I AM Searching For A President For One Of My Clients

I’m searching for a PRESIDENT that has “IMPRESSIVE” Sales and Marketing background,
full P & L experience/responsibility and a good working knowledge of manufacturing operations.


Salary range is $275,000 to $300,000 plus 50% target bonus plus 75% target 3 year performance bonus.

Visit the Careers Portal on our website, ClientGrowthConsultants.com and send me your most current resume as a Word or PDF document. All QUALIFIED candidates will be contacted within 24 hours of receipt of resume.

George F. Mancuso, CPC, CEO
Client Growth Consultants, Inc.

As A Manager Do YOU Fit These Concepts?

As A Manager Do YOU Fit These Concepts?

So many great comments from our readers about the role of the manager.  I share just a few excerpts with you.

“…the finest Managers are always the strongest Leaders; and people who lose sight of guiding their team as opposed to dictating fall into categories such as micro-management, poor staff retention, and sub-standard results.  Guiding on united goals, and motivating via an individual’s personal goals within an organization, is a way that Leadership should be practiced.”  JG

“…Leading from "the shadows" is the best way as it encourages individuals to contribute, to think for themselves and become confident in their own abilities and as a manager it is your responsibility to encourage those around you to act in this way.  The strength is in the team and not one single individual, the weakest link can break the chain and it's the chain that turns the cogs.” DN

“…the manager should be a teacher, coach, or guide having a lot of patience. The best manager in my opinion is a one who has an objective in mind about grooming of his subordinates using all available sources. His personal guidance and training sessions are very important. He is a manager only because he knows better. It is manager who knows how to meet the tasks, what are the capabilities of his staff, who should be most suitable for a particular task, what are the available resources, how to utilize all of the sources in the best way, what to incorporate more to achieve the goals.”  RNA

“…unfortunately, most companies I consult with do not have the time to do this excellent questioning of their business growth, George. They are too busy chasing their tails: reacting. It is like the story of the Gatling gun salesman visiting Indians shooting with bows and arrows. "We don't have time to see you, we are fighting our enemy."  CI

“…management = effective and efficient acquisition, use and maintenance/retention of resources;
Leadership = influencing people to a clearly defined goal

We fail to retain our people (in our teams) when we fail to combine these two skills and we lose them from our organizations when we fail to recognize that they are PEOPLE and not machines and that they too have aspirations which exceed our vision for them. (Generally clouded by our sense of importance/value/indispensability)

Most managers recruit and lose their most valuable resource because they want to control it! People do not like being managed and if you have people who require it then, you're recruiting exactly what you think keeps you in control.

A good manager should be recruiting people who are better / more effective / more efficient and ultimately, the tasks being performed will be at such an exceptional standard that such a manager will be retained for his/her ability to consistently meet and/or exceed organizational performance requirements.”  GE

Have a tremendous week!

Regards,

George F. Mancuso, CPC, CEO
Client Growth Consultants, Inc.

What Is The True Role of The Leader?

I have received hundreds and hundreds on responses relative to “The Leader Discussions;” here are just a few for your consideration.

“….the best managers are strong leaders, but I will add the rider that leadership is still difficult to define. Its success depends as much on innate qualities of the leader as on the situation in which it is applied and the people it is applied to. The best leaders have the ability to adapt their style to the needs of the situation and people involved.”  SMC

“….having superb listening skills, being teachable and having a level of integrity that precedes you.” CG

“….a leader is a visionary; he/she creates synergy and lays down his expectations for the team and gets a consensus from the team instead of dictating terms; the team then is able to use its own creativity, ingenuity, (and brains!) to achieve a common goal. Interesting to note, that a leader may not be an "expert" theoretically speaking and would rather harness the potential and energy of his team to achieve goals.”  SM

“….leading from "the shadows" is the best way as it encourages individuals to contribute, to think for themselves and become confident in their own abilities and as a manager it is your responsibility to encourage those around you to act in this way.”  DN

What is your concept of a true leader?  Do you possess the qualities you’d like to see in your corporate leaders?

It is my humble opinion, that as a leader walks through the halls of business, he is confident when he/she glances over his/her shoulder their followers are right close behind.  They are close behind because of a demonstrated aura of confidence, knowledge, compassion, motivation, winning attitude, determined leadership and intrinsic team spirit.  And the best part is, they want to follow a great leader and it shows!

Have a tremendous week and call or write if I can do anything to assist you.

Regards,

George F. Mancuso, CPC, CEO
Client Growth Consultants, Inc.

WHAT IS THE IMPORTANCE OF COMMITMENT AND URGENCY!

WHAT IS THE IMPORTANCE OF COMMITMENT AND URGENCY!

Whether you are in a sales scenario, dealing with a peer or subordinate, customer or vendor, you must include Commitment and Urgency in the equation.

The dictionary defines commitment as: “The state of being bound emotionally or intellectually to a course of action or to another person or persons.”

My personal definition or what I call a “Mancusoism” is:“An agreement to do something….anything… or nothing at all.”

So many times in my consulting assignments I’ve had managers tell me that their employees aren’t performing to his/her expectations.But when I question the process of dealing effectively with other people, most of the time the “commitment” is extensively missing from within the blueprint of a successful path of respectable achievement.

They will say: “I’ve told them many times what I want done” or “I’ve shown them many times on how to do it” but they just don’t seem to get it.And I ask, “….Did you confirm that they GOT IT?”  Did you verbally get them to say, “I GOT IT AND I CAN/WILL GET THIS DONE?”    I’ve advocated in many of my weekly newsletters that you must get employees to take ownership of the process, the result of their actions and their words in general.A commitment is an agreement herein to “do it” or “get it done” or “follow up” or say, “I can’t, won’t or just don’t understand!”You as the manager/leader need to know, feel and believe the commitment or lack thereof!

This is no different in the sales process.  You must get a commitment from the client.  The commitment might be a date certain to come back and continue or it might be a commitment to never come back again.  But there must be an agreement to do something.  And by the way, this commitment concept works both ways.  Don’t be one who gives the orders but one who demonstrates professionalism by giving your commitment to get theirs.

Now let’s move onto value of Urgency.

Dictionary:“The Quality or condition of being urgent, pressing importance.”

Mancusoism:“Setting the listeners hair on fire!”

If your team, employee or prospective clients’ “hair is on fire” and he/she should be looking for a way to eliminate the pain. If you happen to be the fire extinguisher sales person and the sales person next to you sells gasoline, which one will he/she choose?Which one would you choose if your “hair was on fire”?Logic, common sense and urgency, demand the pain reliever and not fuel for the fire.

Ask the questions in a proper order; Ask the right questions that provide you with the details of the customers need to relieve the pain (fire); Become one with the buyer; Clarify the understanding of the pain; THEN you will be able to effectively explain the VALUE of YOUR pain reliever (fire extinguisher) and affect the outcome of the sale or project.

This works exactly the same in dealing with employees.  It amazes me how “busy” a manager can get that he/she forgets to include the employee in the process.  Once you become “one” with the employee, your manager job becomes easier.You become the leader the employees want and look up to and respect.  Remember, just because you are a manager, does not guarantee you are a leader.Leadership is an earned level of achievement when dealing with people at any level and that includes sales, customer service, managing a process, division or a company.   People follow leaders because they WANT to.

I always look forward to hearing from the people who receive this newsletter every week, because I too learn how to help put the fires out.  If you have any comments, questions or suggestions for upcoming newsletter, I welcome any and all.

And finally I’d like to say thank you to all of you who have forwarded my weekly brief newsletters on to colleagues, friends and family with a suggestion they to sign up for our weekly discussions.  I continue to be available for public speaking events and growth consultant engagements for qualified companies.

Regards,

George F. Mancuso

George F. Mancuso, CPC

Are We Really In Hard Times?

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!

I wish you a tremendous week, filled with good spirits, good business, family and great health.

Regards,

George F. Mancuso, CPC, CEO

Client Growth Consultants, Inc.