow the worst times.
a. There can't be good times without bad times. Almost 3,000 years ago Solomon recognized that there is "a time to get, and a time to lose; a time to keep, and a time to cast away."
b. And although these are hard and uncertain times, we need not mourn.
c. We need not stick our heads in the sand.
d. We must as individuals and as a group be the “good times” leaders of the world.
A friend of mine told me recently, don’t be a lightning rod, but be the lighting that ignites the rod! I still firmly believe that in these economic times, we must be the leaders we claim to be during the good times. When the so called recovery comes, you will be so far ahead of your competition, it won’t even be funny. Put your “A” game face on, get into the trenches and make your markets, take no prisoners and grow yourself and your business!
As always, I wish you a tremendous week, filled with good spirits, good business, family and great health.
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