Is Their Momentum In Your Business World?

Maintaining momentum is a key element to getting things done. It is critical to getting a contract signed, a process moving, a recommendation implemented, a new employee hired or a proposal approved.

 

In sales, management or customer service, more often than not, it is our responsibility to maintain momentum in our relationships with our clients, prospects, staff, professional associations, and community. Here are six keys to maintaining (or creating) momentum:

1. If you feel you are losing momentum act quickly! Don't let any more time pass without taking some action.
2. Use e-mails, phone, and just about any means of communication you can.
3. Recognize that the actual "driver" of momentum does not need not to be the primary subject of the communication; it can simply be an aside.
4. Be careful of driving too hard! If you are forced to push a project forward, push enough simply to get it back on track and then maintain the momentum. Pushing too hard could have the unintended effect of putting project at risk unnecessarily.
5. Provide a rationale for maintaining momentum. This could be an important upcoming deadline, potential lost savings, increasing competition, etc.
6. Always stay positive. Remember to continually emphasize the payoff of completing the project.

Losing momentum can be difficult to regain once it has been lost. Work on keeping it going—gently, clearly, purposefully. As always, please accept my wishes for a tremendous week.

P.S. Momentum = enthusiasm!

Regards,

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

YOUR CAREER - COMMITMENT OR CONTRIBUTION?

I’m reminded of an old story about a pig, a cow and a chicken.  It seems that the pig, the cow and the chicken were hanging around in the barnyard talking about the farmer.

They all agreed that he was a good farmer and a great care giver and they enjoyed living on his farm.  The cow suggested that they do something nice for the farmer to thank him.  The chicken spoke up and said, “hey I’ve got an idea, let’s make him breakfast…..fresh milk, eggs and bacon.”

Oh the cow got very excited and said, “I’ll give him a glass of the freshest milk ever.”  The chicken said, “I’ll lay for him 3 of the most perfect eggs ever.”  Then they both looked at the pig for his response.

“Sure that’s all easy for you.  All you have to do is make a contribution, but I will have to make a full blown commitment!”

Now I’m certainly not suggesting that we have to make a commitment to the level of the pig with regards to the bacon.  But ask yourself this question, “Do I give my career a full commitment, or do I just contribute?”  And if I just contribute, do I contribute just enough to get by or do I make a difference in my life and lives around me?”

The road to success at any level is replete with contributions and commitments.  We can turn this economy around if we ALL step up to the front line and make things happen.  Hiding under a rock mentality in this day and age is bad for you, bad for your company and bad for the economy.

I couldn’t help but be amazed at Warren Buffet and Donald Trump in different interviews they did on TV many months ago.  Both spoke of the gloom and doom scenario of our economy.  Then before the interviews were over, they stated that they were buying properties and business up left and right.  Trump even bragged that there was a property he had waited years for and now the owners were in a fire sale and he was right there to put out the fire and elevate their “pain.”

I’ve been preaching for months that these types of investors are the bench mark and the ones to watch.  But without hesitation they choose to deliver to us a message of despair while they are growing themselves and their organizations at break neck speed.  Take heed those of you under the rocks.  It might just be your rock they use as a stepping stone next.  Stand up and be counted in the winner’s column!

As always, please accept my wish for another great week.  If I can help, please call or write and I will respond immediately!

Regards,

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

Have You Ever Hit A Road Block With Management?

Management is sometimes reluctant to start a project until they see the full scope of the process but can't visualize the scope until they start and complete some diagnostics. How can I get past this constraint with our executive management?

This is always in a manager's mind but probably more so in these risk-averse times. From the manager's perspective, he or she wants to be assured that money and staff time are well spent and wants to know the scope, sequence and content of the project tasks. From the team or team leaders’ perspective, they should want to conduct some diagnostics first before laying out the full scope of the project, even though they have a pretty good idea of how they would proceed. In management, as in medicine, prescription without diagnosis is malpractice.

The building industry figured this out years ago when building slowed down. They developed the design/build concept, where a single firm would do the architectural design work prior to building. Once the project was clear, the buyer could search for and identify the best builder. With this concept, the buyer had already established a trust and confidence in the design phase because they were familiar with the design process itself. More often than not, the buyer would select a firm it knew and by offering both services, the project was more efficient and better for the builder as well.

Offer to provide both design and build services for project curriculum. Approach your management group by offering to scope out the work using fast track diagnostics and limited interviews. For a low cost and risk, you can provide the management an objective and independent view of what might be needed in an improvement project. The management and/or company receives valuable perspectives from you, gets a chance to know you with limited obligation to any project, and you get insight into how best to serve. Sounds like a good plan all around. Hope this helps.

As month three of 2013, I again wish you a tremendous week.  I encourage you to use every day as a day where you are or you do make the difference.  We are here to help.  Call or write if you need us.

Regards,

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

What Grade Do YOU Give Yourself? A-B-C or F

Although I promise what follows here will be thought provoking, it is the most unsophisticated and unproven assessment known to mankind.

1.      Is it true that there are very few if any, highly respected leaders on your team or in your workplace?

2.      Is it true that you have reprimanded or criticized a team member in front of other people?

3.      Is it true that I have to earn your trust?

4.      Do you believe that if you want it done right you will probably have to do it yourself?

5.      Is it true that you hover over team members like a helicopter?

6.      Is it true that you become very defensive when a team member questions a directive, order or process?

7.      If another team member or leader treated you exactly as you treat others, would you enjoy coming to work every day?

8.      Is it true that you believe, “if it wasn’t for the employees and the customers, this would be a great place to work?”

9.      Is it true that even though you know there is a flaw in your management style, you just do not have enough time to do anything about it?

10.   Is it true that you believe that other team members should just know what and where the priorities lay?

11.   BONUS QUESTION:  If you are a midlevel to “C” level manager, do you believe in your heart that most all employees would give you a grade of A?

SCORING:  Each YES is worth “0” and Each NO is worth “1”

A = 8+ points
B= 6-7 points
C= 5 points
F= 4 or less points

If your team or company has communication and/or employee retention issues, we CAN help.  Please visit our Management Acclimatization process.  The results can almost be magical.

Regards,

George F. Mancuso, CPC, CEO

Have The Members of Your Team Nicknamed You “Helicopter?” Say It Isn’t So!!!

Yes this is a fair question and this is the [new] way I’m using this noun/verb.  Helicopters “hover” and when one human being becomes a helicopter over another human being, hovering can bring disastrous results because a crash of some sorts is imminent.

Picture the rotating wings or blades turning on a vertical axis through the engine while trying to hover horizontally and then the helicopter starts to fail and as it comes down those blades have no mercy on all in their path.

Folks, that is exactly what happens when a manager or leader micro manage their team(s) or companies.  If you have the right employees in place; talented employees; quality consciences employees: Employees who embrace success from the smallest measurement to the most grandiose result:  Employees who are loyal…… Then I ask you the following;

A.     Why is it necessary to watch their every move?

B.     Why is it necessary to “make” them do it only your way”

C.     Why is it you don’t respond or communicate your thoughts to their suggestions?

D.     Why is it necessary for you to always be right? (at least according to you)

E.      How proud of yourself would you be if you found out your new nickname IS HELICOPTER?

I promise you this; if you truly want to be a true professional and respected leader and/or manager then here is the formula:

A.     Give your employees the tools they need

B.     Give your employees the support they need

C.     Give your employees the training they need

D.     Provide them with accurate, timely and honest communication

E.      Demonstrate to your employees your level of confidence in them

F.      If your team experiences a “bump” in the road, allow the whole team to learn from it

G.     Do not under any circumstances, EVER, EVER criticize an employee in front of his/her peers

H.     ALWAYS, ALWAYS, ALWAYS , give compliments to employees in front of their peers

I.       ALWAYS, ALWAYS, ALWAYS, give credit where credit is due….to the team leader and his/her team because it typically is not all about just one

Have a tremendous week and if I can do anything to assist you, please call or write and I will respond immediately!

Regards,

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