The DNA of Business

You dont have to answer your phone!

2008-02-25T15:46:00.002+11:00

I am a victum of "Push Mail"! For those that dont know what push mail is, its email that arrives at your mobile phone without the need to sync with the server, not at all disimilar to a text message.

With the arrivial of a push mail message comes the same expectations and curtitses to that of a phone call or text message. In my opinion there is an expected period of time to respond. It may differ slightly, however it would not be out of sorts to expect reciptants to respond within an hour or so of receiving a message.

With push mail there is no sanctity! The last vestial of excuse, "I didnt get your email yet, sorry, I will respond when I am at my desk" has gone!

I would like to think that in this dynamic age we can still say "NO" to answering a phone call, a text message or an email delivered by push mail.

Without time to digest and stay in a single moment, we can loose the space needed to think and then act. Emotions can play a big part in the delivery of responses to immediately pressing message content.

I believe it pays to engage only after a minor debrief with yourself.

Sales Styles over the years

2008-02-25T11:51:00.008+11:00

Whilst participating in an international sales conference recently I was pleased to discover the following information. I hope you find it useful also.

1950-1970 The Presentation Era
This is the era in which sales people pushed their wears upon customers, also known as the "grab them by the tie and make the sale no matter the cost" period. This typically defines the current paradigm we have for many car sales persons.

1970-2000 The Customer Problem Era
Typically in this period the sales person would listen to the customer, come up with valid solutions to fill a customers needs. This is typically the era in which many organisations exist today. This is a much better state of sales focus to be when compared to the initial era. In fact the selling processes and behaviours are more in line with a profession.

2000-current The Blended Agenda
In this era sales organisations blend with each other in a symbiant relationship to assist in the growth of each respective business. In this era sales people truly become professional. Business and sales analytics take precedence. As with the Customer Problem era, sales staff understand the needs of the customer, however a very important step occurs here, the sales person does not assume that the customer understands a solution to their problems. In the blended agenda era sales staff investigate the entire problem with the customer and come up with a solution together, not individually. And act upon corrective actions.

The big question from here on is, "What is next?". Could the next era be Vendors have no sales force except for BDM staff and distribution handles a mosaic style of product supply chain services?

What are your thoughts?

Values

2008-01-31T19:49:00.000+11:00

Values are an amazing behavioural phenomenon. We all have different values sets in our heart and soul, or wherever they eminate from. They bind us and drive all of our decisions across a broad-spectrum of activities and decisions on a daily basis. So what happens when your values do not match that of the organisation in which you work?

It must be hard for young adults entering the workforce today to understand and live a value system without life course experience upon which draw an implicit comprehension. Values are expressed within an organisation as a bipartisan intangible upon which staff are expected to make a connection between acting one way or the other.

I have experienced being the recipient of a values system as well as implementing one. The difference is remarkable! I conclude that having the total responsibility for a group of people, their welfare & livelihood, provides a deeper understanding of the importance of a value system.

It is with great in trepidation that I must continually remind myself that junior staff and new entrants to the work force will not see the values system in the same light as me. It then draws managers to live, breath and promote the usefulness and necessity of the values to all they encounter and collaborate with on a daily basis.

Value acceptance among staff members sits on a continuum, at one end there is total acceptance, and the other there is contempt.

Ensure you make every effort to secure your staff within the acceptance end of the spectrum, otherwise you will head for troubled times.

Australia - We have the ability, so why do we still not believe!

2008-01-28T08:11:00.000+11:00

It is difficult at times to think we (Australians) can be better then other countries across the globe. I am talking in terms of our knowledge and business acumen, our drive and our abstract problem solving abilities etc... I believe our abilities to be better due to our excellent education offering to residents,way of life, standard of living and core "Aussie Values" (like helping a mate out) however there is something else; Our drive!

I feel Australians have a real sense of determination about tasks, once we set our mind to them. Not afraid to work in packs, or teams, we invoke the assistance of our fellow Australians to lend-a-hand (to use the old school vernacular). Not being afraid to ask for assistance builds for a more cumulative result; and reduces the impact of working in silos - isolation from others with a misunderstanding one person is capable of all things!

Our only let down, our own low and poorly self belief!

To many times have I travelled internationally for business and experienced the difference between Australian ideals and thoughts and compared them to other countries. We are just as good as they are!

The largest issue facing Australians in business relates not to our intelligence, however the lack of respect for our business community due to the size of our marketplace when compared to other world markets. We just don't matter so much when we only contribute less then 1% to the global economy. This is slowly changing, with major global initiatives such as banning the incandescent light bulb gaining us status credits.

Its time to stand up, fight back, give them everything we have got and gain the respect we so rightly deserve.

How? Keep pushing and believing in our staff, inventions, initiatives, processes, concepts and business management abilities. Basically, believe in Australia. When you interact with other members of other communities remember we are on show, make sure your if its your only shot it's your best shot!

Wow a new posting

2008-01-28T07:54:00.001+11:00

Well to all those people (all 3-5) that read my blog from time-to-time, I have started to write again.

I suppose reflecting on the last year, a person can only write when they feel the timing is good. By this I mean they must be content and happy to share! As writing is such a personal experience, writing to the world can be daunting.

I would like to share a very personal piece of writing with you all. In fact a poem!

I hope you enjoy it, and I hope it brings you an understanding of what I have gone through in recent times.

I will get back to the DNA of Business in its true form following this post.

A room with no light!

Clouded in a sea of black, no light could dawn the mind of his human soul. Lost are the thoughts of our actions, with intrepidation our conscious grows. For what direction does our minds compass lead us, how doth one navigate in the maze of life course.

With leading people comes the tyranny of loneliness, it binds like a virus, consuming all in its path. For without help a man will surely falter on the edge of a knifes blade.

Once risen to the heavens and blessed by the gods with gifts adorning only that of angles, then suddenly to be tossed to earth with the force of a strike of lightning. One can only endure so much pain and suffering!

The days and nights grow colder, lonelier, and distant from all others that surround him, the once great man. The ego shrinks to a pale complexion no longer shinning a dream that was. The ideals fade, self doubt consumes.

It is said that in the doom and gloom of humankind a new resurgence resonates, bring a sound beacon to lead oneself away from the turmoil. It is but a myth. The truth lies only in the inner sanctum of perception. A man must fight this battle alone.

For it is with a level of self-recognition that one desires help, and it shall be given. The first step on the longest journey is always a battle of the mind. The more difficult path conjures courage, inner strength tethered with the knowledge of personal peace.

For the burnout of a man can destroy all those that surround him, be it not kinsman and family that reap deconstructed pieces of the soul as they lay on the sidewalks of home towns across our new world.

Duplicity in job functions and roles

2007-03-01T19:34:00.000+11:00

It has become very apparent in this day and age the competitive advantage is rife with hideous wage requests driving the market into the unreachable for smaller business entities. Mine included!

I have a solution….In my organization we tend to keep things on a level, it is difficult to maintain however extremely affective as a retention tool for employees. Duplicity of job functions. Heres how it works…you have a mandatory and voluntary position description, they work hand in hand and must complement the primary job function of the employee.
For example a person in marketing can become involved in product development. Or a senior designer in CAD may find solace in sales (This one works well in my group).

My father once told me, and I think I read it in a book by Jack Welch, the ex-CEO of GE, you can have a person for their physical ability as well as their mind, and you just have to figure out how!
Well this approach attains both, your staff enjoy an aspect of their work that is uniquely them, up “up-skill” your staff and it’s the first “Matrix” type management model I have seen work ever!

Breaking down the borders in this day and age becomes more difficult as we strive to gain advantage from our competitors; this usually takes place as an external force detracting from an introspective approach. We can do no wrong then to investigate how easy it is to gain advantage …and it starts at home with you!

Managing Expectations

2007-02-16T17:38:00.000+11:00

Managing Expectations can be so easy if you remember some every simple to follow rules...

Firstly lets look at the human behaviour in a business situation. Question: How many of your superior/s like bad news surprises? My answer is none...

It is typical human nature to not want to hear bad news...although it may end up becoming a positive opportunity. We are sometime fearful of those aspects of our job that may be deemed "Nasty", furthermore we may shy away from them. I advise against this tactic...all you will do is exacerbate the problem further at a later point in time...

How would it sound if you were to hint and plant seeds with your superiors all the way along a set of circumstances that may be predictably negative? The technique is simple....

1. Keep your eye out for predictably negative insights staff or managers around you may identify as a "Risk". Business risk assessments are a great method of dealing with this aspect.

2. The first sign of trouble warn anyone you can about the scenario and plan to counter it.

3. Advise your superiors, in writing, with a brief explanation of the situation....ADD your solution and monitory actions to avert the potential negative phenomenon.

4. If in an event that you are unable to divert the problem you have a full account of the situations and potentially have reduced it impact....You also avoid the surprises.

The Business Dashboard

2007-02-06T20:44:00.000+11:00

When I say the words capacity, order stock, order intake, invoiced revenue, GP dollar, GP percentage, triple bottom line and triple top line what springs to mind?

Well you may have many interpretations, I call this the Business Dashboard. These are the vital statistics that indicate to you the success or failure of your business at any given point in time, and with history and futures data you can predict times to rejoice and times to panic.

I learnt an interesting statistic the other day. Did you know that 50% of the worlds business do not achieve their set budgets. Amazing...sorry I don't have a source to quote.

How are you looking at your business. If you do not have a handle on these critical aspects...start now. Get the data, read and understand it, project your future and ensure your team has strength to back you in times of turmoil.

Focus

2007-02-03T20:43:00.000+11:00

Have you ever conducted a SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis in your business life? What do you think the intended purpose of the SWOT is?

Focus in business life requires the insurmountable task of performing many SWOT analyse within all facets of the business, through many departments, internal and external to your business...in fact if you have not conducted a single SWOT how the hell do you know where you are?

The persistence to stay on track keeping the "Macro" picture in view, whilst determining the micro management actions that stem from it can be quite a task. I find the process is all the more complicated when you have differing opinions of where the organisation may be headed streaming out of the mouths of the board members. Life can seem to be very much against you if you don't stay strong and true to the plan you have submitted into the longer term facets of your brain. Do not succumb to the brandishing plait's of those whom may not be as focused as yourself. We have a saying in our organisation about those that are not focused...we call them Magpies. A magpies is a bird that is distracted by the small shinny objects it may see in its travel, loosing sight of its next destination to pick them up along the way. Oh look there's another one, and another...and so on.

Make sure you remember your position at all times, no matter where you are, how bad things may seem around you...keep going, be strong in your convictions and you will triumph.

The Rumour Mill

2007-01-29T21:11:00.000+11:00

It strikes me as odd the very nature of people in times of boredom, distress, change and heavy accountability due to poor performance. Why you may ask? Well it is because of the cumulative amount of gossip that ensues. They literally deflect all that angst, anguish, stress and turmoil towards a victim. Generally with devastating effect, if the victim finds out about the knife sticking in the back. In times of confidential liaisons surrounding whom said what to whom we find it hard to cease the behaviour without breaching confidences.

Much to do about nothing! springs to mind..... It is a tuff call.

The very core of you screams "Do something" the high road circuitry of the brain say, "use your common sense, don't destroy and confidential colleague". You can destroy your reputation and respect with all employees if, and I say if, you act. It must run its course. You can however introduce topics without being obvious for discussion around the lunch table, in an attempt to coerce the staff into for want of a better word, grow up. Just like the Oracle in the Matrix sometimes saying something not related can change the course of the game.

The obvious recourse you have, is to pile up the work, motivate them to succeed to a greater height. I must stress you can not stop the gossip, you can however influence it.

Do not be fooled that whatever is happening in your office, other staff are aware of it and will gossip around the halls and lunch rooms.

The Fabric of Our Society

2007-01-27T20:52:00.000+11:00

Think of any given group of people, label it what you will - a family, group, organisation or community- then think of the one common denominator within that same group, it generally works out to be a person - The Fabric! Fabric, in my terms, can be define as the cloth of a communion of people, the very tie that binds and holds to keep the group together.
In all the social divisions in our organisation we find the fabric, if you examine groups long enough you will notice that fabric speaks to fabric, thus binding multiple strands of the same group. A mosaic of sorts. Like the exercises of quilting (patch work pieces sown together to join and make one large quilt) a manager must find and guide the fabric of your organisation to meld thus be coordinated and jell in symbiant relations to achieve common goals.

Observe a group long enough you will find the fabric, it may not be obvious at first, look for the signs. Strong cohesion to all members, joyful, harmonious, caring above all others and last but not least socially superior.

Holidays

2007-01-21T07:31:00.000+11:00

I have been on holidays. Obviously I am back now, I will get back to writing once I have un-packed and got he house back in order.

The Integrity of Your Product

2007-01-07T10:26:00.000+11:00

In our organisation we export to Asian countries this provides its own challenges, including when something appears to go wrong. A recent experience has me wondering what would have happened had I not stuck to my guns.
We had a government department head in Hong Kong threatening to pull out an entire installation of our products and send us the bill for the replacement due to the "failings of our company to supply products that are deemed fit for purpose".
To put it bluntly, this simply was not true. We investigated and had approximately 15-20 pages of data regarding site conditions, product conditions and maintenance of the installation.
Well, we uncovered the fact that maintenance was not being conducted, the public had complained about the safety of the installation over months prior to us being aware of the issues, and now the pressure was on the government to fix the problem. So as you can imagine, we had pressure placed against us, even threats that future contracts would be pulled if we did not "assist" in the investigation. We were even asked to send a person to site to make sure it was all okay.We declined!

The result of the situation was the product ( a particular component) in question was deemed to be "at the end of it's natural life" and need to be replaced. It was no ones fault, the manufacturer also sent data substantiating the fact. Throughout the investigation I fended off claims that "our product was failing", that "the fault with our product was" plus "is this why the product failed"... I defend our product and made sure the slightest mis-representation of the product was corrected and publicly displayed in all communications to all parties. I did not want the failings of a government department that did not address the issues to deflect and blame our product, our organisation or I.

If you find yourself in the same situation, don't sell yourself short, make statements like, "upon the conclusion of the investigation", and "it is my belief it is not the product", "we require more data to substantiate your claims" etc... you could very well not be at fault at all, and have irreparable damage caused against you if you do not think with a clear head in these situations. Be impartial when all others appear not to be, ensure you follow the entire investigation to completion. Be alert! The blame game has a sneaky way of biting you in the arse if left unattended.

Leaders Tend to Lose Jobs for Lack of Soft Skills

2007-01-05T16:00:00.001+11:00

As reported by HRI, the reasons CEOs get fired have less to do with firms' financial performance than with the demonstration of soft skills, or lack thereof, and the board's resultant loss of confidence, according to Mark Murphy, CEO of Leadership IQ. CEOs tend to place a higher degree of effort on areas in which they are more skilled, such as finance and operations, and less time on soft issues, such as change management and customer relationships. Murphy suggests CEOs step out of the office and connect with constituents. In Leadership Excellence, Murphy writes, "Lack of execution is much more damaging to a CEO's career than lack of vision." Interviews with board members of 286 firms that had asked their CEOs to leave revealed that ousters centered around these five reasons (multiple responses were allowed): mismanaging change (31%), ignoring customers (28%), tolerating low performers (27%), denying reality (23%) and too much talk/not enough action (22%). (Leadership Excellence [Murphy], September 2005, p. 14)

Introducing you to Malleable Proficiencies

2007-01-04T20:20:00.000+11:00

I would like to announce the arrival of my second blog spot. After much consideration I have decided to share my concepts within my new book with the world, prematurely.

I would like to announce that posting on this blog site will slow down, and apologies to all that read it. I trust you will be able to pick up the slack on the new blog spot.

www.malleableproficiencies.blogspot.com

Thanks for your understanding, I hope you will enjoy the new blog spot......

Kremer Family Crest

2007-01-01T16:43:00.000+11:00

I have just recently, well today of all days, 1/1/07 (good omen I hope) received 'The Kremer Family Crest'.

Origin:German

The German state of Bavaria is the ancestral home of the Kremer family. Hereditary surnames began to be used in Germany during the 12th Century. Kremer is an occupational name for a shopkeeper or retail merchandiser. The name Kremer is derived from the German word "Kram" which means "Tents" or "Trading Post".

First found in Bavaria, where the name came from humble beginnings but gained a significant reputation for its contribution to the emerging medieval society.

Some of the first settlers of this family name or some of its variants were: Andreas Kramer and Hans Kramer, who arrived in Germantown, Pennsylvania sometime between 1683 and 1709.Now the tradition continues in Australia with he Kremer family (1st Generation Australians). There are now 10 Kremer family members all living in Victoria. Which include my 3 daughters.

I am proud to have found my historical roots and fascinated they extend back to Medieval times.I will wear the crest of arms as a Tattoo on my arm for a lifetime, well when I pluck up the courage to get it done.

Happy New Year

2007-01-01T06:19:00.000+11:00

I hope that you view 2007 as a year for achievement in your academic, work/social/home life, emotionally and spiritually. It is time to push the limits of your capabilities and find out who you are.

Have a great (Safe and Happy) New Year. Welcome to 2007 the year made famous by my favorite character "Bond, James Bond" 0 0 7

Company Revolution

2006-12-30T06:51:00.000+11:00

I have personally been at the helm at a localised State based and National management level whilst directing a 'Revolution'. What do I mean be 'Revolution'? Well as the name suggests revolving has a lot to do with it, revolving management, strategy, people. My definition of a company revolution is as follows - "A process as a result of the absolute authority provided to a manager in order to repair and bring back to a state of profitability a company or division by means of replacing as many staff deemed necessary in order to attain new strategic direction, additionally, creating a new organisation culture".

Revolutions are not for the faint hearted, my current place of work had a rotation of almost 65 staff members in 6 months. Almost the entire compliment of sales and marketing staff across Australia are all new, that's 45 people in the highest positions within an organisation.

To add up the toll of such a critical event is unattainable, suffice to say the amount of money, time, energy, frustration, coupled with loss of revenue, learned knowledge etc... amounts to millions. I can assure you of that! The re-alignment of the business must undergo this transformation if it is in serious trouble. Trouble can be in many forms, to numerous for this blog post. During a Revolution the loyalties of employees pledged to previous management many be the downfall of the company, new managers must build a team around themselves.

Change in thew magnitude that you may have never experienced previously will hit you like a Mack truck. It will stop you dead in your tracks some days. I have been knocked down plenty of times. So how do you get through? You gather your composure, look at the chess pieces (see Chessboard Management Article Nov 6th, 2006) and manage your company from a distance, then into the business, from a distance and into the business again, again and again. You must have a clear direction, spread the word and communicate till you loose your voice.Persistence plays a big part, think positively about your situation, and above all believe that the effort you put in will result in great success.

Personal Growth, Personal Independence: The Limit Is Me

2006-12-28T10:48:00.000+11:00

I found this intersting text on a web page somewhere today and thought I would share it with you.
I would love to know where it came from and whom wrote it. It was note authored!

Enjoy!!!

One day all the employees reached the office and they saw a big advice on the door on which it was written:
"Yesterday the person who has been hindering your growth in this company passed away. We invite you to join the funeral in the room that has been prepared in the gym".
In the beginning, they all got sad for the death of one of their colleagues, but after a while they started getting curious to know who was that man who hindered the growth of his colleagues and the company itself.
The excitement in the gym was such that security agents were ordered to control the crowd within the room.
The more people reached the coffin, the more the excitement heated up. Everyone thought: "Who is this guy who was hindering my progress? Well, at least he died!".
One by one the thrilled employees got closer to the coffin, and when they looked inside it they suddenly became speechless. They stood nearby the coffin, shocked and in silence, as if someone had touched the deepest part of their soul.
There was a mirror inside the coffin: everyone who looked inside it could see himself.
There was also a sign next to the mirror that said:

"There is only one person who is capable to set limits to your growth: it is YOU.

You are the only person who can revolutionize your life. You are the only person who can influence your happiness, your realization and your success. You are the only person who can help yourself.
Your life does not change when your boss changes, when your friends change, when your parents change, when your partner changes, when your company changes.
Your life changes when YOU change, when you go beyond your limiting beliefs, when you realize that you are the only one responsible for your life."

Examine yourself, watch yourself.

"Don't be afraid of difficulties, impossibilities and losses: be a winner, build yourself and your reality.
The world is like a mirror: it gives back to anyone the reflection of the thoughts in which one has strongly believed.
The world and your reality are like mirrors laying in a coffin, which show to any individual the death of his divine capability to imagine and create his happiness and his success.
It's the way you face Life that makes the difference."

"What about the customer?"

2006-12-24T19:58:00.000+11:00

I once read somewhere that a guy played such a different ball game on the court that many coaches in college ball teams declined his selection. The game play was so radical it broke from traditional ranks and made him an outcast. The talent was not clear for all to see, like a diamond in the rough you must know what you are looking for. That guy was Michael Jordan. Jordan went on to become the greatest basketball player of our modern times.

I have noticed a similarity amongst those that have exceptional customer service and wish to only provide the best in times when service is pivotal. It is not always clear how brilliant an employee actually is when the office manner may be abrupt to say the least, or they create a raucous in order to achieve a miracle that will see there clients become loyal to the organisation for life. One must be careful and note that the customer must purchase from the company for the company, not the individual. A fine line is drawn between the what should be two distinct parameters. The aim, after all, is to attract, retain and satisfy customers, not just a relationship between two people, the customer making the decision and the sales person.

The flip side to this topic is when a sales or customer service person fails to see all the issues from the point of view of a customer. I quite regularly have to remind our sales team in a time of poor decision making that we must remember the customer.

The entire existence of an organisation is to sell, and in order to do this we must find customers that fit our profile of an ideal customer and mould marketing around this model. It is also important to understand how the customer sees the organisation. Regular informal surveys from customers can provide fantastic feedback. We do this in our organisation, anything from a conversation to slips of paper in a seminar we are conducting.

It is important to set strategic plans around your differentiation from other companies. One fantastic manner in which to do this is getting your staff, all of them to be happy, enjoy there days, smile whilst on the phone, have a great management team around you whilst you forge the most positively charged group of employees the world has ever seen.

So if you are asking your staff "What about the customer?" heed my words and act fast.

Meme

2006-12-23T09:51:00.000+11:00

Okay here it goes, the first of many I am sure. A big thank you to Karl for attaching this Klingon to my blog spot. Respect to you.

1. I was a DJ in night clubs throughout Melbourne, Australia (Australia's club capital) for almost 13 years. Apart from the interesting musical diversity that ensued from behind the decks (turntables for the older generation) I learnt a lot about NVC (non verbal Communication) it is difficult to read a crowds musical taste and please the majority of patrons without talking to them.

2. I have a family which consists of 3 beautiful daughters, Tahlia,Tanisha and Tanaya (yes all "T" names), my wife Janelle, a dog named Jordan and large black cat named Kado - which is Japanese for Gateway, usually to Hell when he jumps on family members.

3. I am a Sci-Fi freak, I love most movies in this genre. Favorites are 5th Element, Star Wars, Dark Scanner - New Flick- James 007 Bond - I have all on DVD. I think it is the escapism aspect that appeals, a break from real life.

4. I have just signed up for an Undergraduate Degree in Social Science (Psychology) in 2007- as I love the subject. I read all the books I can on the subject - "For Fun" - Most recent book, worth a read, is by an Australian Author John Clarke named Working with Monsters - How to identify and protect yourself from the workplace psychopath.

5. I am currently writing my first book. What a challenge. It is tough, the ideas and concepts stream from my brain, I am never in front of a computer to write more then a couple of pages in a few days. This Christmas break will provide me with the opportunity to gain a well earned writing break.

So there you have it, you all have a greater insight into my life.

Tag! Kasia

A time to shine

2006-12-21T20:39:00.000+11:00

It may come a s a shock to know that most people have a perception that their talents or abilities are greater then they actually are. This specifically relates to the sales industry. Reps run on ego. I have one, most reps and internal sales people have one. They get inflated as we sell more peaking to a crescendo, they deflate with drab failure.

The most important attribute in managing any sales representative, or for that matter any employee, is to find out what makes them tick. Some sales people require large amounts of ego boosting, accolades, prestige and applause. Others require a mere thank you. The continuum on which we find ourselves relates directly to what level of achievement we have earned.

So by having an over stated level of ability we desire a higher level of attention upon the continuum. This theory has one major floor, most managers believe their sales staff don't perform to a level that is akin to their abilities. This dis-connect creates a highly volatile situation that may explode with time.

If a manager can truly find the motivation, the key or the elements that make a sale person tick, they have a powerful tool indeed. I am not sure how many managers even spend the time thinking about this topic, let alone act upon it. Be true to your staff, tell them the truth, allow them to provide feedback, real feedback positive and negative. When you have an alignment with your sales team allow them to shine.

I can assure you that when you all shine the world can see the beacon which will attract customers from across the globe.

Merry Christmas

2006-12-21T13:56:00.000+11:00

It is that time of year again, Christmas Time. It is surprising to me how many people actually don't enjoy this wonderful time of year. For some people the meaning has been lost, and other they find the true meaning of Christmas in giving to others. This can be a trying time for most, whilst we have our share of family problems, whom does not get along with whom, the usual Christmas lunch and dinner shaming of family members, spare a thought for those that have no family,have lost their home in a bush fire, or have tragically lost a loved ones life on our roads.

Christmas is a time to put away your differences, forget any wrongs that may have been acted upon you and say "Merry Christmas"

Merry Christmas to all.

A Higher Purpose

2006-12-07T06:56:00.000+11:00

I recently read "The Eighth Habit" by Stephen Covey. A most fascinating book. If you haven't read it the very start details a storey surrounding a "Micro-lending Scheme" in Bangladesh started by Muhammad Yunus. The thrust, or point, is that he was trying to rid world poverty for nearly 3 million people in the port of Chittagong, by lending poor people, "micro amounts of money". As Covey points out he appealed to a higher sense of purpose and in doing so founded one of the largest banks in the world. A marketeer dabbling in the field of money would not see this opportunity to set up a large bank in such a foreign banking environment due to the stereotypical mindset in that industry, a point proven in the movie documentary I viewed on the subject on Discovery Channel. An aversion to assist Muhammad in the early days as banks shy away from the ideal.

Well, I had a go at marketing to a great purpose and we have just launched it Australia-wide. Its called "Green", and yes, like Al Gore we have jumped on the band wagon also. Mind you we would have had to be producing our works synchronously, as it took us a year to come up with, design, finalise production and ratify before launch. At this pointy I must mention a few people. Thanks go out to Agnes, for the graphic design, Duncan for technical support and Kyle for presenting our ideals across Australia.

You can download a version at our company website. Click the Green Icon.

The accomplishment of such a marketing success has lead us to the top of our industry in terms of ESD (Ecological Sustainable Development) design for lighting in Australia. Our desire to analyse our manufacturing processes down to the micro attributes such as "Embodied Energy" , which is the amount of energy needed to transform raw, in the ground minerals etc. into the end product installed on site - measured in KJ [kilo joules]- to the major aspects such as the amount of products required, coupled with, the amount of power generated electricity needed to run a 38 level building. Furthermore, the impact of Co2 gases in the air as a result of the building operating.

We achieved this by applying a Green Leaf Product Rating System or GPLRS to each product in the "green field" - I know, no pun intended. The aim is to reduce, reuse and recycle our products in order to work more effectively.

Obviously our intention was to appeal to a global consciousness about the environment whilst our organisation also had a paradigm shift in thinking about the environment. We presented our concept to over 200 ESD consultants across Australia; these took the form of presentations at client firms, breakfast and lunch presentations conducted by us. Recently we completed the first new 6 star and first refurbished 6 star green rated buildings in Australia. We have also been awarded a commendation for lighting design from the IES for the refurbished 6 star rated building.

I have now set a pace and standard for things to come, we are currently working on a new program that deals with people's well-being in the workplace, named Micro Human Environments. I can attest to the validity of Covey and Yonus appealing to a higher purpose in order to achieve a greater success, and for those around then to achieve it also, a win-win scenario. Try it, you may be very surprised.

The integrity of our education

2006-12-06T12:17:00.000+11:00

I was absolutely bowled over the other day hearing that within a school in country Victoria students have been informed that in 2007 educational staff will accept, now wait for it, phone text communication. Examples of the types of communication that may be acceptable are as follows:

What = wat
Thanks or Thank You = thnx
Are = r
Your welcome = yw
No Problems = np
Oh My Gosh = omg

This is either an astounding new level of thinking to break down barriers within a school system that has gone mad, or shows contempt for our educational integrity. I could never imagine Mr Blatch my old school principle allowing such a scourge to infiltrate a curriculum that already provided signs of waining structural integrity.

Interestingly, Karl Kapp a foremost expert of education currently residing in the US has a similar point of view in light of new technology. Kapp highlights the use of modern day technology such as IM (instant messaging), wiki, podcast and blog as informal teaching vehicles. I concur with the use of slang (for want of a better word) in the use of IM programs, however in the context of learning, educating and assessing subjects, including English, it's preposterous.

The very fabric of subjects such as English have traditional roots dating back centuries, the educational system today has made many allowances to accommodate radical thinking, having said that, nothing has ventured as far as re-defining the language structure. The word Thank You is just that, thanks be to you for ..... its not thnx. That has no personal touch, no social connotation.

Today's society is presently made up of a number of generations. They differ greatly in style, tastes and presentation. Each with a set of values carved from the behavioural, genealogy furthermore the environment in which each finds itself. I think the art of communication has somewhat diminished in terms of the isolation provided by iPods, chat rooms and the Internet gaming community that to lose any aspect of traditional values in the school system screams of danger for future generations.

Imagine twenty years from now how this post may look.

"i post'd a msg in '06, wat did u think? It was bout the lv'l of literacy in skools. Did u read it?
Skool is gr8 now wif the new ways of writin. I can spell neway I lik. I do betta now."

I must admit on this topic I am a traditionalist.

The use of technology to disseminate the word of an organisation, Internet, Intranet, podcast, IM etc... is okay with me, it is a great method. However, in the business world [where baby boomers still rule and young guns like me have an uphill battle to reach the top] today the traditionalist methods still apply. Corporate Governence, Legal Litigation, Terms and Conditions are supreme and will not tolerate the use of such slang. An organisation that leads itself to this type of model is headed for trouble.

Its all about the entertainment

2006-12-04T20:42:00.000+11:00

Its true that within a country like Australia, relationships are supreme. The very fabric of a business relationship hinges on your ability to build rapport, discover what qualities you and your customer enjoy in order to build a lasting relationship, ultimately a consumer/supplier arrangement.

Until recently I found little time in which to entertain a customer, I hate long lunches, in fact I have an aversion to anything that may be construed as "Having one over the company", meaning slacking off or not working sufficiently to grow our endeavours. I woke up one morning and found some very successful people telling me of their exploits surrounding relationships and customer orders. I suddenly realised I was not in the game.

I had a paradigm shift with my thought processes in relation to this topic. I now make every effort to entertain when I can. The results are incredible, just imagine your projects running smoothly, an unsurpassed level of communication in which your clients support you over all others. That second chance at the quote, to meet a price, the last look. All was illusive for years, I wondered how I was beaten. The underworld of alliances and triad like connections that yield millions of dollars of orders. Some would say this is the key to the golden gates. I just believe that friends will support your efforts because of a relationship.

The transcendence of a relationship is nigh when both your organisations and the organisations of augmented companies attain a wealth in monetary and almost spiritual quality.

The importance that resides within a "Chain of Command"

2006-11-30T21:22:00.000+11:00

From time to time I have to prevent myself from getting carried away and interfering in the affairs of my line managers. It is important to allow them to learn and explore the world of business, human interaction, relationships, behavioral syndication, including success and failures in day-to-day life at the office.

We have a very insane method of not-following the chain of command in our place of work.

Picture this for one second. A director of our organisation bypasses the senior staff, heads directly to the staff member in question and requests they down tools and assist in the venture of the moment. If the director is unsuccessful, or receives and unfavorable response, they pursue the activity with other staff members until the task is complete.

How will this affect the staff in the organization?

Well, for one as the manager of the staff it reduces my authority, whilst promoting contempt for any chain of command. It also indicates to other employees that "Its okay to cross boundaries, and avoid the chain of command. If he can do it, why cant I?"

This type of behavior is an ever increasing burden that must be born by senior management in our world, placing doubt in the minds of all topline managers as to the effectiveness of their leadership, abilities coupled with a dash of disrespect has lasting impacts, founding irreparable damage in some circumstances.

How do you counter such an act? It is very risky. It is my contention that this particular behavior is present due to a number of circumstances, included, our environment. Fast paced, pressured, high demands, confusion and a little panic that everything will work out, however, what if it does not.

In fact I would assist this person more than ever before. The director is screaming for support to attain group goals, not just there to make a pest of himself. It is our challenge to assist and ensure that the requirement to devoid themselves from the chain of command can be eliminated.

A cry for help, not a cheap shot at you

2006-11-23T15:04:00.000+11:00

For sometime now it has been the designation of most employee's to provide a barrage of problems to their employers, if and when the situation within the workplace allows it. I was an employee that made life a living "Hell" for any manager I did not like, know or had extreme prejudice against.

Now a days I am the employer, and I experience the thrill of coping copious amounts of problems, concerns, coupled with a fair share of problem employees. By problem employees I mean, employees with extreme problems. Such as Depression, anxiety or home/marriage related issues. I no longer view any issue as an attack on my soul or being. I treat every compliant as a possible problem that has no other way of showing itself except to scream in many guises. As that problem employee I was calling out for help. It is easier to see a problem, when you have had the same problem.

So when a person acts out-of-the-ordinary make sure you look behind the tuff facade into the soul and see the real issues. If you or they require help, visit www.beyondblue.org.au within Australia, speak to the proffessionals and take every little issue reagrding metal health seriously, not as a joke. Believe me it is no laughing matter.

Chess Board Management

2006-11-06T08:23:00.000+11:00

In my working life it is easy to communicate with your staff, superiors [well, sometimes they are], customers and trainees if you refer everything back to a common object, analogy or in terms that are easily pictured in the mind.

One of the best strategic "mind pictures" for communicating a Human Resource strategy is a 'Chess Board'.

Think of a Chess Board, if you play white or black it makes no difference. [You may want to incorporate your opposition in the game if you have the knowledge, and the skill to do so. You can match your pawn with there pawn and so no...] I usually picture white for the good side of the "Force" [The force is the natural living force of good - Star Wars].

Like chess pieces our staff have roles, and definitions. The common roles of the Chess Game are not are not so important. What is important is the relationship between the pieces and the roles and boundaries of your staff. Adapt the roles, definitions and boundaries of your staff to pieces on the board. Play the game out based on these new "Rules of the Game".

Let me explain further. On your game board you may have the King - The CEO-GM-MD whatever...

The Queen, he or (in my companies case) she can be the National Sales Manager. The remaining players in the back role are the royalty - your State Managers. The front row, the pawns are the underlings, the work horses.

So if you make a move with one player, what effect does it have on the others surrounding that player? The rules and definitions of each piece can be created by you. You control the game, you can now plan 3-4 steps ahead of the game. So when a person of any calibre in your organisation asks "what's happening?" you have a well thought-out plan by which to communicate in a clear and concise manner.

This is a very common "Mind Map" that can produce great results. So if you are not into Chess, start by learning the game, practice and you will soon see the value.

Remember staff haven't all done an MBA or even a Degree course at Uni, so the most intelligent method of communicating is on a common level, with mind pictures that tell the story in a plain language.

As a past Manager of mine once said "Business that are successful did not get there with fancy tricks, that got the Business 101 subjects correct first time and everytime".

PS: don't ever tell him this, he was the best Manager I ever worked for.

When the faithful need faith

2006-11-01T14:37:00.000+11:00

From time to time we all need a little faith. An old toon, maybe! (sorry for the disco slang, it should read tune) Well in my office, I am faith, a motivator of sorts. A visionary person that always knows what is happening, going down, about to bite all of us on the arse, and the creator of the next "Big Thing". Well, I have moments also. I would never tell my staff this, and I hope they don't read this blog. I have had a very trying few months, a new baby in our lives, now 5 months old. And my lovely wife has a very personal problem that needs hospitalising and surgery to rectify.

So what do you do?

Well, you inhale [deeply] AND hope for the best. You call on faith!

Faith, in my terms, can be defined as "that time in our lives when we must trust, believe (add a little hope in the most desperate times) and continue to shine as a beacon for all around us".

In a business situtation (now) I can honestly say 99% of the time I have faith that a situation will sort itself out for the positive, or give me an indication of what I have to do to make it a positive. That is a lot more faith then in the past, when I was an absolute control freak and learing how to be a better manager. I used to rant and rave, panic and steal away anytime I had to think [creativity] to run scared and hide behind a verbal slinging match with my superiors. Or a dreaded email war!

I don't do this now mind you. In fact I think it has only happened once in my current position. And I apologised for my indiscretion, sighting that "I should just grow up and be more mature".

In times of darkness, look for the light switch, find it and turn it on quickly. If you don't not find the switch, go to a counsellor immediately and seek help. And before you say, "Are you serious"? ....I am..... and I have been there and done that also. Learn how to control your fears of the unknown, find your faith and believe in yourself.

When Meetings "Flame"....

2006-10-24T19:52:00.001+10:00

At any given moment in the middle of meeting there are forces that work against you. Especially when the meeting is larger than five staff. Today's experience should ring home for any moderator.

An agenda: A format by which a meeting is to be conducted. A set of items that may be researched and preparatory work assigned.

Staff Member: Underlings. Those for which the benefits of the meeting are sought.

Loaded questions: Items that ambush you from the side, with the intensive purpose of railroading the meeting. Lack of preparation. Lack of structure. Lack of respect.

Today's meeting was great, we had it all. The Good, positive growth plans for attacking the marketplace, the Bad, a non-contributing member of senior management and the Ugly. The Ugly consisted of several staff members, for whom can not help themselves BUT to evoke a stirring emotive campfire, with no remonstrated solution to bear.

Lesson of the day, ensure you coach your staff in the etiquette of meetings. Ensure they are reprimanded if the meeting goes up in Flames..... Respect each other, respect the process and respect the meeting room.

When the going gets tough

2006-10-23T20:58:00.000+10:00

As a manager you must make decisions about the business in which you reside that sometimes are not easy or popular. Today I came to the realisation that a middle manager is not going to make it. That's right, after only 6 weeks it has become clear that it is time to move on. The effects on the team in question will be mixed. One person has bonded with this manager, and another will be glad to see them go.

Having been in this situation previously it is never easy. I will ask my senior managers to support the decision and our National Sales Manager will let them go. To be honest, we are really helping this manager out. If the passion, drive and desire to drive the business, motivate the staff, secure new customers, attract, retain and serve existing customers has not come to this person by now, a large learning curve ensues. A lesson our team can ill afford at this point in time.

We have a national managers conference at the airport tomorrow. This will be the last engaging task the manager will encounter with us. The sacking of a manager, is almost akin to planning a murder. A mercy killing.

The person is of great character, however, why has he no sense of urgency? Why is there no sense passion. This was all there in the interview. A mistake I have made must be corrected.

On a brighter note. I have started to structure the spine of my writing piece. I say writing piece as the thought of a book is too daunting. It will be named after this blog. DNA for Business. The contents of which I would love to tell you, however, I cannot.

The moral of today is that if you make a mistake, own up to it. Take responsibility and rectify it. You and your staff will thank you for it in the long run. A General Manager of a previous company I was employed with used to say, "There will be no passengers". I agree. Tuff policy, however, a matter of survival in today's world.

First Post

2006-10-23T20:34:00.000+10:00

Well its my first post. I must say I am extremely impressed with the entire concept of a Blog.
The aim of my blog is to capture and record the ongoing events in my business life in the hope it may help many others. I have always wanted to teach and mentor [possibly even consult] and here is my chance to empart knowledge.

I hope you enjoy reading it as much as I have enjoyed typing it.

Rgds

Paul