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Look Towards The Future

May 22, 2013

Expert predictions are often predictably wrong. I know owners who have set an Advisory Board agenda around an annual Blue Sky session. That is, predictably, set to be a waste of time. Still, with your money on the line, you must be thinking:

- What’s the next big thing in our industry?

- Where are the trends going?

- What action can we take now that will pay off next year, or now?

Steve Jobs seemed to know what his Apple users wanted before they wanted it. P&G has installed several new rooms in its HQ facility. An “engagement” room allows testing of prototypes. A “usability” room has an eye-tracking device. Also, the “handshake” room may speak for itself. Other rooms are set up to model an office, a living room and even a commuter train.

NCR, at its zenith in Dayton Ohio, was considered to have advanced business metrics and, that was over 100 years ago. Cash register receipts became the top statistic for retailers. Eventually, the register even gave a sales figure by the hour.

Often we overlook indicators that should be measured. We review and analyze and forget to ask: is there anything else we should be looking for? As we know, past outcomes are not a guarantee of future performance. Constantly repeating the same mistakes is, however a red flag.

Moneyball, the movie, should be required in business schools. Billy Beane, or Brad Pitt, threw out over 100 years of collective baseball wisdom by using outcome metrics, called Saber metrics. Forget a player’s batting average; look instead at his on base percentage and keep your eye on outcome stats.

The point here is that if you want to affect the future, you must try to take control of it!


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Tom Besanceney

About Tom Besanceney

Tom Besanceney is president of Marketplex, Inc. a public relations focused marketing, branding and social media firm he founded in 1986 after working on Wendy’s: “Where’s the Beef?” ad campaign.

Based in Cincinnati, Marketplex serves a wide variety of clients in health care, hotels, retail and non profit. Since 2005, consulting services have included the formation of Advisory Boards for privately held companies.

Active in a number of civic organizations, Besanceney’s board service includes: Downtown Cincinnati, Inc., Xavier University National Alumni Board and the Chamber of Commerce Executives of Ohio.


Leadership Is Timeless

May 15, 2013

Leadership is hardly a topic to be dealt with in a column for a blog or a magazine, because it has so many aspects, but it is too important to success in business to ignore it. It is also a near inexhaustible theme for writing, because the world offers so many examples of leadership that are worth studying, because they are inspirational and worth following.

In all of my attentiveness to samples of leadership that I have seen, heard or read about, one stands out as a model that is near impossible to replicate. Like a world record that may never be broken or Cal Ripken’s string of 2,632 consecutive baseball games played. Part of the improbability of surpassing my top pick of leadership lies in the fact that it happened almost a century ago and at the other end of the world. The principles of leadership, though, are unaffected by time and location and the model could be replicated given the same degree of determination, discipline and persistence exhibited by Ernest Shackleton in his ill-fated Antarctic expedition in 1914-1916.

The story of Sir Ernest Shackleton’s expedition on board the Endurance is too long and nuanced to be repeated here, but is worth reading. The authoritative book on the expedition, with exceptional pictures taken by Frank Hurley – one of the crew members – is written by Caroline Alexander under the title “The Endurance” and was published in 1999 by Knopf.


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Frans Jager

About Frans Jager

Frans Jager is a retired CEO who has made a career in a number of large multi-national corporations in the field of rnanufacturing, distribution and trade of fertilizers and other supplies to the Turf, Horticulture and Landscape Industry.


The Way We Are

May 8, 2013

It was an everyday occurrence to see Mr. T. go through his routines at the office. He arrived promptly at the same time each day, followed the same route to his desk and proceeded to ‘open-up’ in an orderly fashion. At the end of the day, he simply reversed his morning course. Mr. T. was a manager who worked hard during the day, was frugal, dedicated to doing good work, showed respect for others; and would sacrifice personal benefit for the good of the company. What a strange man.

Mr. T’s work was never in question; he had excellent competencies and capabilities. It was his mannerisms that we latched on to. He was different than our generation. In reality, Mr. T. was simply a standard bearer for a generation we didn’t quite understand. Oh, did I mention, he absolutely did not understand our generation and where we were going. Looking back, it is interesting how we coexisted without either generation trying to understand the other; we didn’t have to. In the end, work was accomplished and the business continued to move forward.

In a relatively short period of time, the dynamics of the workplace has changed considerably. We have gone from a rather simple mix of a few primary groups of workers to a dynamic blend of very diverse workers. Now, you can often find three generations, multiple cultures, and unique ideologies in the workplace, each with its own set of distinctive mannerisms, and perspectives; simply a mirror image of society. These attributes were always, to some degree, present in our society but at that time we chose to maintain the status quo in the workplace, because it worked.

In generations past, market conditions seemed simpler and slower to change, so there was a limited sense of urgency to assess your workforce. Even when companies began realizing how diverse and more complex markets were becoming, many were slow to connect the need to assess the alignment of their human capital to the changing world. Businesses can no longer afford to be slow in making this connection. The game has changed; you cannot ignore the new reality of ‘the way we are.’

Business leaders, for the most part, understand the cultural, demographic, and technical changes that are taking place in the marketplace and their influence on their product offerings. They make the connection between the reality of their market and a workforce that can relate to the wants and needs of that market.

Change, however, remains difficult for many businesses. They are stuck in the way we ‘were’ instead of being part of the way we ‘are.’ Part of the problem is that the diversity of their human capital is not consistent with the diversity of their markets, which means that their internal perspective is not as aligned with the external perspective as it could be.

Workplace diversity should, to some degree, be a mirror image of the reality of a changing world that is complex and fluid. Therefore, businesses need to be constantly thinking about how they align their human capital with both current and future market opportunities, and develop a strategy to accomplish that alignment. Note that I am not talking about ignoring needed competencies and capabilities. You must always have the skill sets you need to implement your strategies. Considering diversity is an added dimension to acquiring competent individuals. It adds richness to your talent base.

Take a look at the diversity of your workforce and the diversity of your marketplace. Are they aligned? Should they be? If you need to make changes, develop a plan of action that will get you to where you need to be.

Regardless of your situation, never stop looking at the differences in people as being an opportunity for growth in perspectives, knowledge, experience, and connection to the reality of a more diverse economy. There are incredibly bright and skillful people in every nook and cranny of our society; what an opportunity for those who choose to move forward with the changing times.

This article is cross-posted at Thinkin’ Things Over.

George James

About George James

George James is the founder of James Consulting Group, LLC, a consulting practice that helps executives and businesses develop more effective decision-making competencies (ReINVENTive Thinking!™) for improving their organization’s performance.


Why Most People Don’t Excel At Work

May 1, 2013

I ran across this scene at my local grocery store the other day: a shopping cart hooked over the curb of one of the parking lot flower beds literally TEN STEPS from the nearest cart corral.

This drives me NUTS. Like to the point that if I’m lucky enough to see it happening, I’ll walk up to the person and say in an overly nice way “Let me take that the last few steps to the cart corral for you.”

Sometimes I bet I don’t sound nice at all, especially when I over-emphasize the “last few steps” part.

But this is why most people never truly excel at work. They just won’t take those last few steps that change everything from sloppy to super. From incompetent to incredible. From wimpy to wow. Look at that shopping cart. Is that not the wimpiest act of mediocrity you’ve ever seen?

Oh, I know, it’s easy to cut corners, especially when it’s raining, or busy, or difficult, or (insert your own wimpy excuse here). Excellence begins with simply doing the work and taking ALL the steps. And developing the habit of ALWAYS doing so.

Lest I pretend to be perfect, I have my fair share of mediocre moments. In fact, here are some ways I let my excellence slip on occasion:

- I leave work for tomorrow that I should have/could have finished today.
- I don’t communicate information that might make someone else’s job easier.
- I let my desk get messy.
- I let my inbox get messy.
- I pile instead of file.
- I focus on things I want to do instead of what needs to be done.
- I do things myself that I should delegate.

Oh, believe me, this list could be a mile long. I’m stopping here to preserve my dignity.

The saddest part of my list is that every single thing I mentioned is like hooking the shopping cart on the curb. Every one of these things is just a few short steps (or minutes) away from excellence. Yet, sometimes I stop at “OK“, or “good enough”, or “I’ll finish that tomorrow.”

Did any of my lapses of excellence sound familiar to you? Any chance I can convince you to join me in taking a few extra steps today?

This article is cross-posted on sparknewthinking.com.

Mark Henson

About Mark Henson

Mark is the creator and chief imagination officer of sparkspace, an inspirational business retreat center in Columbus, OH. Mark is also a keynote speaker, retreat leader, and author of Spark New Thinking.


Want more sales? Act like a “Dummy”

April 22, 2013

Sounds like bad advice, doesn’t it? Especially for salespeople. But let’s look a little deeper. Let me tell you about a start-up with a great idea. An idea that was so simple and filled such a great need that everyone that saw it said, “Why didn’t I think of that?” But the inventors had no experience the field in which the product applied. No background, no understanding of the intricacies of potential customer’s businesses, or the language of the industry. They were, in fact, dummies!

So instead of assuming they knew why prospects would buy, they embraced their ignorance and told the prospects they didn’t fully understand the value of the product to them, or any negatives that might exist. They said, “Would you help us understand what you like and what you don’t like, so that we might make it fit your specific needs, which would help us both?”


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Roger Wentworth

About Roger Wentworth

Roger is the founder and CEO of the Sandler Sales Institute's Dayton Ohio office. In this role, he regularly meets with clients to rehearse and reinforce effective sales techniques, strategies, and best practices. He also offers his insights and support as a public speaker on sales, sales management, and business development. Roger's prior experience includes a 30-year career in manufacturing, engineering management, product development, and program management.