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Solutions you need...if you're looking for timely and cutting edge information that will help you to better lead your for-profit, or non-profit organization, please sign up for my weekly Effective Executive e Letter and article distribution list. I guarantee, you'll enjoy additional perspectives for solving your challenges, and we'll be able to keep in contact. -Ed Rigsbee, CSP, CAE

Check out Ed's Effective Executive blog at: http://rigsbizresults.blogspot.com/ 

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Check out Ed's Effective Executive blog at: http://rigsbizresults.blogspot.com/ 


Your Effective Executive Letter for Business Results: 9/9/09

 

Please connect with me at:

http://twitter.com/EdRigsbee 
http://www.facebook.com/ed.rigsbee 
http://www.linkedin.com/in/edrigsbee 

 

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1. Partnering for Profits; You Want What It Does

2. Personal Responsibility; Two Windows

3. Platform Charisma; Will the Real You Please Stand?

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Partnering for Profits; You Want What It Does

 

Let’s face it, few individuals wake up in the morning and think, “Wow, I want an alliance.” Rather, you want what the alliance will do for you. An alliance is nothing more than a conduit for delivering value. As you explore the possibilities in developing alliance relationships, keep your focus on benefit rather than process. The big companies are so focused on alliance process that they can easily forget about delivering value.

 

 

Personal Responsibility; Two Windows

I have written quite a lot lately about personal responsibility www.rigsbee.com/morearticles.htm. As a business leader you have double duty. First, you have to be responsible to effectively run your business—to see to it that your employees have a livelihood. And second, you have to be responsible to motivate your employees to be responsible themselves. As you develop a deeper partnering relationship with your employees, help them to see, and mirror, your personal responsibility through both windows. Help them to be responsible, and to hold you responsible.

 

 

Platform Charisma; Will the Real You Please Stand?

When you try to be someone else on the platform, you usually suck—unless of course you are a professional impersonator. Here’s the thing; you bring a unique set of skills, tools, and values to the platform—why not release them to deliver the highest value possible to your audience. Careful now, release the best you, and not the worst you. The worst you is the lazy you. The best you is the prepared, excited, and enthusiast you. Always reveal the best you.

 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 8/12/09

 

Please connect with me at Facebook & Linkedin.

 

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1. Live, In-Person Meetings Matter

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Live, In-Person Meetings Matter

 

Face-to-face networking will always deliver more total value to humans than other electronic options. Daily, relationships are being developed online and then further solidified in person.

 

In this difficult economic time, partnering is the path to succeed. Intelligent partnering assures that all participants get and give—each has to believe they received value from participation.

 

Infusing this partnering idea into today’s meetings development will serve both corporations and associations alike. Reported in the July 27, 2009 issue of MeetingNews (www.MeetingNews.com) is their recent survey revealing that 43% of the corporations that reported had canceled a contracted meeting in the past six months. But, only 20% of the associations reported doing the same.

 

In the August 2009 issues (Meetings, West, South, etc.) produced by www.meetingsfocus.com is an article titled, Building Blocks—Associations Are Grappling with Attendance Issues that you might want to read. Mentioned; $50K keynote speakers being replaced with $20K speakers, content trumps location as well as big-name speakers, and feel-good speeches are gone.

 

The bottom line is that Americans are still meeting in-person (despite the political fall out in March) because that’s the best way to develop effective business relationships, network, and discover new opportunities. Yes, there are more association meetings than corporate, and that’s okay.

 

You need PROFESSIONAL speakers at your meeting that are flexible/easy to work with, deliver immediately usable content to meeting attendees, and do it in a fun environment that motivate your people to use the information, somehow moving from point “A” to “B” and will not bust your budget.

 

If you agree, call me today to talk about how I, Ed Rigsbee, can help you to deliver all the above to your meeting attendees—no matter the meeting purpose. My pledge to you is this, if you want me as your meeting partner, we’ll find a way to make the finances work—I guarantee it!

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 7/29/09

 

Please connect with me at Facebook & Linkedin.

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1. Partnering for Profits: Personally Responsible

2. Executive Presentation Skills: Confidence

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Partnering for Profits: Personally Responsible

 

Read at risk of anger: I wrote about organizations using the Scanlon Plan for employee equity sharing in my first book titled, “The Art of Partnering;” pick up a used copy at Amazon. With the Scanlon Plan, both employees and leadership are equally responsible for the organization’s success.

 

In these difficult economic times, leaders are still responsible to their employees to ensure jobs and livelihood. Over the last decade, many leaders have unfortunately proven to be scum; taking huge bonuses or severance payments and leaving employees to fend for themselves. Does the word “Unions” have a meaning here?

 

You may disagree with me on this, and you have the right to be wrong; if you are a leader, you are responsible!!! If you are a leader in your organization and you are working 60 hours a week leading the charge, God bless you—you are a true leader. If you are in a leadership position and are taking vacation time, time off, and generally MIA, you are NOT a leader but rather a parasite on the organization. Sorry if the truth hurts, but it’s the truth.

 

Hourly employees cannot be expected to be organizational rain makers. For if they were, they would not stick around as hourly employees. Leaders are expected to be rain makers, and to provide for their employees. And that’s why leaders get the big bucks.

 

When you are ready for the “Ed Rigsbee Experience” in your organization, give me a call at 800-839-1520.

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Executive Presentation Skills: Confidence

 

I hope you enjoy what my good friend, Randy Pennington, CSP, CPAE, has to say about confidence:

 

1. Confidence in my material and expertise. I know that what I have to say is important and relevant to the audience's needs. I have done my research and know what I need to do. The work has been put in to ensure I can be confident in what I'm going to say before I ever walk on platform.

2. Experience and confidence in my skills. There are very few situations that I haven't seen over the years. The comfort in knowing that I have previously succeeded in difficult situations gives me confidence that I can handle anything that comes up.

3. Obligation and duty. The audience and the person who hired me expect a level of confidence from me. It is part of the package for the fee I am paid. To show less than a level of confidence that increases the opportunities for success is taking money I didn't earn.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 7/15/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

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1. Partnering for Profits: Personal Responsibility

2. Executive Presentation Skills: Charisma

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Partnering for Profits: Personal Responsibility

 

Just recently I was chatting with a friend that is a partner at a professional services company. His firm has been hit particularly hard in this economy because of the firm’s dependence on the construction industry. He was telling me that his firm is in the “survival” mode. After a few questions, I told him that I disagreed, and that his firm was really in the “vacation” mode.

 

The reason for my assessment is because the partners merely cut the hours they would work in an effort to save money by reducing their income. And, they have had to lay off a number of employees. While there is much to discuss in this company’s situation, for you the leader of your organization, there is an important issue to consider.

 

When times are tough, does the leader of an organization throw up his or her hands and say there is no business, and just go on vacation? Hell no! The leader(s), especially in small to mid-sized companies must lead by example. Leaders must accept personal responsibility for letting their company fall into the tail spin by working more hours and perhaps for a period of time, receiving less (Fortune 500 CEOs seem to be exempted).

 

For any organizational leader, simply working less hours for less pay is criminal in my opinion. More on this next week…

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm (Permission to reprint my articles is also there.)

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Executive Presentation Skills: Charisma

 

I recently asked some of my professional speaker buddies to give me their take on charisma and I think you’ll enjoy with what Jim Cathcart, CSP, CPAE had to say:

 

“There are three elements in every aspect of speaking success: Mindset, Skills and Systems. Charisma starts with Mindset. You must cultivate a respect for and admiration of your audience. Without this your speech will simply be a delivery of information. With it your emotions will reinforce your message positively.

 

The skills of charisma have to do with understanding and adapting to differences in groups and individuals. You've got to know your audience: the organization, the situation, the culture, and the individuals as much as practical.

 

Your systems need to include the efficient gathering of data about the group, your assignment and their goals. Have a great preprogram questionnaire to help you learn what you need to learn. Also, your personal system or habit pattern in preparation for each speech has a great deal to do with charisma. Be sure you get yourself into the attitude and mood to be the best you can be for them.”

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 5/20/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

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1. Partnering for Profits: New State of Alliance Study

2. Executive Presentation Skills: Be Heard

3. Association Executives: Innovation in Member Retention

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Partnering for Profits: New State of Alliance Study

 

The Association for Strategic Alliance Professionals just released its third “State of Alliance Management Study” and there are some interesting changes since the 2007 study was published. Co-marketing alliances down just a bit and research alliances are up a bit. In the 2007 study, American alliance success rate was around 50%, now the success rate is at 57%. Fifty-one percent of the companies now employ a full time alliance professional. Europe is investing a bit more in alliance management that is being done in the USA. Alliance success is a couple points higher in the USA over Europe. Unfortunately, international alliance success rate is only 49% but better then innovation alliance success rates, which are at about 40%.

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm (Permission to reprint my articles is also there.)

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Executive Presentation Skills: Be Heard

 

The question of style verses substance is one that will always be around. If style is all you have, then you’d better be a humorist or Toastmaster competitor. If substance is all you have then your information had better be so important to the well being, or success, of the people attending your talk.

 

But, if you have both style and substance, you will always be heard. You will always communicate your message. And most likely, you will always sell your message.

 

An analogy to keep in your mind is of a beautiful red ruby (substance) presented in a well lighted and displayed environment (the style). Take that fabulous ruby and throw it into a bowl of cooked spinach; not too exciting. The ruby will possibly be overlooked. The same goes for your speech; display your ruby in such a way that it will not be missed—and you will be heard.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives:

 

The Los Angeles Bar Association recently took a very innovative approach in an effort to retain older members. With the dues renewal, the older members are offered an “opt-out” option of joining the newly formed group for older members. Interestingly enough, few opted out—they accepted the offer. What do they get? Specific programming and events geared to what is humorously called the dinosaur group. Way to go LABA, you are an innovative leader in Member retention.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 4/15/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

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1. Partnering for Profits: Compare to Top Alliance Professionals

2. Executive Presentation Skills: From Ed’s Bookshelf

3. Association Executives: Go for the Two-fer!

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Partnering for Profits: Compare to Top Alliance Professionals

 

A recent study done by the American Management Association and Pearson in collaboration with the Society of Human Resource Management (SHRM) and the Association of Strategic Alliance Professionals (ASAP) titled, “Today’s Alliance Professional...Tomorrow’s Strategic Leader” offers some very insightful information.

 

In examining strategic alliance professionals who identified themselves as “top experts in the field” the researchers wanted to see how those alliance professionals differed from ones who identified themselves as novices and moderately proficient. The “top experts” differed from their peers in several ways. The key findings were:

* “Top experts” are even more independent and sociable than most strategic alliance professionals.

* They are also higher in critical thinking and in leadership orientation.

* Finally, they possess a higher level of concern for others, which means that they have a strong empathic connection with people. When we look at the overall profile of top strategic alliance experts; areas where they differ from their peers as well as areas of similarity; a pattern emerges:

* Top experts appear to be very dynamic individuals who care about and connect with people; they positively influence and motivate others.

* They are constantly reaching out and networking with people.

* They are also very strategic and likely to find and create opportunities to use their critical thinking skills and independent and innovative style.

* On the other hand, they are likely to feel bogged down if required to devote energy to a lot of strict procedural demands and attention to details. They would suffer if forced to work within a bureaucratic environment.

 

~~~If you would like to read the study summary, email your request to ed@rigsbee.com and I’ll forward the pdf file to you~~~

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm (Permission to reprint my articles is also there.)

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Executive Presentation Skills: From Ed’s Bookshelf

 

This week I’d like to share with you the 12 rules for speaking success from James Anderson’s book (published 1989) titled, “Speaking to Groups, Eyeball to Eyeball.” Good ideas, all of them. One caution…have a script, but do not read your script.

 

 1. Find your action objective.

 2. Know your audience.

 3. Build from the closing.

 4. Hook your audience instantly.

 5. Create a script.

 6. Keep a sharp focus.

 7. Use good delivery.

 8. Add impact with visuals.

 9. Sell them with persuasion.

10. Keep a positive attitude.

11. Be totally prepared.

12. Follow up your success.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Get the Membership Two-fer

 

How good is your membership recruitment brochure? This is a great time to take a look. In order to combine a member recruitment campaign along with a member retention campaign, you need to have a four-color pocket sized tri-fold brochure, you know, one that neatly fits in a #10 envelope. And the brochure had better address the benefits, rather than the features of membership. Features are what you get when you join, and the benefits are how those features make your life better—by helping you to get more customers, make more money, keep the best employees, and benefits like that.

 

The way you get a two-fer is to motivate your current members to call on prospective members. Have a class at your next conference going over all the benefits your association delivers—your members will need to attend to get “up to speed” on the benefits so they can talk about those benefits. And, what are you doing? You are reinforcing in the minds’ of your current members that they made a good decision in joining themselves…go for the two-fer!

 

If you need help with this, give me a call at 800-839-1520, I mean it.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 4/8/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

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1. Partnering for Profits: Supplier Relationships

2. Executive Presentation Skills: Avoid Competing With Yourself

3. Association Executives: Partner with Your Speakers

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Partnering for Profits: Supplier Relationships

 

Yes, this is a great time to squeeze your suppliers for an extra nickel. The economy sucks, everyone is scrambling, and you want to get more than your fair share—it’s just looking out for my company you might say.

 

Don’t do it!!!

 

You might not think so now, but your suppliers really are the lifeblood of your company. Without your suppliers, you’d have nothing to sell or service to offer. Sure it is natural to want to take advantage of a situation. But hear me loud and clear—stick it to your suppliers now, and when things get better, they’ll remember.

 

By partnering with your suppliers in both good times and bad, you will be making superior “Relationship Bank Deposits” in anticipation of future withdrawals. If you have not yet done it; have meetings with your key suppliers and ask for their recommendations for process and supply chain improvement, especially in this lousy economic time. I’m pretty sure they will have a few recommendations that you have not yet implemented.

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm (Permission to reprint my articles is also there.)

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Executive Presentation Skills: Avoid Competing With Yourself

 

You have most likely seen it; the speaker has a nervous habit, or several. And these habits are completely distracting. In fact, you have a hard time concentrating on what the speaker is saying. Some things to consider that will help you avoid competing with yourself the next time you give a presentation:

 

Playing with your eyeglasses

Playing with change in your pocket

Continual nervously sipping water

Over using “you know” and “uhhh”

Reading your speech

Dissymmetry in clothing; one coat pocket in and one out, wearing your name badge, or oversized broach

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Partner with Your Speakers

 

I was just reading in the April issue of “Smart Meetings” yet another article on frugal meeting tips and found myself wondering why the author would suggest creating an adversary relationship with speakers. While the author did not say it in so many words, however the author’s recommendations said it loud and clear—limit the number of hotel nights and only give conference registration for one day. Over the last several months, I have been interviewing people that book speakers for my column in “Speaker Magazine” and a frequent criticism is that the speaker runs off after their speech.

 

You cannot have it both ways. If you want your attendees to have access to your speaker for more than a few minutes—you’ve got to make it work for your speaker. Providing an extra night at your conference hotel is a minimal investment compared to the value your attendees will receive. And registration for only one day—how miserly can you me? It basically costs the association nothing to give a full registration.

 

In your effort to cut costs, be careful not to cut off your nose to spite your face. If you really are under the budget microscope, then hire only one speaker for your entire conference—that will be the most cost effective approach possible. Your attendees will have more access to the speaker, and besides, you do want your speaker to be your partner in making your meeting successful, don’t you?

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 4/1/09

(April Fools Day, and without any gags)

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

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1. Partnering for Profits: Relate Honestly to Employees

2. Executive Presentation Skills: Use Mind Pictures

3. Association Executives: Exchange Older Members for New

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Partnering for Profits: Relate Honestly to Employees

 

How do you, the executive, relate to employees in this tough economic time? First, employees are scared; even if they feel their job is somewhat safe, perhaps a spouse or close family member has recently experienced a lay off? We are all being assaulted several times a day with rotten news about the economy. What are you doing to help your employees overcome this continued negative influence? Perhaps more frequent and more honest information sharing would serve everyone?

 

Second, your integrity will be their motivator. Your employees want to believe that everything will work out all right. They want to believe in you, and your leadership team. Your integrity in keeping your words and actions consistent will play a huge role in keeping your employees motivated—especially now with cutbacks in pay, benefits, hours, etc. Paint an honest picture, your employees will thank you for it.

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm (Permission to reprint my articles is also there.)

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Executive Presentation Skills: Use Mind Pictures

 

One of the stories that I frequently tell from the platform is about the importance of having the needed skills before one tries to implement. It is a story about when I learned to ski. My goal is to create a picture in the minds of my audience members before I start to use my body as the visual. I start the story with, “I wish you could have been there; it was a sunny fall day in Yosemite National Park at the Badger Pass Ski area…” This conjures something in everyone’s mind. Make your presentations more powerful by frequently painting mind pictures for those in your audience.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Exchange Older Members for New?

 

(First, I’d like to connect back to last week’s cost cutting. If you need a speaker to perform several activities at your next convention, for a single price, please give me a call at 800-839-1520. Have I got a deal for you!)

 

Why are senior association members not renewing their membership? ASAE did a study in 1999 and found that 76% did not renew memberships because of value issues. Perhaps the question behind the question might be: Is it smart for your association to let go of their older members in exchange for younger ones? Does a continual membership turnstile really serve the association and its membership?

 

And another question might be: What would be the cost/benefit ratio analysis to adjust programs, benefits, and membership types to keep the older speakers? (Do they have enough relevant knowledge/skills to benefit the newer members?)

 

The above questions have never been more relevant. Yes, you want new blood in your association. And yes, you want to honor and value the experience, knowledge and wisdom of the more senior members. While many associations have created groups for younger members, most have not done so for the older members. Creating a special group for your older members will both deliver more specific value to the senior members and possibly add a small additional revenue stream into your coffers.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 3/25/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

 

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1. Partnering for Profits: New Book to Consider

2. Executive Presentation Skills: Audience Engagement

3. Association Executives: Fall Meeting Cost Busters

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Partnering for Profits: New Book to Consider

 

Strategic Alliances: Three Ways to Make Them Work by Steve Steinhilber

From Harvard Business Publishing, publication Date: Nov 3, 2008

 

Excerpted: “At Cisco, I manage a portfolio of alliances that crosses multiple industry sectors, technologies, and geographies, with a cumulative value of more than $4.5 billion annually in business impact to Cisco and much more than that to our alliance partners. Strategic alliances are woven into the very fabric of our company and the way we see ourselves in the world—from Chairman and CEO John Chambers on down.

 

You’ll see a similar picture at other alliance-savvy companies, like IBM, Eli Lilly, and Procter & Gamble—partnerships are a central part of their core strategy. If alliances are not viewed as an integral part of your strategy, then you’re working with both hands tied behind your back. You might have a few short term successes, but long term, make no mistake: you will probably fail.

 

Let’s assume that you have a strategy in which alliances do make sense for your company at one or more levels of your value chain. If that’s the case, you need to construct and manage each alliance as a business. Your job is to bring the right framework, the right organization, and the right relationships together and to move the project forward. Your approach needs to look at the big picture rather than short-term payoffs. “Winning” and beating the other company in negotiations may doom the relationship from the beginning. One of the biggest mistakes you can make is thinking that alliances are all about hammering out an airtight deal structure, negotiating hard, and planning for every eventuality. We had one partner whose CEO said he measured a partnership’s success “in the number of POs [purchase orders] that get written”—in other words, how much business his company generated from us. That company is no longer a partner.”

 

You can read more about my perspective on the fine points of alliance development at http://www.Rigsbee.com/morearticles.htm  (Permission to reprint my articles is also there.)

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Executive Presentation Skills: Audience Engagement

 

For several months now, I have been on the editorial committee for Speaker Magazine. My job has been to author a monthly column where I interview people that book professional speakers. A point that frequently is made by these people is that they want a speaker that will ENGAGE their meeting attendees.

 

Earlier this month, I attended a meeting planner site familiarization trip in Breckenridge, Colorado. After the second day of skiing, rather than to join the “hot tub” group I joined the “bar” group. The entertainers, Swing Crew, a two-piece local group did an amazing job of ENGAGING their audience by bring some folks on stage and enrolling some at their tables. For this group, tips were high following their set. And the important lesson was about engaging an audience through participation. I do not think I have ever seen bar entertainers do such a masterful job of including their audience.

 

In an hour talk, might you be able to have two or three audience interactions? Not just asking everyone to hold up their hand or to repeat after you, but real interactions? Give it a try.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Fall Meeting Cost Busters

 

For executives at small to mid-sized associations, two important cost saving ideas for your fall meetings:

 

1. If you still have not signed a contract, look at higher end hotels for your meeting. Yes, you heard me right. As the corporations are scrambling to change the “location/venue perception” of their coming meetings (moving to Marriott & Hilton), the higher end properties have been hit the hardest. As such, they currently seem the most willing to negotiate.

 

2. For your speakers, you might be inclined to find someone local or a college professor? This might not be the best financial/benefit ratio strategy? They just might not be that good. A better strategy might be to engage a more experienced “content expert” speaker that offers a wide range of services; keynote, workshops, industry discussion facilitation, emcee, on-site consultation with members, etc. One fee, one hotel room, and one travel expense might prove to be more cost effective than a host of “f-r-e-e” industry speakers covering their travel and lodging? With only one paid speaker from the outside, you still get the prestige of bringing in an expert but at a better cost/benefit ratio. Many experienced speakers will fit this description and offer a single-price package. 

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 3/11/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

 

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1. Partnering for Profits: Takeaways, Best Practices & Implications

2. Executive Presentation Skills: How Powerful Is Your Close?

3. Association Executives: Keep Your Exhibitors

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Partnering for Profits: Takeaways, Best Practices & Implications

 

At the recent Silicon Valley Chief Alliance Officer Roundtable hosted by Cisco at their facility in San Jose, CA on January 14, 2009; they discussed alliance takeaways, best practices & implications. There were seven key highlights of these trends and best practices.

 

(#4 of 7) Portfolio Evaluation Criteria Adapts as New Partner Models Emerge:

  • Develop a working partner portfolio model that reflects long-term priorities, but incorporates risk management for near-term objectives.

  • “One Size Fits All” partner criteria don’t work well.

  • When re-evaluating partnerships, ask the tough questions and be honest. 

  • Innovate and invest in the partner model with your key partners during the downturn.

I believe that the important value to be received here is that of recognizing that alliance relationships might have to change in this current economic environment. You need to examine both your short-term and long-term alliance strategy. Be care though of putting too much focus in short term revenue generating alliances “to help you through” at the cost of keeping long-term alliances strong that will yield you greater profits when the economic recovery arrives.

 

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is also there.)

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Executive Presentation Skills: How Powerful Is Your Close?

 

The members of your audience most likely will remember your opening if it is powerful and the same for your close. Ross Shafer shared his formula at the annual convention of the National Speakers Association: Open with “B” material, do your “C” material, then close with your “A” stuff. Not a bad formula, would you agree?

 

And, what about that close—consider the following:

 

1. Stop talking long before your audience is done listening.

2. Go out with a huge bang; story, video, or disappearing act.

3. Give your audience some action to take immediately, or upon returning to home or office.

4. Give the attendees something insightful, emotionally penetrating, or inspirational to remember.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Keep Your Exhibitors

 

On the cover of the March issue of M&C Magazine is Galen Poss, president of Hanley Wood Exhibitions. There is a very timely story about how he and others are dealing with large conference exhibitors that are pulling out of this year’s expos. Also, read about how Robin Preston at National School Boards Association kept a technology supplier engaged when they had planned on pulling out of this year’s meetings. By the way as an FYI, M&C will soon be offering web-only content, so it might be a good idea to bookmark their Web Site and visit frequently: http://www.mcmag.com/ 

 

My Question: are your exhibitors simply using the tight economy as an excuse to pull out when the real issue is most likely little perceived value in exhibiting? If so, how are you re-engineering your meetings to offer more value to suppliers, exhibitors, and sponsors?

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 2/26/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

 

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1. Partnering for Profits: Deeper Relationships with Alliance Partners

2. Executive Presentation Skills: Deep Personal Inner Exploration

3. Association Executives: Go Deeper in Member Companies

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Partnering for Profits: Deeper Relationships with Alliance Partners

 

A topic that I wrote about in my first book, “The Art of Partnering” back in the mid-1990s is that of going deeper (vertically) to build additional relationships beyond your immediate contacts. When you do this in our alliance partner organizations, you achieve two important alliance strengthening elements:

 

1. Business leaders get promoted, transferred, and fired. If this happens to your only contact at an alliance organization, chaos in the daily functioning of the alliance is sure to follow. However, if your relationships go both wide and deep in your partner organization, there is a good chance that you will already have a relationship with your new contact, be they transferred or promoted.

 

2. When problems in the alliance occur, and they will, it is having the deep organizational relationships that will hold things together. When partners are at war, anything one does is considered confrontational by the other. Conversely, when relationships are good, mistakes made by a partner organization are simply considered just that; honest mistakes and not cause for eliminating the alliance.

 

To keep your strategic alliances working like a well oiled machine, take the time and make the effort to build relationships both deep and wide in your partner organization. 

 

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is also there.)

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Executive Presentation Skills: Deep Personal Inner Exploration

 

Consider the idea of deep personal inner exploration of your core message, wisdom, and universal truths in preparation for your next presentation. My good friend, John Alston, CSP, CPAE, once told me to get rid of the “fat” around my universal truths. He told me that it is that “fat” that diffuses the power of my message.

 

As we endeavor, I believe, to develop content to share with others, too frequently we abandon what Mark Victor Hansen, CSP, told me is “Your Inner Knower.” Yes, we have to trust ourselves. In presenting our ideas to others there is a monumental need for you to access our inner core beliefs. This is necessary on order to muster up your passion to effectively to influence others. In contrast think about the monotone speaker reading his/her PowerPoint bullet points, one at a time—at an excruciatingly slow pace.

 

Compare in your mind the vision of the slow monotone speaker to that of a strong, committed and powerful speaker, like John Alston. In order to influence others you must dig deep into your soul to determine your real beliefs on any topic in order to share the subtleties of the topic through your window on the world.

 

Before every speech, consider spending the time necessary to quiet the static in your head, to explore your beliefs, and determine the core message (about any topic) that you want to share with your audience.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Go Deeper in Member Companies

 

As I mentioned above in the “Partnering for Profits” section, there are benefits for going deeper in building relationships in partner organizations. This applies also for trade associations and to some degree in professional societies.

 

By going deeper, encouraging conference attendance and membership of additional job levels, within your current member companies will serve your organization well. The cost to your organization will be appropriating the necessary resources to both develop additional levels of educational programming and appropriate conference activities.

 

The benefits to your organization are:

  • Increased membership from additional employee levels

  • Member retention as owners/CEOs will see additional value in their membership through providing cost effective training and other benefits for their employees

  • Emotional ownership in your association from tomorrow’s leaders of your member companies.

  • Increased convention/conference/expo attendance

  • Increased interest from your supplier members to participate at higher levels driven by increased meeting attendance and ability to influence up and coming users/buyers of their products and services

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 2/18/09

 

Please connect with me at Facebook, Linkedin, and/or Plaxo.

 

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1. Partnering for Profits: Finding Alliance Partners

2. Executive Presentation Skills: Crashing Preoccupation Barrier

3. Association Executives: 2009 Meeting Strength

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Partnering for Profits: Finding Alliance Partners

 

Where do I find great alliance partners is the question I generally hear. The simple answer: anywhere and everywhere. The truth is—the quality of your partner(s) does play a major role in the value you will receive from an alliance. In my book, Developing Strategic Alliances I offer several recommendations:

  • Your suppliers are a good place to start in your search for an alliance partner. They know your competitors and other local business people from a different window than you. You can learn about their buying habits, bill paying habits and other important information about them.

  • Your customers are another great place to look. They have most likely done some business with the person or company that could be seeking.  Again, they have a unique window through which they have viewed your potential alliance partner.

  • Your professional or trade association is a fabulous environment to search if you want to build an alliance with competitors or suppliers. The executive director of the association is usually the person who is most a tune with the players in your industry.

  • Newspapers and trade magazines offer current information as to the movers and shakers in many industries. They compare, they research and generally dig up interesting bits of information about business people. Also research Internet blogs, articles, and postings for aggressive companies.

  • Local successful business people can be found at the chamber of commerce activities and mixers, civic service clubs, charitable organizations and even local seminars.

  • Ask those that supply you with professional services; including, consultants, lawyers, and accountants.

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is also there.)

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Executive Presentation Skills: Crashing Preoccupation Barrier

 

In order for your presentation to be effective, you first have to first get your audience’s attention. Those folks sitting in the seats in front of you are thinking about their jobs, their friends, and their loved ones—and all the issues that surround them. They are preoccupied, and it is your job to crash through that barrier. Needless to say, it is best to do this at the beginning. Start with your introduction; make it short and it needs to sell you. Your introduction had better give your audience a reason or two that it would be in their best interest to listen to what you have to say.

 

Then your opening has to build on your introduction. Your opening is more than just what you say; it is also what you do. Check your non-verbal statements. What you wear, how you look, how you stand, your manner in approaching the platform following your introduction, all speaks clearly about you. What are these non-verbal statements saying about you?

 

While you are waiting to present, take the temperature of the room and determine if your meeting planner gave you the correct information about your audience. This “last chance” to adjust is crucial. I know—who wants to change at the last minute? Any quality presenter, professional or not, is willing to do last minute adjustments to better serve the audience.

 

The first words out of your mouth are being judged by those in your audience, it is simple human nature. Don’t fight it, go with it. Lean into your strength at the beginning. Truly attempt to “sell yourself” to your audience in the first minutes of a presentation. Your effort will make experience better for all that are in the room, including you.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: 2009 Meeting Strength

 

Lately, I have been hearing from association executive directors about their fears and concerns regarding the strength (attendance) of their meetings in 2009. Yes, everyone involved in the meetings industry has huge concerns for the strength of meetings in 2009. What can you do to motivate more of your members to attend this year’s meeting and also bring along their senior staff?

 

Deliver more value is the answer. Most likely your members are currently having a difficult time. As an example, is a golf tournament the best use of your resources? Perhaps a better idea would be to have a consulting day? Enroll your speakers to attend the meeting for an extra day and deliver consulting sessions. There are a number of ways to administer this idea; sell the sessions, have a drawing for early registrants, or organize it so all attendees have access.

 

Be honest, is it networking or education that is the primary driver for your attendees? Lean into the primary attendance driver by adjusting the meeting format to better serve the real needs. If it is networking they want; rather than offering traditional lecture programs, shift to interactive programming. You may have to secure different speakers, and it will be worth the effort.

 

If it is education that is the primary attendance driver then select the speakers that are willing to help you build a pre-conference, conference, and post-conference educational event that is beyond anything your members have ever seen. Many speakers have eBooks, surveys, etc. that can be structured to deliver this higher-level education. Explore through new windows how you can deliver more value while still keeping costs manageable. 

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 2/11/09

 

Please connect with me at Linkedin; http://www.linkedin.com/in/edrigsbee

http://www.linkedin.com/pub/0/0b1/422, I’ll accept your “friend” request.

 

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Valentine’s Day is coming; (guys) you had better shop by Friday. Don’t be caught empty handed on Saturday morning.

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This week we all really should be thinking about relationships so I am going to focus on just one topic; Clicking verses Conflicting

 

Trust:

In both business and personal relationships trust is, in my opinion, the foremost ingredient. Trust is something that can be destroyed unintentionally and without hurtful intent. Trust is also something that once damaged, if ever, takes a tremendous amount of work to repair. By making continual “Relationship Bank Deposits” with others, your chances are less that things will fall apart. And if conflict does occur, the perception others will have of you is that there must have been a simple mistake made rather then using the situation to justify in their own mind that you are untrustworthy.

 

Communication:

Conveying your true thoughts, feelings, and ideas to another person is more difficult than you might think. Everyone hears/listens through their personal filter, developed from years of various experiences. It is the lack of these shared experiences that creates subtle communication challenges, frequently not recognized by either party; and that can easily cause conflict. If every person would take responsibility for both their outgoing and incoming communication, oh how much better things would be. Yes, you should be responsible for what you say, how you say it, and how the other receives it. Don’t you think? Trust me on this one, when you do this everyone around you will seem just a bit smarter.

 

Priority:

What matters to me might be quite far away from what matters to you, and vice versa. Without meaningful communication in the area of shared priorities, relationships fall apart. I believe this is a crucial element in the sidetracking of any relationship. Frequently, you will find it difficult to understand the priority of others, let alone care about them. Since Valentine’s Day is so close, let’s bring this one home. You want to stay home and relax, but your honey wants to go out—or vice versa. Who wins out? The person that wins that battle is ever so closer to losing the war. But the other agreed, you say. Sure they did—they really gave in. By being aware of, and sensitive to, your honey’s priorities, you are making hugely valuable “Relationship Bank Deposits” that will go a long way in smoothing ruffled feathers then you have been guilty of being less sensitive. You can take that one to the bank!

 

Action:

It is the action of showing, through both word and deed, that the needs and wants of another person are important that help to cement relationships. Here is a timely idea: with the economy slow and money tight consider doing something really special for your Valentine. Skip the usual last minute shopping and write a love poem, letter, or song for your special someone. Deliver it with breakfast in bed on Saturday morning. You will build trust through a new style of communication. You will also show that your priorities are in order through this action—a win for all involved. Except the retailers, oh well, let the “schlubs” go shopping—you have a better idea.

 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 2/4/09

 

Please connect with me at www.FaceBook.com, I’ll accept your “friend” request.

 

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1. Partnering for Profits: Alliance Crash Course

2. Executive Presentation Skills: Twittering in the Back

3. Association Executives: Getting to Yes

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Partnering for Profits: Alliance Crash Course

 

Perhaps, now more than ever, it’s time to give your organization a crash course in alliance management? As you already know, facing 2009 are some difficult economic realities. Goods and services demand has slowed or reversed; resulting, are many organizational failures. Increased competition and consolidation naturally follow. CEO edicts; “Do more with less” have become common place. Can organizations realize more value from their alliance relationships? I absolutely believe so.

 

Have your alliance relationships grown organically rather than by purpose? If so, perhaps your alliance managers could use a tune-up? Like most other business development and managerial activities, alliance skills are learned rather than inherent. Do your alliance managers have the ability to see the bigger organizational picture while managing an external relationship?

 

Below are my Seven Steps for Alliance Development, I like to call them the Alliance Alchemy; the formula for turning your alliance efforts to gold.

 

1. Monitor (Determine Reasons and Need)

2. Educate (Cultural, Operational and Strategic Differences)

3. Select Alliance Type (Structure)

4. Organize (Select Partner)

5. Agreement (Written is Best)

6. Implementation (Begin Activity)

7. Maintenance (Monitor Progress and Cooperation)

 

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is there too.)

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Executive Presentation Skills: Twittering in the Back

 

If you are presenting to an audience where there are a minimum of just a couple people under the age of 40 (perhaps 50?), I can assure you there is someone Twittering. What’s Twittering? Visit www.twitter.com/edrigsbee to see. Twitter is something like an instant blog Web Site where persons can post—from their cell phones using the text messaging function. Their friends that follow them receive a notice of the other person’s post. You may not realize it but there can very well be a number of people commenting to one another about your speech—real time, while you are speaking.

 

What’s a presenter to do? First acknowledge it. Say something early in your speech like, “For those of you Twittering in the back, say something nice about my speech.” This is being proactive. Let them know that you know. Also, if it is possible, leave the podium (the definition of podium is; riser or stage, not lectern) and walk toward the back of the room, you can keep them off guard and they might Twitter less. Of course this is assuming you have a wireless lavaliere microphone.

 

For years now presenters have been successfully dealing with those RUDE individuals that leave their cell phones on “ring” rather than “vibrate” in a belief that they (the offender) are more important than the entire audience—that it is okay to disturb others trying to glean some important bit of information. Today, presenters are also successfully enduring the second generation of “disturbance through technology.”

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Getting to Yes

 

Just last week, I was hosting the Cigar PEG, Inc. Annual Meeting in Scottsdale, AZ. I called the hotel front desk (from California) to be sure my attendees could check in before I arrived as the rooms and expenses would be put on my card, which was already in their system. And what do you know; the clerk I spoke with at the front desk was all about why they could not check in without…

 

Why in the world does one want to create conflict before the guests arrive? The primary reason I believe is twofold; a lack of training and a lack of a desire to serve. Let’s now move the discussion of your staff interacting with your members. Is there any chance that any of your staff could be guilty of this?

 

At the hotel, there was of course a very easy solution that (the second) front desk person offered. Perhaps the same is true when one of your members has a challenge? But why did I have to go to a second person? See the above two-fold reason.

 

Let’s face it, 2009 could deliver your association a membership net loss. So why in the world would you allow your staff to do anything but deliver absolutely fabulous value to your members? When staff doesn’t care or is trained poorly, the E.D. needs to look in the mirror for fault.

 

Please do what you can to help your staff to abandon the “sorry, it’s our policy” and stay focused on the “yes, I’m sure we can help you.” Your members will thank you.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 1/22/09

 

:) Please connect with me at Linkedin, http://www.linkedin.com/in/edrigsbee 

To connect, use: ed@rigsbee.com 

 

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1. Partnering for Profits: Chrysler/Fiat Alliance

2. Executive Presentation Skills: Self-Confidence

3. Association Executives: Electronic verses Traditional Member Engagement

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Partnering for Profits: Chrysler/Fiat Alliance

 

Fiat is to take 35% stake in Chrysler under strategic alliance plan. This announcement did not get much press coverage this week due to the presidential inauguration. However it is important news. The sickly Chrysler Corp. has agreed to form a strategic alliance that would give the Fiat, Italian auto empire, a 35% stake in Chrysler and could eventually bring Fiat full control of Chrysler.

 

The two companies said in a joint statement that in exchange for sharing its small car platforms and fuel efficient engines, Fiat would take an initial 35% stake in Chrysler but would not invest cash.

 

The indication that Fiat could eventually gain full control was further backed by Mr. John Elkann VP of Fiat and heir of its founding Agnelli family, who was quoted as saying by the ANSA news agency that the company's stake could increase. [To most, this comment means that they are looking for more than a simple alliance.]

 

An important point that I have always made is not to partner with a sick company. However this is a very smart alliance, especially for Fiat. This alliance will give Fiat the foothold into the USA that it never had. What kind of alliance might give you a foothold into a new market that you’ve been trying to penetrate?

 

More articles on how to build alliances at http://www.Rigsbee.com/morearticles.htm 

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Executive Presentation Skills: Self-Confidence

 

In speech giving, frequently your level of self-confidence will be directly proportionate to the quality of both your speech and its delivery. The two important elements of self-confidence are preparation and practice.

 

Excellent speech preparation includes: mastery of topic (even if you just did the research), flow of thought and/or persuasion, the quality of your PowerPoint (if you select to use it), planned emotional peeks and valleys, planned emotional releases through humor, and correct length of time. Only amateurs go over their time!

 

Practice is a whole different issue; defective practice yields defective speeches. While everyone wants their speech to appear to be “fresh” relying on your adlib or improve abilities is surely a mistake. While I would never recommend learning a speech word for word, I do however; recommend that you memorize your outline. Also work in your timing, allowing for audience laughter, which indeed adds minutes to your speech. If you can deliver, in your living room, a great speech to your spouse, significant other, or your children; your speech will be a hit with its intended audience.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Electronic verses Traditional Member Engagement

 

Andy Steggles wrote a quite informative article which appeared in the January 2009 issue of “Associations Now” titled, “Keeping Score of Your Online Member Engagement.” I highly suggest you read the article.

 

For me, this article brings to the surface the dichotomy of traditional (in person) member engagement as opposed to cyber member engagement. Up front, I’ll state that both are good, both are important, and both deliver member value.

 

And, what about the smaller associations that do not have the budgets that the larger associations enjoy—how might cyber engagement be possible? My quick two word answer is: Facebook Groups. Facebook groups are free and take very little skill to administer. I use a Facebook group for Cigar PEG, Inc., the 501 ( c ) 3 that I run.

 

What about traditional member engagement? In person and cyber member engagement will feed one another. The caution is to not get too wrapped up in cyber engagement. While cyber engagement is important, you can expect several more generations to demand and expect traditional, in-person, member engagement activities.  

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

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BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 1/14/09

 

:) Follow my daily posts at www.twitter.com/edrigsbee 

 

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1. Partnering for Profits: Webserts

2. Executive Presentation Skills: Guard the Prime Time

3. Association Executives: Partner for Advocacy

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Partnering for Profits: Webserts for 2009

 

Consider “websert” partnering with other (non-competing) companies that sell to the same customers as does your organization. A websert is a subtle third-party offer embedded in a transactional e-mail which offers marketers significant advantages over traditional box insert media. You may have noticed this kind of offer at/or from VistaPrint.com, 1-800-Flowers.com, or magazine subscription offers. This idea is cross-selling at its best. Effectively, this is post-purchase offers in transactional e-mails that offer companies a connection to third-party customers through inserted coupons or links. This method will drive additional revenues and (cost effectively) attract qualified customers.

 

More articles on how to build alliances at http://www.Rigsbee.com/morearticles.htm 

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Executive Presentation Skills: Guard the Prime Time

 

If you were to ask most speakers just before they took the podium, why they were there, the most frequent answers would be:

“I was invited to speak.”

“I don’t know why I was invited to speak.”

“I’ve got some things I want to get off my chest.”

“I was roped into it.”

“I don’t know how I get into messes like this.”

 

While there are many reasons to stand in front of an audience, always remember this; for you, it’s your prime time. You will be remembered by your words; powerful or not…persuasive, or not…caring, or not.

 

The next time you take to the podium (by the way, look up podium; not something you stand at, but rather on) consider others by recognizing this is your prime time. Guard it well.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Partner for Advocacy

 

Just announced (Jan. 12) in New Orleans at PCMA’s annual convention; meetings industry associations have banded together in an unprecedented industry-wide collaboration focused on stressing the value of the travel and meetings industry to Congress and the new presidential administration. “This is something, frankly, that needed to happen yesterday, so it’s happening today,” said Deborah Sexton, president and CEO of PCMA. The effort will involve an alphabet soup of travel industry associations, including CIC, PCMA, NBTA, MPI, ASAE, DMAI, SITE, ACTE and IAEE. The associations will be joined by third-party meetings giant Maritz Travel. “This is way beyond the incentive market,” said Christine Duffy, president and CEO of Maritz Travel. “We’ve had clients that have received bailout money that are canceling meetings because they don’t want to be next on the Jay Leno show.”

 

Two points; first perceptions are real in the minds of others. For 2009, run your association’s activities through the PC perception filter. Second, like the above mentioned meetings industry coalition, think about other (like minded) organizations your association partner with to have a stronger voice in the State Houses and in Washington, DC.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 1/7/09

 

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1. Partnering for Profits: Your First Alliance

2. Executive Presentation Skills: Let the Diamond Show Through

3. Association Executives: Lower Meeting Costs

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Partnering for Profits: Your First Alliance

 

Your trade association or professional society, regardless of your perception of its effectiveness, is an important alliance for you to consider in 2009. There are two important points I’d like you to consider:

 

Point 1: Your membership; many trade associations do a great deal of advocacy work for the people involved in the industry they serve. Any you can get a lot of the value whether you belong to the association or not. STOP BEING A FREELOADER! Join the association. This year your industry’s association or society WILL lose membership; therefore revenue. If you want to continue receiving the benefits of their advocacy work, belly up to the bar and pay your share now.

 

Point 2: Your participation; is crucial for you to receive high-level value from your association or society. With that said, there are many traditional, and untraditional, ways that you can participate. Some associations have NO IMAGINATION and only want members to play “within the lines,” making no waves. This is BS!!!

 

Regardless of how you select to participate, conventional or unconventional, look for opportunities to serve in a way that also serves you. Your trade association or professional society is one of the first reviews for 2009. Not a member, join. Dues paying member but not engaged, jump in.

 

More articles on alliance topics at http://www.Rigsbee.com/morearticles.htm 

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Executive Presentation Skills: Let the Diamond Show Through

 

Last year (last week), I suggested that you make every speech an event. I mentioned, Lee Andree Davis, who I have frequently referred to as a “diamond in a garbage can.” What I mean by this analogy is that Lee had a heart of gold but wrapped it up in such a coarse package that few were able to see his diamond.

 

How this relates to every person that steps onto the platform, literally or figuratively, is in relation to authenticity—what many say is the number one element to a great speech. For 2009, will you take the risk of authenticity? It is easy to stand upon the platform and be “Speaker Guy or Gal,” however it is difficult to be vulnerable enough to let your authentic diamond show through. This year, more so than in any year past, I’m going to work on letting my diamond show through, perhaps you’d like to do the same?

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Lower Meeting Costs

 

In order to put on outstanding meetings for your members on a budget, first may I suggest minimizing the pageantry? Then focus on great food and great speakers—that’s what your attendees will remember. After that, challenge the sacred cows, i.e., is the golf tournament losing money? If so, CHANGE THAT, or any other sacred cow that is taking you down. Here is another sacred cow to look at; are the past presidents still getting an upgraded room or suite for the regular conference room rate? If so, STOP THAT! There is nothing wrong with extending a complementary registration to your board members; you’ve got to give them some perks—but look close at the perks you give.

 

Here is another; do you really need to haul your staff people to the convention? Think airfare, hotel, and meals. By the way, the staff rooms are not free—your members are paying for them in their room rate. Most likely, you can hire local “temp” workers to fulfill many (or most) of the activities that staffers conduct for a fraction of the cost, couldn’t you? For 2009, ask the hard questions and make the hard decisions.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2009 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 12/30/08

 

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1. Partnering for Profits: Alliances as Far as the Eye Can See

2. Executive Presentation Skills: Make Every Speech an Event

3. Association Executives: Recession-Friendly Speakers???

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Partnering for Profits: Alliances as Far as the Eye Can See

 

Sitting on my work table are over 50 magazines—all December issues, all addressed to me. While some December issues have already been reviewed and tossed, I still have quite a number to go through. I realize that you are most likely thinking, “50+ magazines, that’s obscene!” However, reviewing a large number of industries each month keeps one well informed.

 

I am continually amazed at the number of collaborations I read about each month from industry to industry—which keeps me questioning, “Why aren’t more companies collaborating?” One particularly interesting story this month is in “InformationWeek” which named Werner Vogels, Amazon.com’s Chief Technology Officer, “Chief of the Year,” an amazing story of both collaboration and the coming technologies that will change how business is conducted.

 

For my last letter of the year, I’d also like to urge you to consider the double edged sword of an economic down turn: constriction or expansion?

 

1. For those of the constriction school of thought, conservation of capital is paramount. A good argument can be made for capital conservation; however opportunities aplenty are left in a bankrupt void.

2. Making use of available time and capital to expand in positioning for the coming upturn. This is the end of the rainbow where the pot o’ gold is located. Some challenges that you’ll have to overcome to find that pot o’ gold are:

> How does one see beyond their nose?

> How does one think beyond their experience?

> How does one leverage their core competence?

> What other markets need this competence?

> How can these markets be most effectively accessed?

 

More articles on alliance topics at http://www.Rigsbee.com/morearticles.htm 

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Executive Presentation Skills: Make Every Speech an Event

 

When you get to the point that you are giving “just another speech,” don’t! Nobody is interested in “just another speech” but very interested in what you have to say that will make their lives better. When you give “just another speech” everyone in the audience knows it, and generally they quickly zone-out and become disruptive.

 

The solution is to see each speech as an event. One of my early mentors, Lee Andree Davis, who I have frequently referred to as a “diamond in a garbage can” (more on that another time) would remind me to make all my activities with my children an EVENT. Not that I have always been successful at it, I have kept his words in the back on my mind. As an example, yesterday I was driving with my older son Ryan (who is home from college for the holidays) on Pacific Coast Highway through Malibu. I suggested stopping for a bite to eat. So I took him to Paradise Cove, a fabulous location, yes in a private cove and right on the beach. It was the perfect Southern California winter day; sunny, warm, no wind and a calm ocean. The perfect day and location made our lunch soirée an EVENT to be remembered.

 

My 2009 challenge for you is to similarly make every one of your speeches an EVENT. Do not allow yourself to fall into the trap of mediocrity. Never just stand in front of a group of people and talk. Honor them, their time, and their intelligence by making your speech an EVENT.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Recession-Friendly Speakers???

 

Here it comes again, “Let’s see who we can find to speak at our event that doesn’t charge much?” Translation: our members are not important, anybody will do, anybody can keynote the convention—our members really do not care—they’re only interested in the golf tournament anyway. Wow! Do you think so?

 

I got a huge giggle from the “Recession-Friendly Speakers” article in the December issue of “Successful Meetings” especially in light of my several recent interviews for the column I’m currently writing for NSA’s “Speaker Magazine” where I interview those that hire professional speakers.

 

While you do not always “get what you pay for,” generally you do. During my career as a professional speaker, I’ve seen three meeting “down-turn” cycles come and go. And, the same erroneous paradigm each time; get a cheap speaker, an industry speaker, or perhaps an academic to keynote the convention—we need to save money.

 

You KNOW what the result will be, you KNOW it is not going to work, but you allow your volunteer board to do it anyway. Why?

 

Back to my recent interviews with people that hire professional speakers. Why do they pay the dollars they pay? Engagement is one of the reasons most frequently given. If you want your conference delegates to return in 2010, keep “ability to engage” on the top of your mind as you consider speakers for your 2009 meetings.

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2008 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 12/17/08

 

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1. Partnering for Profits: Emotional Ownership

2. Executive Presentation Skills: Hot Seats

3. Association Executives: Combined Event

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Partnering for Profits: Emotional Ownership

 

As the economy further dips, layoffs are running rampant. Business owners and leaders are constricting in most areas. Employees’ lives now suck! Today you are at a crucial juncture; keep constricting until you squeeze the lifeblood from your employees, or work to motivate them to have an emotional ownership in the success of your business? You’ve got to make a choice.

 

Now is when employee partnerships matter most. If your employees are scared, they will be disengaged; they will work slower and unknowingly (possibly on purpose) sabotage your success, further sending your business in a downward spiral.

 

If you can’t motivate your employees to have an emotional ownership in the success of your business, hire someone to come in and do it for you. Today, this employee motivation is crucial. It is difficult to suggest the above without sounding self serving. However, you cannot afford not to seek help. If every one of your employees is operating around 70%, if you are lucky, multiply that, times the hours in a day they work, times the number of your employees, times each day you wait. Then you’ll know how much money you’ve already thrown down a rat hole. It’s a pretty big number. Get some help today!

 

More articles on this topic at http://www.Rigsbee.com/morearticles.htm 

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Executive Presentation Skills: Hot Seats

 

One of the most effective methods of creating value for attendees is offering “hot seat” slots during your presentation. This is generally less effective in keynotes but can work well in general and concurrent sessions. Several of my colleagues do this “hot seat” process quite well. Examples are Robert Bradford, CSP, Kirstin Carey, and Ford Saeks. Attendees get value from both, being in the hot seat, and listening. Effectively what the speaker does is deal with the “hot seat” person’s issues as related to your subject matter. Challenge, share, and learn; your presentation attendees surely will.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Combined Event

 

Fabtech International and the American Welding Society, along with Metalform, will partner with the Association for Manufacturing Technology to produce a new annual event. The first official combined exhibition will take place in November 2009 at McCormick Place in Chicago. Their goal is to combine the strengths of all exhibitions and their sponsoring associations, thereby helping both attendees and exhibitors to focus on only one event. Have you looked into the possibility of doing the same within your industry?

 

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2008 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 12/3/08

 

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1. Partnering for Profits: The Art & Science

2. Executive Presentation Skills: Love Your Audience

3. Association Executives: Hats-Off to RIMS

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Partnering for Profits: The Art & Science

 

Lately, I have put a fair amount of energy into talking to you about the science of making strategic alliances work. As we approach the end of the year and get close to the holidays, talking about the art of alliances is appropriate. In my presentations on “Alliance Alchemy” I share my formula; 7 steps and 3 behaviors for developing successful and profitable alliance relationships.

 

The first of these behaviors is that of bridge building, also known as focusing on getting things done rather than obsessing on being right. The basic idea is decide in times of conflict if you want to operate from “I’m Right!” or if you are willing to come from a place called, “I’m trying to learn.”

 

Essentially, if you are involved in an argument, you are operating from the place of I’m right. My suggestion is to skip the argument and come from a place called: I’m trying to learn. Then there will be no argument, as it takes two to argue. Try it for the month of December; I bet the idea will work for you.

 

At http://www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute VENDOR SUMMIT video presentation will be valuable to you in future training sessions for your vendors and procurement department. Better yet, call to check Ed Rigsbee’s availability to keynote your next meeting.

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Executive Presentation Skills: Love Your Audience

 

Yes, I know it might sound a bit odd coming from a high-content speaker like me. However, the advice is sound! Think about it, you have the attention of a number of persons waiting to hear what you have to say; they are giving a piece of their lives to you, why not respect that?

 

While you are waiting to speak, think about the above, it will both relax you and put you in the correct frame of mind. When you start your speech, send “mental” appreciation to your audience. This appreciation will also show up in your voice, facial expression, and body language. It is a great way to start a speech. Try to keep the idea of “loving your audience” in your conscious mind throughout your speech; I assure you, it will make a positive difference.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Hats-Off to RIMS

 

If you overlooked the cover story article in the November 2008 “Meetings and Conventions Magazine” (M&C), dig into that pile of publications in the corner of your office and read the article. The article outlines how the Risk and Insurance Management Society’s million dollar Web Site rebuilding decision delivered both continual membership increases and a return on investment in three years.

 

If your association or society does not enjoy membership ranks of 8,000 plus members, you might read the article and think the idea does not apply to you? However, keep economies of scale in mind. While a large society might have the money to re-launch their Web Site, and you do not; the larger point here is that of creating value for members. RIMS did a fantastic job of creating new and additional value for their members.

 

Now that the USA is “officially in a recession” it is even more important for trade associations and professional societies to focus on activities that directly help members TODAY! Yes, green meetings are important. Yes, social responsibility is important. And yes, you really do need to FOCUS in helping your members to resolve their CURRENT challenges.

 

Here is my December challenge to all association executives, “What can the association do for its members today?”

 

Association Executives may access Ed Rigsbee’s association growth articles, member recruitment campaign information, and video presentation of Rigsbee’s Member Value Process™ at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2008 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 11/24/08

 

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1. Partnering for Profits: Partnering with Suppliers

2. Executive Presentation Skills: Stage Fright

3. Association Executives: Emotional Ownership

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Partnering for Profits: Partnering with Suppliers

 

In my last letter I spoke of sponsorship dollars and the expectations of those that supply those dollars. Sponsorship is effectively buying advertising and advertising has the goal of pulling customers; a reasonably simple expectation. These sponsorship/advertising partners are in actuality, suppliers.

 

As we are getting close to the end of the year, perhaps you are reviewing which suppliers to keep and which to eliminate based on their fulfilling of your expectations? With our current economic climate, this review would be a good idea. Below I’ll reiterate some elements to look for in strategic sourcing partners:

 

1. The best overall value; not the best price this week but the lowest total cost of procurement for the fiscal year.

2. The best on time delivery record because you know the cost in lost productivity when del ivers are late.

3. The best complete fulfillment record for a similar reason as above however magnified ten times.

4. The best communication because this is the root of most strategic sourcing failures. When your supplier has superior communications, you can anticipate and adjust for swings in the market and supply chains.

5. The best in follow up, meaning relationship reporting. Call it report cards or score cards, but whatever you call it; you want your suppliers to excel at relationship success reporting which will enable continual procurement cost and effectiveness improvement.

At http://www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute VENDOR SUMMIT video presentation will be valuable to you in future training sessions for your vendors and procurement department. Better yet, call to check Ed Rigsbee’s availability to keynote your next meeting.

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Executive Presentation Skills: Stage Fright Cause & Cure

 

If one had to give Stage Fright an aka, it would be; Stress. While a little bit of stress generally gives one a sharper edge and improves performance, too much will most definitely cause one to become inhibited and ineffective.

 

Cause:

1. Unrealistic expectations of self

2. Unrealistic expectations of others

3. Listening to the prophets of doom

4. Overreaction of your role

5. Worry and anxiety usually caused from poor preparation

6. Unnecessary time pressures; real and imagined

 

Cure:

1. Keep your role as a presenter in perspective to the entire event

2. Don’t amplify your concerns, aka fears

3. Seek help in developing tactics for pre-presentation relaxation; simple self-hypnosis is excellent as is deep diaphragm breathing

4. Build self-confidence through all-inclusive presentation preparation

5. Use Po werPoint as an aid rather than a crutch. Po werPoint should be your notes as opposed to your script

6. Activity before your speech is more relaxing than standing around thinking about what is to come. Go around and introduce yourself to members of the audience before your presentation. The by-product of this action is that you’ve already made friends in the audience. When you start your speech, focus on your new friends, this will relax you.

 

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

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Trade Association & Professional Society Executives: Emotional Ownership Trumps Buy-In

 

Scott Whitaker wrote a nice article titled, “Who’s with Me?” that appeared in the November issue of “Association Now” published by ASAE and the Center for Association Leadership. The articles leaned heavily on John Kotter’s 1996 book titled, “Leading Change” and offered some good points on getting staff to “buy-into” causing organizational change.

 

For nearly two decades I have been researching and writing about organizational effectiveness and I’m here to say that emotional ownership trumps buy-in any day of the week! While some might argue that the difference between buy-in and emotional ownership is semantics, I can guarantee you that the difference is so much more. It’s the difference between long-term sustained success and failure.

 

Forcing another to “buy into” your ideas is tyranny as opposed to helping another to have an emotional ownership in an idea which is democracy. Organizational tyranny leads to immobility where organizational democracy leads to collaboration and increased productivity. Let me be clear, I am not suggesting that the janitor set organizational policy, but I am suggesting that the janitor should be consulted on how to best keep the facilities clean and orderly.

 

I highly suggest you read this article (page 25) and insert “emotional ownership” where you find “buy-in.” I can assure you that using the tactics offered will then become much more effective.

 

Association Executives may access Ed Rigsbee’s association growth articles, member recruitment campaign information, and video presentation of Rigsbee’s Member Value Process™ at http://www.GrowingYourAssociation.com 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Copyright © 2008 Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Business Results: 11/14/08

 

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1. Partnering for Profits: Sponsor Partnering

2. Executive Presentation Skills: Sloppy Stories?

3. Association Executives: Better than a Holiday Card

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Partnering for Profits: Sponsor Partnering

 

Recently, I was the keynote speaker for an organization that was holding a sponsor summit for the recipient organizations of their sponsorship dollars. At dinner, the evening before, the marketing folks were mentioning to me that they were trying to change the perceptions of folks who were at the receiving end of their largess.

 

Apparently, for several years this organization had been sponsoring sporting teams, local festivals and a tourism organization without really having any ROI value expectations. Things changed; and now they are on a campaign to communicate their desire to receive a reasonable ROI for their sponsorship dollars.

 

Two points here: first, when you have no expectations of your partner, that’s what you’ll likely, receive from them—not much. Second, your past partners might not be capable of delivering value so you might have to re-evaluate your partner selection strategy. I’ve said it time and time again, if you pick your partners wrong, you deserve the partners you selected. Select your partners carefully from the beginning.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: Sloppy Stories?

 

Last week I was presenting in Birmingham, England for the United Kingdom Professional Speakers Association at their annual convention. A friend, see www.grahamdavies.co.uk, that is a far better executive presentations coach than I--was in attendance. Since I knew he would never comment on my speaking without my asking, I asked him to tell me one thing that I could do better. His answer was to tighten up my bookends (stories). This is a lesson for us all to consider.

 

Stories that I have been telling for some time, over time, have gotten a bit sloppy—my bad! As I will be doing over the next couple weeks, working on tightening up my bookend stories—so might you consider the same action. If you too have fallen into the same trap as I, work on making your stories as crisp and tight as possible. Write out your stories to determine if there is any “fat” that can be eliminated. I guarantee your audiences will appreciate your effort.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Better than a Holiday Card

 

Does your association send out holiday cards to its membership? If so, what’s the cost? After all is said and done, I bet you have a minimum of $2.00 cost per card. If you have 2,000 members, well, that’s $4,000. You can give your members so much more.

 

Suppose you commissioned a 20-30 page special report on a topic crucial to your members’ current challenges. Then you spent a few bucks with a graphic designer making the final PDF version look sharp and professional. And while you are at it, have the graphic designer create a festive eCard with the link to this special report that you uploaded to the association’s web site.

 

Now you have a valuable holiday gift for your members. This gift shouldn’t cost any more than the planned card mailing. Let’s face it, just sending a holiday eCard to your members is basically worthless, and tacky. Sending them a real holiday card is expensive, and gets tossed in a few weeks. But, send them a holiday eCard (with hyperlink) announcing the timely and topical (PDF formatted) special eReport, now that’s member value!

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 11/5/08

 

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1. Partnering for Profits: Employee Partnering

2. Executive Presentation Skills: Easy Listening

3. Association Executives: Mutually Beneficial Partnership

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Partnering for Profits: Employee Partnering

 

I recently found myself dealing with a “Lord of a Lesser Corner” when I took back an “Office Depot” brand printer ink cartridge to my local Big Box Store. The experience got me thinking of the issues I covered in my customer service book; written, but never published (another story there).

 

In Big Box stores, many of the managers are (as my Kiwi friend, James Parsons, puts it) Process Monkeys. The challenge is that they are either poorly trained as to how they can resolve the issues of customers, when the issues do not fit in one of the menu choices on the cash register’s screen, or they have such an ego (Lord of Lesser Corner) that they do not want to resolve issues but rather show everyone that they are IN CHARGE!

 

What does this mean to you? If you want your employees to truly assist you in becoming partners with your customers, suppliers, and others; you have to give them the training necessary, the tools necessary, and the emotional ownership necessary for doing the “right thing” for those with whom you want to partner. They cannot cook up success for you with an empty pot.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: Easy Listening

 

My wife of 34 years, Regina, is from Austria. She is bilingual, and I’m not. I speak a little German, and stress, a little. Over the years, when we have had Austrian visitors who usually spoke little English stay at our home; evening discussions were rarely in English.

 

I understand more German than I can speak, so I could generally follow the discussion to a reasonable degree. And, at the end of the evening I would always be exhausted! I finally realized just how much energy I was outputting, just to follow along.

 

What about your audiences? How much energy is required of them just to follow along? In many meeting rooms there are quite a lot of ambient noise distractions; air-conditioners, behind the swinging door kitchen noise, and even outside road noise in some cases.

 

What can you do to make it easier for your attendees to stay awake, follow along, and not lose interest in what you are saying? SPEAK UP! Having a powerful voice is equally as important as having good stories and great information to share. Oh yes, 95% of those people that say they have a strong voice and do not need a microphone, are sadly mistaken. Do your attendees a favor, speak up.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Mutually Beneficial Partnership

 

In following up from last weeks discussion of partnership as opposed to sponsorship; if you have decided that you believe partnership will serve your association best, now comes the challenge of developing a mutually beneficial relationship.

 

As the American, and World’s, economies become increasingly more volatile, sponsors that in the past have given money to be a “good industry citizen” will be looking in the future for more—partnerships to be specific. Ready yourself for them requesting/demanding more return on their investment (ROI). Be prepared for greater sponsor value demands, which are also measurable. Brace yourself for sponsor requests that you most likely have never heard before.

 

My recommendation is to be proactive rather than reactive. Meet with your board now, and make sponsorship request/offer adjustments. Perhaps offering benefits cafeteria style rather than banquet style will allow you to have the flexibility to serve the pressing needs of those that sponsor your organization?

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

=============================================================

 

Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 10/30/08

 

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1. Partnering for Profits: Results vs. Excuses

2. Executive Presentation Skills: The Mirror

3. Association Executives: Partnership or Sponsorship?

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Partnering for Profits: Results vs. Excuses

 

The wrong business relationships can cost you dearly—prevent the devastation of ineffective business relationships, before they go bad. Tough times can bring out the worst in partners, so it is tome to take a closer look at the results you want from an alliance.

 

You built your alliance to expand your business, increase your profitability, and do it while decreasing costs. Imagine developing alliances that really do deliver more market power, increased productivity and profits, and doing it in a down economy.

 

If you have not recently conducted a “Relationship Value Update” (RVU) with your partner(s), it is quite conceivable that you are not enjoying the results you want. Business is about results, not excuses. To access my RVU form, please visit: http://www.rigsbee.com/dsa3.htm. There is no charge to access the form.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: The Mirror

 

As a presenter, how close can you place the mirror to your audience members? This is a hard one. I personally find that the mirror NEEDS to be placed much closer than most can tolerate. What’s the mirror? It’s showing your audience members their faults, foibles, failures, and inadequacies. And who likes that shoved in their face?

 

Here is the rub; if you place the mirror too close-up you cause your audience members to close down and not hear a word you say. If you do not adequately address their issues, you really have not served your audience. Yes, it is a conundrum.

 

Many folks do it well. Here are two examples; Larry Winget, a professional speaker uses humor as the buffer, and then gets close. Steve O’Rourke, a corporate lawyer (not a professional speaker) uses Ely, a cartoon character upon which he can load the criticism and not alienate his audience. What ever tool or skill you select for your presentations, be careful how close-up you put the mirror.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Partnership or Sponsorship?

 

In the October issue of ASAE’s “Associations Now Magazine” was an outstanding article about sponsorship titled, “All Out of Tune.” I highly suggest that you read it. The article pointed out the need many associations have for sponsorship to help the association to be financially viable—this I believe is a dangerous scenario!

 

If an association cannot survive on membership dues and conference and/or educational profits, do the members deserve to have an association? Hypothetically, the members receive value from association with colleagues. If they are not willing to pay for that value, should they have the opportunity to gather? This also begs the question of associations delivering value to members.

 

The ethical issue for association executives on sponsorship is very real. If an association has to promise too much, at the expense of its membership to get the cash to survive, who is really being served? Has the association left their mission of serving the industry and moved to simply becoming a commercial mouth piece?

 

I believe that sponsorship is one thing and partnership is another. Too frequently the definitions get quite muddied in neglect. Sponsorship is a buy/sell agreement, completely transactional. On the other hand, partnership is transformational. Partnership is an environment/agreement to create mutually beneficial value. Upon which is your staff currently working?

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

=============================================================

 

Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 10/22/08

 

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1. Partnering for Profits: Partnerships Through Web 2.0

2. Executive Presentation Skills: Which Side for Notes?

3. Association Executives: Help Your Members

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Partnering for Profits: Partnerships Through Web 2.0

 

 

Social networking is a current phenomenon with unknown values that seem to continually be emerging. I have found Linkedin to be the most valuable with Plaxo and FaceBook just a bit behind. I have found the “groups” to be quite beneficial. Linkedin has a group for alliance professionals; I belong to the ASAP (Association of Strategic Alliance Professionals) and have met (online) alliance professionals from around the globe. I plan to visit a couple alliance professionals I’ve met online next month during my trip to the UK. I have found FaceBook to be helpful in keeping in contact with my network of professional speakers.

 

If you want to play in the social networking "sandbox" devote half an hour a day--you'll be surprised at the value you receive. Also, in social networking one must be proactive rather than reactive. Being reactive only, delivers you little value. Learn the capabilities of the various social networking sites and work to discover innovative uses for the various capabilities.

 

While it does take a bit of time to learn the networks and their different capabilities, I completely believe there is both short-term and long-term value if you just work them a few minutes each day. Try it; I’m sure you’ll like it. If you want to connect with me at any or all of the above networks, please put in your invitation something about my eLetter so I make sure to accept your invitation.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Which Side for Notes?

 

This week, I attended a community business presentation given by an executive from a local Fortune 50 company. I noticed that the executive kept looking completely away from then audience; I realized that he had put his notes on the wrong side of his computer at the lectern.

 

Here is the set up; lectern in the front corner of the room and the screen in the center—acceptable so far. The audience was mostly to the LEFT of the speaker. But, he put his notes to the RIGHT of his computer. For the first few minutes, especially since the executive was nervous, he kept looking at his notes to the right, even though the audience was moistly to his left. It was obvious that he had used the company’s standard public PowerPoint presentation because of his reliance on his notes.

 

This “which side” situation was a simple mistake, but with huge consequence. It took the executive quite a while to recover. Why add stress? At your next speech, if you have some notes along, be sure to set them on the lectern TOWARD the audience rather than AWAY from them.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Help Your Members

 

The economy is in the toilet—okay, now I’ve said it. As an association executive, now is the time to make sure your association is delivering maximum value to your members. While conventional wisdom might dictate hunkering down and pushing for more sponsorship dollars to help run the association; you had better keep your eye on member value.

 

This is also the time to re-evaluate some of your “fringe” or “feel good” programs. Sure thing, when there is lots of money; you can do the socially conscious work that a small percentage of your members embrace. Yes, I’ve done some research on this; the numbers are less than you might want to believe.

 

But, when your members are in battle for their own survival, your programs need to be focused toward helping your members to GET MORE BUSINESS! You’ve heard me say it before: “Business is about Results, Not Excuses!” So please, help your members to get more business and worry about the “nice stuff” for when the economy is better.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 10/15/08

 

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1. Partnering for Profits: Employees as Partners

2. Executive Presentation Skills: Speech Preparation

3. Association Executives: Levels of Membership

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Partnering for Profits: Employees as Partners

 

Your employees can operate as partners or as saboteurs. Much of this depends on the management and executive leadership’s view of the business world. They are watching what you do more than they are listening to your words. What do you think is the real cost to your organization, and its alliance partners, for allowing employees to be disgruntled?

 

While the idea disgruntled employees is the opposite of engaged employees, in this tough economic time it is important to address. Let’s face it, your employees are reading daily about the failures of financial institutions, and of the obscene severance pay that many of the executives are receiving for their incompetence.

 

Now is a crucial time to “take the temperature” of your employees and act on any negative issues. Otherwise, these same unhappy persons might just be, in the shadows, dismantling that quality relationship you have been cultivating with your alliance partner.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Speech Preparation

 

How deeply do you feel your subject? This question could prove to be most crucial. Depending upon the depth of your feelings for a topic, might be the tell tale sign of the energy you devote to preparation.

 

If the purpose of your speech is beyond simple knowledge transfer, to the area of influencing how others think and act—then you’ll want to contemplate your subject over a reasonable length of time.

 

Today, laying out your bullet points in PowerPoint allows for the elimination of notes. But PowerPoint can also be a devastating crutch, minimizing your passion and…effectiveness.

 

For your next important speech, read your notes each night before you retire and then again when you arise—this definitive action will keep the topic at the fore of your consciousness, thereby forcing your active brain to search for innovative solutions.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

Trade Association & Professional Society Executives: Levels of Membership

 

Perhaps this difficult economic climate is urging Boards of Directors to review membership types, levels, and prices? One of the huge challenges with various membership levels (and prices) is the services offered. Is it possible that a caste system is being developed within your association? If you answer yes—be careful.

 

Difficult economic times generally justify the taking a closer look at memberships. If you jump in to this challenge, it is crucial to the success of your organization that you take the time to determine the value received for the price requested (ROI), because your members will be watching closely. Good Luck,

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 10/8/08

 

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1. Partnering for Profits: Why Do Alliances Fail?

2. Executive Presentation Skills: Posture by Design

3. Association Executives: Membership Drain

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Partnering for Profits: Why Do Alliances Fail?

 

In the 2006 publication titled, “Managing Alliances for Business Results” it was reported that there were three basic alliance failure causes: Number one, at an astonishing 46% was poor strategy and business plans. Following in the number two position was poor or damaged relationships between firms at 40%. And in the rear at number three were bad legal and financial terms and conditions showing at 14%.

 

In my opinion, all of the above could be thrown into a single category; poor planning. As the profession of alliance manager leaves infancy, an increasing number of alliance metrics has appeared. While this is wonderful for maintaining a properly developed alliance, it still falls short in the area of alliance development.

 

Here is a recommendation; bring alliance managers into the negotiations earlier. Generally it is the business development department that builds an alliance, however the alliance managers are the ones that make things work—so why not bring them in at the onset of negotiations rather than in the organizational phase?

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: Posture by Design

 

For every presentation you give you can select either casual or authority posture, or just let your natural style decide for you. Posture by design connotes you selecting, rather than a choice by any other than your conscious mind.

 

The challenge for a person that might naturally have an authoritative posture is in selling any kind of relationship or trust idea. Conversely, the person with a more casual or relaxed posture might have trouble selling organizational policy or directives.

 

If you keep your feet planted, that is authority posture. Put your hands in your pocket, that’s casual posture. Body erect is authority while slightly leaning against a table or lectern is casual. Correctly selecting the right posture for selling a specific issue is crucial. Select your posture by design rather than simply take a chance.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Membership Drain

 

“…the number of association members can reasonably be expected to rise over the next 10 years, from about 51 million members at present to about 55 million by the year 2015.” So stated in the 2005 “Generations and the Future of Association Participation” white paper published by the William Smith Institute for Association Research.

 

The report also acknowledged that unforeseen events can greatly affect their predictions. Not too many predicted the current financial crisis, and there will be fallout with association membership. I believe one of the important keys for current member retention is proving value.

 

I continue to study association membership recruitment material that only reveals features of membership and not translated into the actual value a current or new member might receive. Keep going down that path and you can be assured of membership drain. Help your members to justify their membership investment by creating a new recruitment vehicle that clearly reveals VALUE. This will help current members justify their investment, and encourage new members to join their industry strategic alliance.

 

By the way, it is only value if it makes their life better; and advocacy, while important, is not a direct member benefit—everyone gets that value, regardless of their membership status.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 10/1/08

 

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1. Partnering for Profits: Management Driven Alliance Disruption

2. Executive Presentation Skills: Story Heroes

3. Association Executives: Value through Publishing

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Partnering for Profits: Management Driven Alliance Disruption

 

Recently I found myself involved in a dispute between a company that purchased a service and the service provider company. After a bit of research, it was very clear to me that the conflict emanated from the fact that the CEO of the purchasing company put a person in charge of the project that was simply incapable of managing the project.

 

The project manager sent out “red herrings” to hide their incompetence, hopeful that with enough conflict created, the service provider would take up the slack in the area which the project manager lacked competence.

 

This project manager created much more stress in the lives of the people involved than was ever necessary. Who is to blame? The CEO is in my opinion; he put the wrong person in charge of the project. What about you? Are you selecting the correct and competent person to manage your alliance relationships? If not, rest assured that this “wrong person” is KILLING your valued relationships.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Story Heroes

 

Everyone knows the benefit if story telling; catching the attention of audience members and giving them a framework for remembering your points of wisdom. To make your stories even more powerful; who should be the hero of your story?

 

OMG, I hope you did not say “me.” You should never be the hero of your own stories because then the story is simply about you. Much better is to have someone else as the hero, even if you really do believe that you are the hero.

 

By making someone else the hero, your audience members will better relate to you, remember your story, and respond to your efforts to move them from point “A” to point “B.”

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Value through Publishing

 

The economy sucks! Okay, I said it. Your members are struggling. Are your publications serving the needs of your members today? As an example, if you are currently working on an article in the area of social responsibility, which is a nice topic—are you writing it through the window of how your members can truly profit through social responsibility?

 

Your publications belong to your members. Are the articles helping them solve today’s problems? You most likely have a covey of suppliers that would love to write “generic” solution driven articles simply for the benefit of “exposure.” In today’s difficult economic situation, are you leveraging the knowledge of your suppliers? Or, is your Board saying, “We can’t let them write for us; first it wouldn’t be fair to the other suppliers and second, they wouldn’t buy ads in our publication.”

 

Get past these provincial beliefs and move toward delivering true value to your members. Leverage the strengths of your industry suppliers. Just be aware of the difference between an “advertorial” and a solution driven article. Help your members to succeed.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

=============================================================

 

Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 9/24/08

 

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1. Partnering for Profits: Alliance Lifecycle Disruption

2. Executive Presentation Skills: Authenticity in Speech Titles

3. Association Executives: Employee Performance Appraisal

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Partnering for Profits: Alliance Lifecycle Disruption

 

You plan your alliance, launch the alliance, and hope to enjoy the benefits before the alliance comes to an end. However, sometimes an unexpected or unanticipated event comes along and changes things for you.

 

Let’s explore what these events might me; merger, acquisition, changes of current business conditions. With the highly talked about American financial crisis, the business environment has most definitely changed and this is affecting the alliance strategies of financial organizations—the ones that survive, that is...

 

With mergers, there is a better chance of having the time to adjust and plan. But with an acquisition—that could come and blind side your alliance. The above three events could disrupt the success of your alliance and force you, or your partner into the exit phase of alliance lifecycles. Be alert!

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: Authenticity in Speech Titles

 

Some people don’t have much to say, but you have to listen so long to find it out. At a recent conference that I attended there was a presentation titled, “Marketing 101 for [the industry will go unnamed]” and I made a special effort to attend the session. Wow, was I disappointed. After 30 minutes of a 90 minute session the speaker had said NOTHING! And, he was monotone—thereby boring. He just read his PowerPoint bullet points. The content was so elementary that I gagged.

 

Wanting to give the guy a chance, I thumbed through the handout to discover the rest of the presentation would be devoted exclusively to advertising (something the speaker sold). Now, let’s look at this; dishonesty in title, and boring—as would you, I left.

 

What I hope this means to you is that you are honest with your presentation titles, and if you really do not have anything to say, don’t accept the speaking engagement.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Employee Performance Appraisal

 

I was recently looking through the various employee performance appraisals uploaded at ASAE & The Center for Association Leadership’s Web Site. Looking at the method frequently employed is that similar to how one was graded at school; A, B, C, D, etc. OMG, haven’t we had enough of that?

 

Looking at these forms reminded me of an interview I had conducted, for my first book, with executives from Mitsubishi Motor Sales of America. They had been doing the same thing but realized during a time when they were trying to improve productivity that they could no longer grade their employees like when they were in school. They abandoned the 90% or better as an “A” method for a “kinder and gentler” three choice rating: (1) Exceeding Expectations, (2) Meeting Expectations, (3) Needs Improvement. Yep, that simple!

 

Perhaps now is the time to review, how you review your staff?

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

=============================================================

 

Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 9/16/08

 

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1. Partnering for Profits: Will They Be There for You?

2. Executive Presentation Skills: What’s Your Style?

3. Association Executives: Relationship Bank Deposits

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Partnering for Profits: Will They Be There for You?

 

When stuff happens, it’s your alliance partner that either will, or will not, be there for you. Hopefully when it “all hits the fan” you’ll have made enough relationship bank deposits to allow you a withdrawal?

 

During times of calm, your alliance partner simply keeps things in motion but, what about in times of chaos? Make your relationship bank deposits now, and do it frequently. This way, your alliance partner will hopefully be there for you when you really need them. That day might be tomorrow.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: What’s Your Style?

 

This week, I’ve been enjoying a biography on Frank Sinatra; the subtitle being, “How You Wear Your Hat.” The book is not typical in that it does not keep a chronological time line but rather covers topics around how Frank intentionally decided to live his life. Frank was largely influenced by Humphrey Bogart who told Frank to find his own style.

 

That leads me to this week’s question, “What’s your style?”

 

In effectively communicating your ideas, this is hugely important. Number one; you cannot copy someone else’s style, you’ll just look foolish. Yet, how does one find their own authentic style? Yes, that’s the $64,000 question (old term, some X or Y Gens might not get it—sorry).

 

Finding your own style is, I fear, a journey rather than a destination. Things change, you’ll change. The best I can offer is this: The Universe knows, and when you are truly ready to learn, your teacher will appear. Your teacher might appear in a form other than what you’d expect. So do your best to quiet the static in your head so you can listen intently to the universe. You might be amazed at what you’ll hear.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Association Relationship Bank Deposits

 

When an association signs up a new member, generally a membership package of some sort is sent to the new member. Unfortunately, that package generally falls short of delivering any outstanding value to the new member. Then, too frequently, that is the extent of the association’s relationship bank deposits.

 

Now comes the next year when the association asks for a membership renewal. If the member does not renew, that person is then seen as being uncommitted to the association. Is there something wrong with this picture?

 

Association Executives around the globe—why no relationship bank deposits between sign-up and renewal request? “Oh, we sent them our magazine,” you say, “Isn’t that enough?”

 

NO!

 

If you want to keep your members, ask yourself, “What have we done for that member lately?” And no, it is not enough to state that they could have attended our convention.

 

What are you doing for your members, today? 

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

=============================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 9/10/08

 

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1. Partnering for Profits: Annual Alliance Summit

2. Executive Presentation Skills: Evoke Emotion

3. Association Executives: The Who Cares Filter

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Partnering for Profits: Annual Alliance Summit

 

Why hold an annual alliance summit? Actually, you should hold two. The first annual alliance summit is for all your organization’s people that are involved with a particular strategic alliance. The purpose of this summit is to give your organization’s people an update as to how things are going with the alliance and to also share any change of governance or functionality within the alliance. You are making sure your organization’s people are all pulling in the same direction.

 

The second alliance summit is with your alliance partner, and all of the people from both organizations that are involved. Similar to the above, this is the time to clear the air, resolve conflict and commit to another year of alliance excellence. The benefit is the “breaking-of-bread” among the people that are charged with making the strategic alliance work. When people get along, businesses, and alliances, move forward.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

Executive Presentation Skills: Evoke Emotion

 

Emotion is a powerful motivator for change, and/or action. Your speech is generally intended to get your audience to take some sort of action. Use emotion to help. Ways to evoke emotion in your presentation:

 

1. Use real pictures, as opposed to clip art, in your PowerPoint. Check www.istock.com; they have a great selection and are reasonably priced.

2. Use music during your presentation. Buy the music form the web sites that offer royalty free music to resolve license issues.

3. Use video clips.

4. Use cartoons.

5. I like to save the best for last...tell stories that make your point. The subliminal message in a story can have an amazing anchor and stay with people for years. Stories must have a purpose and relate your points of wisdom. Is it okay to embellish your story a bit to make it better, funnier, or more effectual? Absolutely you can...if it helps your audience to learn.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: The Who Cares Filter

 

The economy is in the toilet! Membership renewals have shrunk! We’ve got to make some cuts!

 

Is this the time to cut your member recruitment budget? Perhaps, but I don’t think so. Keep your budget, and find ways to make your member recruitment dollars work better for your association. While I continually write about accessing your members to do the leg work, they cannot do it effectively without your help.

 

Take a close look at every piece of printed, and electronic (your web site and pdf files) member recruitment collateral material. As you read through, take notice of your organizations positioning. Then read through it all again and ask, “Who Cares?” If your answer is anything but “prospective members,” it is time to accept the fact that your collateral materials are ineffective!

 

Now the question is, “What are you going to do about it?”

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

 

=============================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 9/3/08

 

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1. Partnering for Profits: Your Core Competency

2. Executive Presentation Skills: Check Your Energy Level

3. Association Executives: Prospective Member Benefits

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Partnering for Profits: Your Core Competency

 

It’s time to take stock of your core competency and the value you can deliver to a potential partner. We are now approaching the fall, which for strategic planners is an important time to measure the year’s performance—while there is still time to adjust.

 

If you are in your “adjustment” cycle, perhaps you should look at additional alliance relationships that might be available to you, especially in the area of distribution. If you need a shot in the arm, a distribution partner might be what the doctor ordered?

 

Before you approach a potential partner, be clear of the value you have to offer them. This puts you in a stronger bargaining position. Approaching a potential partner with your “hat-in-hand” is not the best approach if you want to do well. By knowing what you have to offer, your potential partner will quickly understand “what’s in it for him” and be more willing to negotiate.

 

Oh, as a sidebar, the BEST person I know to get your strategic plan developed and implemented is Robert Bradford, President at Center for Simplified Strategic Planning; www.cssp.com. If it is a marketing plan you need, then the best is Dr. Revenue (John Haskell). Contact him through www.drrevenue.com.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Check Your Energy Level

 

Good varying energy equates to an influential speech. Low energy, you’re your audience will go to sleep. Too much energy for too long of a period of time will tire out your audience. They’ll feel like they just ran a marathon.

 

Word articulation adds energy and commitment. This helps your audience to perceive of you as an expert.

 

Lazy Mouth: Barely open your mouth when you speak and you’ll mumble with a listless, lackluster sound. This is the antithesis of good energy.

 

Anger; inject vigorous meaning into words and say them as if you really mean them. Used only once or twice during your speech, and it will create a varied energy—good for keeping your audience on their toes.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

Trade Association & Professional Society Executives: Prospective Member Benefits

 

Arm your members with the correct recruitment tools and let them go. Some might think the correct recruitment tool is a perk or incentive for the member that does the recruiting—I disagree! This way, the member has a motive that is “less than pure” and the members your association gets most likely will not stay beyond a year or two.

 

The right tool is a brochure loaded with BENEFITS, and not features. It’s a brochure that lists the real-dollar value of membership, what’s in it for the prospective member. With this tool, your members can go through the benefits with a prospective member in a logical and orderly fashion.

 

Recently, I spent some time surfing the web, visiting association web sites and looking at their online member recruitment brochures. Hey folks, it’s time to take a class in selling. Most of what I saw online was nothing but feature after feature—and you wonder why people are not finding your association on the web and signing up?

 

Your collateral material must be written through the eyes of prospective members. And, everything written must pass the “So what!” test—what a prospective member might say when they read your brochure.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

 

=============================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 8/27/08

 

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1. Partnering for Profits: Supplier or Partner?

2. Executive Presentation Skills: Four Categories of Presentation Visuals

3. Association Executives: Motivate Your Board to Drive Member Recruitment

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Partnering for Profits: Supplier or Partner?

 

Meet Steven Schaffer, vice president and general manager, global partners, Boeing Commercial Airplanes—yes, it’s a long title. His job, since 2005 has been turning 787 Dreamliner suppliers into partners. At Boeing, they have changed their former “supply management and procurement organization” to “global partners” which they believe better reflects their current business philosophy.

 

For Boeing, outside partners are the key to their success. The new 787 Dreamliner family of airplanes touts 70% partner production as compared to their other airplanes with 55% to 60% partner production.

 

What are you doing to turn your suppliers into valued partners?

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Four Categories of Presentation Visuals

 

There are four basic categories of visuals you can use in presenting your ideas in an effort to influence others.

 

1. Yourself; you are your most important visual. Your body position, stance, and language do more than anything else (positive or negative) to affect your audience. Your body movement and facial expressions act as your most powerful tools.

 

2. Props; the things you bring along to show your audience can cause a huge effect in the thinking of your audience members. The props can make points, cause humor, sadness, and curiosity.

 

3. PowerPoint and Video; you’ve heard it before…make your PowerPoint a benefit, not a boring crutch. If your PowerPoint’s text is too small, the slides are cluttered, or the color is incorrect—the PowerPoint ceases to be of benefit to the audience. The same goes for video footage you might show; the sound has to be good, the video resolution quality has to be high, and it better be interesting.

 

4. A person; bringing up an audience member(s) or invite an “expert or celebrity” to join you on the platform can have a powerful effect on your presentation. The only thing to be careful of is that they do not take control of your presentation and that they are interesting. Otherwise they will take away, rather than add to your presentation.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

 

 

Trade Association & Professional Society Executives: Motivate Your Board to Drive Member Recruitment

 

In today’s economic situation, member recruitment is crucial! If you cannot get your board members to drive your grassroots membership recruitment campaign, why bother? Inherent in the term, “grassroots” is the idea of something being done at the simplest common denominator. In your organization, your members are just that, and your board members are too. Your board members have only arisen from the ranks for a short time to lead, and then they will return. And it is the member leaders that must lead in this effort—NOT the paid STAFF!!!

 

I know, you are thinking, “Great Ed, but how do I get them motivated?” There are two primary motivators; ego and desire for gain. In the area of desire for gain, you have to help the board members to understand how a larger association can help them personally and professionally. They must see in their mind’s eye how greater association success would look. They need to understand how this is in their personal best interest. It is the job of paid staff to help the volunteer leaders to see this.

 

In the area of ego, it is close to the buying motive; fear of loss. Continually reiterate to them how it would be a shame for the association to digress on their watch. Talk about how awful it would be for their legacy, if the association fell behind. I realize it is negative reinforcement; however that is what you have to do in dealing with people that are motivated by fear of loss.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

 

=============================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 8/13/08

 

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1. Partnering for Profits: Great Partner No More?

2. Executive Presentation Skills: Structure for Receivers

3. Association Executives: Are Member Surveys Valuable?

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Partnering for Profits: Great Partner No More?

 

“Chain Store Age” announced today, that CVS Buying Longs Drug for $2.7B

CVS Caremark Corp. said Tuesday that it is buying Longs Drug Stores Corp. in a deal valued at $2.7 billion. The $71.50 per-share cash offer, announced after the end of trading Tuesday, was a 32% premium over Walnut Creek, Calif.-based Longs' closing price of $54.04.

 

Longs Drug operates 521 drug stores, mostly in California, and also has sites in Hawaii, Nevada and Arizona. Executives at CVS said the acquisition will give the chain a significant presence in fast-growing West Coast markets where property is often unavailable or expensive to acquire.

 

I have known the Longs Drug chain intimately since 1975. They were a customer of mine from 1975 to 1990—in my days of selling sunglasses. This has been a chain that has continually embraced the paradigm of partnering. With the acquisition, my bet is that their partnering capability and desire will greatly diminish. Remember, partnering relationships generally have a sunset, so make partnering hay while the sun is shinning.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Structure for Receivers

 

Rather than structure your presentation for yourself, consider structuring your presentation for the receivers of your ideas. Ask yourself, “What idea pattern will most likely hit my intended target?” Presentation structure can be divided into two basic areas; (1) logical sequences and (2) psychological sequences.

 

With logical sequences, the basic purpose is that of conveying ideas. Some of the (self-explanatory) methods are: (1) Time sequence (2) Space sequence (3) Important elements sequence (4) Problem-analysis-solution sequence and (5) Proposition-proof-conclusion sequence.

 

When employing psychological sequences, your primary goal is to control your receiver’s “emotional feeling” so that he or she is willing to listen and accept your ideas. Psychological sequences include: (1) Familiar to unfamiliar sequence (2) Common to uncommon sequence (3) Belief-to-greater-belief sequence and (4) Belief-to-action sequence.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: Are Member Surveys Valuable?

 

Are member surveys valuable? My answer would be a resounding, maybe. Conventional wisdom would have you believe that surveys are valuable. And, I’d say this is true if the correct questions are asked. However, if the wrong questions are asked, then the strategies implemented resulting from the survey responses would be faulty at best.

 

One can structure a particular survey to elicit just about any answer desired. The real question is, “Do you want honest feedback?” The next time you conduct a survey, stay focused on learning from your membership. Let your members “assist” you in building a better association rather than “insist” that the membership follow its leaders in unquestioned lockstep rhythm.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 7/30/08

 

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1. Partnering for Profits: Benefit from Differences

2. Executive Presentation Skills: Repetition for Memory Lock

3. Association Executives: “Hands-On” Member Recruitment

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Partnering for Profits: Benefit from Differences

 

One of the unintended partnering pitfalls is homogenization. This is where partners in a collaboration attempt to overcome differences in culture, operations, and strategy by “beating” one another into sameness. Initially, the reason for the collaboration is to overcome core weaknesses and share competencies. However, in the name of alliance management; compromise and cooperation, there is the natural attempt of the larger partner to “urge” the smaller partner to do business “their” way. This is a mistake!

 

While alliance management is a bit more difficult when the partners’ culture, operations, and strategy are different—the power is in that difference. Look for ways to leverage the value of partner differences rather than to succumb to the natural tendency to attempt to get everybody on “the same page.”

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Repetition for Memory Lock

 

Sure, you’ve heard it before; tell them what you are going to tell them—tell them—then, tell them what you told them. While this is good advice, I would like to suggest you go further—to a place of hypnotic repetition. Subliminally lock in your key ideas by continually repeating them—like a mantra. You can repeat your key ideas both verbally and visually (on your PowerPoint slides). The next time you present, give this idea a try. I believe you will be positively surprised with the quality of your results.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: “Hands-On” Member Recruitment

 

Are you ready to ask your board of directors to accept a “hands on” approach to member recruitment? Now is the time; economy slowing, things uncertain, members dropping off. For the health and survival of your association, now is the time to urge your board members to roll up their sleeves, and call in some favors from their association friends and start connecting with past and prospective members.

 

Too many volunteer groups, I have noticed, have abdicated their member recruitment responsibility to the paid staff. And, the paid staff really does not have the time to be the driving force behind member recruitment. Member recruitment should be at the grassroots level, where every member is regularly suggesting membership to their friends, colleagues, and suppliers that are involved in the industry. Give your members the proper recruitment tools and set them loose.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 7/23/08

 

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1. Partnering for Profits: Collaborations in the News

2. Executive Presentation Skills: Pictures for Humor

3. Association Executives: Precarious Situation

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Partnering for Profits: Collaborations in the News

 

In yesterday’s “Wall Street Journal” (7/22/08), there were two very interesting articles on collaboration. The first was about General Motors collaborating with a number of utilities that operate in 40 states to develop an infrastructure for the coming Chevy Volt due to hit the market in 2010—good looking car in my opinion. It will be fueled primarily by electricity. BMW is also trying to promote alternate fuel. They have developed a 7 series that will use liquid hydrogen; however BMW has not yet developed the needed production and fueling station infrastructure to support their new car.

 

The second collaboration mentioned is a new social networking site, utilizing www.Ning.com, for the specialty coffee industry to share information. The site is currently getting about 15,000 unique visitors a month. Especially, at the heels of Starbucks’ recent announcement to close 600 more stores, the independent specialty coffee houses are poised for a strong showing. Ning is available to anyone that wants to create a specialized Internet community, there is even one you younger professional speakers; www.NSANext.com

 

Where ever you look, folks are partnering. What are you waiting for?

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Pictures for Humor

 

If you find your “delivery of content” lacking in humor, and you really do not consider yourself to be funny or humorous, make your life easier; use funny pictures or cartoons in your presentation PowerPoint to help you make your key points. This will visually break things up and allow your audience to get a few laughs while relating to your topic. And, most likely your audience members will better remember your key points resulting from the use of applicable visual humor?

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: Precarious Situation

 

As the economy sputters you are, or will soon be, finding yourself in the precarious situation where you must decide the cause of weakened member retention. You’ll meet with your board on the topic and perhaps everyone will agree that it is simply the economy. DON’T DO IT!

 

Now is the time that the people in your industry need their trade association the most. Now is the time that they need the assistance you offer. Now is the time to do the same thing you recommend to your members; increase marketing to eclipse the competition and position yourself for the coming recovery. Now is the time for every trade association to increase their member recruitment and member retention efforts. Think about it-

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 7/16/08

 

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1. Partnering for Profits: Wanna be Right, or Get Things Done?

2. Executive Presentation Skills: Speaking in an Open Position

3. Association Executives: Meeting Planner Activities

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Partnering for Profits: Wanna be Right, or Get Things Done?

 

Business is about relationships and relationships are about understanding the needs of others. Too frequently in partnering workshops, I have seen participants overly focused on “selling” their point, which I also call having the need to “be right.” The challenge with obsessing in being right is that the important alliance activities never get done. Important activities like measuring the success of an alliance or exploring new alliance possibilities.

 

The next time you catch yourself in the behavior of “being right,” I suggest you stop yourself cold and ask yourself this question, “Why do I need to be right?” Then, you can hopefully change your behavior to that of focusing on getting things done. Would you rather be right, or get your important relationship work done?

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Speaking in an Open Position

 

Have you ever been at a presentation in which a very short person is speaking from behind a lectern? What did you see? Most likely only part of them that you saw was the top of their face. Speaking from behind something is speaking in a “protected” position. This protected position can be perceived by many as the speaker is in fear or is hiding something. The very best position on the podium (riser or stage) is front and center, with nothing between you and your audience. This is an open position. And this still holds true, even if you have to hold your notes.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: Meeting Planner Activities

 

Are you best utilizing your meeting planner? In a recent “MeetingNews” survey, this question was put to meeting planners, “So, what is it you do?” This question was in reference to the principal responsibilities for meeting planners. 77.6% stated logistics and management; 65.4% said negotiation; 57% responded with tracking expenses; 37% said it was strategizing; 30.4% stated marketing for the meeting; 24.2% responded with educational planning; 12.8% said limiting legal liability; and 8.1% suggested other activities.

 

If you have a desire to mentor your meeting planner to some day take over your position, more planner work needs to be focused on strategizing. It is this activity that most executive directors have told me is their planner’s weak link.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 7/9/08

 

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1. Partnering for Profits: Managing Collaborative Networks

2. Executive Presentation Skills: Speaking with Notes

3. Association Executives: Membership, it’s a Good Business Decision

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Partnering for Profits: Managing Collaborative Networks

 

Perhaps you are attempting to develop an enterprise wide collaborative effort? However, various silos throughout the enterprise have independently developed their own alliance, partnering, and/or strategic sourcing relationships. The challenge is to manage the overarching need for the entire collaborative network management.

 

It has been said that collaborative networks are “fit-for-purpose” structures. They organize themselves in the manner most appropriate for achieving their objectives. Thus it should be no surprise that there is an infinite number of ways in which collaborative networks are managed.

 

The important issue for most organizations is to first realize the complexity of the collaborative network, and then be flexible enough to determine a viable management path. Using your old management tools might not work too well here because the various internal and external relationships need different management techniques to survive and prosper.

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Speaking with Notes

 

The age old question; “to, or not to, use notes.” My answer is; “What makes you more comfortable?” I’ve seen some of the biggest names in keynoting using notes—frequently taped to the floor so the audience will not know they are in use. And I’ve been put through the cruel and unusual punishment of having to endure a speaker reading his or her speech—in a monotone voice. Speech reading is for heads of State, where every word or omission is being scrutinized. For the rest of us, it is about connecting with the audience—and if you are more comfortable using notes, and you can connect—who cares about your notes?

 

BUT, don’t read every line on your PowerPoint slide—that’s also cruel and unusual punishment for your attendees. Your speech is a conversation between you and those in your audience. It is your effort to help your audience move from one point to another. If you are engaged in the audience, they will be engaged in you. How in the world can you be engaged if your nose is always in your computer reading your PowerPoint bullet points?

 

Notes or not, make it a point to connect. Engage!

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance. 

 

 

Trade Association & Professional Society Executives: Membership, it’s a Good Business Decision

 

“Membership, it’s a Good Business Decision” is the title the Mechanical Contractors Association of South Carolina selected for their new member recruitment brochure. In it they proved to prospective members that for every dollar invested in membership and participation, the member would receive four dollars back in personal and organizational value. That’s a heck of a deal in anybody’s book. Do you know how much ROI your members receive from their membership investment? If not, watch my video at the link below and then give me a call.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 6/25/08

 

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1. Partnering for Profits: Competitor Alliances

2. Executive Presentation Skills: Strength, Authority, and Energy

3. Association Executives: Is it Member Value?

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Partnering for Profits: Competitor Alliances

 

Now why in the world would you want to partner with your competitors? Won’t strengthening them just hurt you in the long-run? Not necessarily. Partnering with a competitor of similar size to ward off a larger or new competitor can be a smart alliance (i.e. the recent Yahoo and Google agreement to keep Microsoft at bay). Also, as is common in the California boutique wine industry, equipment and resource sharing is beneficial to all by minimizing the individual winery’s need for large capital investments.

 

In today’s economic uncertainty, I encourage you to be less fearful of smart competitor alliances and be more aware of potential threats looming around the next corner. Smart competitor alliances might include: distribution, marketing, co-production, and R&D. Read chapter #1 from “Developing Strategic Alliances” for more ideas: http://www.rigsbee.com/dsa1.htm 

 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Strength, Authority, and Energy

 

Strength is an important attribute for any executive that takes the platform attempting to inform or influence. You show your strength through erect posture, a powerful voice and determination in your eyes. With these three elements you send a call-to-action message loud and clear—without it, you do not.

 

Authority is both granted to you by your title and through your personal power, with the latter being the most important. Your perceived authority is also built upon a foundation of strength.

 

Energy on the platform is your clincher. Even with strength and authority, if your audience senses a lack of energy, they will perceive it as you having a lack of passion for the words you are sharing. Your energy helps your audience to motivate themselves into action. Your lack of energy only creates immobility within your listeners. Choose all three: strength, authority, and energy for your next presentation.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

   

 

Trade Association & Professional Society Executives: Is it Member Value?

 

Is the important legislative work that your association or society does a benefit of membership? The disturbing news is; not really. The reason I say this is not to anger you but to get you thinking about the benefits that your members receive because of their membership. If your entire industry (everyone) benefits from your legislative work, regardless of membership status, then it really is not a “member benefit” because all enjoy the benefit—regardless of affiliation.

 

When you talk about the value of membership in your organization, focus on the perks that are available only to those that join. If you find your organization lacking in this area, meet with your board to determine additional benefits your organization can offer to its membership. Perspective members are looking for ROI.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 6/18/08

 

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1. Partnering for Profits: Partner Up for Market Share

2. Executive Presentation Skills: Dealing with the Junior Trainer

3. Association Executives: Defensive Meeting Contracts

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Partnering for Profits: Partner Up for Market Share

 

With whom can you partner up to increase market share? What organization in your industry or ancillary industry has a core competency that you could use to increase your market share?

 

Aries Hospitality Group LLC, an affiliate of Chicago-based mortgage banking firm Aries Capital, has recently formed a strategic alliance with HI Group LLC, with offices in Chicago and New York.

 

The Aries Hospitality Group/HI Group strategic alliance will provide hotel investment banking in order to jointly source, process and close hotel equity and sales transactions. The alliance specializes in mid-market and upscale institutional hotel quality assets valued from $15 million to over $100 million in the U.S., Europe and the Caribbean, the companies add.

 

"The strategic alliance of these two market experts will enable the group to provide a unique consultative approach, focusing on establishing and building quality relationships," says Weimer, alliance leader. "This is an exciting venture, and we are confident that together, Aries Hospitality and HI Group will create a valuable resource for those seeking assistance with hotel investment banking services."

 

The important question to ponder, “What value, connection, or resource does the organization need that can help to gain an unfair advantage in the marketplace?

 

Just up on my Web site at www.rigsbee.com/selectvideo.htm is a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

 

 

Executive Presentation Skills: Dealing with the Junior Trainer

 

If you are the CEO, this will be less of a problem for you. However, for everyone else; what do you do when a person in your audience either continues to ask too many questions or is disruptive by raising their hand and not asking questions but rather makes a series of statements? Either situation will drive the rest of your audience crazy because they know you, the presenter, will never get through all the planned material or are simply tired of listening to the attendee go on and on, enjoying listening to their own voice.

 

The attendee needs the affirmation that they are a valuable person, so give it to them and cut them off politely. You can say, “That’s a great point and I’d like to explore it further with you. Can we take this off line and talk about it after the presentation?” Whatever you do or say, be polite, acknowledge the value they offer, and quickly cut them off. To keep them from doing it again, avoid eye contact with this person—when they catch your eye, they think it is permission to disrupt again. If they ask a question, give a quick answer and move on, don’t fall prey to feeling the need to expand. If the attendee continues to ask more about the same question say, “Let’s talk about this after the presentation.” More times than not, they will not talk to you about it afterwards because they are not getting the adulation of speaking to the whole group.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: Defensive Meeting Contracts

 

My avocation is running a 501 (c)(3) non-profit charity. Like you, I also get the pleasure of reviewing and signing hotel contracts. I recently spent some time with an attorney that specializes in association/hotel contracts—he blew my mind. Oh yes, he was a hotel sales executive before he went into law. His name is John Foster, Esq., CHME. John taught me to look at hotel contracts through a whole new window of what might happen. John calls this “negotiating defensively” when working out the details. Together, we reviewed a hotel contract that I was about to sign. I had no clue as to how open I was leaving my organization to potential damages that the hotel could demand; for things over which I have no control.

 

Here is the point: even if you have been signing hotel contracts for decades, you might want to have an association contract attorney look over a recent or upcoming agreement? Law is dynamic—things change. You might not know how open you could potentially be to damages litigation if something you had not considered went wrong. And here is a huge tip: if you do get billed for non-performance based on your attrition clause, should the recovery be for gross or net profit? Should you have to pay the hotel for food they never purchased? Depends on how your contract is written?

 

If you want to contact John Foster, call him in Atlanta at 404-873-5200 or email him at John.Foster@FJGLaw.net

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

 


Your Effective Executive Letter for Business Results: 6/11/08

 

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1. Partnering for Profits: Inherent Alliance Tensions Affect Governance

2. Executive Presentation Skills: Vacant Passengers

3. Association Executives: Associapedia

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Partnering for Profits: Inherent Alliance Tensions Affect Governance

 

Be aware of the inherent tensions that are generally found in alliance relationships and fueled by alliance governance changes. Guard against these issues controlling your alliances. Because many alliance partners are also competitors, the fine line between collaboration and competition will generally evolve over the life of the alliance. As such there is sure to be necessary adaptations to the alliance governance structure.

 

Research reveals that almost half of the structured alliances have experienced some sort of governance structure change. This can even happen when an alliance has not experienced change for some time and alliance managers second guess themselves and adopt change for change sake.

 

Corporate leadership change at either alliance partner company can fuel tension and drive changes in alliance governance, especially when introducing new mechanisms for alliance monitoring. While alliances are particularly useful in turbulent industries, the rapid industry change can also drive tensions and create the need for governance adjustment.

 

Every alliance manager is looking for a structure that copes with the evolving internal and external tension dynamics, without having to go through a complex alliance renegotiating process. This is for the obvious reasons of costs and time savings. However, the realistic alliance manager realizes that change is just around the corner.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Vacant Passengers

 

What happens when your audience chooses not to go along for the ride? You have heard it from me before, a presentation must be an interesting journey for the listener. If not, they close down or worse become disruptive.

 

The number one reason for vacant passengers at a presentation is when the speaker is so focused on his or her material that they loose sight of the reason for the presentation—to persuade listeners to go on a journey from point “A” to point “B” with the speaker.

 

It is all about the audience. If you are confident in your personal grasp of the material that you are sharing and understand the needs of your audience, you are half-way there. The other half is continual audience monitoring. If you are simply reading a PowerPoint, you are too focused on reading to pay attention to the fact that you are not engaging your audience. Know your stuff, make it relevant, and monitor your audience--then you’ll be engaging enough for them to want to take the ride with you.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: Associapedia

 

If you haven’t visited ASAE & The Center for Association Leadership’s Web Site lately, http://www.asaecenter.org/ then you have most likely missed Associapedia, ASAE & The Center’s new Internet wiki (interactive encyclopedia) at http://www.asaecenter.org/wiki/index.cfm. Check it out, it’s loaded with information that any association executive should find interesting.

 

I found the topic of association verses charity interesting:

 

501(c)3 versus 501(c)6

Stated at the wiki, “There are plenty of associations that are 501(c)(3)s, but there are NO charities (that I'm aware of) that are 501(c)(6)s. Although trade associations commonly organize as 501(c)(6)s because of the effect that has on what the organization is allowed with regards to lobbying, trade associations don’t necessarily HAVE to organize as (c)(6)s. And many - but not all - individual membership associations are 501(c)(3)s.”

 

There was also some interesting information for speakers presenting to international audiences. Among the tips were:

1. Avoid ‘nation-centric’ expressions, idioms or slang.

2. Do not use sports or war analogies, ever!

3. Limit the use acronyms or internal lingo and jargon unless previously described/explained.

4. Do not tell jokes!

 

Check it out at http://www.asaecenter.org/wiki/index.cfm 

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 6/4/08

 

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1. Partnering for Profits: More than Giving it Away

2. Executive Presentation Skills: What’s in it for Me?

3. Association Executives: Member Recruitment

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Partnering for Profits: More than Giving it Away

 

Partnering is more than giving up profit or control. Alliance relationships need to create more value as a collective than you, or your partner, could have created individually. With this said, I can’t tell you how many times I’ve heard something like this, “Let’s partner, I want a discount.”

 

Partnering with you, needs to be more than me giving you a discount. I must receive some value too. If your potential alliance partner does not have the ability to wrap their arms around this concept—run, not walk, away as fast as you can.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: What’s in it for Me?

 

When I say me, I’m referring to your audience. What’s in it for your listener? When you focus on what’s in your presentation that will help make the lives of your audience member’s better, then you’ll have their attention. What is it that we all want? We want to be happy, make more money, have more sex, thinner thighs, etc.

 

When you prepare your presentation, keep in mind what it is that your audience members want and reposition your talk to help them get what they want through what it is that you are selling or attempting to persuade.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: Member Recruitment

 

In the world of Web 2.0, of what many call the interactive Internet there are new technologies that can be easily applied to your member recruitment activities. I’ve written about helping your members to become evangelists in promoting your association and today I’m going to talk about video on the Internet as a tool for member recruitment.

 

YouTube.com, Brightcove.com, and Tubemogul.com are your friends, not just a place where kids upload silly stuff. I personally use all three and you can too. If you have a promotional DVD about your association, it should at a minimum, be uploaded to YouTube so your members can email the link to their friends, colleagues, and competitors. You can upload videos to the Internet through Tubemogul, a site for distributing video to other Internet sites.

 

For videos longer than 10 minutes (the maximum for YouTube), use Brightcove. If you want to recruit younger members, simply get in front of where they are going—Internet video. Visit www.rigsbee.com/selectvideo.com for some examples. The three one-hour videos are housed by Brightcove and the eight shorter clips are on YouTube.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 5/28/08

 

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1. Partnering for Profits: Core Competency

2. Executive Presentation Skills: Windmill Run by Water

3. Association Executives: Alcohol & Meetings

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Partnering for Profits: Core Competency

 

In order for you to form a long-term successful alliance with another organization, you must understand your organization’s core competency. Since your core competency is really what you are offering to your potential alliance partner, you’ll need to deliver. If you are unclear as to the benefits your core competency can deliver to your alliance partner, you will find it difficult to even find a partner.

 

Before you attempt to influence another organization’s owners or executives to align with your organization, take the time and invest your resources to conduct your due diligence on how your core competencies can deliver value to another organization. How well you deliver on your core competency will have a major impact on the effectiveness of your future alliance. Give me a call if you need some help better understanding how to value your core competencies.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

 

Executive Presentation Skills: Windmill Run by Water

 

“The long-winded lecturer had been holding forth for over an hour, except for brief pauses from time to time to gulp a hasty drink of water. Finally, during one such intermission, an old man in the audience leaned toward his neighbor and announced in an audible whisper: ‘First time I ever saw a windmill run by water!’” This witticism is from my 1960 edition of “Braude’s Handbook of Humor for All Occasions.”

 

My first point is that things really don’t change, do they? Second, I’d like to point out the importance of not “holding forth for over an hour.” Even today, I can’t tell you how many conferences I’ve attended where there is a speaker going on and on, totally oblivious to the fact that he or she had lost their audience not long after they had started.

 

Take your audiences’ temperature—frequently. Are they still alive, or are they comatose? Boring, is driving along a lonely stretch of freeway with unchanging scenery at about 3:30 PM following a big lunch. In my days of outside sales, this was the time of day that I frequently had to get out of the car and jump up and down, just to stay awake. How different is it for a conference attendee? Big lunch, sitting all day, and now it is the afternoon and the speaker is monotone.

 

“Just kill me and let it be over,” is what many an attendee has stated in the above situation. Just so you are not guilty:

 

1. Be sure your audience is still with you—check frequently.

2. Be sure your presentation is more like a winding mountain road rather than a lonely freeway.

3. Be sure you are excited—if not, how can your audience be?

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: Alcohol & Meetings

 

“Financial & Insurance Meetings” magazine ran a piece in their May/June 2008 issue on tips for dealing with alcohol at meetings. The piece provided great information, check it out if haven’t already read it.

 

My question to you is this; how have you dealt with obnoxious and belligerent drunks at your event? I personally hold a fundraiser where this has rarely been an issue, however I have heard horror stories form planners.

 

If you have a story about how you dealt with obnoxious and belligerent drunks at your events or how you guard against this occurring, I’d like to hear your stories. If I receive enough feedback, I’ll publish a compendium on the topic. Please email your responses to ed@rigsbee.com thanks much.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 5/21/08

 

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1. Partnering for Profits: Start Your Alliance

2. Executive Presentation Skills: Standing Proud

3. Association Executives: Contrarian Value

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Partnering for Profits: Start Your Alliance

 

Build your alliance from a group of like-minded business leaders who recognize the need and opportunity to exceed customer expectations that are generally attached to traditional brick and mortar organizations. By uniting in a common purpose, you are committed to presenting your business partners with solutions that will result in tangible and sustainable business improvement.

 

Now that you are philosophically in the right place, it is time to start actively exploring potential alliances with your top candidate prospects. With your business plan in hand, you have a base level for initiating a meaningful negotiation.

 

In the formation stages, be sure you are clear on what your critical factors are—without them it would be a deal breaker. Also know which ones would be nice, but not necessary. No matter how informal the arrangement, I suggest you always have a written contract. You can work through the details of your new alliance directly with the other company executives and then have an attorney review the agreement before signing.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Standing Proud

 

Good posture is one of your secrets to speaking success. I’m not talking about a military style rigid “at attention” posture, but rather a relaxed upright posture. Slouching is not the best way to endear yourself to your listening audience because you look sloppy and untrustworthy. Don’t fool yourself into believing it makes you look casual and approachable. And, slouching interferes with your diaphragm—the area of your body from where your deeper voice emanates.

 

Stand up straight, relax your neck and shoulder muscles, look at your audience members one at a time, and take slow deep breaths. This will allow you to start off with something meaningful rather than wasting 10 minutes getting warmed up. Start with something powerfully important and you find it easier to hold your audience.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

 

Trade Association & Professional Society Executives: Contrarian Value

 

I was very happy to notice that in the May 2008 issue of “Association News” Publisher, Tim Schneider, mentioned some of the points from my recent article on valuing your contrarians. Grab the magazine; it is probably close to you and read Tim’s editorial comments.

 

I’ll say it again; contrarians are not to be treated like lepers but rather valuable association members that hold close to them a different point of view from the mainstream members. It is the different points of view that will deliver innovation and urge people to leave the comfort of the status quo.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 5/14/08

================================================================

1. Partnering for Profits: Alliance Maintenance

2. Executive Presentation Skills: Result vs. Activity

3. Association Executives: Speaker Sourcing

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Partnering for Profits: Alliance Maintenance

 

Eli Lilly, the giant pharma-corporation is an excellent alliance partner. Over the years they have learned the benefits of continually measuring the effectiveness of their alliances. One of their methods is called the “Voice of the Alliance. They measure (along with their partners) operational, cultural and strategic fit in the below listed three main areas and 14 sub-areas.

 

Operational Fit: Communication

Operational Fit: Decision Making

Operational Fit: Leadership

Operational Fit: Performance Management

Operational Fit: Roles

Operational Fit: Skills/Competence

Operational Fit: Team Coordination

Operational Fit: Conflict Management

Cultural Fit: Flexibility

Cultural Fit: Knowledge Management

Cultural Fit: Organizational Values

Strategic Fit: Commitment

Strategic Fit: Strategy

Strategic Fit: Trust/Fairness

 

As you are building your smart alliances for business growth, use the above areas as a template for measuring your effectiveness. Ask questions about the alliance’s effectiveness in the 14 sub-areas. The above is best employed using a 360 degree method. Overlay the answers the people in your organization offer with those of your partner organization and it will become quite apparent if there are any discrepancies. If so, that is where the management team must focus energy for improvement.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Result vs. Activity

 

In delivering an effective presentation, you must first decide the result for which you are looking rather than simply filling time. Many speakers do a great job of filling their allotted time—to the second. That is far less important than the result for which you are attempting. I’m basically suggesting that you focus on acting as a change agent as compared to an “edutainer” or data deliverer.

 

Ideally, you are taking your listeners through a change process to a different place. You start your presentation at point “A” and want to end up at point “B” with point “B” meaning that your audience will do something differently as a result of your presentation. You might be selling a product or service, persuading people to behave differently, helping them to understand how to employ a new skill, helping them to motivate themselves, or simply making them feel better about themselves.

 

Before you start, plan the journey, as you would on a driving trip. Know your starting location, ending location, and route you plan to take. Have an alternative plan in case you come upon a detour during your journey. And make the journey fun for your listeners. Do this, and you’ll be able to move them from point “A” to point “B.”

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: Speaker Sourcing

 

In the April 21, 2008 issue of “MeetingNews” there was a speaker sourcing article based on a survey of 315 corporate and association meeting planners. While the author appeared to somewhat contradict himself as to the trends of sourcing speakers, the article nonetheless brought up an important topic: to hire, or not to hire a professional speaker for your next meeting.

 

The survey revealed speaker budgets for association planners:

$20,000+ @ 10.4%

$10,001 - $20,000 @ 13.6%

$5,001 - $10,000 @ 16%

$1,501 - $5,000 @ 32%

 

If you decide to hire a professional speaker but have budgetary issues, consider what you might have of value to offer a speaker beyond cash. While just fewer than 22% of the total group of planners stated that they use bureaus to source speakers, many do not. This barter will not work too well when hiring speakers through bureaus, however on a direct basis the idea could help you to get the speaker you want.

 

When offering a speaker other value beyond cash, your offer does have to create real and honest value for the speaker. Be creative and keep the speaker’s needs in mind and you just might strike a deal.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 5/7/08

 

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1. Partnering for Profits: Cross Promotions

2. Executive Presentation Skills: A Culture’s Sense of Humor

3. Association Executives: The Middle East

 

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Partnering for Profits: Cross Promotions

 

Cross-promotion strategies can range from large company style, highly sophisticated, and with formalized contracts like you have seen with the major airlines and certain communication giants--to promotions as casual as a small retail business stuffing customer bags with flyers or coupons from another local, non-competing merchant. Or, perhaps putting promotional messages on one another’s register receipts?

 

One of my favorite small business cross promotion was with an insurance agent and local restaurateur in my community. The owner of the restaurant paid for the printing of the insurance agent’s business cards. The cards doubled as a 20% discount coupon for the restaurant and also had a map to the restaurant on the reverse side. The insurance agent gave out several of his cards at every business upon which he cold called. The cards ended up sitting around in many of the businesses for a long time. This was because the cards were seen as a valuable discount coupon rather than another salesman’s business card.

 

The important angle for you to consider, regardless of the size of your enterprise, is being memorable in the minds of your marketplace. Secondarily, you will want to create a cross promotion that will deliver double the value; meaning that each of the participants must supply half the resources/assets. With this formula, you get at least two dollars of promotional value for every dollar you spend.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: A Culture’s Sense of Humor

 

“Knowledge of a culture’s sense of humor provides a guide to the basic values and fundamental relationships that comprise that culture,” stated Malcolm Kushner in his 1990 book titled, The Light Touch. So how can this statement make your life better? Here’s what I’m thinking…sometimes humor in a presentation goes flat. You, or I, say something that should create laughter; but it doesn’t!

 

Rather than thinking, “Gosh either I’ve lost my touch or these people are just dead.” Perhaps the real issue is research, or more specifically—lack there of? When we take the time to understand the culture of any group for whom we offer our thoughts—there is a far better chance that our humor will be well received, hence the presentation will also be well received.

 

Basically said, we had better understand what is considered humorous by our audiences or they will devastate us with their apathy. Remember, hate is not the opposite of love but rather it is apathy. So my suggestion for the week is to target your presentation humor to their culture, rather than yours.

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: The Middle East

 

I found the information presented in M&C’s “Global Planner 2008” report to catch my interest as to the expected meetings in the Middle East. In 2007 corporate planners held 7% of their out-of-US events in the Middle East and the number for association planners was 3%. For 2008 corporate planners plan to hold 11% in the Middle East with association planners locked at 3%. However for 2009 corporate plans to hold 14% and association plans on 8% in the Middle East.

 

Two months ago, in early March, a strategic alliance was announced where an American association management company was expanding into Dubai (United Arab Emirates [UAE]):

 

“Indian professional congress organiser (PCO) and association Management Company (AMC) Conferences and Incentive Management Ltd (CIM) has teamed up with global events services firm Kellen Company to offer enhanced value to clients. Both companies provide congress and association management services to associations and corporations throughout the world through international offices and extensive partner networks. The strategic partnership will give clients of both companies the opportunity to explore new destinations for their events.”

 

Last year, I was in Dubai during the end of May and beginning of June—I saw the massive construction for myself. The Middle East is half way between Europe and Asia, and as such, the UAE, especially Dubai is quickly becoming what I’ll call the Switzerland of the Middle East—the entire world is investing there.

 

While you or your association might have your eyes on Asian expansion, please do not under estimate the Middle East. And to answer the most often question I received, “YES, the entire time I was there, I felt quite safe in Dubai.”

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 4/30/08

 

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1. Partnering for Profits: Collaboration Tools

2. Executive Presentation Skills: Never Announce a Joke

3. Association Executives: FutureWatch 2008

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Partnering for Profits: Collaboration Tools

 

In its April issue, “CRN Tech” magazine reported that improved linkages between collaboration tools and other software products have been a common theme in new releases from EMC Corp., Microsoft Corp., Yahoo Inc. Zimbra and others. Zimbra Collaboration Suite 5.0, launched in February, improving its connections to the wireless world by adding support for BlackBerry Enterprise Server, J2ME-enabled handsets, and Microsoft’s Outlook 2007. Microsoft is developing tighter integration between its Groove and SharePoint collaboration products. In March, EMC shipped Documentum eRoom 7.4 integrated with Documentum Rights Management.

 

If you are looking for new collaboration tools and software, the five key players are:

1. EMC, Hopkin, MA, 508-435-1000, www.emc.com 

2. IBM, Armonk, NY, 914-499-1900, www.ibm.com 

3. Microsoft, Redmond, WA, 800-642-7676, www.microsoft.com 

4. Oracle, Redwood Shores, CA, 800-Oracle 1, www.oracle.com 

5. Yahoo Zimbra, Sunnyvale, CA, 650-212-7767, wwww.zimbra.com  

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Never Announce a Joke

 

The single most common mistake in the delivery of humor is announcing that you’re going to tell a joke. Sure death lead-ins include:

1. A funny thing happened to me on the way over here today…

2. My secretary just told me a great joke that I want to share with you…

3. I found this funny story on the Internet…

 

You have just announced that you are going to be funny. Now the expectation level of your audience has increased dramatically, and you better be funny. Additionally, humor generally needs misdirection or an unexpectedness to work. You just gave it away so the unexpectedness factor is lost.

 

Rather than being lazy with your humor, it’s better to analogize your humor to one of your important points. The much more effective approach is to make your point, say “It’s like…,” and then tell your story or joke. With this approach your audience is not expecting you to be funny. That is important if your story or joke flops because they were not expecting funny. It’s best to catch your audience unaware that something funny is coming, making the punch line all the more powerful. Try it, you’ll like it!

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: FutureWatch 2008

 

Meeting Professionals International recently released FutureWatch 2008. The 611 corporate association and government meeting planners who responded to FutureWatch 2008 generally anticipate an upward trajectory in their 2008 meeting budgets, and in the money they invest in each individual event.

 

• Although association planners predict a 9.3% decrease in meeting budgets, their corporate colleagues are on track for a 27% increase. As a group, planners predict a budget increase of 11.4%.

• More than one-quarter of planners, and nearly half of corporate planners, will work in organizations with meetings budgets of $2.5 million or more. Another 20% will have budgets in the $1 to $2.5 million range.

• Although association planners report lower budgets overall, their spend on individual meetings will grow even faster than the industry average. For the industry as a whole, the 22.6% increase between 2007 and 2008 will be the equivalent of a doubling every 3.1 years.

• The largest single share of the market—just over half in the association sector and for the industry as a whole—will be in meetings with budgets below $50,000. Corporate planners will organize a slightly larger share of meetings worth $100,000 or more.

• Half of association meetings are expected to generate a profit, compared to only one in five corporate meetings. This sharp difference reflects the extent to which non-profit organizations depend on direct revenue from meetings and events, compared to the other types of return that corporations expect from their meetings investment.

• While association planners expect their budgets to remain steady or increase as a share of their organizations’ total spending, one in four corporate planners expect their budgets to be cut.

 

You may access Meeting Professionals International’s complete “FutureWatch report at http://www.succeedinspeaking.com/downloadresources.htm 

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 4/23/08

 

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1. Partnering for Profits: The Alliance Agreement

2. Executive Presentation Skills: Expert Opinion

3. Association Executives: Strategy & Competition

================================================================

 

Partnering for Profits: The Alliance Agreement

 

I frequently receive questions about developing an alliance agreement. The most frequent question is asking if there are agreement templates available for purchase. While I would not recommend entirely relying on a template, they are a great place to start and can save you a load of money by doing much of your preparatory work yourself. I have two suggestions:

 

1. Reference Agreements and Deal Intelligence for Business Professionals and Lawyers -- http://www.techagreements.com/ 

TechAgreements provides Business Professionals and Lawyers with access to the actual agreements used in over 500,000 transactions covering over 30 industries. They have a powerful full-text search engine to find agreements:

* By Agreement Type: Search for agreements by type (example: Technology License Agreement) by entering one or more keywords or a phrase in quotes.

* By Company Name: Search by company name (example: Oracle or Exxon Mobil)

* By Industry: Search by industry (example: Oil and Gas)

* The Most Recent Agreements: We add hundreds of new agreements to our database each week.

* Free Agreement Preview: All our agreements may be previewed, at no charge, before purchasing.

 

 

2. Partnering Agreements from Corporate Partnering Institute and alliance lawyer, Curtis Sahakian. At the links below, you will find enough to give you a great start.

* http://partneringagreements.com/partneringagreementslist.htm 

* http://partneringagreements.com/3products.htm#partag 

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Expert Opinion

 

What’s the value of an expert’s opinion? I was recently thumbing through my 1960, Third Edition, of “The Sales Promotion Handbook” published by the Dartnell Corporation—very highly respected in its day. “Store and Home Demonstrations” is Section Twenty-One. It stated, “Even in the case of a well-known and generally accepted product, there is often psychological value in the appearance in the retail outlet of an ‘expert’ who can demonstrate and give personal advice.”

 

I found this age old advice to be true back in the 70s and 80s during my 16-year tenure in the sunglass industry both in giving clinics on optics to the retail sales employees and to customers alike. I carried with me a spectrometer for testing lenses and people believed what they saw, even better than what I said. Seeing, and hearing, is truly believing.

 

How about you, the corporate or organizational executive? Your stakeholders and constituents; stockholders, employees, suppliers, and customers also want to be assured by you that your product or service is unique and of outstanding quality. They want to be assured by you that your organization is profitable and growing.

 

Reaffirming this message should be, corny as it might seem; your continual mantra! When they hear it from you, the message holds a certain level of credibility. Share the message with a level of conviction that penetrates both your soul and theirs—and the message will be received—guaranteed!

 

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

 

Trade Association & Professional Society Executives: Strategy & Competition

 

Recently, Tim Schneider, Publisher at “Association News” wrote a great editorial recommending that association executives think strategically. He heavily mentioned Rich Horwath’s new book titled, “Strategy Espresso” listing three important strategies:

1. Create Differentiation

2. Focus Resources

3. Design Systems

 

In explaining the first strategy there are questions about similarities and differences from one’s competition. This, I believe, is an important yet undeveloped area for many associations.

 

Not long after John Graham IV took over the reigns as President and CEO at ASAE,

“Association News” (August 2003 issue) asked him what he considered to be the major issue facing the association management profession in that year. His response, “Clearly, translating the mission of the organization and the needs and wants of the members, and being able to sustain that model economically is a balancing act. So many associations are chasing after dollars and revenue streams that may or may not be in alignment with the overall mission of the organization.”

 

It is the “chasing after dollars” comment that still resonates today. Which companies and organizations might be competition to your association? My answer would be any that are competing for the “mindshare” of your members or potential members. This would include both for-profit and non-profit organizations. And, if they conduct an activity or produce a product better, faster or cheaper than does your association—should you be in that business? This will be one of the most important strategic questions that you will pose to your board in 2008.

 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

 

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 4/16/08

 

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1. Partnering for Profits: Shared Commitment

2. Executive Presentation Skills: Hands in Pockets

3. Association Executives: Contrarians

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Partnering for Profits: Shared Commitment

 

A partnering relationship with a shared sense of commitment to a long-term, mutually beneficial vision and shared goals is what many seek, especially in a strategic marketing alliance. You want your alliance team, as well as the team of your partner to be working collaboratively for the mutual benefit of the marketing alliance. Below are three tips to help your success:

 

1. Build an inclusive and trusting conduit for communication. When you build, into the alliance mechanisms focused on encouraging two-way communication, challenges are easier to resolve.

2. Executives from both organizations must listen to the perspective of those who work within the alliance on each side of the partnership. While executive time is always at a premium, nonetheless is it crucial to alliance success that these same executives, that call the shots, dedicate blocks of time for communication.

3. Understand the strategic, operational, and cultural issues among partners that affect your marketing alliance. If both sides commit to keeping these three areas healthy, achieving the mutual vision is more than possible.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

 

Executive Presentation Skills: Hands in Pockets

 

Think back to the last speaker you listened to that had something really interesting to say but you found yourself having trouble concentrating on his or her talk. What was it that caused your discomfort? I’ll bet it was some sort of nervous habit that the speaker had not yet overcome.

 

One of the worst nervous habits exhibited by speakers, especially with men, is putting their hands in their pockets. Why is this? It is because they either don’t know how to use their hands to further their presentation or because they are self-conscious. Either way, the result usually is a jangling coins or keys that truly distract the attention of those trying to listen to the talk.

 

Here is a tip for you to try the next time you present: Take EVERYTHING out of your pockets. This way you’ll be less inclined to play with items when you do slip and put your hands in your pocket.

 

A bit of a twist to this idea is to put only a $10 bill in each front pocket. The first time you put your hand in your pocket, pull that first $10 bill out and hand it to the attendee closest to you at that exact moment. Tell your attendees, like them, you are always trying to improve and explain the hand in the pocket habit you are trying to break. Then continue with your talk. The next time you put your hand in either pocket, give the other $10 bill away.

 

Then, at your next speech, give two $20 bills away, then at the next, two $50 bills. By the time you’ve given two $100 bills away at a speech, you’ll be well on your way to breaking the habit.

 

 

Trade Association & Professional Society Executives: Contrarians

 

Within the membership of your association, are there contrarians? Some association executives say they would be better off if the contrarians moved on, that things would run so much smoother without these figurative thorns-in-the-sides. What do you think? Do you think this is true?

 

Is there a place for contrarians in your association? Is there any real value that contrarians deliver to an organization?

 

If your organization is dynamic, growing, and delivering high levels of value to the members; I’ll bet you have your fair share of contrarians involved because they continually push for improvement. I’d like to recommend that you have a discussion at your next board meeting based around the subject of the value contrarians deliver to your association and how to better engage them. You might be surprised at what you hear.

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 4/9/08

 

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1. Partnering for Profits: Deteriorated Trust

2. Executive Presentation Skills: Punctuate Your Point

3. Association Executives: Meeting Negotiability

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Partnering for Profits: Deteriorated Trust

 

Trust is the glue that binds all alliance relationships. If a festering situation is allowed to continue unchecked, the natural outcropping will be a deterioration of trust. What can be done to keep this from occurring? The number one safeguard is to have alliance management and measurement systems in place. Most times, this will alert alliance overseers to an escalation of problems.

 

What do you do once trust has been damaged? The two-part formula is first, conduct an anonymous survey of all the persons that are involved in the alliance, functionary to executive; from both, or all the companies that are involved. Questions should be asked in three key areas: strategy, operational, and cultural. This will give a mediator the information necessary to put the part-two into action. The second part of the solution is to hold a live meeting which MUST be facilitated by a neutral third party. At this face-to-face meeting is where issues will be hashed out and strategies to rebuild trust will be put into action.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

 

Executive Presentation Skills:  Punctuate Your Point

 

I recently coached a speaker on technology who needed assistance in making his presentation more impactful. After watching the video of a recent presentation, among my suggestions was this: “Quit walking over your important points. Punctuate your points of wisdom with a pause, intentional movement on the platform, or a change in facial expression.” Following his presentation he called me from across the country to tell me how well it went for him—especially the punctuation of his important points. He told me that he could see it in the eyes of his audience at these important points that they were, getting it!

 

 

Trade Association & Professional Society Executives: Meeting Negotiability

 

In the recent, March 24, issue of “Meeting News” was a front page article about Governor Schwarzenegger terminating California’s State meetings. While this is a real bummer for California and western hoteliers, it is a real opportunity for non-profits.

 

A little bit of sleuthing could deliver excellent meeting values for those that might be considering a 2008 meeting in the west. Take advantage of the cancelations. I realize that most of the government meetings are not held in Five Star properties; however there are, or soon will be, some great deals for the taking at mid-level properties.

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 4/2/08

 

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1. Partnering for Profits: Value of Alliances

2. Executive Presentation Skills: Associative Ideas

3. Association Executives: Meeting Negotiability

================================================================

 

Partnering for Profits: Value of Alliances

 

Mark Hanny, IBM VP of Alliances recently stated, “The value to IBM of a disciplined and well managed alliance process is demonstrated by an immediate increase of partnership performance…as much as 35%. Highly skilled and experienced Alliance Managers are integral to that success rate.”

 

Measuring your alliances is an important key to success. Some of the areas of concern in applying alliance metrics, for organizations highly involved in alliance activity include:

> What to measure in determining relationship quality.

> Translating data into corrective action with partners.

> Using metrics to spot early warning signs of underperformance.

> Persuading others that measuring relationship quality is worth the effort.

> Building partner alignment about what to measure and how to go about the process.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Associative Ideas

 

When you want to quickly lock an idea into the minds of your audience, do so by building on an idea that is already indelibly scribed into their minds. As an example, the numbers of persons that have yet to master the art of riding a bicycle are miniscule. If you were to say, “Learning our new system is similar to learning how to ride a bicycle, only you get to do this as an adult and in a air-conditioned classroom.” Audience members will lock into their past experience of learning to ride a bike, thinking it wasn’t so hard and then add to that, “I’m an adult now, and smarter.”

 

Any time you can harness the power of associative ideas already scribed in the brains of your audience members, you can lock in your own ideas more easily as an add-on. Try also describing something tangible to your audiences, “As being like ______, but with ______.” You fill in the blanks.

 

Trade Association & Professional Society Executives: Meeting Negotiability

 

In the recent, March 24, issue of “Business Travel News” is important updated meeting information. Because of the economy, there has been a spate of meeting cancelations and some properties and markets are more willing to deal than in recent times. Bjorn Hanson from PricewaterhouseCoopers is quoted as stating, “The lodging industry is over-responding to the weak start of the year. That creates some opportunities for midsize and smaller meetings that have shorter scheduling horizons to negotiate more aggressively and maybe not only get more favorable room rates, but other concessions as well.”

 

While the above information might be most helpful to corporate planners, association executives can take advantage of the changing winds in hospitality for closer-in scheduled regional meetings, workshops and trainings.

 

I personally found the above to be true in Long Beach , California . On March 18, I put on a small training meeting—-only using about 25 room nights. I waited to book a property because I wanted to have a better idea of the number of attendees and guess what happened? I received an email from the Long Beach CVB offering a special—during the time for which I had planned my meeting. And, the deal was for the best properties in town. By waiting, I was able to secure a 35% room rate reduction and they even threw-in the meeting room complementary, making the total consideration even higher. Sure, you are locked in for this year’s big meetings, however special considerations are becoming more available than just a couple months back. Encourage your meeting planners to keep their eyes open…

 

================================================================

 

Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 3/26/08

 

================================================================

1. Partnering for Profits: Using Web 2.0

2. Executive Presentation Skills: Word Game Answers

3. Association Executives: Meeting Budgets

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Partnering for Profits: Using Web 2.0

 

It was recently revealed by a Gartner Group survey that approximately 30% of alliance executives are adopting some social media and community technologies like blogging. However, most are taking a wait and see position. Large company survey respondents reported:

 

36.6% use social networking sites to find partners

22.5% use social networking to manage relationships

38.6% use personal or corporate blogs principally to manage relationships

39.7% use podcasts or video clips

33.3% use Wikis (individual publishing enabled web site) to manage relationships

21.6% use Wikis to find new partners

70.0% use industry portals

 

As you struggle to develop and implement your own strategic alliances, consider how the larger companies are employing Web 2.0 to improve their alliance success.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Word Game Answers

 

As I stated last week, here are the answers to the Michael Strumpf’s word game: “If a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited?”

 

1. A Far East diplomat is DISORIENTED

2. An office worker is DEFILED

3. A banker is DISINTERESTED

4. Politicians are DEVOTED

5. Wine merchants are DEPORTED

6. A baker is UNROLLED

7. A school teacher is DEGRADED

8. A podiatrist is DEFEATED

9. A songwriter is DECOMPOSED

 

Trade Association & Professional Society Executives: Meeting Budgets

 

Meetings are the lifeblood of trade associations. Hotel rates are steadily increasing. What about your budgets; are they keeping pace?

 

Reported in the March issue of “Successful Meetings” is some data about how associations are dealing with the issue. The question was asked about the first item that meeting planners would reduce to accommodate for higher hotel room costs. The following are their answers:

 

23.7% Food & Beverage

10.2% Recreation/amenities

10.2% Outside planning services

 9.3% Theme décor

 6.8% Entertainers

 6.8% Attendee gifts

 5.1% AV/Tech

 3.4% Speakers

 2.5% Ground transportation

22.0$ No cuts—budgets have grown to keep pace

 

Two points; first is that I’m happy to see that 22% of the respondents received budget increases to keep pace. Second; is the fact that 96.6% realize the need for quality education by not listing speaker cuts as their first line item to chop.

 

If you are faced with budget cost cutting for your coming meetings, keep in mind the most basic reason your members attend association meetings: Building their businesses. Cut the fringe, not the basics!

 

================================================================

 

Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 3/19/08

 

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1. Partnering for Profits: Emerging Industries

2. Executive Presentation Skills: Posture

3. Association Executives: Membership Slip

================================================================

 

Partnering for Profits: Emerging Industries

 

Announced in the April 2008 issue of “Biodiesel Magazine” is the Greenline Industries Inc. and Skanska USA Building Inc. strategic alliance agreement to offer a single source of fully operational biodiesel production facilities in North America. Greenline designs and fabricates biodiesel production equipment that includes a waterless, modular processing technology. Skanska provides construction, pre-construction consulting, general contracting and design/build services. Together, the companies will offer services in site selection, permitting, business, finance, and supply and offtake.

 

As new industries emerge, especially in the trendy “Green Industries” you might ask your executive team to explore the possibilities of participation in these emerging sectors. Even if you see no immediate coloration to your current offering or market, it would none-the-less be in your best interest to explore the possibilities of crafting alliances in new directions.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Posture

 

[Fun with Words] Last week I stated the answers to the Michael Strumpf’s word game would be in this week’s letter. My bad, it’s not. I’m writing this letter away from the office so the answers will be in next week’s letter. Sorry-

 

How’s your posture? People can tell quite a bit about your confidence and self-esteem based on your posture. The more erect you stand, the more you command respect from your audience. Stop! I am not saying to be stiff as a board. I’m suggesting that good posture gives you two benefits. First, as I already mentioned--more respect. Second is voice quality; when you open your body stance, push your shoulders back just a bit and breathe deeper, your voice relaxes and deepens, exhibiting a “tone” of confidence.

 

At your next presentation, imagine a string attached to the top of your head. If you slump it will pull out your hair but if you stand just a bit more erect there is no stress and your words will be delivered commanding the attention you deserve.

 

Trade Association & Professional Society Executives: Membership Slip

 

Oh, it’s the economy. These words have been used as the excuse for just about anything one can imagine. At your next board meeting, who do you think is going to use the economy as an excuse for non-performance? Will it be a volunteer leader? Will it be a paid staff person?

 

Sure, the economy is uncertain. Yes, it is an election year. However, aren’t you tired of hearing the excuses? Business is about results, not excuses! Now is the time to look at rock-solid planning for your association, with metrics attached to manage results. Are you willing to push your board to demand results-—of one another?

 

Now is not the time to accept membership slip as an option. Now is the time to determine the value your association delivers and decide how you can deliver more. Now is the time to help your members to become evangelists for your association.

================================================================

 

Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 3/12/08

 

================================================================

1. Partnering for Profits: Don’t Wait for the Competition to Eclipse You 

2. Executive Presentation Skills: Fun with Words

3. Association Executives: Realistic ROI

================================================================

 

Partnering for Profits: Don’t Wait for the Competition to Eclipse You

 

Recently reported in the March 5, 2008 issue of “FleetOwner” is the new trucking alliance consisting of six regional carriers; The Reliance Network.

 

“In an unusual alliance, 6 carriers--Averitt Express, Canadian Freightways/Epic Express, DATS Trucking, Lakeville Motor Express, Land Air Express of New England, and Pitt Ohio Express--have united to form a national freight network, effective March 1, 2008. The new alliance, called The Reliance Network, will establish a network across North America to provide LTL, truckload and supply chain freight services, the group said.”

 

 

Last week I wrote about taking the time to due your partner due diligence, however I want to also stress the importance of not taking so long to act that you get left out in the cold. The participants in the above alliance came together to create an organization that has the capability to both serve larger customers and a larger geographical area. How many regional trucking companies were left behind? In your industry, be the leader—build your alliances now—don’t get left behind.

 

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Fun with Words

 

From a book I really enjoy, “Painless Perfect Grammar” by Michael Strumpf—here is a fun and interesting exercise you might consider using to relax an audience. Offer to them; if a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited?

 

Try these for yourself:

1. A Far East diplomat is

2. An office worker is

3. A banker is

4. Politicians are

5. Wine merchants are

6. A baker is

7. A school teacher is

8. A podiatrist is

9. A songwriter is

 

For the answers to the above and more, you may head to a bookstore or go online and purchase Michael Strumpf’s book, or wait until next week for the answers.

 

Trade Association & Professional Society Executives: Realistic Return On Investment

 

I’ve been asked by a number of association executives if my “Member Value Process” could be done by online or mail-in survey? The answer is no.

 

To effectively determine the yearly sustainable real dollar value of membership at your association, there is a need for interaction among the members to determine a value number that is not too exceedingly high—while still high enough to prove a good ROI. If the number is so high that it would appear unrealistic to the non-member—you’ve lost them before you have even started.

 

You may now watch my one-hour “Member Value Process” video (from the annual convention of the Society of Government Meeting Professionals) at www.rigsbee.com/association.htm and when you do, I believe you will better understand why the process needs to be done live.

 

 

================================================================

 

Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 3/5/08

 

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1. Partnering for Profits: Partner Due Diligence 

2. Executive Presentation Skills: Bad Habits

3. Association Executives: Paid-to-Play

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Partnering for Profits: Partner Due Diligence

 

Over the years, I have told scores of alliance practitioners that if they pick their partners poorly, they deserve the partner whom they have selected. You can spend a reasonable amount of time culling through potential partners for the best or you can spend an unreasonably huge amount of time on conflict resolution and post agreement exit tactics. The choice is yours.

 

But why do so many very bright business leaders “jump into bed” before they have “tested the water”—-I so love mixed clichés. It is because of the quarterly pressures to perform, to increase market share, to lower costs, to develop new products, etc.

 

If you are considering an alliance, please do yourself a favor and take my alliance quiz before you “jump into bed” and later regret your hasty action. This quiz is not a total solution however; it will get you thinking in the right direction. http://www.rigsbee.com/quiz.htm 

 

Ed’s 12-Minute Strategic alliance development interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Bad Habits

 

My friend, Tom Antion, used to be a humorist but later became a highly respected Internet Marketing Guru—-go figure. In his days of humor he wrote a business presentations book titled, “Wake ‘Em Up.” He listed several common bad habits frequently made by business speakers. Take a look and try to eliminate any of which you find yourself guilty.

 

> Pacing back and forth

> Jingling coins in your pocket

> Jingling bracelets or jewelry

> Playing with your hair

> Playing with things like pointers, markets, etc.

> Holding on to the lectern or table for dear life

> Rocking front-to-back or side-to-side

> Standing rigidly in one place

> Speaking with your head down or bowed

> Locking hands together or twiddling thumbs

> Tapping your fingers

> Pushing up your glasses

> Staring

> Frowning

 

Trade Association & Professional Society Executives: Paid-to-Play

 

Apparently, my last article titled, “Association Members Must Become Evangelists” http://www.rigsbee.com/association11.htm raised the eyebrows of a few association executives.

 

I stated, “A trade association or professional society should be a wonderful, industry wide strategic alliance enabling all stakeholders to harness the collective strength and thereby receiving the value they need. The members that are actively involved as functionaries in their industry should be the ones driving an association, not the paid staff and not the suppliers. Your paid staff members already get their benefit—a paycheck. The suppliers always get a huge amount of value from participation—networking with their customers. However, it is you, the functionary member that stands to gain the most through participation.”

 

This sentence was the culprit, “Your paid staff members already get their benefit—a paycheck.”

 

Since I did not do an acceptable job of making myself understood; the point is this, there is a different dynamic between the persons that pay-to-play, members and associate members verses the ones that are paid-to-play, the staff.

 

The times when the paid staff experience the pay-to-play dynamic is mostly if they participate at ASAE, MPI, PCMA, etc. where they are a paying member.

 

Finally, my statement was not made to minimize the dedication that many paid staff members exhibit, but to put them in an entirely different category from the ones that pay-to-play.

 

================================================================

 

Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 2/27/08

 

================================================================

1. Partnering for Profits: Pre-Agreement Workshop 

2. Executive Presentation Skills: Make Them Do Something

3. Association Executives: Received Value

================================================================

 

Partnering for Profits: Pre-Agreement Workshop

 

Continuing from last week on the subject of an alliance development workshop, to be attended by all the affected parties from both companies; this effort will save you so much grief over the life of your alliance if you do it right.

 

The reason you want to conduct this full-day workshop before you get to the contractual phase of alliance development is because so many small issues will present themselves through the two-way discussion of the workshop attendees.

 

Little issues prompt additional thinking. When the additional challenges are ironed out prior to the writing of the alliance agreement; implementation becomes easier. If you spend too much alliance capital on development, there is less for measurement and management. Successful alliances need quarterly metrics measurement and review to determine the success of employed alliance management tools.

 

Ed’s 12-Minute Strategic alliance development on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Make Them Do Something

 

A friend of mine, Rob Sherman, is the author of “Sherman’s 21 Laws of Speaking.” In his book, Law 12 states, “Energize your audience: make them do something.” Rob continues with 8 tactics, they are:

1. Ask to see their hands

2. Get them on their feet

3. Break into groups

4. Refer to members of your audience

5. Use music

6. Ask questions

7. Give away prizes

8. Be creative

 

I can tell you from my two decades of speaking professionally, each of the above tactics will work for you. Simply pick one and give it a try. Be bold and use three in your next presentation.

 

 

Trade Association & Professional Society Executives: Received Value

 

If your members do not consider the services your association offers to be valuable; is it because outside organizations do the service better or is it because the members don’t even know the service is available to them?

 

How do you communicate with your members? Some associations have moved completely to email regardless of the fact that the average age of their membership is over 50. And trust me, only so many people over 50 actually read and respond to their email.

 

The way to get the word out is for your paid staff, board of directors and regional directors to become evangelists for the products and services that your association offers. And yes, this means they themselves have to take advantage of the, in question, products and services.

 

If your board members are not taking advantage of the products and services that your association offers; what does that tell you about their perception of value?

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


Your Effective Executive Letter for Business Results: 2/20/08

 

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1. Partnering for Profits: Pre-Alliance Workshop

2. Executive Presentation Skills: Confidence

3. Association Executives: Co-Branding

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Partnering for Profits: Pre-Alliance Workshop

 

There are two important benefits received from organizations conducting a pre-alliance workshop before the building of an alliance agreement.

1. Better alliance results

2. Lower legal fees

 

First, when the future functionaries of the conceived alliance get together to hash out the challenges, much of the important issues that the executive organizers might have missed, are brought to light and resolved.

 

Second, by conducting your “post draft” contract negotiating before you start to build your alliance contract, there will be far less issues for the lawyers to resolve. This will result in a better agreement and will cost you far less to structure and implement.

 

Excellent strategic alliance development information at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Confidence

 

Recently, I posed a question to my network of professional speakers on the subject of platform confidence; real or counterfeit. I wanted to know what they thought brought them platform confidence. Below, you find a summary of their answers.

 

1. Knowledge; of audience, of material, and of how to take them along for the ride

2. Years in the business

3. Expertise

4. Preparation; presentation research, mental prep, and physical prep.

5. Authenticity

6. Ability to channel fear

7. Personal conviction about topic

8. Rely on a higher power

 

I think this is a pretty good list. While not everyone exudes all the above qualities, having several under your belt will most definitely give you the confidence to be an effective communicator.

 

All the answers I received are available at:

http://www.succeedinspeaking.com/platform-confidence.htm 

 

Trade Association & Professional Society Executives: Co-Branding

 

Co-Branded trade shows and expos are becoming quite popular. Why do you think that is?

 

The benefit of one organization partnering with another to host a trade show should be easily evident:

1. Show production and marketing cost savings.

2. Larger member base from which to draw attendance.

3. Eliminate duplication of effort within an industry of association resources, supplier resources and member time.

4. Increased image within your industry.

 

What’s the down side?

1. Each organization having to give up complete control.

2. Poor communication could spell disaster.

3. Bad partner behavior will have an effect on you and your organization.

 

To help you avoid the alliance disasters of others, read my article titled, “The Pitfalls to Successful Strategic Alliances.” You may access the article at: http://www.rigsbee.com/ps5.htm 

 

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 


 

Your Effective Executive Letter for Business Results: 2/13/08

 

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1. Partnering for Profits: Relationship Value Update

2. Executive Presentation Skills: The Smile

3. Association Executives: Affinity Programs

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Partnering for Profits: Relationship Value Update

 

Help your alliance partner to instantly improve how well they serve you by conducting regular relationship value updates. A person, or the persons, in an organization can only deliver value to their alliance partner(s) when they clearly understand what activities their alliance partner(s) considers to be valuable. My article titled, “Keeping Your Alliance Alive & Healthy,” adapted from “Developing Strategic Alliances” will give you more details on how to implement this suggestion. http://www.rigsbee.com/dsa3.htm 

 

While on the subject of relationships, I’ll always remember something John Gray, author or “Men Are from Mars, Women Are from Venus” said when he presented at a National Speakers Association conference a few years back. He pulled one rose from a vase that held a dozen roses and commented, “If you give your loved one a dozen roses, that’s one point for you.” “However,” he continued, “if you give that same person a single rose, it is also one point for you.” He suggested giving one rose, 12 times, thereby garnishing 12 points.

 

While some consider Valentine’s Day to be a conspiracy of big retail, flower growers, and candy manufactures; for the less cynical, this day is simply a reminder that one should make as many relationship bank deposits as possible, especially with those that you love. Make Valentine’s Day 2008 more than a day of giving, because you must—but rather the first day in a continual string of making relationship bank deposits (getting points)—you’ll be glad you did.

 

Excellent strategic alliance development information at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills

 

What’s a smile worth?

 

At a recent meeting of my mastermind group, one of the members asked if the group would watch a few minutes of their recent interview. What hit me like a ton of bricks were the comments the members of the group made about this person’s infrequent smile, especially because this person has a wonderful smile. The interviewee was so focused on delivering quality answers to the interviewer’s, sometimes unformed questions; that they did not smile much.

 

Back to my question, what’s a smile worth? If a picture really is worth a thousand words, then what is your smile, or lack there of, saying to your audience?

 

As my good friend, Dr. Terry Paulson, would say, “Tell your face that it’s in park.”

 

Trade Association & Professional Society Executives:

 

How well are your affinity programs serving both your members and the association in general?

 

If your association cannot compete with the open market on delivering products and services to your members as cost effectively as your outside competition, you have no business being engaged in that activity. This takes your focus away from the programs that do serve your members well.

 

Yearly, it is a good idea to review all affinity programs for an increase or decrease of member involvement; this can be quite telling. While I am a huge believer in customer loyalty, it is still incumbent upon you to exercise your fiduciary duty to the association and honestly review offers tendered by competitors to your current affinity vendors.

 

Frequently you are faced with an ethical decision as to skimming a commission for the association, verses delivering the best product at the best possible price to your members. Select well, your members are depending on you.

 

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

 

 


Your Effective Executive Letter for Doing Better: 2/6/08

 

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1. Partnering for Results

2. Executive Presentation Skills: Triad with a Twist

3. Association Executives: Defined Roles and Accountability

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Partnering for Results

 

I’ve said it time and again; business is about results, not excuses! I bet you’ve heard the following three key excuses far too many times.

Excuse #1: I’ll get to it later.

Excuse #2: I don’t know how to do that.

Excuse #3: I tried, but it didn’t work.

 

In an effort to help your employees achieve results, try the replies listed below the next time you hear one of the above excuses.

 

Reply to excuse #1:

Your self-talk either fuels or extinguishes your passion to achieve, so could you talk to yourself about something else?

 

Reply to excuse #2:

Who in our organization does know? Try developing a partnering relationship with them.

 

Reply to excuse #3:

Ideas are just dreams without implementation; perhaps it was your method of implementation? What implementation skill or knowledge are you currently missing?

 

Have fun with the rebuttals. Offer them in a kind tone and with a smile on your face. I bet many of your employees will get the message that lies behind the message.

 

Check out how to develop strategic alliances (video) at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Executive Presentation Skills: Triad with a Twist

 

If you’d like to put a bit of humor in your next presentation try using the triad with a twist. This is when you use a group of three, with the third thing you mention being different than your listener would have expected. It’s called an ambush, you get them thinking in one direction and then you take your listener in a completely unexpected different direction.

 

As an example: Sales in our organization have slowed to the point that I feel our sales force has either lost their car keys, forgot how to use a map or started cross-dressing. The third item is not what one would expect an executive to say and if done with a short pause, and a smile, you would most likely get a laugh.

 

Play around with the triad of three by absorbing your humor ideas through listening to the radio, watching TV, or sitting on a newspaper.

 

Trade Association & Professional Society Executives; Defined Roles and Accountability

 

This week I received a subscriber query about association executives. The question, from a volunteer leader, was about how to get rid of a poorly performing or overly domineering executive director.

 

I’ve seen stellar executive directors and I’ve dealt with some that truly should be shot! I believe the bigger issue is that of clearly defining the roles and responsibilities of an executive director, and then holding the executive director accountable and vice versa. To run an association well, there must be an effective partnership of the paid staff and volunteer leadership where the paid staff also holds the volunteer leaders accountable for performing their roles.

 

A couple years back, I worked with an association’s board of trustees to help the association explore potential strategic alliances and found a board that so wanted to micro-manage, that the paid staff became immobilized. That dynamic does not serve anyone.

 

Boards should focus on the strategic decisions and leave the daily tactics to the paid staff. Boards should also clearly define the duties of the paid staff, especially the executive director, and get out of their way while concurrently holding staff accountable to their clearly defined duties. If the board of directors, as a group is not willing to do the above, then don’t complain about the results. More help for association staff and volunteer leaders at www.rigsbee.com/association.htm

 

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Collaborations to help you dominate your market—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm

 

Also, please consider using me, Ed Rigsbee, at your next meeting for your keynote presentation, to view video clips, please visit www.rigsbee.com/selectvideo.htm

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for Market Domination: 1/30/08 


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1. Partnering for Profits: 5 Alliance Practices
2. Executive Presentation Skills: To Joke or Not to Joke
3. Association Executives: Member Recruitment Tracking System
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Partnering for Profits: 5 Alliance Practices


In a recent Harvard Business School article by Jonathan Hughes and Jeff Weiss, they suggest you apply five counterintuitive practices to bolster your alliance success rate:
1. Develop the right working relationship.
2. Peg metrics to progress.
3. Leverage differences.
4. Encourage collaboration.
5. Manage internal stakeholders.

While I completely agree with the above five practices, I’m not convinced that these practices are counterintuitive. Quite the opposite, I believe the above practices are intuitive for the experienced strategic alliance professional.

As you push into the New Year on your journey toward dominating your market, review your standards for making your marketing alliances successful. The above practices will serve you well if taken seriously.

Check out my recent strategic alliance interview posted at BizWiseTV:
http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 


Executive Presentation Skills:
To Joke or Not to Joke



To joke or not to joke; that is the question. Many old and tired communication books suggest you start your speech with a joke. Let’s explore that. Is the joke you plan to tell one you got off the Internet? If so, how many other people to you think have already read it?

If you open with a joke, does the joke make a point or move your audience into a better place, ready to receive your words? Or, is it for you? Do you need to do something to relax yourself? Do you think a joke is necessary to relax your audience?

A much better bet is starting your presentation with a story that applies to your topic. If the story is your own; you lived through the event, so it will be easy to tell. Opening with a story will relax both you, and your audience. Just keep the story humorous, pithy, and pertinent to your speech. Do this and you will start off with a homerun. 


Trade Association & Professional Society Executives:
Member Recruitment Tracking System


What’s your member recruitment tracking system look like; a gleaming machine or an old rust bucket?

Sorry, I don’t mean to cast aspersions on your systems, however too many associations with whom I’ve worked simply did not have a member recruitment tracking system in place.

If you find yourself without a member recruitment tracking system, let that be your February 2008 resolution; assign someone to get a system started. Your system does not have to be highly sophisticated but rather could be as simple as having a call back mechanism added to your member data base program. If you manage a smaller association, this can easily be done with MS Outlook, Sage ACT or Goldmine.

Please, don’t let a single potential member slip through the cracks in 2008; there is just no good reason for it. More members equal more possibilities to serve your industry.

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Market domination through collaboration—get started now; call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm

Also, please consider using me, Ed Rigsbee, at your next meeting for your keynote presentation, to view video clips, please visit www.rigsbee.com/selectvideo.htm

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP
Rigsbee Research Consulting Group


Your Effective Executive Letter for continued business growth: 1/23/08

 

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1. Partnering for Profits: Strategic Marketing Alliances

2. Executive Presentation Skills: Collaborative Effort

3. Association Executives: Value-Based Member Recruitment

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Partnering for Profits: Strategic Marketing Alliances

 

If you are serious about building profitable alliance relationships, you need to view my recent strategic alliance interview posted at BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

 

Please do your business friends the favor of forwarding this link to them so they can also receive benefit.

 

The 2007 ASAP Alliance study revealed, of the participating organizations, 48% are enjoying the benefits of at least one marketing alliance. As the economy becomes even less predictable (many suggest the economy is quickly going south), the need for strategic marketing alliances to assist you in dominating your market becomes significantly evident.

 

As the inevitable industry consolidations manifest themselves, select to be ahead of the curve by forming your anticipated marketing alliances sooner, rather than later.

 

One of my favorite economists, in helping me understand the American economy, is Jeff Thredgold. He can help you too. Access his current electronic newsletter, the “Tea Leaf” at: http://www.thredgold.com/html/leaf080123.html 

 

 

Executive Presentation Skills: Collaborative Effort

 

In the mid-1950s, Agatha Christie said, “Where two people are writing the same book, each believes he gets all the worries and only half of the royalties.” Who said collaboration was easy? Nobody; however, I say it is worth the energy.

 

In your organization, you are continually endeavoring to persuade the stakeholders; be they your employees, the executive team, suppliers, or stockholders. When you keep your focus on their needs, rather than your own, your message will be received with clarity.

 

Is it not human nature for one to think, “I’m doing all the work while the others also receive the benefits?” Your goal, as a persuasive executive, is to help your stakeholders, with whom you must depend, to see their efforts through a new window. The window I suggest to you is that of collaboration. When your stakeholders believe they are equally working toward a common goal, they will have an emotional ownership in the success of your enterprise.

 

 

Trade Association & Professional Society Executives: Value-Based Member Recruitment

 

Consider shifting your next member recruitment campaign to a value-based effort. To develop a value-based campaign:

1. Determine the yearly sustainable real dollar value your members receive for their membership investment. (More info at www.rigsbee.com/association.htm.) 

2. Create a membership marketing brochure that focuses on the specific value they can expect to receive from their membership investment, rather than the nebulous value of your features, like educational and affiliate programs.

3. Distribute 10 of these new member marketing brochures to every association member, and supplier, that attends your next annual or semi-annual meeting.

4. Ask the members in attendance to make a commitment to themselves and to the association to distribute these new brochures to industry colleagues that are currently not members.

5. The SECRET step--to be implemented prior to step three: Explain to your current members how an increased membership will directly benefit them. Put more money in their pockets, perhaps? Tell your current members about the value/benefit driven activities and programs that will be implemented with the additional revenue and volunteer participation. Talk to them about the additional legislative clout possible from a larger membership base and tie the idea with a current industry problem. Give them the real dollar affect and effect. That should move your members away from their current complacency.

 

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When you are ready to create greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm  for specifics and to start the process.

 

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for continued business growth: 1/16/08

 

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1. Partnering for Profits: Areas of Alignment

2. Executive Presentation Skills

3. Association Executives: Where the Winners Meet

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Partnering for Profits: Areas of Alignment

 

There are three key areas of organizational alignment necessary for successful alliances to proceed toward profitability. They are:

 

1. Strategic Fit

2. Cultural Fit

3. Operational Fit

 

Alliance deliverables become possible only when the above three key areas have a reasonable alignment among the organizations entering into a strategic alliance. This dynamic applies regardless of the size of the partners involved; small business to global organizations. When selecting partners for future alliances, be sure to view the pros and cons through the three areas needed for alignment fit.

 

If you are interested in watching a recent interview with me on the subject of strategic alliances, conducted for Cisco System’s Collaboration Resource Center, please visit: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4

 

Executive Presentation Skills

 

When presenting your ideas to others, do you frequently state, “I this… or I that…?”

 

In persuasive presentation there is an important me-you proportional relationship that must be observed. More simply put, you should refer to your listener more than you refer to yourself. This manifests in how often you say “You” verses “I”.

 

Try this the next time you are endeavoring to persuade another: Every time you catch yourself saying “I” be certain to say “You” twice, before you say “I” again. This will keep your focus on the one(s) you are trying to influence rather than making the presentation become about you.

 

Trade Association & Professional Society Executives: Where the Winners Meet

 

Here’s an interesting excerpt from the recently released report titled, “Where the Winners Meet: Why Happier, More Successful People Gravitate Toward Associations,” published by the William E. Smith Institute for Association Research:

“On average, association members earn significantly more money and are more satisfied with their jobs than non-members. This is true even after holding constant differences in job categories, disparities in education, and all other relevant personal characteristics.”

To access the report, visit: http://www.smithbucklin.com/smithinstitute/projects/projectdownload.cfm

 

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When you are interested in creating greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm for specifics and to start the process.

 

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm

 

Our products and services are available for purchase online at www.rigsbee.com/products.htm

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for continued business growth: 1/9/08

 

================================================================

1. Partnering for Profits

2. Executive Presentation Skills

3. Association Executives

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Partnering for Profits; Sell More, Lower Your Costs

 

According to a recent study on alliances, 48% of the reporting organizations stated they were involved in co-marketing alliances. The next largest group was research alliances at 14%.

 

Cross Promotion is an important part of co-marketing alliances. The key benefits to you of cross promotion marketing are reduced marketing costs and greater reach for your marketing dollar.

 

Cross Promotions need not be limited to only one partner. In fact, every partner that is enrolled thereby reduces the total cost to all involved.

 

In 2008, which of your products or services do you believe would lend themselves well to cross promotions? The next important question is who? Which competitor(s) would make a great partner? Also, which non-competitor is operating in your marketplace that has, and is, seeking customers similar to yours?

 

What a great place to start in assembling your profitable 2008 cross promotion. If you would like additional information on cross promotions, please visit www.rigsbee.com/ma15.htm

 

Executive Presentation Skills: Power of the Pause

 

From presentation skills coach, Ron Arden, I learned the power of the pause...

There are three excellent reasons to use the pause in your presentations:

1. The pause is a monotony buster. Persuasive verbal communication should offer unexpected twists and turns both in content and tone.

2. The pause allows your audience members to absorb your important points. A pause after a cogent point helps to lock that point into the subliminal mind of your listeners.

3. Perhaps you might need a moment to mentally regroup your thoughts during a speech? If you use pauses periodically in your presentation, you can easily slip in an extra, and just a bit longer, pause to gather your thoughts when you fall off track. This is a helpful trick many professional speakers use.

 

Trade Association & Professional Society Executives: Membership

 

Are you doing everything that you can do to enroll prospective members? Here is a true story that might get you thinking about your member recruitment attitude.

 

As the Executive Director of an IRS recognized non-profit, www.cigarpeg.com, I decided that it would be good for me to join a related association. Last month, I called two California State Associations, one for association executives and one specifically for non-profits. To date, I have joined neither.

 

One of the two, I called and left a message with the membership person; she returned my call and left a voice message. That was the last time I heard from that association and it has now been a few weeks. The second, I chatted with their membership person and am still waiting for an information package she promised to get right out to me.

 

In the situation with the first association, would it not make sense to you that the director of membership make a second attempt to contact a prospective member that called for information about membership? I just got busy and didn’t call her back. Had she called me back a second time, I believe I would have joined instantly.

 

As for the second association, I was amazed that when I asked the membership person about the value I would receive from being a member, she asked if I was joking. I was not, and was less than impressed with her lack on knowledge as to the benefits of membership. I am even more unimpressed with her lack of follow through. I really did want the prospective member package to help me decide which association to join.

 

Please, for the sake of your organizational bottom line, review how your membership department tracks prospective members. Many folks just need a little nudge, and they will join. However, if you do not pay attention and ignore them, they most likely will not get around to joining any time soon, if ever.

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When you are interested in creating greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm

 

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm

 

Our products are available for purchase online at www.rigsbee.com/products.htm

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Your Effective Executive Letter for continued business growth: 1/2/08

 

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1. Partnering for Profits

2. Executive Presentation Skills

3. Your Opportunity for Feedback

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Partnering for Profits: Seven Steps for Developing Alliances

 

The seven steps to profitable strategic alliances are:

1. Monitor

2. Educate

3. Select

4. Organize

5. Agreement

6. Implementation

7. Maintenance

 

The above steps are the framework for both my consulting and workshops. For you to kick off an incredible ’08, please consider for this week, step one and how it applies to your organization.

 

With the New Year, generally come resolutions for doing things better. However, all too frequently these resolutions get lost or left behind. By taking a fresh look at your organizational needs and goals, you can better determine if new relationships, collaborations or alliances are necessary. This is part of step one, to monitor the success and failure of your organization objectives. Why not take just a bit of time and monitor where some help would serve your organization and consider looking outside for that assistance?

 

Ilka Chase once wrote, “He’s all buttoned up in an impenetrable little coat of complacency.” For 2008, let us all unbutton that little coat that stifles creativity and possibility.

 

Executive Presentation Skills: Persuasion Through Inclusiveness

 

Of persuasion, John Morley stated, “You have not converted a man because you have silenced him.” As a leader, too frequently you might be tempted to squash the ideas of another—for reasons you might justify as a necessary expediency or for organizational well being.

 

In your effort to persuade, consider the idea of buy-in verses emotional ownership. As a leader, you might force others to buy into your ideas, vision or direction. However, those same people that have bought into your idea can easily become saboteurs.

 

Another approach to persuasion is that of inclusiveness. This is where you, as a leader, allow others to add to your ideas, vision or direction. The benefit is that when another person has participated in developing something, they then own the idea to the core of their being. I like to call this emotional ownership. I much prefer that the people around me have an emotional ownership verses a buy-in, how about you?

 

Your Feedback Please:

 

Later this year, we will introduce targeted tele-seminars and your input is appreciated. If you could highlight the two questions below, click on your reply button, and share your thoughts, it would mean a lot to me.

 

1. How many minutes long is an optimal tele-seminar in your opinion?

 

2. Which content topics would be most valuable to you in the coming six months?

 

Thank you,

 

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When you are interested in creating greater profits through partnering, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right collaboration. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen.

 

Also, please consider using me at your next meeting as your keynote presenter.

 

Our products are available for purchase online at www.rigsbee.com/products.htm

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


The Effective Executive Letter for your business growth: 12/26/07

 

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1. Partnering for Profits through Economies of Scale

2. Executive Presentation Skills

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Partnering for Profits through Economies of Scale

 

Just in time for your New Year’s celebration: “Coors & Miller Agree to Joint Venture.” The news release was posted on December 22, 2007, Molson Coors Brewing Co. and SABMiller PLC have signed an agreement to combine the United States and Puerto Rico operations of their respective subsidiaries, Coors and Miller.

 

MillerCoors LLC will combine two complementary U.S. businesses, making both more competitive, said Molson Coors Chief Executive Leo Kiely. Milwaukee-based Miller, whose brands include Miller Lite and Miller Genuine Draft, is the nation's No. 2 brewer, with about 18 percent of the domestic market.

 

Colorado-based Molson Coors, which operates a brewery in Elkton, in the nation's third-largest brewer, with an 11 percent market share. The MillerCoors deal, which is being reviewed by federal antitrust regulators, is expected to close in mid-2008.

 

Since Anheuser-Bush, the St. Louis maker of Budweiser and Michelob, has about half the U.S. beer market; do you think the above joint venture will help, or hurt the Coors and Miller brands? If executed well, this joint venture could really give Anheuser-Bush a run for their money. If executed poorly, the joint venture could devastate the viability of each of the Coors and Miller brands. Only time will tell.

Success is in the implementation.

 

Executive Presentation Skills: Tolerance

 

As you approach the dawn of 2008, perhaps the idea of tolerance is worthy of your contemplation? Tolerance in your perspective of others, especially at times when you are presenting your ideas to others, could help you to win them over to your side.

 

You probably know of Napoleon Hill as the author of his landmark work, “Think and Grow Rich.” However you might not be aware of his “Law of Success Course” published in a several volume format by The Ralston Society in 1947. The original copyright of his work dates back to 1928, and was then revised in 1937.

 

In Volume XIII, you will find “Lesson Fifteen—Tolerance” he starts out with a discussion of INTOLERANCE:

 

“First: Intolerance is a form of ignorance which must be mastered before any form of enduring success may be attained. It is the chief cause of all wars. It makes enemies in business and in the professions. It disintegrates the organized forces of society in a thousand forms, and stands, like a mighty giant, as a barrier to the abolition of war. It dethrones reason and substitutes mob psychology in its place.”

 

Tolerance, in my opinion, is a necessary element in the collaborative process for development of successful “Partnering for Profits.” As you embark upon the New Year, please keep tolerance close to your heart.

 

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When you are interested in creating greater profits through partnering, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right collaboration. Might there an opportunity you are missing? We help make growth happen.

 

Also, when you find yourself in need of help with executive presentation skills, we can also help you.

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Merry Christmas and Happy Holidays! Please enjoy this week’s Effective Executive Letter written for your business growth: 12/19/07

 

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1. Partnering for Pleasure

2. Executive Presentation Skills

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Partnering for Your Holiday Enjoyment

 

The Holiday Season can become quite stressful—if you let your priorities get off balance. This is the time of year to focus on family.

 

With your permission, this week I’d like to talk to you about your behavior at home. In my collaboration keynotes and seminars, one of the very popular segments is the discussion of building bridges. To put it another way, my heartfelt suggestion to you this holiday season is…focus on getting things done rather than being right.

 

While I do a ten minute segment on setting up attendees to receive this message, suffice it to say that during this holiday season, you might find yourself in conflict with family members. For the sake of all concerned, consider my suggestion before you let someone pull you into their “STUFF.”

 

Is it more important to get into an argument, where you are dug in and find it necessary to prove yourself right, no matter the cost to you and your family? Or, might a better Christmas strategy be to get along, have a wonderful holiday, and deal with “family issues” sometime later in January? Don’t worry; you’ll have plenty of time for conflict then. My wish for you is that you enjoy a wonderful and fulfilling holiday season with your loved ones.

 

 

Executive Presentation Skills

 

In your effort to become an effective executive, the quality of your speaking and writing skills is crucial. Today, many executives are publishing articles, white papers, and even books to position themselves and their companies in the minds of the marketplace.

In alliance with my good friend, Dan Poynter, the Publishing Guy, below you will find a list information; articles and quotations on the writing, publishing and promoting of books that are available to you at no charge—sort of a holiday gift from us.

To access Dan’s information, please visit: http://parapublishing.com/sites/para/resources/articlebank.cfm

 A. Articles on Books

1. Writing: Getting Organized & Building the Manuscript.

AB-101. . . . and Last But Not Least: Fact Checking. 594 words.

AB-102. Beware of Working Titles. 361 words

AB-103. Fashion Your Book to Match Others in its Field. 308 words.

AB-104. Get Manuscript Help from Experts. 372 words.

AB-105. Hire a Copy Editor. 411 words

AB-106. Hire a Proofreader. 401 words

AB-107. No one Faces Rejection More Often Than an Author. 1,711 words

AB-108. Revising Your Book. 880 words

AB-109. Stay in One Field . . . And own it. 564 words.

AB-110. Time to Write. 541 words.

AB-111. Writing Books @ The Speed of Thought. 697 words.

AB-112. Writing Without Interruption. 384 words.

AB-113. Know When to Call a Ghostwriter. 267 words.

AB-114. What to Write?. 384 words.

AB-115. Writing and Research. 214 words.

AB-116. Adding Stories to your Nonfiction Book. 241 words.

AB-117. Write What You Know. 279 words.

AB-118. The Value of Information. 226 words.

AB-119. Writing Books and Due Diligence. 215 words.

AB-120. Writing a Book with a Collaborator. 316 words.

 

2. Publishing & Production: Printing & Binding.

AB-201. Book Printing Just Got Cheaper. 1,218 words.

AB-202. Covers Sell Books. 659 words

AB-203. Printing Books Digitally. 1,205 words

AB-204. Everyone Judges a Book by its Cover. 1,413 words and chart.

AB-205. Approaching Agents & Publishers while Self-Publishing. 1,329 words

AB-206. Gathering Testimonials & Forewords. 482 words.

AB-207. How to Price a Book. 986 words.

AB-208. Make Your Book Worth the Money. 389 words.

AB-209. Rejecting Manuscripts. The Helpful Way. 697 words.

AB-210. When Your Book is not Quite Perfect. 1,102 words.

AB-211. The Various Editions of Your Book. 993 words

AB-212. How to Find a Publisher. 439 words

AB-213. Selecting Type Size for Your Book. 242 words

AB-214. Audio--Record Your Book. 214 words

AB-215. Increasing Sales without Expanding Inventory. 253 words

AB-216. Finding the Right Agent. 370 words

AB-217. Your Publishing Choices. 1,746 words

 

3. Book Marketing, Promoting & Distributing.

AB-301. Be Grateful for a Bad Review. 378 words

AB-302. Distribution to the Book Trade. 1,114 words.

AB-303. Co-op Book Promotion. 1,563 words.

AB-304. No More Autograph Parties. 547 words

AB-305. Encourage Reader Feedback. 317 words

AB-306. Promoting Books @ The Speed of Thought. 1,169 words

AB-307. Selling Foreign-Language Rights. 495 words

AB-308. Writing Your Book is Just the Beginning. 930 words

AB-309. Your Book Promotion Foundation. 961 words.

AB-310. Are Your Review Copies Being Sold?. 231 words.

AB-311. The Role of Your Distributor. 137 words.

AB-312. Promoting Books without Leaving the House. 497 words.

AB-313. Getting Your Book into the Chainstores Through Autographings. 351 words.

 

B. Quotations on Books (They make great "Fillers").

          1. Writing: Getting Organized & Building the Manuscript.

          2. Publishing & Production: Printing & Binding.

          3. Marketing, Promoting & Distributing.

 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Copyright 2007 Dan Poynter, CSP

Para Publishing, PO Box 8206, Santa Barbara, CA 93118-8206 USA.

Tel: +1-805-968-7277; Mobile: +1-805-448-9009.

DanPoynter@ParaPublishing.comhttp://ParaPublishing.com  

 

 

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When you are interested in creating greater profits through partnering, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right collaboration. Might there an opportunity you are missing? We help make growth happen.

 

Also, when you find yourself in need of help with executive presentation skills, we can also help you.

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Effective Executive Letter for Your Business Growth: 12/12/07

 

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1. Partnering for Profits

2. Executive Presentation Skills

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Partnering for Profits; Your Opportunities Are Closer than You Think

 

Bekins is a brand with whom I grew up, but somewhat fading; they are the moving company. Announced yesterday, by Smart Move, Inc. and Bekins A-1 Movers, Inc. is a strategic alliance for a new service product offered by Bekins' new Chronos Division.

 

“DENVER and LIVERMORE, Calif., -- Bekins A-1 Movers, Inc., headquartered in Pennsylvania, with 20 branch locations throughout the United States, and Smart Move, Inc., a Denver, CO based logistics company today announced a strategic alliance to help Bekins A-1 Movers, Inc.'s new Chronos division deliver an exciting new service for its customers. In a unique partnership with Smart Move Inc., Bekins A-1 Movers, Inc. is making an innovative alternative method available to its customers for transporting household and commercial goods securely and quickly through containerized shipping. Utilizing Smart Move's proprietary GPS-enabled shipping container, the SmartVault(TM), this containerized shipping model increases the strength and flexibility of the already robust service offerings of the Bekins A-1 Movers, Inc. companies. Smart Move uses its proprietary logistics software and the strengths of its primary transportation providers to deliver the vaults on a guaranteed time basis.”

 

Interestingly enough neither could successfully pull this off alone. It took the core competencies of both companies, with their circles of interest overlapping. Is there an innovative product or service that is waiting at the wings—waiting for you, or your competitor, to take it and run? If you have been waiting for the right time—don’t—start the partnering process now.

 

 

Executive Presentation Skills: Story Telling

 

Last week I mentioned to you the importance of great story telling in the business environment. From “The Art of Story Telling” by Julia Darrow Cowles, published by A.C. McClurg & Co., Chicago, 1916.

 

“Aside from all question of voice, enunciation, ease of manner—which, though important, are more or less matters of personal habit or physical endowment—there are two absolute essentials to successful story-telling: a thorough knowledge of the story, and forgetfulness of self. The best story may be spoiled by the manner of telling.”

 

The thorough knowledge should be the easier of the two since the stories you tell are from the history and culture of your company. Perhaps you or a mentor lived through the story? The forgetfulness of self is an entirely different matter. To achieve this you must be willing to let go of your erroneous beliefs about how business leaders are to conduct themselves. Try this the next time you tell a story in the business environment—tell it from the perspective of a child and allow yourself to let go and be in the moment of the story—like a child. You will create a much stronger emotional anchor with your audience members.

 

 

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When you are interested in creating greater profits through partnering, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right collaboration. Might there an opportunity you are missing? We help make growth happen.

 

Also, when you find yourself in need of help with executive presentation skills, we can also help you.

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Effective Executive Letter for Your Business Growth: 12/5/07

 

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1. Partnering for Profits

2. Executive Presentation Skills

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Partnering for Profits; Your Opportunities

 

Announced yesterday, by Kingsley Coach, Inc. (ZIMMERMAN, MN), were comments on its recent alliance with PTA Holdings, Inc.

 

“With respect to the recent announcement made by PTA Holdings, Inc., Kingsley Coach, Inc. and PTA Holdings have signed an agreement to develop and market a hydrogen injection fuel system to be used in Kingsley's custom coaches. Kingsley believes that this product is a feasible alternative to the rising cost of fuel prices. The company has seen many different types of alternative energy products but believes that the PTA Holdings system is the most cost effective solution for its clients.

 

Hydrogen is arguably the ideal fuel source, since its use in internal combustion engines produces only water and water vapor. The current political climate is such that many manufacturers are focusing their efforts on designing and producing hydrogen fuel cell automobiles. However, Kingsley believes that an economical application of the fuel cell is many years away based on its tremendous cost and complexity, and has therefore partnered with PTA Holdings in an attempt to offer its customers more cost effective and environmentally friendly solutions today.”

 

Each came together to seize a strategic opportunity on what they believe is the market of the future. Regardless of your feelings on alternative fuels, the important point here is seizing the opportunity. Are you holding back on opportunities available to you? If so, is because you need help with selecting the correct partner? This step stops many organizations cold. Feel free to contact me with your questions on partner due diligence.

 

 

Executive Presentation Skills: Charisma

 

Last week I mentioned to you the importance of developing your platform charisma, if you have not read all the answers provided by my professional speaker colleagues, please visit: http://www.succeedinspeaking.com/platform-charisma.htm and do so. I guarantee you will find the information to be quite valuable.

 

Part of your charisma is determined by your story telling ability. Great leaders use the power of story telling in communicating corporate culture. Story telling allows listeners to emotionally wrap their head around the ideas you are trying to communicate. Even more important is the fact that stories settle in the heart of the listener if they are told well.

 

Great story telling requires conflict and resolution, quirkiness and drama, and a bit of lore. Regardless of whom you are trying to influence; customers, employees, suppliers, partners or stockholders, do it through story telling.

 

In Hollywood, the preeminent book on the subject is, “Story; Substance, Structure, Style, and the Principles of Screenwriting” by Robert McKee, published by Regan Books (HarperCollins), ISBN: 0-06-039168-5. While it is a tome, this book will serve the serious story teller well.

 

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When you are interested in creating greater profits through partnering, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right collaboration. Might there an opportunity you are missing? We help make growth happen.

 

Also, when you find yourself in need of help with executive presentation skills, we can also help you.

 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

 


Effective Executive Letter for Your Business Growth: 11/28/07

 

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1. Competent Collaboration

2. Platform Presence

3. Virtual Value

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Competent Collaborations: Alliance Tools

 

Andrew Ewing, VP Strategic Alliances, EMEA at Open Text in Buckinghamshire, UK suggested to me, “Though all of the [alliance] tools, approaches and methodologies are successful in their own right and therefore are effective to a degree, there are two main observations I'd make on contemporary alliance strategy and operations (and in this I include all partner related activities.)

 

Firstly, that the partner program structures and approaches that we see today are largely though not solely based on channel programs from the late 80s and 90s and I see very little innate innovation; a call to arms is to rip up incumbent thinking and approach alliances in the context of 3rd party asset access. The second part of this first point is therefore you alliance strategy and operations has to be part of core business planning for the company entity and not a secondary consideration outside of product, propositions and GTM execution.

 

Secondly, following on from the previous statement, you have to 'partner enable' your organization across the full value chain and therefore all internal stakeholders , and possibly external stakeholders (i.e. key clients, consortia or JV entities) , not just trough a select set of specialists - the partner group - who own strategy and execution.”

***Do you agree with Andrew, or do you have a different opinion? I’d love to know your thoughts—please respond and let me know how you feel.

 

 

Platform Presence

Linkedin.com is a business social networking web site that serves business persons internationally. (If you would like to link with me, please send me an invitation.) I posted the following request to my network of professional speakers at Linkedin: “Please share with me one or two of the most meaningful lessons you have learned in developing your platform charisma.” Within 24 hours I had received over 30 responses.

 

The reoccurring themes were:

1. Authenticity

2. Passion

3. Preparation

 

If you would like to view all the responses, please visit: http://www.succeedinspeaking.com/platform-charisma.htm

 

Virtual Value

 

Do you believe your organization enjoys BRAND TRACTION? Your employees are a critical element in TOTAL BRAND PERCEPTION.

 

With this in mind, why do you think it is that so many organizations have poorly trained employees answering the telephones, checking customers out and fulfilling customer service functions? Might these persons negatively affect the brand?

 

Silly as it might seem, the Wal-Mart “greeters” are consistently bolstering Wal-Mart’s TOTAL BRAND PERCEPTION. The greeter, generally a retired gentleman, appears to be having the time of his life saying, howdy and offering customers a shopping cart. When you look more closely, isn’t a bit like your Grandfather (or sometimes Grandmother) welcoming you into their home? And, it is the rare person that does not look forward to visiting their grandparents.

 

Also, like the homes of some grandparents, a bit messy, it just does not matter to you. Similarly, on any given Saturday, most Wal-Marts will be a bit messy, but it doesn’t matter to you because of the subliminal “visiting the grandparents” message.

 

Where are the lesser corners in your organization that could better serve the TOTAL BRAND PERCEPTION of your customers? Can you offer a consistent branding message throughout your organization? Do this and you’ll have better brand traction.

 

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When you are ready to create a strategic advantage through an alliance, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right alliance. Is there an opportunity you are missing? We help make growth happen.

 

If you need help with executive presentation skills, we can also help!

 

Ed Rigsbee, CSP

Rigsbee Research


Effective Executive Letter for Your Business Growth: 11/21/07

 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

1. Competent Collaboration

2. Platform Presence

3. Virtual Value

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Competent Collaborations

 

At a recent meeting of Northern California strategic alliance professionals, the panel members were asked, “What role do partners play in the strategy and business goals of your companies?”

 

Lane Nonnenberg, Senior Executive, Strategic Alliances at BEA answered; alliances for reaching new markets & relationships. Systems integrators would pull together the best-in-class products and would naturally hope to be involved.

 

Nimma Bakshi, Principal at Capgemini Alliance Services BU answered; innovation and industrialization.

 

Mike MacKenzie, Security Portfolio Lead at Accenture Alliances answered; to sell more and to increase profitability.

 

As you can see from the above answers, there are a number of reasons for developing partnering alliances. Might there be opportunities you are currently missing?

 

 

Platform Presence

 

I enjoy collecting antique books on public speaking and selling. I found the following quotation to be very powerful.

 

“Probably the most remarkable product of nature, in its centuries of evolution, is the human mind; and the second wonder of the universe is the communication of the thoughts and feelings of one mind to others by means of the voice in speech and by means of the body in gesticulation. Each man is limited in the position he may assume in the world by the development of his mind.”

 

The above quotation is from “Effective Public Speaking” by Frederick Robinson, Ph.D., published in 1914 by LaSalle Extension University, Chicago.

 

The basic idea is equally important today as it was at the beginning of the twentieth century. Sure, we now have the Internet and PowerPoint to help, but they are just tools. How effectively you and I convey our thoughts and feelings will largely determine our success.

 

 

Virtual Value: Listening to Employees

 

Little things can create so much value. True story, just the name changed.

 

Joan works in a busy retail chain store. One day, working at the checkout, she noticed that a popular product was scanning incorrectly; a several dollar product was scanning at just a few cents. She noticed that in 17 minutes, three of these items came through her checkout. She then informed a supervisor, who did absolutely nothing about the situation—he was too busy.

 

Fast forward a couple weeks, a new manager is transferred into Joan’s store and he mentioned to the staff that the store was experiencing an inventory shortage. It was uncertain if the problem was caused by operations, logistics, employee error or employee pilfering.

 

Joan approached the new manager and mentioned her observation and surprise that the supervisor did nothing. With 10 checkouts running most of the 13 hours a day the store was open, she thought the operational error to be a big deal.

 

Two weeks later the new store manager got back with Joan. He discovered that it was a chain wide problem that affected most of the chain’s 200+ stores. Joan is in her 50s and has had a wealth of business experience. In the four years she has worked for the chain that was the first acknowledgement of her higher-level value that she received. How did it make her feel that the manager got back to her? It made her feel like a million bucks. Little things can mean so much.

 

How about the rest of the story? Think for just a moment, how much that small error cost the chain in lost revenue. Lost revenue that could have been saved had the supervisor acted on her observation? The problem continued for three additional days. 

Here is the equation; three pieces an hour times ten checkouts, times thirteen ours a day, times four days, times over two hundred stores, times $7 = ?

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When you are ready to create a strategic advantage through an alliance, call me at 800-839-1520. We see 5-20% market share increases almost instantly from the right alliance. Is there an opportunity you are missing? We help make growth happen.

 

Ed Rigsbee, CSP

Rigsbee Research

 


Effective Executive Letter for Your Business Growth: 11/14/07

 

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1. Competent Collaboration

2. Platform Presence

3. Virtual Value

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Competent Collaborations: Dubai

 

A quite promising, I feel, alliance was just announced last week. One of Asia’s leading business schools, SP Jain Center of Management, Dubai announced on November 6, 2007 that it has signed an alliance with Society for Human Resource Management (SHRM), USA, and the world’s largest professional association for Human Resource Professionals in the HR Domain to bring world class human resource knowledge and education to Dubai. 

 

With this alliance S P Jain will introduce a program on Managing Human Resources for Global Operations leading to GPHR Certification by SHRM. Speaking on the occasion Mr. Brian Glade, Vice President, SHRM stated that, “As Dubai and the GCC region develop into a global market and commercial center, the need for talented, skilled and knowledgeable HR professionals is increasing significantly. SHRM and S P Jain are positioned at the forefront of this growth and we are prepared to meet the region’s needs with our global HR Management Program and Certification”.

 

This is a smart alliance. I was in Dubai conducting workshops back in May & June and witnessed quite a number of alliances in place. As a matter of fact, the entire world is looking to do business in Dubai. While many are marketing alliances, the above mentioned education transfer alliance should do well too. Do you have knowledge that could be shared in an alliance with others, locally or globally?

 

 

Platform Presence: Bob Pike

 

At the 1990 Convention of the National Speakers Association, held in Atlanta, I attended a session conducted by Robert Pike, Owner of Creative Training Techniques. He shared what he referred to as his 9 dynamite springboard motivators for getting attendees involved in your presentation:

1. Outline an incident; and use “you” rather than “me”

2. Ask for a show of hands

3. Ask a question

4. Make a promise

5. Get them laughing

6. Piggyback on an introduction—comment on a point or use humor

7. Make a provocative statement

8. Use an unusual statistic

9. Use a prop or some other interesting visual aid

 

Sure, you have heard about most of these ideas before, however, try using a new one the next time you present to a group and keep a watchful eye on the results.

 

 

Virtual Value

 

What creates value for you? And, have you shared this with the people that are close to you? I believe that most executives have a difficult time telling others what they personally need. Could I talking about you?

 

If there are people in your life that are letting you down, consider asking yourself if you have really ever told them what you want.

 

I know, as the boss, or CEO, you are always telling people what to do-—but are you telling them what YOU need? How in the world can another person read your mind and be expected to clearly know what it is that you want, if you haven’t told them? This applies to all of your organization’s stakeholders, and to your loved ones. Try it; I’m sure you’ll like it.

 

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When you are ready to access your strategic advantage through various collaborative relationships, give us a call at 800-839-1520. There is no time better than the present to explore the opportunities available to you from alliance relationships. Many organizations like yours are almost instantly enjoying 5%, 10% and even 20% market share increases, for what are you waiting?

 


Effective Executive Letter for Your Business Growth: 11/7/07

 

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1. Competent Collaboration

2. Platform Presence

3. Virtual Value

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Competent Collaborations: Deliverables

 

Alliance deliverables, many strategic alliance professionals will tell you they are plentiful and frequently hard to measure. One of the hardest alliance deliverables to measure is influence. In the world of information technology, and technology in general, influence is hugely important. Influence can mean being chosen by a potential partner for a deal, project, or alliance that could literally be worth millions of dollars—but how do you measure the ROI? Simple, all those millions are the benefit from the alliance. There’s your ROI.

 

If for example, you run a manufacturing company and have a corps of manufacturer’s representatives working in conjunction with your distributors, you can easily measure the increased business for any particular distributor. What you cannot measure as easily are national or international customer purchase increases based on relationships built because of the several efforts of many. However, influence was part of the mix and should be considered.

 

If you are talking about a more simple relationship, like a co-marketing alliance, for example; that’s easy to measure. However, the additional value of total market influence is not so easy to measure—but it’s there. As a matter of fact, if you are not getting at least a 5% total organizational increase in 24 months from a co-marketing alliance, you are doing something wrong. If you are doing $100 million a year, what’s a co-marketing alliance worth to you—sales increases and total influence?

 

 

Platform Presence: Humor

 

At the 1989 Convention of the National Speakers Association, held in Dallas, I attended a session conducted by the late Robert Henry, a fabulous humorist. Among the many points he made, three resonated strongly with me:

1. “Speak for the one person in the audience for whom I can make a difference.” [While you might be thinking that it is better to present to a crowd, by focusing your message in a single person, your power and passion will be more evident.]

2. “Keep in your mind throughout your presentation that what you want the audience members to be thinking is, ‘I like me better when I’m with you.’” [This powerful mind shift helps you, the speaker, to focus on your audience rather than yourself, there by making your presentation more user-friendly and easier for the audience members to digest.]

3. “If you get knocked down you only lose if you choose to stay down.” [As a presenter, stuff happens; microphones stop working, video cueing goes haywire, noise in adjacent rooms becomes overly distracting, and a plethora of other things can become pitfalls to your presentation, making if less influential to your audience. The secret is to have “B” plans for all of the above and to be in the moment, which will allow you to adjust to whatever situation is thrown your way.]

 

Virtual Value: Employee Environment

 

Why do your employees show up each day? Is it simply for a paycheck? Quite a number of people equate, at least part, of their self-worth to their job. Also many persons have the type of personality that requires they have guidelines to work within; time to arrive and leave, work in a specific area or project, etc.

 

What rarely get much attention is that many of these persons also need to have the ability to be creative within the set organizational structure. Too frequently, this personality is perceived as needing micro-management; however the opposite is usually more accurate.

 

When you create the environment, for your employees with this kind of personality, to work within structure and at the same time have the ability to create, you have a winning situation. This is when they are motivated, at a very high level, to show up to work each day. Trader Joe’s Neighborhood Grocery Stores are famous for creating this virtual value culture—how about you?

 


Effective Executive Letter for Your Business Growth: 10/31/07

 

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1. Competent Collaboration; conduit for accelerated business growth.

2. Platform Presence; regardless of the event, speak to be heard, understood and repeated.

3. Virtual Value; deliver the “hard to measure” value to all your stakeholders

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Competent Collaborations: State of Alliance Study

 

There is a good chance that your alliances in the near and distant future will include Asia is some form. In the Association of Strategic Alliance Professionals, “The Second State of Alliance Management Study, 2007” there was a section on Chinese alliances.

 

Of the European companies that responded to the study, 44% stated they were actively engaged in Chinese alliances. Of the American companies, 33% indicated an active involvement.

 

Back in April, I was a presenter at the Global Automotive Conference in Louisville, KY. An interesting fact that was presented by a number of automotive companies is that they are aggressively looking for manufacturing partners in the developing countries of Southeast Asia; Malaysia, Indonesia, Thailand, Vietnam, etc.

 

There will be a continued competitive pressure, for the foreseeable future, of American companies scouring the globe to source at continued lower costs. When one country’s costs appreciatively raise, American and global, companies will source in the “next” developing country. Culture issues will continue to be the stumbling pitfall.

 

Platform Presence: Connect with Your Audience

 

It was 1988, the year I attended my first convention of the National Speakers Association. I was privileged to attend a session on platform skills given by Captain Gerald Coffee, who spent much of the Vietnam War at the “Hanoi Hilton” as a prisoner of war.

 

In his session he suggested:

1. Make your experience the experience of the audience.

2. Embrace your audience.

3. You must feel the experience you share so deeply, as a sense of responsibility.

4. Share your experience from the window of how it applies to the everyday life of your audience members.

5. Believe you can make a difference.

 

Virtual Value: Delivering Soft Value

 

In delivering “soft” value to your customers, too frequently you might wonder about the measurable return on your time and resource investment. My suggestion is—don’t worry about it. My next statement might sound a bit “out there” however I believe you cannot out give the universe. What do I mean?

 

While the “soft” additional value you deliver to your customers is almost impossible to measure in the area of ROI, it virtually delivers long-term value to you and your organization.

 

In the same manner that a single marketing impression cannot be measured, it is the cumulative effect over time that brings a customer to you or assists in keeping a customer loyal. Delivering “soft” value to your customers, is in my opinion, effective subliminal marketing.

 


Effective Executive Letter for Your Business Growth: 10/24/07

 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

1. Competent Collaboration; conduit for accelerated business growth.

2. Platform Presence; regardless of the event, speak to be heard, understood and repeated.

3. Virtual Value; deliver the “hard to measure” value to all your stakeholders

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

Competent Collaborations: Alliance Market Penetration

 

As the idea of strategic alliances matures, the reasons for developing these alliances have shifted greatly over the last 20 years. In the late 1980s, manufacturing and R&D alliances were in the forefront. Today, co-marketing alliances appear to be taking center stage.

 

The Association of Strategic Alliance Professionals recently released their The Second State of Alliance Management Study, 2007. Their survey was done internationally and participants came from several sectors, including: information technology, pharmaceuticals, biotech, chemicals, manufacturing, software, financial services, public, and various other sectors.

 

In fact, 48% of the companies surveyed stated that they employed co-marketing alliances while only 14% used research alliances. For distribution alliances, 13% used them and co-production alliances merely rated 10% participation.

 

What does this mean to you for the near and distant future? More on this next week…

 

 

Platform Presence

 

The simple pause is your friend, especially when you are communicating in the workplace. Most professional speakers will agree that the pause is a powerful tool for making a presentation memorable.

 

Three of the several benefits the pause delivers: first, it gives you time to think and “take the temperature” of the people to whom you are speaking. Second, the pause gives your listeners time to absorb important points that you make. And third, the pause helps even a monotone speaker to sound better by breaking things up a bit.

 

An important point in using the pause, vary the length and do not abuse it. Like many excellent tools of presentation, overuse any tool and it will blow up in your face.

 

 

Virtual Value: Perceived

 

I find value to be concurrently both elusive and concrete. In areas where one can easily measure, value is concrete. However, important to every executive are the more subtle issues of relationship, network and perception—which are a bit trickier to deliver.

 

To deliver perceived value to any of your stakeholders, it is demanded that you understand what they consider to be valuable. Since mind reading is a skill bestowed on so very few, you need to be continually looking for ways to (read, measure, understand) the value equations in the minds of your stakeholders. When did you last “read” your stakeholders?

 

Copyright © 2010-2013 Rigsbee Research & Ed Rigsbee

 


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The Member ROI Guy: Ed Rigsbee, CAE, CSP

805-498-5720 or Ed@Rigsbee.com or Skype: Ed_Rigsbee

Rigsbee Enterprises, Inc. (Est. 1981), 1746 Calle Yucca, Suite 200, Thousand Oaks (Los Angeles area), CA 91360 USA

 

     

 

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