In a tough economy, it is quite easy for sales
and business development persons to blame the economy for their lack of
prospecting and follow through. It is equally as easy for business owners and
leaders to hunker down into sluggishness and immobility. Put more bluntly; just
blame your shortcomings on the economy, everyone else does. Getting things done, for almost everyone today is
a huge challenge. Doing what you say you are going to do can be even more
difficult. Priority changes, lack of time and fear of perfection are
frequently given reasons for non-performance in Ed's recent research project on Doing
What You Say. Leaders, help your employees, and especially your sales
departments, to be more productive in this tumultuous economy through time
proven accountability mechanisms--with a new twist.
Ending your anxiety of unfulfilled promises and
lost opportunity is more important today than ever. Learn how to do what you
say. This presentation is really a process with both
art and science components integrated; Ed will get you started and teach you how
to keep accountability systems going. And/or Ed will work with you over a period
of time and administer the employee accountability process.
Step 1: The process starts with a facilitated
industry round table style presentation to determine challenge areas that can be
controlled by individual attendees.
Step 2: Group solution development for personal
controllable areas of challenge.
Step 3: Select your mechanism; which of the four
choices? Personal to buddy system education. Accountability
buddies selected then buddies are taught how to gradually push for higher levels
of commitment.
Step 4: Follow up mechanisms.
If your organization is experiencing
sluggishness, de-motivation, effectiveness drop off, poor communication,
subversive politicking, or sales decreases due to a variety of reasons, Doing
What You Say: All the Time is for you. Don't delay--get it done now!
Call Ed Rigsbee at 805-444-0957 to check
availability.
Stop the Conflict
and Get More ROI from Your Alliance Relationships
(Keynote)
Increase
your marketing share instantly!
Get
instant access to the strength, capabilities, and experience of others.
Plug
into an established network of loyal customers ready to buy from you.
Access
the brilliance of combined brand traction.
Get
all this and more through Smart
Alliances.
Strategic
alliances give you a dramatically faster and more cost effective growth option
by leveraging the assets of others.To
get these amazing results, you have to be strategic, flexible, and collaborative
– but you have to be careful.50%
of alliances fail – by knowing how to choose the right partners you will
eliminate squandered time and resources.
In
the GrowingYourBusiness with
Smart Alliances
program, Ed draws from his books,Developing
Strategic Alliances and PartnerShift
along with years of helping organizations access their strategic advantage
through alliance development. Ed's depth of expertise combined with his
inspirational style of speaking will leave your audience with a sense of
purpose. Because Ed believes that business
is about results not excuses, he delivers ready-to-use tools that
will immediately impact their lives and your organization’s profitability.
You
Need the Art & Science Formula:
Move to PartnerShift—develop outrageously successful business relationships
and strategic alliances. Learn the correct formula for developing successful
alliances that convert alliance energy into gold—increased profitability and
effectiveness.
Strategic
alliances give you a dramatically faster and more cost effective growth option
by leveraging the assets of others. To get these amazing results, you have to
have the formula, and be strategic, flexible, and collaborative – but you have
to be careful.50% of alliances fail
– by knowing how to choose the right partners you will eliminate squandered
time and resources.
Using
the idea of growing your business with
smart alliances, Ed draws content from his books; Developing Strategic
Alliances and PartnerShift along with years of helping organizations access
their strategic advantage through alliance development. Ed's depth of expertise
combined with his inspirational style of speaking will leave your audience with
a sense of purpose.Because Ed
believes that business is about results not excuses, he delivers ready-to-use
tools that will immediately impact their lives and your organization’s
profitability.
Through
the alliance and business relationship window, Ed shares the four behavior keys
and seven steps develop and implement to successful internal and external
business (and personal) relationships.
Alliance
Driver Behaviors (the Art):
1.Focus on getting things done rather than being right.
2.Make Relationship Bank deposits before withdrawals.
3.
Use Purposeful communication to overcome conflict.
Alliance
Development Steps (the Science):
1.Monitor
2.Educate
3.Select
Alliance
Type
4.Organize
5.Agreement
6.Implementation
7.Maintenance
Stop the Insanity--Build Outrageously Successful Relationships
Everyone
wants ROI from their relationships; professional and personal. In difficult economic times, every successful person
realizes the crucial importance of solid relationships! Learn how to double the strength of your organization or your personal network
by Shifting to outrageously successful business relationships.
Learn how to develop alliances that provide high-value for all involved. This presentation serves an eclectic audience, something in
it for everybody; especially spouses! All
the attendees at your meeting will receive value from this session. Through the
alliance and business relationship window, Rigsbee shares the four keys to
successful internal and external business (and personal) relationships.
Focus not on being right, but
rather on getting things done.
Make Relationship Bank
deposits before withdrawals.
Do Relationship Value
Updates regularly.
Purposeful communication to overcome
conflict.
Through humor and personal stories,
Rigsbee will connect with your meeting attendees, helping them to understand the
Relationship Value Equation. This program delivers double value for your meeting
attendees: business and personal relationship improvement. Outrageously
Successful Relationships is an outstanding program for business alliance
partners to attend together. Be your meeting corporate or association, this is a dynamite program,
as every person in attendance receives value. Spouses attending generally have
their elbow in the ribs of their partner throughout much of the program--extra
value there!
10 Highly Profitable Cross-Promotions You Can Implement Right Away (Breakout/concurrent
session)
The well kept success secret for small
and medium sized
business success-- especially specialty retailers-- is effective cross-promotion. Cross-promotion is how
businesses of all sized maximize their marketing budget. Double, triple, even
quadruple your exposure and market share through cross promotion campaigns with
others, while cutting your marketing costs in half or less--and do it NOW!.
Get more bang for your marketing buck by
also working with others
in the areas of positioning, advertising and purchasing. Learn how various
organizations and industries have collaborated for mutually synergistic value. Discover
the successful alliance and promotion strategies of others. Be prepared to
accelerate your customer awareness, acceptance and market position.
10 Successful cross
promotions by others
How to execute a successful
cross-promotion
Cross-promotion check list
Cross-promotion campaigns
One dozen additional ways to get people to
notice you/your business.
How to Compete When You
Can't Compete on Price (Breakout/concurrent
session or full-day workshop)
This is a full-day
seminar or a multi-day workshop. The series of connected or individual
presentations offers your meeting attendees both partnering strategy and tactics.
"Why in the world
would I want to buy my
(you fill in the blank) from you?" If you can't
answer this question in your sleep, this seminar is for you. Your customers have
more product and location choices than ever before. Learn how your enterprise can be top
of their mind. Receive the tools that help you to successfully compete against the "big box"
retailers, integrators and multi-nationals.
Leverage your unique selling proposition through alliance relationships. Develop
the synergies necessary to thrive in the big box shadows. Discover ideas to
become the supplier of choice in your community and industry.
Grow your business by learning how to successfully implement partnering
throughout your entire enterprise. Deliver all the value and more from Rigsbee's
three books at your next meeting. Select the The Total Organizational Partnering System.
Win big and save big while learning how to double your strength overnight in all
the important areas of your business.
Owner/Executive becoming the Optimal
Partner
Partnering with Your Employees to build
their Emotional Ownership in the success of the enterprise
Partnership Positioning with your customers
so they see you as the vendor of choice
Partnering with Your Suppliers to get the
best total value package
External Strategic Alliances to bolster
core weaknesses and share core strengths
The Total OrganizationalPartnering
System will help your organization to double its strength and market share overnight.
The New Era of Manufacturer/Distributor (Dealer) Cooperation(Keynote or General session)
Supply chain
success--combining research with
insight, and in an entertaining manner, Ed reveals erroneous beliefs held by
supply chain partners. The fact is this; perceptions define reality. Too
frequently needless conflict is created by flawed beliefs about what one's
supply chain partner wants, needs and considers to be a positive value
proposition. Learn what your competitors are learning about these blemished
perceptions. Discover how to give and/or ask for the best Total Value Package
available. Manufacturers and distributors and/or dealers learn how to turn
around their sell/buy paradigm by discovering and understanding the needs of
their distribution partner(s). Through intelligent sales offerings and
purchasing practices, resources can be redirected to create more usable value
for the supply chain. Learn the ABCs (adversarial, barometric &
complementary) of manufacturer-distributor relationships. Discover why Ed say's,
"Yes, you can do better!"
This program
can also be adapted to contractor/supplier & manufacturer/agency cooperative
relationships.
Program Research:
Rigsbee surveys a sampling of both
manufacturers and distributors from your association membership. Or, for
corporate programs, surveys manufacturing management along with a
sampling of the organization's dealer network.
Questions are asked of manufacturers
around where distributors can change their behavior to conserve manufacturer
resources and also, what would be in it for the distributors if they did
change.
Both distributors and manufacturers are
asked about areas where the other falls short of their commitment to their
supply chain partner.
Program Results:
Issues from both sides are synthesized and
brought to the surface in a safe method, and without personal agendas
getting in the way. While Rigsbee points out the foibles of both sides, he acts as a non-judgmental intermediary.
Each side can view challenges through the
window of their supply chain partner.
Rigsbee delivers solutions based on his
interviews and knowledge of what other industries have successfully achieved.
Participants that enter with
an open mind exit with implementation tactics for supply chain improvement.
Customer Service Screw-Ups; Learn from the Mistakes of Others(Breakout/concurrent
session)
This exciting seminar, adapted from Ed’s
forthcoming book, Customer Service Screw-Ups—Learn from
the Mistakes of Others, works well as a breakout/concurrent
session, and is even more effective as a full-day workshop.
Ask yourself, "Are you tired of hearing about
the legendary service that Nordstrom’s and Ritz Carlton delivers?" Then
you get thinking that these organizations have no application to your business. If so, you
will enjoy Ed’s new approach—no holds barred—learning from the real-life
mistakes of others.
All customer service challenges
emanate from three key areas, Ed refers to this as the TEA Master Key:
Training
Ego
Attitude
Training:
Have you ever worked with a customer service person and they appeared not to
have the necessary tools available to them to solve your problems or simply did
not possess the know how? The TEA Master Key will solve that.
Ego:
Have you ever worked with someone that appeared to be a real jerk? They seemed
intelligent enough to tell you just how wrong you were—again and again and
again rather than take the time to solve your problem. The TEA Master Key will
also solve that.
Attitude:
Have you ever dealt with a person that was nothing but apathetic to the fact
that you needed their help in dealing with your customer service issue? They
just had no desire to do anything to help you solve your problem. The TEA Master
Key will solve that too.
In this program, Ed uses
real-life customer service screw-ups from a number of industries as the conduit
to deliver the TEA Master Key for your organization. He shares from his
perspective what went wrong and suggests remedies that you can adapt and use
instantly in your business.
Interdepartmental
Collaboration for a More Productive Organization (Breakout/concurrent
session)
“Sure,
it’s a mess at work—nobody is getting along, everybody is playing "cover
their rear" and productivity…isn’t. Fiefdom leaders are building
walls to keep other departments in the dark and I’m just tired of it
all.”
If any of the above sounds vaguely familiar,
you need Ed Rigsbee’s Let’s Get
Along & Be More Productive seminar.You want a productive workplace where people transcend beyond
antagonism, mutual disrespect, and even cooperation to…COLLABORATION.
Collaborative seminar elements include:
Why
it’s in my best interest to get along with you
How
to break down interdepartmental barriers that asphyxiate productivity
Proven
methods for dealing with territorial squabbles
Understand
the difference between cooperate and collaborate—the two are worlds
apart
Learn
conflict resolution through the critical decision making process
Attendees will walk away with:
Immediately
usable tools for repairing internal relationships
An
understanding of how their department serves and supports their
organization’s driving strategy
A
propensity to be 20% more likely to desire collaboration with other
departments over aggravation
Achieve Employee Productivity
& Growth Through Partnering (Breakout/concurrent session)
Employee perception is employee reality! In
America, outhouses are generally
considered outdated, so too are many of management's erroneous beliefs about
leading and motivating their workers. In any organizational two-story outhouse,
management always occupies the top floor! If you are willing to explore your
organization's employee policy foibles, this is the program for your next
meeting. Learn how to tear down organizational outhouses, real or perceived.
Determining if your company does indeed have a
two-story outhouse.
How was it built?
Is it fun for your employees?
Can you, tear it down?
How to tear it down and partner with your employees for
sustained success.
The PARTNER Model
Do you want your employees to
have an Emotional Ownership in the success of your business, even though
they are not an owner? Do you want them to take risks and make intelligent
decisions in your absence? Learn how to develop a powerful team dedicated to
moving your business forward. Develop relationships at work, that work!
The
PARTNER Model is the answer. Discover the magic in permission cards.
Explore low cost employee recognitions and how to successfully implement the Rigsbee
Employee Recognition Certificate System. Learn which recognitions have
legs (long-term value) and which are a flash in the pan (little value). Your
employees will be as excited about your business as are you. And, if you're not
excited, you will be.
The
PARTNER Model:
Participation
Acceptance
Recognition
Tell the Truth
Net of Safety
Enthusiasm
Renewal
Cooperate and Collaborate to Innovate (Breakout/concurrent
session)
Immensely
important for American manufacturers, you must Innovate or Die. Everybody,
especially manufacturers, must develop a unique niche or be relegated to
compete with China on just price. These are today's somber realities for
North Americans. And the challenge is, how to get it done. Today, most
manufacturers are so busy just trying to tread water that there simply is
not enough time, and rarely the resources, to innovate. This is where
collaboration is needed. Learn how successful collaborations with
competitors, non-profits, municipalities, and state and federal governments
are possible.
Learn
how to:
Determine innovation need
Find potential partners for innovation
Develop collaborative alliances for innovation
Structure innovation alliance implementation
systems
Conquering Markets Through Competent
Collaborations:
Are you looking to expand? Do you want more than
your fair share? Conquering markets in today's business environment requires
collaboration from all sides. You must diligently work to develop outrageously successful
alliance relationships
with your employees, your suppliers and numerous outside organizations. And yes,
even with competitors. To conquer new or existing markets, your
customers must absolutely see you as their supplier or vendor of choice. To achieve this goal, you need
to put competency into your collaboration efforts. The necessary elements you
must exude include:
Having a
sense of Curiousness
Having a
clear Vision of the possibilities
Having the
ability to Communicate well with all alliance members
Demonstrating
alliance Leadership, even when things do not go well
Having the
ability to Organize for implementation
Having Compassion
for those that are not as gifted as yourself goes a long way in building
alliance teams
Also, you will
learn:
How to become the vendor of choice
How to position your business
How to brand your business, services, products
and employees to achieve success
Presentation Outcomes:
Instilling the desire in you to build
competent collaborations
Develop innovation through collaboration
Giving you a clear understanding of how to
build competency into collaborations
Receiving the roadmap for monitoring
collaboration competency
It's the competent alliance relationships you
develop that will help you to become the vendor of choice, and thereby
conquering your increased market share. Learn how to find the right alliance
partners and build competent alliances by developing outrageously successful
alliance relationships--internal and external to your organization.
In Bed with the Enemy--Partnering with Your Competition
Cooperating with
your competition can be more profitable than you have ever imagined. Rigsbee
will shatter your
paradigm and teach you how to make a traditionally adversary relationship work
profitably. Explore a number of core areas in which successful businesses
develop partnering alliances. Learn the ten critical qualities in selecting
alliance partners-a necessary element in building long-term cooperative
relationships. In today's era of e-commerce and consolidations, entire industries are
finding that industry-wide and mastermind alliances are necessary to compete.
You will walk away with the tools for developing your successful strategic
alliances. Elements include:
The search for the perfect mate.
How find a partner with the same core values as you.
The getting married jitters.
Where are you going to live?
Who's Going to Do the Chores?
It's
time to tie the knot.
Surviving under the sheets.
When your partner takes all the covers.
We must go to the marriage counselor.
We did it, and look at the profits.
Brand
Traction--Branding Strategies that Attract New Customers(breakout or
concurrent session)
Brand Traction is
what every marketer wants, and so do you! Business owners and marketers
alike frequently ask, “Why are some dates, events or situations indelibly
branded on one’s memory while others are not?”
Simple, a lasting impression was made! Like indelible ink, an Indelible
Brand is imperishable. It cannot be blotted out, washed out, or obliterated.
It's Permanent! It's Brand Traction!
Branding is the process of
burning or impressing a mark upon an object or entity for the purpose of
identification. What you want for your business, large or small, is an Indelible
Brand—to burn your image, offering and position into the minds of your
customers—to impress indelibly onto their memory.
If you want your brand to be more, mean more, than a simple logo or slogan; you
want Brand Traction.
Marketplace Positioning
Physical
Emotional
Customer Emotional Connections
& Barriers
Developmental Years
Current
Positive & Negative Word
& Memory Correlations
Associations
Relationships
Links
Parallels
Hypnotic Memory Triggers
Visual
Auditory
Kinesthetic
Corporate, Business or
Organizational Image
Brand Building Exposure: Paid
& Free
Strategy verses Tactics
Build your Mark of Distinction.
Making one’s mark means to achieve success or fame. Too often, one misses the
mark, failing to achieve one’s aim and becoming unsuccessful in their attempt.
Hitting the mark is what you want for your organization’s branding position.
That is, to indelibly burn into the minds of your customers like a white-hot
branding iron pressing and burning into the flesh—there on the marketplace
brain for evermore. Make your brand have meaning, give your brand traction, and
your customers will reward you with loyalty.
PARTNER Selling (Breakout/concurrent
session)
Both outside and inside sales persons must
build a solid
relationship
before trying old school or hard closes. Customers of today want help in
both selection and feeling good about their purchasing decisions. Consumers and
purchasers want sales people to get on their side of the table, to see need from
the purchasing side. Sales people learn the
secrets of giving customers the value they want by first learning what value is
from the eye of the beholder.
You've Got to Understand
Value to Sell Value
Salespeople once said,
"Price, quality, service--pick any two." Today, this is no longer good
enough to satisfy informed buyers--both consumer and B2B. Today's
purchasers want all three. Your customers are continually computing your value
proposition and it better be great. Buyers and consumers have more choice than
ever before. If you can't--another will.
Whether you are brick & mortar,
brick & click or click only, you must deliver the particular perceived value
your customers expect. Learn how to understand value from a new direction.
Determine your intelligent sales positioning, be it commodity or Valued
Solution. Don't get sandwiched in the middle or you'll be squished like a bug!
This
program will make a major difference in the improvement of your entire sales
team, both internal and external, and sales management. This is done through a
new understanding your value proposition through the PARTNERS Model.
Uncover their Pain
Assess
their situation
Make
it Relevant
Translate
features into benefits
Use Neuro-Linguistic
Programming skills
Make an Emotional
connection
Remove
objections
Solve
their problems
Yes,
You
Can Do Better
This
presentation is a wonderful opener for any meeting, corporate or association,
because all business people have similar issues--they simply don't realize it.
Revealed in the Rigsbee Research June 2005 survey, about business leaders
working with others, the current
top 4 areas of concern among business leaders are:
Communication
(28%)
Follow
through (20%)
Changing
the behavior of others (17%)
Truth
& responsibility (9%)
In
your work day, you have to deal with the following modes of communication: Verbal
in person, Verbal via telephone, Visual,
Written, Electronic, E-mail, Broadcast, and Multi-Media. What's a person to do? First,
ask, "In whose world I you exist?" Then, "Am I taking responsibility
for communication both sent and received?"
Develop
PartnerSpeak--your
system for purposeful communication. Your system should
include:
Establishing
priorities
Identifying
critical information
Flagging
mechanism for above
Common
language
Dealing
with ego
In
his presentation, Ed explores how everyone can do better, regardless of their
current success. He presents ideas through the window of specific answers that business
leaders revealed to him.
Collaboration; It's Not Just for the Workplace (Spouse
breakfast or breakout/concurrent
session)
Getting
along and working together at home takes the same kind of commitment to
success as does in the workplace. Three behaviors necessary for successful
collaborations are:
Getting
things done rather than obsessing on being right.
Continual
Relationship Bank deposits.
Competent
and meaningful communication.
When
spouses get away from home and work, what a wonderful time to explore the
above behaviors. Ed's style might be called a bit confronting, yet Ed's
playful approach develops an environment of trust and freedom. With humor
and heart, Ed shares stories from his life and three-decade plus marriage
with his wife, Regina.
Come
and enjoy Collaboration;
It's Not Just for the Workplace with Ed Rigsbee. He will challenge
your erroneous beliefs about relationships and urge you to have the joy
and happiness that truly is possible by embracing the three behaviors of
collaboration.
Determining the Yearly Sustainable Real-Dollar ROI from Association Membership--Step
#1 for Member Recruitment & Retention
(The
first step in developing your own grass roots membership recruitment
campaign.)
(The
Member Value Process is best as a breakout or concurrent
session. If delivered as a general session, it should be scheduled as the
first session of the day. This presentation is the cornerstone for Ed
Rigsbee's Grass Roots Member Recruitment Campaigns.)
This
is a facilitated session by Ed Rigsbee, one that every association in North
America should experience! Ed is the only consultant in America that facilitates
his proprietary Member Value Process. It's not an easy process, but
easily worth 10 times the cost to associations that are open to learning
and having the mirror brought up real, real close.
How
much is your association membership really worth? Today,
your association membership is more crucial to your success than any time
previous. And, you’re expected to justify your membership expenditure.
You are being asked, “What’s the ROI (return on investment) of your
association membership?" You know that the networking and education
opportunities have been invaluable to you, but you are now being asked to
put a dollar value on what you get.
Help is on the way!
Business relationship author, Ed Rigsbee, CSP, will lead you through a
process he developed to determine the yearly sustainable dollar value of
your association membership. Following his session, the next time you are
asked about the ROI of your association membership—you’ll have the
answer on the tip of your tongue. You’ll dazzle the people back at work
with the ease in which you answer their ROI questions.
Everyone
wants ROI from their relationships; professional and personal. In difficult economic times, every successful person
realizes the crucial importance of solid relationships! Learn how to double the strength of your organization or your personal network
by Shifting to outrageously successful business relationships.
Learn how to develop alliances that provide high-value for all involved. This presentation serves an eclectic audience, something in
it for everybody; especially spouses! All
the attendees at your meeting will receive value from this session. Through the
alliance and business relationship window, Rigsbee shares the four keys to
successful internal and external business (and personal) relationships.
The well kept success secret for small
and medium sized
business success-- especially specialty retailers-- is effective cross-promotion. Cross-promotion is how
businesses of all sized maximize their marketing budget. Double, triple, even
quadruple your exposure and market share through cross promotion campaigns with
others, while cutting your marketing costs in half or less--and do it NOW!. 
You've Got to Understand
Value to Sell Value
