Somewhere along the line, they had to manage the people. They had to deal with individuals getting to work late or not carrying enough of the work load. They had to deal with egos of the people they hired, and to resolve conflicts that naturally arise when people work together.

Somewhere along the way, they also realize that they also have to cast the vision for the company and to motivate the team to stay focused even during difficult times.  These aren’t skills that they had used before in their positions, and sometimes come up empty handed when trying to figure out how to handle these different but very important issues.

Recently, I had the pleasure of working with a CEO of a midsized company. This individual had had a very successful technology career as a programmer. He was successful finding solutions to complex problems and his customers grew to love his work. Finally, he went out on his own and recruited some others to join his company.

To meet this individual, you’d believe that he was smart. He just looks smart! But you’d have no idea that inside, is a very socially nervous individual who knows that he now needs to build relationships with the CEOs of other companies and needs to learn how to manage high level business professionals who even have more experience in the workforce than he does.

It can be intimidating! Even for a successful CEO.

When we spoke, I asked the CEO to determine where the biggest stress points in his business life were at the moment.  He felt like he had no relationship building skills when he first met a customer.  He always felt his sales staff had the upper hand and he wanted to appear to be confident like a CEO should!  His sales staff seemed so comfortable talking with strangers and he just didn’t know what to say!  Another issue was trying to develop a business strategy for creating a vision for where the company was heading and lastly, he felt he was bumping heads with his team because he knew how to do the work and they resisted being told what to do.

We started with the basics:  How do we want to treat the customers? I asked him to identify to consider the CEO as a person first, and to get to know the other leaders as people. What sorts of questions could you ask them?  What sorts of things concern them? Is it about leading his or her people or is it about the economy? Is there anything obvious about where they are meeting you can ask about?  Or something that you could congratulate him or her on about someone who works for the company? I presented the formula to my client of FORM (Family, Occupation, Recreation, Message= passion)  This is a good place to start when having a small talk discussion with anyone. I also shared with him that many people aren’t comfortable in small talk situations, but that it is important and just a way to break the ice before the real conversation takes place.

Next, we discussed leading meetings and the fact that he was always attempting to solve all of the problems and not allowing his team to do it so conflicts were arising on a regular basis. So, we discussed learning how to coach others. The main point that I drove home was that giving advice isn’t the best tactic because it’s always better for a person to come to the answer themselves and not to be told what to do. So, we practiced ways to get the staff to come up with the answers on their own instead of being told the correct answer. This takes practice, I shared, but over time, can become a very effective tool to getting more and more out of his staff.  It also allows them to feel they have some control over their job which is essential for any individual to feel valuable.

Lastly, as he was shifting into the visionary of the company, I challenged him to be more prepared for the meetings that he led. Instead of just asking for status reports, I asked what leaders inspired him and how they handled things. Then we discussed different stories that he could share about historical characters, or modern day success stories of how other companies were gaining success in their own businesses.  I asked if he had constructed a “mission statement” and did each of his employees have one for their own business life?  What were the values that the company was built upon?  Together we started constructing what will eventually be the mission statement and vision statements of the company.

Growing into the position of leadership takes time, but it’s important to understand that it is a shift of roles from worker to leader.  It may take learning and practicing new skills that aren’t so natural at first, but over time, the investment that the CEO makes in being a more dynamic and motivational leader and communicator, can only increase the morale and image of the company. And when the employees feel good about working at the company, they work harder and produce more.

Today’s environment is rough, but there are things that a person can do differently to meet the new business environment with excitement and anticipation instead of with dread.

First of all, if you already serve a niche market and sell something like my friend Fred who sells pools, possibly think smaller. What other services or additions can you offer to the people who already HAVE pools? If people aren’t going to purchase that big ticket item for another year and you have to survive, what are you going to do to adjust… instead of going down with the ship like so many others? In order to get out of the box, try collaborating with former clients or customers who know you well and can offer a sound piece of advice. In addition to that, jump start this collaborative process by getting together with other companies you currently work with and share business. Between the bulk of you, there are likely to be some services that are not now available that jointly you can offer. Even if this is a short term solution, by getting out of the box and offering a service or product that is needed is a way to save the company from going down completely.

I am currently working with a large scale developer. His name is huge around town and he’s won all sorts of awards for the projects he’s developed. He has an eye towards sophistication and his projects have increased the value of the neighborhoods where they were built. This gentleman was a friend of mine from high school, and it’s been fun to work with him over the past few weeks and see how he has transformed his company because he’s not selling the condos that he built. He shared with me that the banks aren’t lending and current homeowners in his projects are underselling the new condos, so he’s losing money fast. I loved his quote that he shared with me, “that everyone these days is broke on different levels”.

My friend has taken an aggressive move to go back into remodeling and renovation. His new motto is no project is too small. We quickly created a “team” of professionals for him.. of kitchen and bath, insurance adjusters and of architects. He’s now set up to do emails and newsletters along with direct mail to reach the community at large. He’s got to let people know about his services and keep in their minds, just in case an opportunity becomes available.

Another “friend” is an architect… and yes I’ve gotten the two of them together! But because she’s not busy with drawing specs and plans now, she’s returned to pottery! She’ll more than likely do art shows and sell pieces to friends and wherever possible.

Another client is an insurance appraiser. He’s currently doing work, but not making as much $ as he could if he was on his own. So, he’s pursuing going out on his own and has a plan to launch by May.

Another client offers therapy services to customers and has a wide range of clients on a weekly. She’s created a resource chart for them to have at home, and we’re about to launch it nationally. It’s a chart that will tell parents how to deal with the kids at the moment they have a problem. What a brilliant idea, and for about $20 and the ability to get the word out nationally, she’s sure to create a new stream of income and to bring value to so many people in the process.

Most of my clients have gotten off their duffs and are networking like crazy! They’re making their mission known in the world of being available and hope to serve their customers with pleasure.

This new work environment has humbled us a bit. But perhaps we needed it. Were we too big for our britches? Were we getting complacent as a country?

As we move into 2009, the prospect for change and growth looks good. We have to do what we can to keep moving, keep active and keep hungry!

I love this quote by the Dr. Martin Luther King, an appropriate person today, MLK day, and quote during these challenging days: “ The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.”

Lets get out there and show the world what American’s are made of… by surviving one challenge at a time!

It seems so easy but often times heading out of town to a national industry conference may seem like taking too much time out of an already packed schedule. After all, we can all read the trade magazines, the latest best sellers and go to local or regional conferences with not much effort. But one might not recognize is that the rewards are phenonominal when going to a national conference related to ones’ industry.

I just returned from Atlanta and attending the national conference of the Emarketing Association (www.emarketingassociation.com) . I want to keep on the cutting edge when consulting to my current and future clients who are building their businesses. And I hoped get some good tips or perhaps meet some great contacts.

In reality, there is no way that I could have learned as much by simply keeping up with the trades. I may have not been selected as next years’ Emcee. There is no way that I could have met the sharp and savvy speakers who were highlighted at the conference unless I had been there in person. The speakers came from all over the country and highlighted the most current and up to date information and statistics of what is working in online marketing for companies. Google sponsored the conference and hosted a cocktail party to show their latest additions. Coca Cola representatives spoke about keeping customers engaged with the website by their online awards program which keeps the customers coming back over and over. Danny Kastner, CEO of FanRocket out of LA, who was a contestant on The Apprentice, showed us creative, catchy videos that his clients and companies are using to drive traffic to their site to increase sales. He pointed out that entertainment is necessary to sell online, even if you’re selling weed killer! And Ken Lipscomb, CEO of Fourspots.com shared pre-made commercials that companies can purchase from them at extremely affordable prices, tailor to their needs and have them on the air within minutes. He also shared with us how small to mid sized companies can increase their sales by a few million a year by adding unique TV advertising campaigns in their offices!

Hearing EMarketing Association founder Robert Fleming speak was a highlight. He shared the marketing profession is in a period of significant transition. The old rules are changing and now the messages we send have global implications. He feels that if U.S. businesses don’t keep up and lead the way, we’re at risk of losing our strong economy. He said it is our American duty to build strong businesses to keep our economy strong and that we are in a global commerce and we are going to have to work harder to keep up with the changes

All of these individuals are now professional associates and friends, because at conferences the advantage is getting the chance to hang out socially between the breaks or after the day is finished. Here are my tips to make the most of any conference:

1) Come in a day early well rested if possible. Hang out in the bar the night before the conference. Others from the conference will be doing the same and you’ll get a head start with meeting people. 2) Understand that most people are there solo or with one or two others so take advantage of that fact and meet everyone you can. Be the one who breaks the ice with others and people will be grateful. 3) Have your business cards ready to give out and a pen. Write what you spoke about on the back of their card and follow up when you return with a hand written note. 4) Ask questions to all of the speakers so they focus in on you and so does everyone in the audience. If you’re more familiar to others, it’ll be easier to meet others. 5) Meet each speaker up close and personal after they speak if possible. Trade cards and then bring value to them somehow when you write and follow up such as sending them information that might be helpful. 6) Introduce yourself to the conference chair from the moment you arrive and ask who he or she recommends you meet. That is the one person who knows everyone and can help you most. 7) Relax and have fun! The most successful people at conferences are the ones who are easy to talk with, who are open about sharing information and who are helpful to others. And of course, be careful not to booze it up too much even though the temptation is there because that’s the impression you’ll leave.
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Technology is changing our businesses rapidly and if we don’t jump on board and learn as much as we can we will be left in the dust by our foreign friends. I learned that it is our DUTY to work hard for our economy and to be profitable. National conferences are a great place to advance ourselves and our businesses. Put it in the budget! And if you need an exciting and fun Emcee, call me!

I realized that we have become friends through the process of business. I know how many kids he has, about his divorce and about his previous marriage. I know what his wife does professionally, and I know what his own parents do professionally. I know his buttons and his hot points and I know that he is slow to negotiate and that he also has a lot of tricks up his sleeve.

I know that the best way to work with this client is to be as friendly as possible, but as firm as possible. Give a little but not so much that I am backed into a corner. I know that he has a soft side as well as a very deliberate business side, and that he often uses silence to get his way. He makes his opponents wait for the answer so they’ll break.. or back down.

Today I’ve realized how valuable that it is so really KNOW your client. It’s not enough to know what they do in their jobs or profession, but to really KNOW them as people. For instance, how does he/she deal with conflict? Do they have a mate at home? Does he value her or does he take advantage of her? Is he there for his kids or is he merely a figure head? Knowing these things may tell you how attached he might get to be with his clients and customers. The better relationships he is able to develop at home, the more he’s learned about business, that’s for sure. Keeping a long term marriage and having kids makes a person much more malleable. It requires endurance over the long haul and the ability to be flexible because you won’t always get your way.

What about his hobbies? Does he have them? Is he overly meticulous about them or is it more for fun? Is he talented at something that is unusual? How much dedication did it take to learn or accomplish it? What about his alma matter? Did he go to a college that he is proud of? Was it nearly impossible to get into the university or did he go to the local state university that was convenient? How did he or she pick their profession? Were they talked into it by their parents for the practicality of it or did they experience it during an internship?

These things can all be important to you as the account executive, sales person or executive. Knowing your client as a PERSON is probably the greatest asset that you can develop over your competition. They might be selling their product or their service, but if you know the client, their likes and dislikes, their moods and their work habits, you’ll know when to call, when not to call, when to push a little harder and when to back off. You’ll know when to endorse your client’s strengths and when to give him information that he needs to make a decision. In the beginning it takes time to read the moods, habits and the personality of your client, but after time, the relationship becomes established and many times the bond can’t be broken without someone making a serious blunder.

I’m also coaching a consulting/recruiting company whose job is to book people within other organizations. One of the most important things that they’ve done is to study up on the cultures of each organization. What sorts of people do well there? Do they value individuality and creativity or more of the corporate type? Do they want out of the box thinkers and dressers versus the person who will fit into a new organization with no problem.

Sometimes, taking one look at a person, you’ll know if they are a leader or a follower. You’ll know if they can deal with corporate politics or if they’d prefer to mesh within the organization and not create waves. Other times, it takes time to find this out.. but it’s always good to know before you place a client in the wrong culture.

Another sales organization I’m working with books people with people! They are a dating organization! Their job is to figure out who actually might be a compatible mate for one another. I’ve discovered while that much of this goes on instinct, its up to the account executive to do a complete job of getting to know the candidates before they set up two people. Just the fact that two people are nice does NOT equal chemistry. There always needs to be that respect factor figured in. Respect for their individual choices they’ve made in life and for their accomplishments. When people are looking for that perfect “someone” they don’t want to settle. They want the cream of the crop. So pairing up people who are equally as accomplished is harder to do. Philosophy on life is another place to review well. Do they take charge and go after life? Do they take risks? Have they followed their dreams or a very safe path of employment and life? There are benefits to both, but often times, one won’t mesh with the other.

My friend Elisa has used their service a few times. She’s an electric and motivating personality. She’s accomplished a lot as an entrepreneur and has traveled a lot nationally and internationally. She’s been matched with some very nice people, but they didn’t have the worldliness or the culture that she’s become accustomed to. She didn’t know how to put her finger on it, so I told her how she could better position herself so they’d know how to “pitch” her. (An old agent’s/publicist’s trick! )

Tell them: “Elisa is an accomplished, world class traveler and professional. She is cultured and sophisticated but her down to earth style puts people at ease. She’ll be most comfortable with a man who has been married before, has children, and who is successful himself. He should have financial stability and like to travel, know the time and commitment kids take, and to meet new people and have fun.”

Taking the time to know the person is the most important thing that any sales person can do. The upfront time that it takes to do this can be extended if the relationship is conducted over the phone. If you are lucky enough to get to meet the potential client in person or at a conference, see if there is anyway to spend time out of the office at lunch or at a conference together. Building that bond in the beginning can create lots of money in your pocket in the end. And while it’s nice to get new business of course, it’s also great to do business with people you’ve gotten to know, like and enjoy.