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Your Effective Executive Letter for Business Results: 5/7/08 ================================================================ 1. Partnering for Profits: Cross Promotions 2. Executive Presentation Skills: A Culture’s Sense of Humor 3. Association Executives: The Middle East ================================================================ Partnering for Profits: Cross Promotions Cross-promotion strategies can range from large company style, highly sophisticated, and with formalized contracts like you have seen with the major airlines and certain communication giants--to promotions as casual as a small retail business stuffing customer bags with flyers or coupons from another local, non-competing merchant. Or, perhaps putting promotional messages on one another’s register receipts? One of my favorite small business cross promotion was with an insurance agent and local restaurateur in my community. The owner of the restaurant paid for the printing of the insurance agent’s business cards. The cards doubled as a 20% discount coupon for the restaurant and also had a map to the restaurant on the reverse side. The insurance agent gave out several of his cards at every business upon which he cold called. The cards ended up sitting around in many of the businesses for a long time. This was because the cards were seen as a valuable discount coupon rather than another salesman’s business card. The important angle for you to consider, regardless of the size of your enterprise, is being memorable in the minds of your marketplace. Secondarily, you will want to create a cross promotion that will deliver double the value; meaning that each of the participants must supply half the resources/assets. With this formula, you get at least two dollars of promotional value for every dollar you spend. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 Executive Presentation Skills: A Culture’s Sense of Humor “Knowledge of a culture’s sense of humor provides a guide to the basic values and fundamental relationships that comprise that culture,” stated Malcolm Kushner in his 1990 book titled, The Light Touch. So how can this statement make your life better? Here’s what I’m thinking…sometimes humor in a presentation goes flat. You, or I, say something that should create laughter; but it doesn’t! Rather than thinking, “Gosh either I’ve lost my touch or these people are just dead.” Perhaps the real issue is research, or more specifically—lack there of? When we take the time to understand the culture of any group for whom we offer our thoughts—there is a far better chance that our humor will be well received, hence the presentation will also be well received. Basically said, we had better understand what is considered humorous by our audiences or they will devastate us with their apathy. Remember, hate is not the opposite of love but rather it is apathy. So my suggestion for the week is to target your presentation humor to their culture, rather than yours. Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance. Trade Association & Professional Society Executives: The Middle East I found the information presented in M&C’s “Global Planner 2008” report to catch my interest as to the expected meetings in the Middle East. In 2007 corporate planners held 7% of their out-of-US events in the Middle East and the number for association planners was 3%. For 2008 corporate planners plan to hold 11% in the Middle East with association planners locked at 3%. However for 2009 corporate plans to hold 14% and association plans on 8% in the Middle East. Two months ago, in early March, a strategic alliance was announced where an American association management company was expanding into Dubai (United Arab Emirates [UAE]): “Indian professional congress organiser (PCO) and association Management Company (AMC) Conferences and Incentive Management Ltd (CIM) has teamed up with global events services firm Kellen Company to offer enhanced value to clients. Both companies provide congress and association management services to associations and corporations throughout the world through international offices and extensive partner networks. The strategic partnership will give clients of both companies the opportunity to explore new destinations for their events.” Last year, I was in Dubai during the end of May and beginning of June—I saw the massive construction for myself. The Middle East is half way between Europe and Asia, and as such, the UAE, especially Dubai is quickly becoming what I’ll call the Switzerland of the Middle East—the entire world is investing there. While you or your association might have your eyes on Asian expansion, please do not under estimate the Middle East. And to answer the most often question I received, “YES, the entire time I was there, I felt quite safe in Dubai.” Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm. ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 4/30/08 ================================================================ 1. Partnering for Profits: Collaboration Tools 2. Executive Presentation Skills: Never Announce a Joke 3. Association Executives: FutureWatch 2008 ================================================================ Partnering
for Profits: In
its April issue, “CRN Tech” magazine reported that improved linkages
between collaboration tools and other software products have been a
common theme in new releases from EMC Corp., Microsoft Corp., Yahoo Inc.
Zimbra and others. Zimbra Collaboration Suite 5.0, launched in February,
improving its connections to the wireless world by adding support for
BlackBerry Enterprise Server, J2ME-enabled handsets, and Microsoft’s
Outlook 2007. Microsoft is developing tighter integration between its
Groove and SharePoint collaboration products. In March, EMC shipped
Documentum eRoom 7.4 integrated with Documentum If you are looking for new collaboration tools and software, the five key players are: 1.
EMC, 2.
IBM, 3.
Microsoft, 4.
Oracle, 5.
Yahoo Zimbra, Ed’s
12-Minute Strategic http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 Executive
Presentation Skills: The single most common mistake in the delivery of humor is announcing that you’re going to tell a joke. Sure death lead-ins include: 1. A funny thing happened to me on the way over here today… 2. My secretary just told me a great joke that I want to share with you… 3. I found this funny story on the Internet… You have just announced that you are going to be funny. Now the expectation level of your audience has increased dramatically, and you better be funny. Additionally, humor generally needs misdirection or an unexpectedness to work. You just gave it away so the unexpectedness factor is lost. Rather than being lazy with your humor, it’s better to analogize your humor to one of your important points. The much more effective approach is to make your point, say “It’s like…,” and then tell your story or joke. With this approach your audience is not expecting you to be funny. That is important if your story or joke flops because they were not expecting funny. It’s best to catch your audience unaware that something funny is coming, making the punch line all the more powerful. Try it, you’ll like it! Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance. Trade Association & Professional Society Executives: FutureWatch 2008 Meeting Professionals International recently released FutureWatch 2008. The 611 corporate association and government meeting planners who responded to FutureWatch 2008 generally anticipate an upward trajectory in their 2008 meeting budgets, and in the money they invest in each individual event. •
Although association planners predict a 9.3% decrease in meeting
budgets, their corporate colleagues are on track for a 27% increase. As
a group, planners predict a budget increase of 11.4%. •
More than one-quarter of planners, and nearly half of corporate
planners, will work in organizations with meetings budgets of $2.5
million or more. Another 20% will have budgets in the $1 to $2.5 million
range. •
Although association planners report lower budgets overall, their spend
on individual meetings will grow even faster than the industry average.
For the industry as a whole, the 22.6% increase between 2007 and 2008
will be the equivalent of a doubling every 3.1 years. •
The largest single share of the market—just over half in the
association sector and for the industry as a whole—will be in meetings
with budgets below $50,000. Corporate planners will organize a slightly
larger share of meetings worth $100,000 or more. •
Half of association meetings are expected to generate a profit, compared
to only one in five corporate meetings. This sharp difference reflects
the extent to which non-profit organizations depend on direct revenue
from meetings and events, compared to the other types of return that
corporations expect from their meetings investment. •
While association planners expect their budgets to remain steady or
increase as a share of their organizations’ total spending, one in
four corporate planners expect their budgets to be cut. You may access Meeting Professionals International’s complete “FutureWatch report at http://www.succeedinspeaking.com/downloadresources.htm Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 4/23/08 ================================================================ 1. Partnering for Profits: The Alliance Agreement 2. Executive Presentation Skills: Expert Opinion 3. Association Executives: Strategy & Competition ================================================================ Partnering for Profits: The Alliance Agreement I frequently receive questions about developing an alliance agreement. The most frequent question is asking if there are agreement templates available for purchase. While I would not recommend entirely relying on a template, they are a great place to start and can save you a load of money by doing much of your preparatory work yourself. I have two suggestions: 1. Reference Agreements and Deal Intelligence for Business Professionals and Lawyers -- http://www.techagreements.com/ TechAgreements provides Business Professionals and Lawyers with access to the actual agreements used in over 500,000 transactions covering over 30 industries. They have a powerful full-text search engine to find agreements: * By Agreement Type: Search for agreements by type (example: Technology License Agreement) by entering one or more keywords or a phrase in quotes. * By Company Name: Search by company name (example: Oracle or Exxon Mobil) * By Industry: Search by industry (example: Oil and Gas) * The Most Recent Agreements: We add hundreds of new agreements to our database each week. * Free Agreement Preview: All our agreements may be previewed, at no charge, before purchasing. 2. Partnering Agreements from Corporate Partnering Institute and alliance lawyer, Curtis Sahakian. At the links below, you will find enough to give you a great start. * http://partneringagreements.com/partneringagreementslist.htm * http://partneringagreements.com/3products.htm#partag Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 Executive Presentation Skills: Expert Opinion What’s the value of an expert’s opinion? I was recently thumbing through my 1960, Third Edition, of “The Sales Promotion Handbook” published by the Dartnell Corporation—very highly respected in its day. “Store and Home Demonstrations” is Section Twenty-One. It stated, “Even in the case of a well-known and generally accepted product, there is often psychological value in the appearance in the retail outlet of an ‘expert’ who can demonstrate and give personal advice.” I found this age old advice to be true back in the 70s and 80s during my 16-year tenure in the sunglass industry both in giving clinics on optics to the retail sales employees and to customers alike. I carried with me a spectrometer for testing lenses and people believed what they saw, even better than what I said. Seeing, and hearing, is truly believing. How about you, the corporate or organizational executive? Your stakeholders and constituents; stockholders, employees, suppliers, and customers also want to be assured by you that your product or service is unique and of outstanding quality. They want to be assured by you that your organization is profitable and growing. Reaffirming this message should be, corny as it might seem; your continual mantra! When they hear it from you, the message holds a certain level of credibility. Share the message with a level of conviction that penetrates both your soul and theirs—and the message will be received—guaranteed! Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance. Trade Association & Professional Society Executives: Strategy & Competition Recently, Tim Schneider, Publisher at “Association News” wrote a great editorial recommending that association executives think strategically. He heavily mentioned Rich Horwath’s new book titled, “Strategy Espresso” listing three important strategies: 1. Create Differentiation 2. Focus Resources 3. Design Systems In explaining the first strategy there are questions about similarities and differences from one’s competition. This, I believe, is an important yet undeveloped area for many associations. Not long after John Graham IV took over the reigns as President and CEO at ASAE, “Association News” (August 2003 issue) asked him what he considered to be the major issue facing the association management profession in that year. His response, “Clearly, translating the mission of the organization and the needs and wants of the members, and being able to sustain that model economically is a balancing act. So many associations are chasing after dollars and revenue streams that may or may not be in alignment with the overall mission of the organization.” It is the “chasing after dollars” comment that still resonates today. Which companies and organizations might be competition to your association? My answer would be any that are competing for the “mindshare” of your members or potential members. This would include both for-profit and non-profit organizations. And, if they conduct an activity or produce a product better, faster or cheaper than does your association—should you be in that business? This will be one of the most important strategic questions that you will pose to your board in 2008. Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 4/16/08 ================================================================ 1. Partnering for Profits: Shared Commitment 2. Executive Presentation Skills: Hands in Pockets 3. Association Executives: Contrarians ================================================================ Partnering for Profits: Shared Commitment A partnering relationship with a shared sense of commitment to a long-term, mutually beneficial vision and shared goals is what many seek, especially in a strategic marketing alliance. You want your alliance team, as well as the team of your partner to be working collaboratively for the mutual benefit of the marketing alliance. Below are three tips to help your success: 1. Build an inclusive and trusting conduit for communication. When you build, into the alliance mechanisms focused on encouraging two-way communication, challenges are easier to resolve. 2. Executives from both organizations must listen to the perspective of those who work within the alliance on each side of the partnership. While executive time is always at a premium, nonetheless is it crucial to alliance success that these same executives, that call the shots, dedicate blocks of time for communication. 3. Understand the strategic, operational, and cultural issues among partners that affect your marketing alliance. If both sides commit to keeping these three areas healthy, achieving the mutual vision is more than possible. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4
Executive Presentation Skills: Hands in Pockets Think back to the last speaker you listened to that had something really interesting to say but you found yourself having trouble concentrating on his or her talk. What was it that caused your discomfort? I’ll bet it was some sort of nervous habit that the speaker had not yet overcome. One of the worst nervous habits exhibited by speakers, especially with men, is putting their hands in their pockets. Why is this? It is because they either don’t know how to use their hands to further their presentation or because they are self-conscious. Either way, the result usually is a jangling coins or keys that truly distract the attention of those trying to listen to the talk. Here is a tip for you to try the next time you present: Take EVERYTHING out of your pockets. This way you’ll be less inclined to play with items when you do slip and put your hands in your pocket. A bit of a twist to this idea is to put only a $10 bill in each front pocket. The first time you put your hand in your pocket, pull that first $10 bill out and hand it to the attendee closest to you at that exact moment. Tell your attendees, like them, you are always trying to improve and explain the hand in the pocket habit you are trying to break. Then continue with your talk. The next time you put your hand in either pocket, give the other $10 bill away. Then, at your next speech, give two $20 bills away, then at the next, two $50 bills. By the time you’ve given two $100 bills away at a speech, you’ll be well on your way to breaking the habit.
Trade Association & Professional Society Executives: Contrarians Within the membership of your association, are there contrarians? Some association executives say they would be better off if the contrarians moved on, that things would run so much smoother without these figurative thorns-in-the-sides. What do you think? Do you think this is true? Is there a place for contrarians in your association? Is there any real value that contrarians deliver to an organization? If your organization is dynamic, growing, and delivering high levels of value to the members; I’ll bet you have your fair share of contrarians involved because they continually push for improvement. I’d like to recommend that you have a discussion at your next board meeting based around the subject of the value contrarians deliver to your association and how to better engage them. You might be surprised at what you hear. ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 4/9/08 ================================================================ 1. Partnering for Profits: Deteriorated Trust 2. Executive Presentation Skills: Punctuate Your Point 3. Association Executives: Meeting Negotiability ================================================================ Partnering for Profits: Deteriorated Trust Trust is the glue that binds all alliance relationships. If a festering situation is allowed to continue unchecked, the natural outcropping will be a deterioration of trust. What can be done to keep this from occurring? The number one safeguard is to have alliance management and measurement systems in place. Most times, this will alert alliance overseers to an escalation of problems. What do you do once trust has been damaged? The two-part formula is first, conduct an anonymous survey of all the persons that are involved in the alliance, functionary to executive; from both, or all the companies that are involved. Questions should be asked in three key areas: strategy, operational, and cultural. This will give a mediator the information necessary to put the part-two into action. The second part of the solution is to hold a live meeting which MUST be facilitated by a neutral third party. At this face-to-face meeting is where issues will be hashed out and strategies to rebuild trust will be put into action. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4
Executive Presentation Skills: Punctuate Your Point I recently coached a speaker on technology who needed assistance in making his presentation more impactful. After watching the video of a recent presentation, among my suggestions was this: “Quit walking over your important points. Punctuate your points of wisdom with a pause, intentional movement on the platform, or a change in facial expression.” Following his presentation he called me from across the country to tell me how well it went for him—especially the punctuation of his important points. He told me that he could see it in the eyes of his audience at these important points that they were, getting it!
Trade Association & Professional Society Executives: Meeting Negotiability In the recent, March 24, issue of “Meeting News” was a front page article about Governor Schwarzenegger terminating California’s State meetings. While this is a real bummer for California and western hoteliers, it is a real opportunity for non-profits. A little bit of sleuthing could deliver excellent meeting values for those that might be considering a 2008 meeting in the west. Take advantage of the cancelations. I realize that most of the government meetings are not held in Five Star properties; however there are, or soon will be, some great deals for the taking at mid-level properties. ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 4/2/08 ================================================================ 1. Partnering for Profits: Value of Alliances 2. Executive Presentation Skills: Associative Ideas 3. Association Executives: Meeting Negotiability ================================================================ Partnering for Profits: Value of Alliances Mark Hanny, IBM VP of Alliances recently stated, “The value to IBM of a disciplined and well managed alliance process is demonstrated by an immediate increase of partnership performance…as much as 35%. Highly skilled and experienced Alliance Managers are integral to that success rate.” Measuring your alliances is an important key to success. Some of the areas of concern in applying alliance metrics, for organizations highly involved in alliance activity include: > What to measure in determining relationship quality. > Translating data into corrective action with partners. > Using metrics to spot early warning signs of underperformance. > Persuading others that measuring relationship quality is worth the effort. > Building partner alignment about what to measure and how to go about the process. Ed’s
12-Minute Strategic http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 Executive Presentation Skills: Associative Ideas When you want to quickly lock an idea into the minds of your audience, do so by building on an idea that is already indelibly scribed into their minds. As an example, the numbers of persons that have yet to master the art of riding a bicycle are miniscule. If you were to say, “Learning our new system is similar to learning how to ride a bicycle, only you get to do this as an adult and in a air-conditioned classroom.” Audience members will lock into their past experience of learning to ride a bike, thinking it wasn’t so hard and then add to that, “I’m an adult now, and smarter.” Any time you can harness the power of associative ideas already scribed in the brains of your audience members, you can lock in your own ideas more easily as an add-on. Try also describing something tangible to your audiences, “As being like ______, but with ______.” You fill in the blanks. Trade Association & Professional Society Executives: Meeting Negotiability In the recent, March 24, issue of “Business Travel News” is important updated meeting information. Because of the economy, there has been a spate of meeting cancelations and some properties and markets are more willing to deal than in recent times. Bjorn Hanson from PricewaterhouseCoopers is quoted as stating, “The lodging industry is over-responding to the weak start of the year. That creates some opportunities for midsize and smaller meetings that have shorter scheduling horizons to negotiate more aggressively and maybe not only get more favorable room rates, but other concessions as well.” While the above information might be most helpful to corporate planners, association executives can take advantage of the changing winds in hospitality for closer-in scheduled regional meetings, workshops and trainings. I
personally found the above to be true in ================================================================ Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing? Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 3/26/08 ================================================================ 1. Partnering for Profits: Using Web 2.0 2. Executive Presentation Skills: Word Game Answers 3. Association Executives: Meeting Budgets ================================================================ Partnering for Profits: Using Web 2.0 It was recently revealed by a Gartner Group survey that approximately 30% of alliance executives are adopting some social media and community technologies like blogging. However, most are taking a wait and see position. Large company survey respondents reported: 36.6% use social networking sites to find partners 22.5% use social networking to manage relationships 38.6% use personal or corporate blogs principally to manage relationships 39.7% use podcasts or video clips 33.3% use Wikis (individual publishing enabled web site) to manage relationships 21.6% use Wikis to find new partners 70.0% use industry portals As you struggle to develop and implement your own strategic alliances, consider how the larger companies are employing Web 2.0 to improve their alliance success. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4
Executive Presentation Skills: Word Game Answers As I stated last week, here are the answers to the Michael Strumpf’s word game: “If a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited?” 1. A Far East diplomat is DISORIENTED 2. An office worker is DEFILED 3. A banker is DISINTERESTED 4. Politicians are DEVOTED 5. Wine merchants are DEPORTED 6. A baker is UNROLLED 7. A school teacher is DEGRADED 8. A podiatrist is DEFEATED 9. A songwriter is DECOMPOSED Trade Association & Professional Society Executives: Meeting Budgets Meetings are the lifeblood of trade associations. Hotel rates are steadily increasing. What about your budgets; are they keeping pace? Reported in the March issue of “Successful Meetings” is some data about how associations are dealing with the issue. The question was asked about the first item that meeting planners would reduce to accommodate for higher hotel room costs. The following are their answers: 23.7% Food & Beverage 10.2% Recreation/amenities 10.2% Outside planning services 9.3% Theme décor 6.8% Entertainers 6.8% Attendee gifts 5.1% AV/Tech 3.4% Speakers 2.5% Ground transportation 22.0$ No cuts—budgets have grown to keep pace Two points; first is that I’m happy to see that 22% of the respondents received budget increases to keep pace. Second; is the fact that 96.6% realize the need for quality education by not listing speaker cuts as their first line item to chop. If you are faced with budget cost cutting for your coming meetings, keep in mind the most basic reason your members attend association meetings: Building their businesses. Cut the fringe, not the basics! ================================================================ Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances Our products and services are available for purchase online at www.rigsbee.com/products.htm BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 3/19/08 ================================================================ 1. Partnering for Profits: Emerging Industries 2. Executive Presentation Skills: Posture 3. Association Executives: Membership Slip ================================================================ Partnering for Profits: Emerging Industries Announced in the April 2008 issue of “Biodiesel Magazine” is the Greenline Industries Inc. and Skanska USA Building Inc. strategic alliance agreement to offer a single source of fully operational biodiesel production facilities in North America. Greenline designs and fabricates biodiesel production equipment that includes a waterless, modular processing technology. Skanska provides construction, pre-construction consulting, general contracting and design/build services. Together, the companies will offer services in site selection, permitting, business, finance, and supply and offtake. As new industries emerge, especially in the trendy “Green Industries” you might ask your executive team to explore the possibilities of participation in these emerging sectors. Even if you see no immediate coloration to your current offering or market, it would none-the-less be in your best interest to explore the possibilities of crafting alliances in new directions. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4
Executive Presentation Skills: Posture [Fun with Words] Last week I stated the answers to the Michael Strumpf’s word game would be in this week’s letter. My bad, it’s not. I’m writing this letter away from the office so the answers will be in next week’s letter. Sorry- How’s your posture? People can tell quite a bit about your confidence and self-esteem based on your posture. The more erect you stand, the more you command respect from your audience. Stop! I am not saying to be stiff as a board. I’m suggesting that good posture gives you two benefits. First, as I already mentioned--more respect. Second is voice quality; when you open your body stance, push your shoulders back just a bit and breathe deeper, your voice relaxes and deepens, exhibiting a “tone” of confidence. At your next presentation, imagine a string attached to the top of your head. If you slump it will pull out your hair but if you stand just a bit more erect there is no stress and your words will be delivered commanding the attention you deserve. Trade Association & Professional Society Executives: Membership Slip Oh, it’s the economy. These words have been used as the excuse for just about anything one can imagine. At your next board meeting, who do you think is going to use the economy as an excuse for non-performance? Will it be a volunteer leader? Will it be a paid staff person? Sure, the economy is uncertain. Yes, it is an election year. However, aren’t you tired of hearing the excuses? Business is about results, not excuses! Now is the time to look at rock-solid planning for your association, with metrics attached to manage results. Are you willing to push your board to demand results-—of one another? Now is not the time to accept membership slip as an option. Now is the time to determine the value your association delivers and decide how you can deliver more. Now is the time to help your members to become evangelists for your association. ================================================================ Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances Our products and services are available for purchase online at www.rigsbee.com/products.htm BUSINESS IS ABOUT RESULTS, NOT EXCUSES! Ed Rigsbee, CSP Rigsbee Research Consulting Group Copyright © 2008
Your Effective Executive Letter for Business Results: 3/12/08 ================================================================ 1. Partnering for Profits: Don’t Wait for the Competition to Eclipse You 2. Executive Presentation Skills: Fun with Words 3. Association Executives: Realistic ROI ================================================================ Partnering for Profits: Don’t Wait for the Competition to Eclipse You Recently reported in the March 5, 2008 issue of “FleetOwner” is the new trucking alliance consisting of six regional carriers; The Reliance Network. “In an unusual alliance, 6 carriers--Averitt Express, Canadian Freightways/Epic Express, DATS Trucking, Lakeville Motor Express, Land Air Express of New England, and Pitt Ohio Express--have united to form a national freight network, effective March 1, 2008. The new alliance, called The Reliance Network, will establish a network across North America to provide LTL, truckload and supply chain freight services, the group said.” Last week I wrote about taking the time to due your partner due diligence, however I want to also stress the importance of not taking so long to act that you get left out in the cold. The participants in the above alliance came together to create an organization that has the capability to both serve larger customers and a larger geographical area. How many regional trucking companies were left behind? In your industry, be the leader—build your alliances now—don’t get left behind. Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4
Executive Presentation Skills: Fun with Words From a book I really enjoy, “Painless Perfect Grammar” by Michael Strumpf—here is a fun and interesting exercise you might consider using to relax an audience. Offer to them; if a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited? Try these for yourself: 1. A Far East diplomat is 2. An office worker is 3. A banker is 4. Politicians are 5. Wine merchants are 6. A baker is 7. A school teacher is 8. A podiatrist is 9. A songwriter is For the answers to the above and more, you may head to a bookstore or go online and purchase Michael Strumpf’s book, or wait until next week for the answers. Trade Association & Professional Society Executives: Realistic ROI |
