Category: Consulting

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An Effective Communication Strategy for Very Large Companies

Contributed by Faith Johnson

 

In my work as a Health and Wellness Consultant, I can attest that healthcare organizations can be organized in unique configurations.  Each configuration requires a communication strategy that melds with their design.  In my experience, the Global, Fortune Five Hundred, hierarchically structured company suffers the most challenging communications dilemma.  Consider, hundreds of thousands of employees with different grade levels, or rank, associated with unique responsibilities, communicating through a pyramid structure from multiple locations and time zones.  Organizations of this size and scope employ Subject Matter Experts, Medical Directors, Clinicians, and Clinical Account Executives. Many aren’t in geographic proximity to hold face to face meetings but are expected to collaborate and serve the client.  To be successful, these companies must be structured to support their mission.

How does an organization with a global footprint direct a massive number of employees, who may never meet face to face, yet serve thousands of clients effectively?   How does that company hold their employees accountable for peak performance while delivering the health care requirements for its customers?  Clearly, a supportive organization structure with an effective communication strategy is required.  These companies have learned that the best way to serve their customers is accomplished through “team” work.  They organize themselves into account teams, project teams, sector teams, task force teams and the one-on-one manager-employee team (Buchbinder & Shanks, 2017).  Typically, clients have more than one team serving them.  Some are client-facing with direct reporting responsibilities.  Others are more analytical, working behind the scenes organizing data for monthly placemats, and quarterly and annual medical cost action plan presentations.  Some are ongoing through the life of a client while others are ad hoc.  So much more can be accomplished through collaboration, brainstorming, or building a document that shows the strategies discussed and next steps.  The Team Model has proven to be the most effective organization structure for these companies.

If the Team Model is the organization structure of choice, what is the best communication strategy for this model?  Little is accomplished through email alone.  Asynchronous communication can be riddled with inefficiencies and subject to misinterpretation.  There is also the time lag for team members working in different time zones.  Activities are ongoing for any given project.  The potential for emails to be missed or taken out of sequence slows the process increases tension, and delays project completion.

 

The most effective communication strategy for this organization is the use of multiple threads.   On-site in person, virtual meetings, and a combination of these methods are the most effective modes of communication.   Local team members may schedule a time to be in a room together and conference in remote participants.  This meeting format is the most prevalent because it is the most effective.  A follow-up meeting is scheduled immediately, using an electronic meeting invite with all relevant information embedded.  This ensures that the entire team has all the information in one location.

 

Video Conferencing allows teams to work effectively on electronic documents and spreadsheets, and Clinical Data Warehouse reviews.  It is a feature that can be offered for virtual meetings.  This technology enhancement tool is a resource used with internal as well as external partners.   It allows us to forensically go through clinical cases, audit performance metrics, and share critical information with clients about their members.  By employing available technology, distance is no longer an issue.  Team members traveling for one client can take a call for another client to review a document while sitting in the airport waiting to board their next flight.

 

The effectiveness of this communication strategy is validated by internal and external ratings, client satisfaction scores and renewed contracts.  When internal and external partners are pleased with the modes of communication inefficiencies are minimized, errors are reduced, and productivity is increased.  Job Aids are created with these types of communication workflows to further support the effectiveness of collaborative communication.

Large, decentralized, global companies that interface with their customers via teams need a multi-faceted communications strategy to ensure that all constituents are on the same page, working toward a common goal.  Fortunately, technology allows this company model to provide seamless communication to serve their internal and external partners well.  It is the perspective of this consultant, that effective communication is carried out every day in these organizations.   If this communication strategy works for a major global corporation, imagine what it can do for smaller companies with limited resources.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

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Ethical Issues of the Market for Organ Transplants

Contributed by Faith Johnson

There are approximately 114,000 people wait-listed for an organ transplant in the United States.  Another person is added to the list every 10 minutes.  When one considers an aging population in a co-morbid state, it’s understandable that 20 people die waiting for a suitable organ transplant every day (American Transplant Foundation, 2019).  Is everyone in need of an organ transplant treated fairly?  Can money or social position move one up the list?  There are ethical ways to get closer to the top of the list.  In the United States, medical necessity, location, and compatibility can improve one’s position. If a potential recipient feels they aren’t moving up fast enough there are options, some more legal than others.

The World Health Organization (WHO) has identified 91 countries where kidney transplants are performed.  In 2005, 66,000 were performed globally (The State of the International Organ Trade, 2019).  The selection of who received these organs varies based on their national situation, availability of organs, health care cost, and technical capacity.  While most think of organ donation as coming from a deceased (brain dead) person, many come from live donors facilitated by a medical doctor.  Some of these live donors sold their organs.  Web sites offer transplant packages ranging in price from $70,000 to $160,000 (The State of the International Organ Trade, 2019).

Twenty-five percent of live donors are not biologically related.  About 6,000 of these donations occur every year (American Transplant Foundation, 2019).  Buying and selling human organs for transplant, known as Transplant Tourism, is illegal in the United and most other countries.  However, due to growing demand, an international black market is thriving to provide organs from both live and deceased donors.  Up to eight lives can be saved through a deceased donor, and more than 100 lives enhanced through tissue donation (American Transplant Foundation, 2019).  So, it is easy to see how profitable it can be for those who work as brokers in a somewhat subversive industry.

The American legal and health care structure is designed to protect donors through articles such as informed consent or a Living Will, where a person can put their final wishes in writing to be carried out by family members or an Executor   Outside the protection of the United States, the situation is questionable.  Many of these donor transactions are carried out by medical doctors who supposedly have the best interest of the patient in mind.  At times, they work with facilitators in the recipient’s country of origin.  As cited in The State of the International Organ Trade, the Taiwanese Department of Health revealed that 58% of 118 patients interviewed said their transplant surgery was facilitated by their doctor.  There are other notations of donors and recipients from different countries going to a third or neutral country to have the procedure performed.  In 2005, approximately 12,000 kidney and liver transplant procedures were performed in China with organs harvested from executed prisoners.  There wasn’t any notation of consent being part of the process (The State of the International Organ Trade, 2019).

Transplant tourism is a global issue that will require a global solution.  Collaboration and legislation among the participating countries to identify and monitor transplants are needed.  Seven countries including the United States have been identified in a report by Organs Watch as organ-importing countries.  The other countries identified are Australia, Canada, Israel, Japan, Oman, and Saudi Arabia (The State of the International Organ Trade, 2019).  The Human Organ Transplantation Act of 1994 was put in place to ban organ trade.  We need international human rights Legislation including monitoring by governments of any country that allows organ importing to be part of the legal defense.   Amendments should be made to the Affordable Care Act to allow employers to exempt coverage to employees who have been organ recipients, domestically or internationally, that were non-compliant with benefit plan requirements.  Also, Medicare and Medicaid would not provide coverage for these organ recipients so they would not qualify for disability benefits.  International deceased or incarcerated donors should have legal protection to ensure that they or their families are aware of their organ contribution.  Tighter controls are needed to reign in private transplants of questionable origin.

The world is filled with health dilemmas, including transplants.  A shortage of compatible organs has added another layer of complexity to the equation.  As the co-morbid state of an aging population continues to grow, so will the deficit of organs needed to bring better health to those in need.  A communication campaign to raise awareness of the benefit of organ donorship is long overdue.   If more people allowed their organs to be harvested at the time of death, a shift in the supply of viable organs may occur.  One might see it as the recently deceased living on for years to come through the gift of their organs.  A larger supply of organs available legally, coupled with tighter controls and Legislative compliance, could bring about a positive shift in organ transplantation.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

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New Dad, New Town and New Franchise in Four Months

Contributed by Leslie Kuban, President of FranNet in Atlanta

Michelle and Ryan Kinsley are a dynamic young couple who always envisioned themselves as business owners. They were focused on finding a business that would be right for their newly growing family but overwhelmed with so many options. With Ryan’s background as a government analyst, he knew how to do the research, but decided he needed someone with the right franchising experience to help.

 

In just four months’ time, Ryan moved to a new city, bought a new house, welcomed his first child and invested in his family’s future through franchise ownership.  How DID he do it?

 

What drove you to make the leap from a seemingly secure career position to the entrepreneurial unknown?

 

Ryan: My wife, Michelle, and I had been married for about a year.  We were still living in a 1-bedroom apartment in downtown Atlanta when we found out that we were expecting a child.  We realized that we needed to make some life decisions quickly so that we would be ready when our child arrived.  At the time, I was extremely burned out in my position with the government.  I had been reading books for over a year on franchising and small business.  After talking with my wife, I decided to reach out to FranNet to explore franchise opportunities.

 

What were the most important factors in deciding on the business you ultimately chose?

 

Ryan: With a child on the way, Michelle and I knew we wanted to get out of the hustle and bustle of city life.  We both grew up in medium-small cities in Georgia, so we wanted to raise our child in a similar environment.  Finding a business that would work in one of our desired areas was a major factor.  I also wanted to find a business that would allow me to attend my child’s activities and life events. Finally, finding something with somewhat traditional work hours so that I was not always working when my wife and child were at home.

 

You and Michelle just welcomed your first child…how did you think about the timing of starting your family and the timing of going into business for yourself?

 

Ryan: We bought our first house, started a business, and had a child all within four months.  We joke that if our marriage survived that, we can make it through anything.  As I mentioned, the baby was a driving factor in getting this business started so I wanted to get everything up and running as far in advance of the baby coming as possible.

How are you managing so much change at once – a new business and a new family member?

 

Ryan: As the owner of Monster Tree Service of Athens, I tell everyone that all my time is now spent with either the big monster or my little monster.  I put a lot of time into running my business and raising my child, but I don’t do it alone.  I made sure to hire experienced, driven employees who are self-sufficient and can troubleshoot many of their own problems.  Because of this, I am able to focus on the most important issues in growing a company.  It goes without saying that I couldn’t do any of this without Michelle and the support of our friends and family.

 

What advice would you give to young families like yourself wanting to start their own business?

 

Ryan: Be sure to do your research! I can’t stress that enough. Read books, talk to business owners, contact a franchise consultant, and find the end of the internet before you commit to starting your own business.  The right franchise consultant will help you find the right fit for you and your situation. I reached out to Leslie Kuban at FranNet of Atlanta because she has many years of experience in the industry, knows my local market and is a franchisee herself. She took my wants and needs and generated a short list of opportunities that she felt would fit my goals. She never pressured me in any direction, and she was always available to help with any concerns I had.

 

“You will be scared,

but you will also know when you have found the right opportunity for you.” 

 

Do you think he was talking about franchising, new home ownership or the joys of his new family? Perhaps all of the above. Happy Father’s Day from FranNet!

 

If you’d like to explore whether business ownership is right for your family, give us a call today at 770-579-3726 or take our free Readiness Assessment at frannet.com.

__________________________________________________

 

Leslie Kuban

Leslie Kuban is a nationally recognized franchise industry expert, CFE (Certified Franchise Executive) and Market President of FranNet in Atlanta; a locally owned and operated franchise consulting firm.

Leslie and her team have helped close to 500 individuals and families achieve their dreams of business ownership through a no-cost, extensive educational and coaching process. Her personal experience as a franchise owner provides a unique perspective to help her clients assess their real opportunities, risks, and timing to make sound decisions.

Connect with Leslie online or call 770-579.3726 to start the conversation today.

 

 

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Are You Asking The Right Questions?

Some things people do really irritate me. Wasting my time is at the top of the list. Insulting my intelligence is right up there, as is taking too long to get to the point.  People who are condescending, and those who like to grandstand round out my top five. It is particularly annoying when one incorporates all these irritants into one act, like asking a question.  I have witnessed people take a simple, but important question, and turn it into a three-act play.  These questions begin with a prelude which is meant to put the question in context, act one.  The actual question is act two.  Act three is an admonition of consequences if the inquisitor isn’t satisfied with the answer.  Often, these questions are somewhat insulting, designed to make the subject uncomfortable or defensive.  This type of question, asked during a business meeting, is counterproductive.

 

If you’ve ever watched a press conference, you know what I mean.   This behavior is on display during the daily briefing of The White House press corps. It seems to be less about asking a thoughtful question to solicit information than about drawing attention to the inquisitor.  You will also see this style on display during question-and-answer periods after someone has delivered a speech. It is particularly amusing to watch college students attempt to demonstrate their brilliance and trip up the speaker.  It happens during shareholder’s meetings too.  Sometimes, if the inquisitor is sympathetic to the subject, a leading question will be asked to guide the answer to a welcoming place.  These are known as “puffball” questions.  I suppose I’m like most people; depending on our backgrounds, we take a lot of things for granted. I have assumed that professionals have been trained to ask effective questions. That is a bad assumption.

 

Questions are a powerful tool.  Asking the right question in the right way can open a dialog leading to greater insight and a significant breakthrough.  The ability to ask questions that result in an exchange of useful information is fundamental to effective leadership.  It is a skill that is necessary for employee recruiting and selection as well as choosing new vendors.  Skillful managers ask questions that inspire and empower their team. The ability to ask the right questions is required to define a problem and find its solution.  And yes, questions are required to hold our politicians accountable.  There is a direct correlation for success in one’s profession and the ability to ask good questions.

 

So, what are the attributes of a good question?  Whereas the specific question will depend on the situation we can agree on some fundamentals.  First, you must be clear as to the information you seek.  What do you want to learn?  A good question is positive, non-threatening, and respectful to support an open, free flow of information.  The likelihood of receiving useful information from someone you’ve insulted is not great.  The question should be carefully worded, using a common language to ensure its meaning is clear and understood.  For most situations, open-ended questions will yield the best result.  Although, closed-ended, direct questions may be more effective for problem-solving situations.

 

Having been trained to conduct interviews, and for problem-solving in general, I’m confident in my ability to ask questions that generate useful information.  This skill was honed during my corporate career and twenty years interviewing people as an Executive Recruiter.  While executing my coaching and leadership responsibilities I’ve learned that what may appear to be the seminal issue at the beginning of a conversation is often a symptom of the actual problem.  One can only get to the root problem by asking follow-up questions.  In this case, asking ‘why’ questions may be most effective.  My friend Faith calls it peeling off the layers of an onion.

 

The flip side of asking good questions is to be a good listener.  Silence on the inquisitors’ part can draw out a more comprehensive response.  Body language can be helpful as well.  You may have seen an interviewer thoughtfully nodding during their subject’s response.  This demonstrates acceptance, encouraging the subject to continue.

If you want to improve your overall professional skill set, learning how to ask effective questions is a great place to start.  If you want to be viewed as a serious person and a good team member avoid questions that resemble a three-act play.  Respect your subject and your team by asking questions that elevate the conversation.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

 

 

 

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Alumni Meet and Greet!

For the past few weeks, I’ve been working on an extra-curricular event for the local chapter of my Alumni Association.  The leadership wanted to organize an event to re-energize the chapter and decided that a Happy Hour Meet and Greet would be ideal. It is difficult to create events that appeal to everyone, but you must start somewhere.  An opportunity to share appetizers and a cocktail or two with fellow alums seemed like a good way to begin Summer, and to reignite the chapter.  Organizing cocktail parties is right in my wheelhouse, so I was compelled to volunteer.  For those of you who have followed my posts, this isn’t a surprise.

 

Organizing an event in Atlanta is no easy task.  The Atlanta metro area is comprised of 6 million people living in 30 counties.  Our 6,000 alumni are spread over a huge geographical area.  Traffic is a big consideration, especially during rush hour.  The ability to use public transportation reduces a lot of risk and anxiety which should enhance the value of the event.  For those familiar with Uber or Lyft, Midtown is a target-rich environment.  Our group chose Thursday, June 27 as a good day for our Meet and Greet.  As it falls between Memorial Day and Independence Day we won’t be competing with any holidays.  Thursday is usually a good day as it is close to the weekend, without the obvious family conflicts.  We selected a central location in Midtown convenient to MARTA.    So, I did my part.  Now it’s up to the communications folks to bring the alums.

 

I didn’t become active in the alumni association until 2003, after living in Atlanta for seven years.  Prior to 2003, my corporate career had me moving every three years and I had little time to think about alumni activities.  Also, I had family obligations to consider.  Besides, the alumni association couldn’t find me until I put down permanent roots.  So, I attended a few events and made some new friends, including a fraternity brother I hadn’t seen since college.  Eventually, that led to a seat on the National Alumni Board which lasted four years.

 

People become active in their alumni association for different reasons, but they all begin with a common bond; they shared an experience earning a degree.  Each member joins an alumni chapter when the time is right, and they have a compelling reason.  An alumni affiliation is especially relevant if you are new to a city, working to establish yourself. At the most fundamental level, it’s about making friends.  As with any other interest group, there is a generational element in play.  For more mature alumni, it may be about giving back to the community by sharing their experience (mentoring) or financial resources.   My reason for becoming active was multi-faceted.

 

I have spoken before about the value of participating in one’s alumni association for career development.  I continue to be surprised, however, that people are slow to make that connection.  It may be a fundamental misunderstanding about networking.  Most people think of networking to find a job and to further their career.  However, networking is a vehicle to achieve an objective by meeting people who can help you.  It is also an opportunity for you to help others.  It’s is a two-way street.  It isn’t exclusively for building one’s career.  People join interest groups for a variety of reasons that are not career oriented.  There are groups to satisfy every interest imaginable.  Members of each group are busy looking for people who can help them, or whom they can help.  If you want to be a better fisherman, you will hang out with other fishermen to improve your skills.  The point is, every group begins with a common interest to attract members.

Many view participation in their alumni association as one-dimensional.  They think it’s all about drinking beer and watching football games.  I admit, there is nothing like a great athletic program to generate attendance for game-watch parties.  But that is just one dimension of the alumni experience.  The reality is that people participate in their alumni association for different reasons, sometimes with multiple goals in play.

 

I am looking forward to our Meet and Greet.  I hope to catch up with old friends and to make some new friends.  Who knows, I may make a great business connection.  It’s happened before.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

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June Atlanta BENG Chapter Meeting featuring Michael Q. Parker

Join Us for the June Atlanta BENG Chapter Meeting featuring Michael Q. Parker who will speak on the topic:

“How To Look When You’re Looking”

About Michael Q. Parker 

Michael Q Parker

Before serving as President of Dressed To Deal, Michael held executive marketing and general management positions at leading global companies including Cox Enterprises, General Mills, and Laureate Education.

Michael is a frequent speaker at several local job networking ministries including Roswell United Methodist Church’s job networking program. In addition, Michael presents to clients of global outplacement companies including Right Management and Lee Hecht Harrison.

His workshop, “How To Look When You’re Looking” is consistently 5-star rated by participants. Here’s a quote from one of his past workshop participants… “I took away some great tips which I have previously overlooked or never thought of as a big deal. I will be sure to work on all my rough edges with regards to my visual presentation going forward.”

Michael’s talk is part workshop and part motivational speech with something for every job seeker. You’ll leave with actionable tips to improve your interview presence and increase your chances of getting the offer.

Trust us, you don’t want to miss this! Linkedin

Register Today!

 

Join us…

Tuesday, June 11th
7:30 a.m. – 9:30 a.m.

Fee: $10 (Includes Breakfast – menu below)

LOCATION:
Bella’s Kitchen
6600 Peachtree Dunwoody
350 Embassy Row
Atlanta, GA 30328
Directions

Breakfast buffet includes:

Scrambled Eggs
Home Fries
Bacon and Sausage
Grits
Fresh Fruit
Coffee and Juices
Assorted Pastries (Croissant and Bagels with Cream Cheese and Jelly)

Register Today!

The Atlanta – Business Executives Networking Group (BENG) is a non-profit networking organization for mid to senior level professionals with over 10 years of business experience. BENG provides its members with:

  • A supportive atmosphere of high-value, face-to-face networking opportunities.
  • Relevant professional contacts for the unemployed, employed and self-employed.
  • An emotionally supportive environment for those in career transition.
  • Education and assistance for those members desiring to build, maintain or expand their professional network.

Click here to learn more about becoming a member and joining BENG.

Register Today!

 

Note: Meetings are held the second Tuesday of each month.For more information about BENG or to RSVP,
Please visit http://bengatlanta.eventbrite.com or contact
Jim Weber at jim.weber@itbpartners.com.

 
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Pan Asian-Pacific American Heritage Month

A week ago, Saturday, my wife and I attended an event hosted by the Pan Asian Pacific American Council of Georgia, celebrating Asia-Pacific American unity. We were invited by a client of Laotian descent who is very active in the Gwinnett County, Georgia community.  I enjoy experiencing different cultures, although it’s usually by sampling their food. However, I lived in Hawaii for three and one-half years, during junior high and high school, so I have some experience with the Asian community.  I knew this event would be fun.

 

Pan Asian Opening Ceremony-2 5-18-2019

The evening was a celebration of their successful blending into the American mosaic.  It began with a flag ceremony; the American flag leading the way, followed by women in traditional costumes, carrying the flags of their native lands. Everyone stood for the Pledge of Allegiance, followed by a solo rendition of the national anthem.

 

The atmosphere was a mixture of pride for their heritage and old fashion American patriotism. The event featured traditional music, songs, dance, and wardrobes.  The drummers were awesome!  Naturally, events like this are a magnet for politicians, so the agenda featured speeches by local representatives.  Thankfully, they were brief and unremarkable.  The last event of the evening, just before my wife and I had to leave, was the scholarship presentation to new high school graduates. It was symbolic of the community’s progress.

 

May is set aside to honor Asian Americans and Pacific Islanders. During this month, we celebrate their culture, traditions, and history.  May was chosen for this recognition as events significant to the Asian Community occurred this month.  The first Japanese immigrants to the United States arrived on May 7, 1843, and the completion of the transcontinental railroad was May 10, 1869.   Many of the workers who laid those tracks were Chinese immigrants. On October 5, 1978, President Carter signed legislation recognizing Asian American Heritage Week. In 1990, President George H. W. Bush signed a law to expand this recognition period to a month. At that time May was officially designated as Asia-Pacific American Heritage Month.

 

The following Tuesday, I was scheduled to meet my client at her office in Lawrenceville, the Gwinnett County Seat.  We planned to meet at 1:00 p.m. to review a draft report of the initial assessment phase of my work.  My client saw an opportunity to add a free lunch to our agenda. She invited me to join her for the Pan Asian Pacific Islands American Appreciation Day at the Gwinnett County Courthouse.  According to the U.S. Census Department, the July 1, 2018 estimate for the population of Gwinnett County was approximately 927,781 citizens. Americans of Asian and Pacific Island heritage count for 12.3% of the total population, making them a very significant constituent group.

 

We were surprised to learn, however, that what she thought would be a quick lunch and proclamation, turned into a 2 1/2-hour affair that included speeches from County Commissioners, a panel discussion, and then a recognition ceremony at the beginning of a meeting of the County Commission. It’s safe to say that whenever politicians get involved in an event, the time commitment will increase.  As I had set aside the entire afternoon for my client, I wasn’t fazed a bit.  In fact, I enjoyed it.

 

The event began with a welcome from a County Commissioner, as we enjoyed our lunch, followed by a few words from an Asian American Commissioner.  A Panel Discussion was the next item on the agenda.  The Panel included a Muslim American, two Vietnamese Americans of different generations, a Chinese American, and an Indian American. All are first-or-second-generation Americans, many coming to the United States as a result of the Vietnam War. The gist of the discussion was about aligning around common interests and challenges to move the community forward. I found some very interesting parallels to those of a business start-up trying to establish itself in the marketplace. They spoke to the same points I had made in an earlier post on networking; the key to success is to interact, participate, and to engage.

 

I was impressed by the pride these Asian-Americans have for their heritage and appreciation for their American Citizenship.  Clearly, their assimilation hasn’t been easy, but they are thriving and optimistic.  My takeaway is that one’s success in life requires a commitment to a goal.  To achieve that goal, one must interact, participate, and engage.  This recipe holds for building a business, assimilation into the community, and for gaining political power.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

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Jim Weber Completes 1st Phase of Turnaround Engagement

Jim Weber has completed the first phase of a Turnaround Management Engagement for a client in Chapter 11 Reorganization.

His work revealed a clear path for a successful exit from Chapter 11 and a strategy to generate sustainable growth for the client.  The next phase will include a detailed plan and the introduction of performance metrics.

For more information about ITB Partners and what we can do for you, contact Jim Weber at;  Jim.Weber@itbpartners.com

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Communicate Like a Fortune 500 – 6 Lessons For Start-Ups

By Sebastian van der Vegt, Untold Communications

Thanks to a booming economy, the start-up scene is thriving.  Co-working places everywhere are full of entrepreneurs with innovative new ideas, taking advantage of a digital economy that is providing unparalleled opportunities, the likes of which the world has never seen before.

Yet, statistics remind us of a sobering number.  Among start-ups that manage to attract outside funding, around 70% never make a profit.  Over half of all companies don’t even make it past their 5th year.

So how do you beat these miserable odds?

The answer is that it’s not simple.  You need thick skin, a strong mind, a lot of determination and not just a little bit of luck.  But you can greatly increase your odds by creating an awesome communications strategy and narrative.

By strategy, I simply mean the purposeful use of communication to fulfill your mission – the right message/content, to the right target audience, at the right time using the correct medium/messenger.     Done right, it will inform investment decisions, win over potential clients and investors, and position a company for long-term growth.

Sounds like a no-brainer, but it’s not.  Most start-ups have a business plan, a financial plan and even a basic marketing plan to establish an online presence. Very few have a sound communications strategy mapped out.  In fact, among the start-ups that I’ve come across, I’ve yet to find one that had thought about this.

Some start-ups do decide they need good ‘PR’, usually after about six months to a year into their existence, but they often do it for the wrong reasons, or with little or no strategy.

Just last week, a prospective client asked me if I knew any journalists. “Of course, I do” I answered, “I know plenty,” but explained to him that it’s really the wrong question – see point 5 below.

Initially, most small companies also rely on communications and marketing themselves.  After all, they can write, sell and know their product better than anyone.  Thanks to a wide variety of new digital tools, everyone also has access to inexpensive solutions that help you build a website, post blogs, send mass emails, or do basic marketing.

Being an entrepreneur naturally means they should take advantage of these new tools. But there is a reason that large, successful companies spend millions on communications and marketing, and smaller companies would do well to adopt some of these same lessons.

So here are 6 of my favorite lessons that I learned while working at a fortune 500 company, that could benefit any start-up:

  1. Starting with why is not enough

Most start-ups will have been advised to start with why (thanks to Simon Sinek).  It’s a good start, and better than only talking about what you do, but it’s not enough.

The why is only part of the ‘context’ – which should include why you exist, what problem you are solving for your customers, what gives you the authority, and, implicitly, ‘who’ you are targeting.

Tell the story of how and why you were founded.  If you can, try to make an emotional connection in the delivery, it will make for an audience that is a lot more engaged.   Extra bonus point for telling the story of how you are helping your customers achieve success.

  1. Explain what you do in a few words

Any idea worth its time should be told in a natural way, in plain English, in less than 15 seconds.  It’s more difficult than you think.  For most, this will mean forgetting all the technical language they are accustomed to.  It also means forgetting that 100 other companies make similar claims.

Too many start-ups try to differentiate themselves unnecessarily through complex wording or technical capabilities to prove that they are special.  My advice: differentiate yourself through the way you fulfill a need and address a problem for a segment of the market, in a way that a prospective customer would easily understand.

  1. Include strategic communications in your business plan

A great business plan will benefit enormously from a great communications strategy.

That means that if you need to find software engineers to power your start-up, you need a strategy to boost your brand with the local university.  Go give a lecture, a seminar, or sponsor a hack-a-thon.

It means that if you’re trying to get teachers to use your product in the classroom, you need the right language, the right content and the right medium to reach them.   Partner with a teaching website or school district to give your company message.

It means that if you’re taking on a dominant competitor, be provocative – you don’t use ‘safe’ language that a multinational would use.  Stand out by differentiation, and by not being afraid to ruffle some feathers.

I could go on, but you get the point.

  1. Fit the message to your audience.

While a company ‘boilerplate’ with standard messaging is a great tool to have, you’ll need to adjust your messaging depending on the audience.  One size does not fit all.

Building on point 3, identify your top 5 stakeholder groups that are critical to your growth and write down the key message points and language you would use to communicate and win over each audience.  Once you’ve done that, you can identify the channels/materials in which you can best reach these groups.

This again sounds like a no-brainer, but the discipline of this exercise will help everyone stay on message.

  1. Own your space.

Many start-ups will look for a silver PR bullet.  A write-up in a newspaper, a listing on a top 100 of hot start-ups, a mention on TV.  Great – this may work for you if your story is there and you have something new or interesting.

For most start-ups, their story is not (yet) of interest to receive what we call ‘earned’ media, and they are much better off building their brand in the ‘owned’ space.  This means writing blogs in a medium that you own; it means building a kick-ass website and content across different social channels; it means writing a regular newsletter and industry content for trade magazines.

Often overlooked is physical space – most companies own assets.   You can also consider ‘shared’ media; using your content in partner owned channels can be a win-win.

Point is, start-ups have many options other than selling their story to journalists or buying advertising.

  1. Be authentic & address your purpose

Audiences smell bull-sX#! from a mile away.   In a world where we are bombarded with information and polished content, presenting the real, authentic you is a competitive advantage.  Make sure you tell your story in a way that is compelling, with proof points that are real and relatable.  Also, remember to include a vision that is purposeful and that has meaning.

The company vision is where communications strategy and company strategy really meet.  Why does your company exist? What’s the ultimate goal?

The most obvious and easy answer is, of course, to sell more products & services, but try to dig one level deeper to think in terms of benefits to society. It will not only help focus your company, but it will help motivate your employees, attract investors and ultimately help improve your sales.

 

After spending years working with some of the biggest brands in the world, I love helping smaller companies achieve their goals and vision. It’s one of most rewarding aspects of my new role after leaving the corporate world behind.

That’s not to say they don’t have their own set of challenges; many don’t have revenue yet, lack good time management, have strong opinions, operate on limited budgets, and present solutions in search of a problem.

Yet, despite all of this they’re still my favorite clients (with apologies to my corporate clients).  Quite simply, having a great communications strategy for start-ups can make the difference between failure or success – it’s that critical.

On my next blog, I’ll focus on the basic difference between good and great marketing.  Until then, I look forward to your feedback.

Sebastian Van Der Vegt is the Managing Director of Untold Communications in Atlanta A native of the Netherlands, van der Vegt has lived in Canada, Brazil, Switzerland, and Turkey before settling down in the U.S. He has a degree in Psychology and has taught strategic communications at leading business schools. For more information, please contact him at Sebastian@untoldstrategies.com.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

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Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

 

 

Posted on

For the Sake of Learning

Josh Sweeney Presentation on Culture First Hiring

Recently, a number of info-graphics comparing the habits of successful people to those that aren’t, landed on my Pinterest feed.  A few of their points spoke to reading as opposed to watching television and a zest for continual learning as significant differentiating factors.  Although I couldn’t disagree, I didn’t pay it much attention until a recent conversation with my friend, Faith.  She was excited to tell me that she had just received a tuition reimbursement check from her employer.  As she is working to complete a college degree, she is making good use of her company’s education assistance program.

 

She continued, saying that she valued that benefit and planned to take full advantage of the program.  I agreed with her thinking and complimented her employer for offering the benefit.  However, I lamented that too many employers have scaled back on their training programs and lack cultures that reinforce the benefits of life-long learning.  Naturally, we agreed that it was a topic I needed to explore further.

 

A few days later, Dennis, an alumni buddy, and I were enjoying our cigars and adult beverages, talking about cars. He told me how another friend, John, got him interested in doing his own car repairs.  John showed Dennis how to research the issue, find the right parts, and make the repairs.  Over time, he gained confidence as he accumulated experience.  He has resolved many maintenance issues, like replacing brake pads and rotors, saving a lot of money.  This is a skill set he developed with a little encouragement from a friend.  I know that he takes pride in this ability which gives him great satisfaction.

 

On the other hand, I am reminded of a colleague who had no interest in learning how to use a Personal Computer.  It was a time when PCs were moving rapidly into the workplace but before the introduction of laptops.  He told me, “why should I know how to use a PC, that’s why I have an assistant.”  The irony is that the PC replaced the administrative assistant, except for the more senior level staff. I often wonder how long it took him to catch up to his peers?

 

Much has been learned about the brain that supports the value of lifelong learning.  A healthy body and sound mind is the key to a long and happy life.  The brain is like a muscle, either use it or lose it!   Learning is like any other skill that requires practice.  With practice one masters the subject. Lifelong learning or continual learning is an attitude, a mindset.  If one believes in the importance of learning new information, or skills they will make the effort to pursue that course.  If not, stagnation may develop, putting one’s career in jeopardy.  As a commercial enterprise is a collection of people, an organization, it follows that it would benefit from continual learning.  Building a learning culture is a viable strategy to keep employees interested and engaged, supporting innovation and productivity improvements.  A learning culture creates competitive advantage.

 

I am a big fan of YouTube.  The variety of their videos seems to be endless.  Among others, I have viewed programs to improve my efficiency with Office 365, manage my websites, develop landing pages to build my contact database, and facilitate greater exposure for my brand.  My time on YouTube has increased my productivity in so many areas that I’ve become an addict. The point is, YouTube is a free service.  It’s a platform for brands to build customer loyalty by training to maximize the utility of their products.  Tuning into YouTube seems to be a ‘no-brainer,’ for individual learners, and for employers.

 

It is all too easy for professionals to get into a rut, going on autopilot as it were, as the vicissitudes of daily life take president.  Companies are no different.  They develop successful business models and continue executing that formula, sometimes without noticing the changes happening around them.  Brands that maintain long term relevance, do so by listening to their customers.  They Learn.  The best brands know that their employees are their customers too.

 

Creating a learning culture really isn’t difficult.  One small change can spark a virtuous cycle of change.  Providing education benefits to employees is a good step toward creating a continuous learning culture.   At the end of the day, however, it’s the responsibility of leadership to build a culture for success.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal