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  • Will You Add? - Internal Communication: From the Podium to the Paystub

    How to Build Great Relationships through Cold Calling
    Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We're real people talking about real things. We're interested in the conversation, and it shows.Most of us dislike putting on our "salesperson persona" when we make cold calls. We think it's needed, however, because we've been trained to make the sale. And yet we're interacting with a live, breathing person without having any real connection to him or her. It often feels fake, and it often is.This artificial role puts
    ealistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may

    The Mentor - Mate - Mentee
    If you plan to succeed in today’s marketplace, there are three types of people you must have in your professional life. These persons will help you reach your professional goals, climb the corporate ladder, obtain professional success, and grow in all areas of your life.The Mentor will help you reach goals much quicker than expected and with fewer headaches. You should always strive to surpass your Mentor’s current professional level. Don’t seek a Mentor for what he/she has earned (i.e., house, car, degrees, clothes, etc.) but seek a Mentor for what he/she has learned (i.e., insight, wisdom, life’s lesson
    As a corporate HR person for over twenty years, I had a great chance to observe organizations with an anthropologist's perspective. From the moment you walk through the revolving door into a business office until the time you leave, you pick up a hundred little clues as to how the organization operates and what it values. For internal communicators, it's just as important to pay attention to these subtle messages as it is to design an award-winning communications strategy. Here's why.

    When you ask yourself "What are we saying throughout this organization, and what do we want to say?" you will quickly come up with a list of themes, initiatives, and values that you currently promote. You'll look at employee communication materials, internal newsletters, your Intranet site, and lots of other vehicles that you hope are doing the "heavy lifting" of internal communication for you. You'll be able to spot the gaps between what you DO say and what you WANT to say to your team. So far, so good.

    But evaluating the published materials and beautifully designed website content misses the point. Employees are very sophisticated when it comes to evaluating internal messaging. They can quickly spot the difference between the Party Line and the Way Things Really Work. That's why internal communicators who focus on the formal vehicles risk missing the channels that speak most loudly to employees.

    For instance, you can talk about risk-taking until you're blue in the face, featuring risk-taking employees in your internal newsletter and giving awards to people who went out on a limb. But the first time your employees hear about the CEO bashing a person (or worse, firing him) for taking the wrong risk, your effort has gone to waste. Not only that - you look like hypocrites, for saying one thing and practicing another.

    So am I asking your internal communications chief to control the CEO's behavior? Of course not. That's not realistic, but what IS realistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may

    Is Following Up A Waste Of Time?
    Follow-up in today’s world can be a waste of time and energy or it can guarantee a closed sale. Sound like a paradox? Read on.I can tell you that on some occasions when I followed up the sales process – prospecting, presentation, overcome sales objections and ask for the business – I have closed the sale. I can also tell you that when I have done everything right during the sales process and followed up – no sale. Why the difference?- Is it the quality of the prospect?- Is the timing for the prospect not right?- Is it the timing or quality of your follow-up?- Is it just pure
    >When you ask yourself "What are we saying throughout this organization, and what do we want to say?" you will quickly come up with a list of themes, initiatives, and values that you currently promote. You'll look at employee communication materials, internal newsletters, your Intranet site, and lots of other vehicles that you hope are doing the "heavy lifting" of internal communication for you. You'll be able to spot the gaps between what you DO say and what you WANT to say to your team. So far, so good.

    But evaluating the published materials and beautifully designed website content misses the point. Employees are very sophisticated when it comes to evaluating internal messaging. They can quickly spot the difference between the Party Line and the Way Things Really Work. That's why internal communicators who focus on the formal vehicles risk missing the channels that speak most loudly to employees.

    For instance, you can talk about risk-taking until you're blue in the face, featuring risk-taking employees in your internal newsletter and giving awards to people who went out on a limb. But the first time your employees hear about the CEO bashing a person (or worse, firing him) for taking the wrong risk, your effort has gone to waste. Not only that - you look like hypocrites, for saying one thing and practicing another.

    So am I asking your internal communications chief to control the CEO's behavior? Of course not. That's not realistic, but what IS realistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may

    What Should Your Business Card Say?
    Are you planning to start your own business? Do you work from your home? Are you employed at a company where you have a specific job title and function? If any of these are true or if you want to offer freelance services to the community, a business card may be one of your first steps in making others aware of your goods and services.A business card is your calling card, post card, appointment reminder, and contact piece all printed on one small card. That is what makes this multi-purpose item so useful. A resourceful businessperson will want to make the most of this unique advertising strategy, since busin
    far, so good.

    But evaluating the published materials and beautifully designed website content misses the point. Employees are very sophisticated when it comes to evaluating internal messaging. They can quickly spot the difference between the Party Line and the Way Things Really Work. That's why internal communicators who focus on the formal vehicles risk missing the channels that speak most loudly to employees.

    For instance, you can talk about risk-taking until you're blue in the face, featuring risk-taking employees in your internal newsletter and giving awards to people who went out on a limb. But the first time your employees hear about the CEO bashing a person (or worse, firing him) for taking the wrong risk, your effort has gone to waste. Not only that - you look like hypocrites, for saying one thing and practicing another.

    So am I asking your internal communications chief to control the CEO's behavior? Of course not. That's not realistic, but what IS realistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may

    Leads Network Marketing - Are They Really A Good Investment?
    Ok, so now you have just signed-up to start your brand new network marketing business so what do you do to find prospective customers and business partners. The most common answer to that question is to first contact people in your warm market and invite them to take a look at your product and/or opportunity. Unfortunately, that doesn’t always work out as you had in mind. When you first joined your network marketing company you thought that it was great, and just wait until you tell your friends they are going to love it and want to get started right away. Not!Your friends probably looked at you like yo
    he face, featuring risk-taking employees in your internal newsletter and giving awards to people who went out on a limb. But the first time your employees hear about the CEO bashing a person (or worse, firing him) for taking the wrong risk, your effort has gone to waste. Not only that - you look like hypocrites, for saying one thing and practicing another.

    So am I asking your internal communications chief to control the CEO's behavior? Of course not. That's not realistic, but what IS realistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may

    Packaging Your Invention: Think Like A Consumer
    Turning your invention into a product takes more than just coming up with an idea. If you want to sell that idea to a company, negotiate a licensing agreement or if you're going it alone and hope to sell it directly to buyers, you're going to need packaging. It's the logical next step to create packaging for your invention's product sales sample.The invention package challenge It's obvious that big brand products don't face the challenges your new product will. Big brands are backed by millions of advertising dollars, or years of consumer interaction, leaving the challenge to you - the pot
    ealistic is to call attention to the gaps between what is said to be valued, and what is actually valued, throughout the organization. Consistency (HR people call it Alignment) is the key.

    This is why - speaking of risk-taking - leading the internal communications function is not for the faint of heart. If you lack the guts to tell the emperor when he's naked, you should find another profession.

    Here's another example of mis-alignment in internal communications. Your company may view itself as fast-paced, team-oriented and customer-focused: nearly every company does. It only takes one old-school, preachy "don't you dare" memo from HR to blow that perception. The first time your employees read a typical, thoughtless "expense reports filed more than 30 days late will not be processed" bonehead HR memo, your rah-rah internal communications efforts turn to dust. People aren't stupid. They know where the rubber meets the road.

    This is why effective internal communications go stem to stern - from the Podium to the Paystub. Every communication vehicle, from an all-hands email blast to the CEO's Town Hall meeting, should stem from the same set of goals and values. It's not hard to meet this goal, if the top leadership team gives the word. It doesn't even require the Messaging Police to review every memo and Intranet page. It just requires consistent, thoughtful education and awareness-building about the price of off-message communication.

    In a typical organization, the biggest trouble spots in Podium to Paystub communication-alignment efforts are IT, Finance, HR and Facilities. These staff guys have grown up with the idea that they get to set policies and communicate them, period. Having that orientation, these managers might not immediately see that their well-intentioned, kneejerk policy-implementation efforts might derail your carefully honed communications plan.

    For instance, I worked in one company that preached the virtues of global, 24/7, virtual collaboration. We're Where You Are, was the message. Except, one day the Accounting department announced that it expected invoices from all departments to be hand-delivered to Accounting in order to speed payment. As if! That edict completely undermined the "virtual" theme, and was quickly withdrawn. It takes a new mentality - one that the Internal Communications chief can reinforce in every interaction with fellow leaders - to move an organization from disjointed

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