Just the Facts

It’s the end of the year, a time when a lot of businesses ease off the gas pedal - not because they want to give employees a break, but because they are misinformed about consumer behaviors.  This irrational input into a decision matrix loses revenue for companies around the world.

I usually write articles around hot topics to inspire, educate, encourage... helping you sort through the noise and get to the important things in life.  Well, year-end sales certainly fit this model.  If you aren’t engaged in the realities of business instead of off-target perceptions, you won’t do what’s important for customers.

If you knew the facts…

…that the fourth quarter is the new first quarter, you may be more inclined to go running into the new year with a bang on your financial statements…

…and B2B growth occurs as customers surf the internet for next year’s partners, your efforts now to reach out will be rewarded…

…so respectable sales across industries (not just retail sales) can help exceed your company goals by maintaining focus through the end of the year…

… you could keep your target market’s attention with:

• Attention-grabbing branded messaging.  This does not mean it needs to be “crafty” or “slick” — in fact, those things can hurt you.  Just as you are busy, so are they.  Know what your customer wants to hear through some valid market research to save time and headaches if you have to look back and wonder why you missed your 4Q goals.  If fewer companies are looking to be heard through cacophony of holiday ads, your messages are likely to hit the mark.

• Credible claims.  Don’t stretch the truth and don’t claim to be a company that you’re not.  Customers viewpoints are savvy and more educated with direct applications to help them sift through the distractions in life.  Third party endorsements are good only when they will mean something to your customer base; likewise, paid spokespersons are less effective than twenty years ago.  You can improve credibility by “walking the walk” and putting effort into strong brand foundations that help the market see what your company really does.

• Quality delivery.  The days are fading when people wanted “more for less” because they realize paying a little more for quality goes much farther.  In your products you demand excellence, so why not in your messages to customers?  Pushing strategic marketing teams for fast statements without the backbone of the product infrastructure completed is a waste of money.  Let those who are trained to perform do exactly that, and manage your own expectations when you hire superstar people to get the job done right.

By not following tradition, you can capitalize on a bit of the sales revolution by modifying your business plan.  Improve upon past performance and start the new year ahead of the curve.  Begin implementing your business’ revolution today — yesterday was for you, today is for your investments and tomorrow is for your dreams.

Heather M. Hilliard is Principal and Chief Strategist for R. Roan Enterprises, LLC, a professional services consulting firm supporting businesses in pointed areas of expertise as well as with individuals for targeted projects or career development. For more articles like these, visit her posts on LinkedIn or on G+. 

#seizetheday, #makeithappen

The Value of Ten Dollars

Three weeks ago, I shared an article where I asked you to tell yourself the truth.  

Think about when you are happiest - how could you do things better to create more happiness in your life?  Could it take just a short time to get your mind right?

Check out the list of online courses available for ten bucks today only.  Be thankful for your blessings and look to increase them for a very reasonable price.  

Your dreams will bring you more delight than a ten dollar bill ever could.  Select a class or two today to invest in yourself.

(And no, there’s nothing “in if for me” other than helping you be a happier person.)

Heather M. Hilliard is Principal and Chief Strategist for R. Roan Enterprises, LLC, a professional services consulting firm supporting businesses in pointed areas of expertise as well as with individuals for targeted projects or career development. For more articles like these, visit her posts on LinkedIn or on G+. 

#seizetheday, #makeithappen

When Pennies Count

For the students in my MBA class, the Economics professor was brilliant - a PhD from MIT.  Yet, he was so difficult to understand for two reasons - he predominantly talked to himself while facing the board as well as his thick accent.  Students had to put on an interpreter hat that filtered his language AND what the heck does guns versus butter really mean?

Do you find you learn more from teachers - either in a formal school setting or life lessons 'on the road' - that speak your language?  I'm not talking about literally the King's English, but I mean relate to your situation, take time to find parallels and relative experiences to make it more personal?

One of my teachers had a writing exercise (in a pharmacology course) where he asked "do you need to do heroin to know how to treat it?"  Experiential learning isn't necessary, but you need to have someone that can relay information in a way that can students can understand.

An American was awarded a Nobel Prize yesterday by doing just that (not heroin - explaining things well).  He was able to explain various aspects of poverty and inequality.  For the past four decades, he has completed research and explained why numbers matter in terms of every day wealth for people around the world.

If the stock market matters to your retirement planning, or the health of the American nation, or working towards greater equality for all really means something to you, see how this American helped shape the world by watching - and explaining - why simple things matter in big ways.

http://www.nobelprize.org/nobel_prizes/economic-sciences/laureates/2015/popular-economicsciences2015.pdf

Ready for Winter?

This is the time of year that squirrels begin hoarding food for the winter.  Chubby little cheeks full of seeds and nuts, running back to their homes so they know they'll be prepared for the future months to come.  Cute and smart!

People can take a lesson from squirrels.  While the economy hasn't been stellar in many years, we should adjust our living styles so that we can prepare for a winter ahead, too.

Framing things in the hopeful context leads to more success than thinking about things in the deprivation lingo. Instead of thinking: "I won't go on a vacation if I save $X per paycheck for a rainy day", try dreaming: "I'm saving for a great relaxing getaway instead some smaller half-way weekend trips."

Goals of losing weight, eating healthier, exercising or walking more are much more successful not only if you do them with a friend, but also you vision the future good that comes from your moves.

Finding that you can be home ten more minutes in the morning with family instead of leaving early for an expensive cup of coffee, or walking in your neighborhood rather than using a gym membership can help you not spend money on things you don't need and let you spend more valuable time on your family and friends.  It's all about what matters most - not whoever has the most toys.

Need some tips to help take a human-approach to the squirrel's smart move?  Try this http://www.businessinsider.com/tricks-real-people-use-to-be-better-with-money-2015-8

How Much Is Your Two Cents Really Worth?

Think of all the things you have to on your "to do" list today.  Besides work and groceries, after school sports and pressing your clothes for tomorrow - what do you really accomplish?

What matters most to you? Sure, getting your paycheck is important.  But spending time with loved ones and communicating with them is more important.  Making sure you tell your family and friends how you feel and checking on friends with more than a text means a lot.

Sometimes, picking up the phone can be difficult when you are knee-deep in "crazy-makers" at work... certainly at the kids' soccer games no conversation on a phone happens there.  But how can you make the important people in your life know that they are important, as we are all so connected by phones and laptops and things.

Once upon a time, handwriting was taught in school.  The correct slant of a line, the appropriate length of the bar on the letter "t", spacing between letters and lines was important.  Your writing and your signature could not be replicated by someone else.  That doesn't happen any more.  People don't even take the time to write thank you notes for presents on special occasions.

So with people being stingy with their handwritten notes, think how valuable this would be to someone close to you.  Yes, the cost of the ink is likely two cents or less - but your time to pick a card, inscribing a hand written note, and sending it to someone to let them know you care... that's worth more than all the gold in Fort Knox, than all the tea in China.

The completion of forms isn't worth the commoditization of hiring someone to pick your friend's birthday card or to automate the "production" of your holiday cards with the engraved signature.  Take time to smell the roses and send a personal note to someone that truly matters.

If you have a burning desire to see the figures, you can click here to see exactly how much your two cents is worth.

http://www.wsj.com/articles/do-you-know-what-your-time-is-really-worth-1437500727

Penny Wise and Pound Foolish

"Penny Wise and Pound Foolish" was commonly used as a "backhanded compliment" about "not so smart" folks worrying about pennies but missing pounds. It mixes modern coinage with the colonial system - yet still makes sense.

 

What doesn't make sense is what's described in the attached article: You would think the United States Government would have better things to do than argue SINCE 2009 about buying forks.

 

What about your workplace - Are your team members missing the big picture?  How can you lead them to better analytical thinking?

 

Maybe a "field trip" to clear heads is in order. Many executives would like to have the ban on evening and weekend emails, but have no authority to shut it down, per se.  If workers - including yourself - don't have a break from the office, things start to get sloppy.  This virtual field trip is free. You could even say anyone sending email between certain times has to treat everyone to coffee the following week (a non-pricey but very visible reminder to take a positive time-out).

 

There are other ways to refresh a team. Perhaps a weekly "cake for breakfast" is in order.  One of my best teams ever met in my office and did a check-up Monday mornings. We would start about 30 minutes after regular starting time and they had permission to be a little late that day. We shared coffee cake, but if it was a birthday, I would do the extravagant breakfast purchase (and yes, by request of the birthday employees, it frequently was actually cake) for a small celebration.

 

This easing back into the workweek allowed us to get together and know it was ok to chat for a while about trips and family gatherings, books we read or a movie we watched with friends. It was management approved and "required" relaxed time as a team. We all enjoyed it. Our great and busy boss would even pop in to say hello - and respected it was NOT the time to drop a project bomb, so he reinforced the positive team behavior.

 

Then again, it required forks... But no one complained about bringing our own.  Think of how to promote smart thinking, fresh minds and a respectful place for sharing fun things so it's not all about the grindstone.

 

http://m.govexec.com/management/2015/08/sorry-feds-you-have-bring-your-own-plates-and-forks-work/119037/?google_editors_picks=true&oref=ge-iphone-interstitial-continue

When Big Admits Behemoth Isn't Better

Bigger paycheck... Bigger 401k match... Bigger PTO allotments... Employees agree these are definitely better when bigger and help attract star talent to companies. But what happens when big businesses realize Bigger is cumbersome... Bigger is slow... Bigger ain't better?  They look for best practices and to the adored consumer companies. Statements about adjusting business models, increasing autonomy, implanting flexibility - big statement from big companies that are making statements that reflect their own infest that they are too big for their britches. Remember your vision for personal and professional goals and don't get stuck in corporate group-think. It's a dangerous place to drift. 


http://www.thestreet.com/story/13219479/1/general-mills-ceo-we-want-to-act-more-like-a-small-company.html

Budget Time (are you really just forecasting 10% growth again?)

How many times have you just 'added ten' to come up with next year's budget... Or one product ads eight while another adjusts thirteen to hit the target your GM said was "the right fit"? Just a guess... Ten would cover the cost-of-living adjustments and typical inflation when the Fed hits normal rate increases with a small profit margin maintained, but not putting your product out of reach of consumers.  But is that why a perfect ten is the standard "just do it"? If you can't justify it, be a better professional that doesn't blindly follow, and instead of present facts to lead to a better way.  Help your business by understanding the vision but utilizing realistic steps to achieve it. Here are some suggestions.


https://hbr.org/2015/07/a-way-to-know-if-your-corporate-goals-are-too-aggressive