Will You Add? - Business

Client Service as a Competitive Advantage
As someone who has been heavily involved facilitating strategic planning processes with organizations during the last 15+ years, I often find it somewhat amusing how people answer the questions I pose.For example, if I ask people, “What is your unique differentiation in the marketplace?” or “What does your organization really excel at?” They will almost always reply, “It has to be our client service.” Almost no one will admit to being “lousy” in client service, any more than they will talk about living in an average town with average kids. Instead I see the “Lake Woebegone Syndrome.” In Lake Woebegone it seems all the women are pretty, all the men are handsome, and all the kids are well above average.If while getting to know someone’s agency or company, I ask the question, “If I hauled you into a court of law and accused you of being a ‘world class’ client service provider, would there be enough evidence to convict you?” Many times, unfortunately, their answer is, “Probably not.”Therefore, if so many people think client service and satisfaction is so critical to the success of the vision and the execution of the strategic plan, why is it not usually monitored with the same intensity as the financials? After all, financials are a lagging indicator (telling what happened after the fact) while client satisfaction may be a leading indicator (it can be predicting what may happen in the future).Many organizations go through all sorts of trial and error and purchase various software programs to keep their finger on the pulse of dollars and cents because they want to know where they are and minimize opportunity for loss. For years it has been known that “what gets measured gets done.”If that is the case, why is it that many organizations choose to almost ignore measuring client satisfaction? By doing so, they run

solutions without knowing what you're looking for. Know the business problem you're trying to solve. If you know you need a software package that automates statistical analysis, flush out a more detailed set of statistics requirements (types of model, sample sizes, etc.) before you begin to shop around. Usually, software products have bells and whistles that, although look cool, are not absolutely needed. Before you begin comparison shopping, define your basic technology and business requirements. Knowing what you really need will give you confidence and leverage in a negotiation.

Always Comparison Shop

Tackling Your Unemployment Creatively
Are you unemployed or been laid off? You are not alone if that is any comfort to you. Worldwide millions of people are in the same predicament as you are. Unemployment and lay offs are stark realities of the downsizing, reengineering, restructuring, and automation in a sluggish global economy where corporations are trying every trick in the book to reduce costs, increase productivity and keep the organization lean, mean and profitable. Every one of us has gone through the phase of being unemployed once or more in our careers.What does one have to undergo during this period. Endless wait for phone calls, eagerly scanning the emails or letters inviting you for a discussion, even a rejection letter seem to be good as you feel at least your existence is being acknowledged, the pain of unreturned calls from ex colleagues and friends whom once you helped or were close to, sudden disappearance of invitations which used to pour in when you were employed may all sound only too familiar to many of us.The major problem is the loss of self dignity, fall from one's own self respect and severe depression. One feels lower than the lowliest creature. If you are young you can still look forward with better resilience. God forbid if you are one of those in the mid 30's or 40’s and may be waiting for months and even years for jobs which many think you are too old to handle in spite of your excellent track record.The pain of running out money, ideas, contacts and even life itself is too intense. However you have a choice. You can either look into an empty future or you can believe that a bright future is just around the corner and you will turn that corner soon.Here are 5 creative ways you can tackle your period of unemployment and turn the corner.Learn a New SkillOne of the best ways to spend the time of une

Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the art of negotiation, so it can be difficult to spot a snake in the grass. Before you begin negotiating a technology deal, know what you're getting in to.

Solicit, Don't Be Solicited

I receive at least three calls each day from technology vendors interested in selling something: hardware equipment, software tools, consulting services, etc. Usually, these calls are "cold". My name somehow landed on a telemarketing list in the hands of some vendor who is calling me out of the clear blue sky hoping that what they sell somehow matches what I need. You can waste hours on the phone letting some non-technical, script-reading, telemarketer or sales representative chew your ear off about their latest and greatest gizmo. Very rarely do these types of calls ever translate into a real business opportunity.

The most popular cold call opening is "Good morning. This is Joe from the XYZ software company. We offer break through whatever solutions to help you reduce your total cost of ownership for whatever. Let me ask you, are your responsible for managing your companies whatever investment?" I get so many of these calls that I can answer them in my sleep. Years ago, I used to engage in some level of discussion with these people and it always went nowhere. Unless you really think they've got something you might want to buy, cut them off immediately. And just like any telemarketer, they have a scripted response for anything. If you answer the above question with "No. I am not". The immediate response will be "Could you direct me to someone in the company that is responsible for whatever". If you hand out a name and number, you're just passing the buck to some other poor soul in your organization. My favorite response is "No. We don't respond to phone solicitations." Nine times out of ten, they will give up.

Sometimes, the cold caller will make another run at it and re-state their purpose or as they close the call, sneak in another sales pitch. "Yes sir. I understand. We offer something really great for your company and would love to send you a free trial version at absolutely no cost. Its free to try." You could be tempted to say "Free? Tell me more." Again, this type of response will just open up the sales speech flood gates and you will be wasting your time trying to get a word in edge-wise. Stick to your guns: "As I said. We don't respond to phone solicitations." is the proper response. If they make yet one more run at it, the final blow would be "Not sure if you're deaf, but I said we don't respond to phone solicitations. Tell me your name and transfer me to your supervisor." You will either hear apologies or a dial tone. Either way, you've just gotten yourself off of a call list and will never be bothered again.

If you're interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Never begin looking for technology solutions without knowing what you're looking for. Know the business problem you're trying to solve. If you know you need a software package that automates statistical analysis, flush out a more detailed set of statistics requirements (types of model, sample sizes, etc.) before you begin to shop around. Usually, software products have bells and whistles that, although look cool, are not absolutely needed. Before you begin comparison shopping, define your basic technology and business requirements. Knowing what you really need will give you confidence and leverage in a negotiation.

Always Comparison Shop

Producing Professional Postcards to Match Your Profession
Businesses are aware that postcards are versatile tools that they can have in making business known in the market. Like business cards it can be used to establish an identity in the market. The postcards that are distributed are effective means of keeping clients aware and updated. Through the professional cards that are distributed you can tell how effective they are in bringing business.Because of the versatility that postcards possesses professionals are also venturing to use them. They make use of the cards to match the profession they are involved in. Professional postcards are very effective if you wanted your profession to be popularized and known by your clients.Though it is said that advertising is the most critical part of every business you can ease the burdens and difficulty of having them produced. Businesses are also aware that the main purpose of advertising is to make their business recognized and patronized by the chosen mass of people. Because of this you can advertise your products in its simplest way.Making use of postcards can be a very ideal for your business because they are simple to use, very economical and can be delivered through mass distribution. Matching with the designs for your professional postcards with the profession you are into you can seek for online printers or printing companies that has the knowledge and skill in developing the cards that you want.Mainly the task of the graphic designers is to make use of graphic design or visual elements to express a message. In this part as a professional you can provide your printer with an image, illustration or artworks that will match with the profession you are into.In making your designs you need to remember this:•Your design m

the hands of some vendor who is calling me out of the clear blue sky hoping that what they sell somehow matches what I need. You can waste hours on the phone letting some non-technical, script-reading, telemarketer or sales representative chew your ear off about their latest and greatest gizmo. Very rarely do these types of calls ever translate into a real business opportunity.

If you're interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Always Comparison Shop

More About Job Interview Questions
Job Interviews are essential to helping employers know more about their potential employees. The key factors evaluated will be the interview along with the applicants professional and educational background. The results provide a strong indication to the employer as to whether or not you are suited for the job.Interviews are important because it shows your personality and other attributes that cannot be deduced from your resume. To ensure that you have the best possible chance of getting hired, it is best that you prepare for the job interview. Preparation, however, is not limited to just the job interview questions.Preparations begin before the job interview Choose the clothes that you'll wear. Depending on the job interview, smart casuals or better yet, office attire should be worn. Observe good hygiene and make sure you're well-groomed for the job interview. This includes a trip to the salon or barber if needed. Print out a copy of your resume. Employers sometimes ask for another copy of your resume during the job interview. Plan days ahead of your interview. Make sure you don't have prior commitments scheduled on the same day or time slot as the interview. Practice your answers to the most probable interview questions. Relax and unwind. Don't be too stressed for that important interview.Frequently asked job interview questions Tell us something about yourself that is not included in the resume. Why are you interested in the job position? Why should we hire you? How long do you plan to stay with the company if you're accepted? What are your short-term goals? What are your long-term goals? Why should we choose you over other applicants?here. Unless you really think they've got something you might want to buy, cut them off immediately. And just like any telemarketer, they have a scripted response for anything. If you answer the above question with "No. I am not". The immediate response will be "Could you direct me to someone in the company that is responsible for whatever". If you hand out a name and number, you're just passing the buck to some other poor soul in your organization. My favorite response is "No. We don't respond to phone solicitations." Nine times out of ten, they will give up.

If you're interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Always Comparison Shop

How To Become An Entrepreneur
An entrepreneur is a person who organizes, operates, and assumes the risk for a business venture. Below you will find the Top Websites if you are considering how to become an entrepreneur or starting your own home business.Most commonly, the term entrepreneur applies to someone who establishes a new entity to offer a new or existing product or service into a new or existing market, whether for a profit or not-for-profit venture, a business entrepreneur. Business entrepreneurs often have strong beliefs about a market opportunity and are willing to accept a high level of personal, professional or financial risk to pursue that opportunity.Entrepreneurs have many of the same character traits as leaders. They are often contrasted with managers and administrators who are said to be more methodical and less impetuous.There is a leader, the entrepreneur, who is the driving force behind economic events.Inside the mind of this entrepreneur is a vision of a future state that is preferred to the present state.Through a semiconscious process of intuition and insight, rooted in experience, the entrepreneur develops this vision and a strategy of how to implement it.This vision is promoted diligently and passionately by the entrepreneur. The job for many provides a feeling of being "alive" or the satisfaction of serving society.The strategy is deliberate and the overall vision is clear, however details may be malleable, incomplete, and emergent.Entrepreneurial strategies tend to go along with simple centralized organizational structures that respond quickly to the entrepreneur's directives.Entrepreneurial strategies tend to be used in niche markets that have not been noticed by the large industry leaders.One of the things that makes the United States such a great country is the fact that

absolutely no cost. Its free to try." You could be tempted to say "Free? Tell me more." Again, this type of response will just open up the sales speech flood gates and you will be wasting your time trying to get a word in edge-wise. Stick to your guns: "As I said. We don't respond to phone solicitations." is the proper response. If they make yet one more run at it, the final blow would be "Not sure if you're deaf, but I said we don't respond to phone solicitations. Tell me your name and transfer me to your supervisor." You will either hear apologies or a dial tone. Either way, you've just gotten yourself off of a call list and will never be bothered again.

If you're interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Always Comparison Shop

Market Research: Change What You Currently Do
A sovereign’s first duty is doubtless to conform with the wishes of the people; but what the people say is scarcely ever what they wish: their desires and their wants cannot be learned from their own mouths so well as they are to be read in the heart of their prince.” -Napoleon BonaparteAt Stealing Share™, we insist on conducting primary research for our clients because we understand the brand value of the nuances within the market place when developing brand strategies. We have yet to encounter a client with existing research worth the paper upon which it is printed. Research, as currently practiced, is stagnant, describing the market as it currently is, finding solutions and ideas that are already currently known. In turn, profitable revelations rendered from current research processes are few and far between. Failure resides not in the methodology, but in the process leading to the research study.When research studies depend solely upon the focus group process, failure is imminent. Marketers use focus groups as means to cover their butts in case of the unexpected negative result. Focus groups are comparable to hand towels with regard to coverage, functional after dinner, but utterly futile after a long shower. Research should prove projectable, and focus groups most certainly are not. Neither positive response nor negative response from focus groups is reliable. Within one focus group, there will be a wide spectrum of responses ranging from positive to negative and everything in between.Many ideas are hailed because the focus group approves of them or disregards them immediately, because the group gave it a thumbs down. Napoleon concludes, “Nothing is more difficult, and therefore more precious, than to be able to decide.” With focus groups, a scapegoat is produced and marke

Always Comparison Shop

No matter what, always evaluate multiple options. If you're looking for software, don't get excited and latch on to the first package that looks good. And certainly don't give a sales rep. the impression that you're overly interested in their solution. They will be less likely to move during a negotiation. The IT market is over abundant with hardware, software and services solutions. Probably, you will have many options to choose from. Be picky!

Create Your Game Plan

Before you begin negotiating a deal with any technology vendor, plan your negotiation carefully. I have included some general planning questions that you should answer in preparation for a negotiation. The questions I have listed below may not make sense for your negotiation, so feel free to modify them for the occasion. The point here is to prepare in advance. You don't want to figure out the answers to these types of questions in the middle of a negotiation as it may give an inch to the sales person. I would even recommend writing the questions and answers on a sheet of paper for reference.

(Price) How much do you think you should pay for this software or service? What is the market rate or street price? What are you prepared to spend? What is the highest price you would be willing to pay?

(Features) What key features and capabilities are you looking for? Force rank the features. What does the prioritized list look like? Of the features you need, categorize them into two categories: "must have" and "nice to have".

(Service Levels) Do you expect some level of performance from the equipment, software, or service? Are there up-time requirements? Do you need 24x7 technical support? Do you expect the vendor to incur a penalty if they don't perform up to your service levels?

(Trades) What is most important to you: price, features, or service level? Force rank these in order of importance. Would you be willing to trade items between categories? For example, would you be willing to give up a certain service level for a lower price?

(Suppliers) Which vendors offer something that you think could meet your needs? How long have these companies been in business? Are you doing business with them already? Do you have a good business relationship with them?

(Gravy) If you had your druthers, what extras would you like the vendor to throw in for free? Would you like training or extra manuals? Would you like special reporting?

You will probably have more questions in addition to the ones listed above. Take the time to write them down and create the answers. Once you have established your position, you will save a great deal of time evaluating your potential vendors and negotiations will be less painful.

Lead The Dance

When you are ready to face off with a vendor, do your best to drive the discussion. Get as much information about the vendor and their product and service before price enters into the discussion. Just like car buying, pick out your car (or choice of cars) before you negotiate a price. If you find that the discussion is prematurely heading toward pricing, bring the conversation back to understanding the product or service itself. If you're not ready to talk price, say something like "Right now, I am just evaluating your product (or service). Unless I think there's a real opportunity, I'm not prepared to negotiate price right now."

Pricing for hardware, software, and services follow very different models. Hardware prices are fairly standard unless the product is new. Usuall

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