JKL Associates - Business & Talent Builders Blog!

June 24, 2010 - ISSN# 1545-2646

2010 is half way over. 6 months remain to achieve the goals set out at the end of 2009. Where does your business stand?

As I interact with a variety of business owners and their staff it is concerning that on a daily basis, sales and staff resources struggle with consistently executing portions of their daily activities. It is not for a lack of knowing their jobs or expectations. It is not for a lack of putting forth a days worth of time. It is not even a lack of effort.

It appears that it could be a lack of fundamental execution on a routine basis.

Let me give you an example. I sat at the boardroom table during a sales meeting where sales reps and support staff discussed work activities, projects, due date etc. As the meeting progressed, I was amazed at how some of those present were not prepared to respond to questions or give details about projects. In some cases the lack of data or details was the result of not doing their discovery work with their clients or prospects.

Knowing some of the history with this business, I knew they had spent time and money having their sales team take some training from a third party company. This organization taught them a process to follow to collect and capture pertinent data to be used in their sales efforts. So it was not for a lack of process, knowledge or understanding.

So why such a gap in preparation or sharing of details?

Those involved are not executing the basics daily! The sales representatives are not completing the necessary documentation on accounts. Support staff are not asking or further clarifying data with additional questions. Too many assumptions or lack of commitment to digging for facts is present.

It does not require any special talent or capability.  It does require forming the discipline to consistently ask and gather the necessary information so the best possible solution can be formulated based on facts not fiction.

Winners are not those people that can create massive one time splashes and be forgotten. Winners are those that form disciplines and execute the basics, day in and day out.  They build their fortunes a brick at a time.  Forming good consistent disciplines that are followed each and every time.

This week as you close out the first 6 months of 2010, look around your business.  Where have shortcuts started to pop up and disciplines been pushed aside. It is these areas that are not just costing you added time and cost but are also deferring income and revenue into your business.  There is still time to correct these issues and capitalize before the end of 2010.

Need help formalizing good discipline in your business? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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18530 Mack Ave #242
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MI 48236

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June 17, 2010 - ISSN# 1545-2646

Recharging the personal batteries

This week I’m going green – a little R & R to soak up the sun in my personal solar panel – my physical body.

School is out. The weather has been outstanding. Summer officially arrives in about 4 days.

I might make light of taking some time off this week (obviously still working by getting the newsletter done) but way too many business owners are out of touch with taking care of things other than working in their business.

Times are tough right now so long departures from your business may not be available but a few days to recharge your batteries and get you properly focused is critical to coming out of the economic challenge still on your feet.

Now, I know that you will still be thinking about your business (as I do) as that does not necessarily shut off like the flip of a switch.  On the other hand a strategically placed separation from the daily fire fighting or margin/profit objectives can add proper perspective and creative juices demanded to be a leader under these conditions.

If you are so tied to your business that you can not take time to take care of yourself – YOU HAVE BIGGER PROBLEMS than you want to admit to yourself.

Taking some time allows for other leaders in development to step up and take responsibility for daily operations. It allows you to evaluate their capabilities in handling the business at hand and moving it forward. It provides critical self analysis time to re-energize the next push forward toward results.

As you read this, take your calendar out and plan your next 1, 2 or multiple day rejuvenation session for yourself.

If you look at your calendar and can’t find a spot, then give us a call (313) 527-7945 to help you put in place the necessary talent to allow you a future escape to recharge your batteries.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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June 10, 2010 - ISSN# 1545-2646

Potential is a very interesting word that is loaded with a multitude of possibilities.  The key here is – will any of those possibilities be realized?

We here the word potential all the time in business and our personal lives. “That person has great potential” or “this property has lots of potential.”

Unfortunately that is where most of the potential stops – at the simple muttering that, this or that has potential.

I recall the segment of the Disney film – Lion King where the returning lion looks over the once lush area of his fathers kingdom and views a dried up wasteland.  The accompanying friend refer to it as having lots of potential. A real fixer upper!

We might all chuckle about such phrases in a movie but in the business world, the cost of missed or lost potential is the difference between being in business and having gone out of business.

The dynamics and pressures of the economic times can sometimes overshadow this process of converting potential into profits.

It is easiest to witness in the revenue generation – Sales Department. A new recruit is hired and lots of expectations about their ability to sell rings in the air around the office. Everyone is stepping aside and waiting to realize the fruits of this new potential talent. This is the start of not converting potential into results.

As in our movie, the barren landscape could not be restored by a single person, event or action.  It requires energy from leadership throughout the entire company.  As the new talent begins their career, it is critical that those first few hours, days and weeks be filled with potential conversion development actions. It is not handing them a book, or viewing a video. It is about immersing the potential into real world actions that cause a chain reaction of energy to build the potential into a success.

Stacking a pile of wood and paper has the potential to create a fire but with out the ignition, the potential is never realized.  The pile of woods can not ignite itself.  Nor can a new employee that is not familiar with an organization culture or mean of conducting business.

This week, take a look at those in your organization whether new or long-term employees – those that have potential for growth and improvement. What can leadership provide to ignite a fire within them so they can convert their internal potential into greater results.

Looking to better understand and gain access to your employees potential – Give JKL Associates a call at (313) 527-7945

Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

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(313) 731-0626

June 3, 2010 - ISSN# 1545-2646

As I woke up this past Monday – Memorial Day, I paused to enjoy the moment that I did not have to rush off to a client, make a phone call, type a letter or any number of things related to running JKL Associates. Immediately after that refreshing moment in time, it struck me that this privilege of waking in a “FREE” country was only possible because there are heroes that did not sleep in their own homes in their own beds that past evening.

I realize it is already Thursday and the Memorial Day extended weekend is maybe a past memory for many. Maybe it was the backyard barbecue or the trip to the summer cabin that is your take away memory.

Today, I ask you to pause what you are doing and say a silent prayer for all those that did not celebrate the long weekend because they are dispersed around the globe – WORKING to protect and ensure our liberties.

Our nation, its people and the foundations that have served us well for over 200 years are still the best place on earth to live.  We are not without our present and future challenges. It will be up to WE THE PEOPLE to take accountability for our great nation as we move forward. 

Our troops do it daily for our benefit.  Let us not forget them – EVER!

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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May 27, 2010 - ISSN# 1545-2646

Blackberry, I-Phone, Email, SMS texting - the list goes on with all the other possible ways to communicate between people without ever seeing them.  Oddly enough we as a society are losing a fundamental capability – being able to talk to one another in a face-to-face conversation.

I’m a firm believer and promoter of using technology to help us improve our businesses, community and society.  I’m also the first one to say that these technologies when not self managed give people the ability to hide behind them.

Any strength that is taken too far becomes a weakness. Any weakness that is not recognized and looked at and developed eventually is lost.  This is all part of natural evolution. Now I’m not predicting that any time soon, man will stop having the ability to verbally talk with one another. On the other hand, the lack of skills and capabilities to effectively use interpersonal skills for job performance is already showing up in the work setting.

I recently worked with a group of sales representatives to assist them in gaining greater access to decision makers. They were convinced that with a few magical words of wisdom their own capabilities would take them to new performance levels.

In this exercise, they compiled introduction letters, scripts for telephone calls and points for initial face-to-face conversations. Each person using their own approach and style so they would be most comfortable with the process and delivery. When it came down to practicing/roll playing their face to face meetings, they all struggled. They fell back into the tell to sell mode of the last century.

Now this view of interpersonal skills collapse is not being taken solely from this exercise.  It also includes the feedback we collected from sales managers, customers etc. These inputs gave insight to the need for the reps to be more conversant.  Not just tell benefits or ask leading questions, but to actually converse about relative topics and business acumen data points.

The reps had a fairly strong understanding of what they needed to know to help with solutions but could not execute the delivery in a face-to-face manner to move the sales process to a productive solution. They could all write a great letter and leave an impressive voicemail. Put them face to face with the client and a whole new set of dynamics come into play.

This week, take some time to interact with your employees in the field.  See how they interact with your clients. Are their interpersonal skills up to the level your business needs them to be?  What is it costing you to not have their skills at a higher level?

Electronics in the world are here to stay.  Understand they contribute to success not replace the actions of interpersonal skills to get where you and your business deserve to be.

Need help with your interpersonal skills development? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
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MI 48236

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(313) 731-0626

May 20, 2010 - ISSN# 1545-2646

Over the past 12 months I have heard many people indicate they have been working harder than they have in many years. What does that actually mean? Is the work they are doing that much more strenuous to complete? Is the work load that much more significant than it was 13 months ago? Was it just too simple or easy a year ago and now the work is actually normal but appears to be greater?

It could be none, some or all of the above!

A bigger question must be asked.  Is the work or activities being done strategic or just tasks being accomplished?

In challenging times, reactive leadership can tend to become the norm. Working on just the things that have to be done today and not giving time to future direction. The events of today and tomorrow fill all the available time, shrinking the opportunity to use challenging times to reinvent the future.

I do not have a crystal ball to predict when our economy will again turn upward but I can predict that it will move forward. When and if it will ever return to prior levels is actually immaterial. What is critical is that you are planning now to take full advantage of the timing when it happens.

A few things to consider this week:

1) Talent – do you have the right talent to take your business forward to the next level?  Maybe you need to build your bench strength and depth?

2) Are your business systems and processes streamlined to be most effective and efficient in taking care of your clients in the most productive way?

3) Have you positioned your business for proper succession planning? Transfer of not just ownership but transfer of achieving future success?

4) Do you have a group of trusted advisors to tap into for key insights to build your business moving forward?

Take a few minutes and write down the answers to the above questions. If you answer yes to all of them – Congratulations! If you answered yes but with reservations or lack of perfect clarity then it is time to revisit your strategies.

Be fair with your review and have a third party give you some feedback.  Use your trusted advisor or give JKL Associates a call to enable your future success.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
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(313) 731-0626

May 13 2010 - ISSN# 1545-2646

This week our colleague, Dr. Izzy Justice at EQ Mentor is providing some fantastic insights.

Leadership Development Challenge:
Change Your Bad Habits

The science of health psychology has a unique perspective on how people make behavioral changes toward healthier habits. One popular model of change, outlined below, has been used successfully to beat addiction, overcome bad habits, and instill new healthy behaviors. 

Can we apply this knowledge to our bad leadership habits? See for yourself! Do you recognize going through any of these stages when you have made changes in the past?

Let’s work with the example of someone who is overly negative.

PRECONTEMPLATION- I am unaware. There is nothing wrong with me. I have a realistic perspective, and everyone else is too optimistic. I have no intention of changing my attitude or my behavior.

CONTEMPLATION- I am thinking about it. It has been brought to my attention that I can be a downer when it comes to teamwork and collaboration. I have been thinking that maybe I shouldn’t always cut in with my opinion and extensive explanations of why things won’t work.

PREPARATION- I am doing some research. I’ve decided that I shouldn’t be so negative. I’ve started observing people I admire, reading books on positive thinking, and watching videos on how to deliver feedback.

ACTION- I am making it happen! The other day, I stopped myself from interrupting a coworker’s idea. That’s great, but I’m a long way from making this a habit — putting those suggestions I’ve read about into practice is a whole different story.

MAINTENANCE- I am focusing on my success. I have changed my pattern of negativity. I now know how to acknowledge ideas in an empathetic manner.

RELAPSE- I slipped up. I was doing well, but then my coworker brought up a touchy subject and I interjected with my unsolicited and possibly hurtful opinion.

TERMINATION- I have changed and it’s noticeable. I have struck a good balance. I know how to give constructive criticism as well as positive affirmation, as well as when each is needed.

This week take some time to honestly evaluate yourself – not others.  Where are you in the process as it relates to your leadership development?

Need support going through the development process?  Give JKL Associates a call at (313) 527-7945.

Further Reading:
Prochaska JO, DiClemente CC, Norcross JC. In search of how people change.Applications to addictive behaviors. Am Psychol 1992 Sep;47(9):1102-14.
Prochaska JM, Prochaska JO, Levesque DA. A transtheoretical approach to changing organizations. Adm Policy Ment Health 2001 Mar;28(4):247-61.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
Fax

(313) 731-0626

May 6, 2010 - ISSN# 1545-2646

As you brand your business to attract your clients, do not forget about branding your business to attract the best employees.

Here are a few ideas you can use to help brand your company as the best place to work:

1. Respecting the need for balance of work and family; flex time

2. Providing health insurance benefits, including dental, eye and prescription drugs

 
3. Going green

4. Engaging the workforce in decision making

5. Managing them properly based on their unique style

6. Understanding their need to belong

7. Understanding their need to be engaged

 
8. Encouraging their involvement in community activities

9. Including their families in company functions

10. Researching what other companies in the area are doing

11. Starting a job matching program

In these days of “Fantasy Sports” where you make your ideal sports team, try the same approach as you build your business team.  Identify, select, hire, train, develop and let grow the best talent you can find in your marketplace.

Need help finding the best talent?  Give JKL Associates a call to discuss how our Hire Right Solutions can help you find and hire the best people.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
Fax

(313) 731-0626

April 29, 2010 - ISSN# 1545-2646

In today’s marketplace, businesses and consumers have a multitude of choices for their goods and services. So much so that differentiation starts to become harder and harder. I would compare it to the herd of cattle roaming the streets and you have to sort through all of them and get them returned to their rightful owner.

At some point in time they all begin to look alike. They are all cattle.  Yes some are brown and some are black but generally speaking they are all about the same – cattle. Your potential clients and customers might feel the same way about you and your business.  Your business looks just like the other hundred plus that come up in a web search.  Some might have green backgrounds and some might have yellow.

In the days of the old west and even today, cattle are branded to keep herds together and return stray cattle to their rightful owners. It also is very important so that when live stock is taken to the slaughter house, the proper compensation is directed to the owner of the herd. This branding is what differentiates one owners cattle from the next.

Taking this into today’s internet hyper time marketing world, are your prospective clients and customers able to locate you among all the other options retrieved in their search engine request?

Everyone can relate to brands like Nike, Coke, Pillsbury and McDonalds. They are staples of our daily living.  Type in McDonalds in a search engine an you will most likely get 32,600,000 possible points of cyber contact. Type in your company name and what do you find?

Making your company a “Brand” is a strategy not a result.  Marketing your “Brand” is also a strategy. Creating your website, getting your company placed in search engines, putting your hooks into social media are only tactics of a plan.

This week take a look at your “Brand” – your company. What are you doing to make finding you more easy – more effective? Herding your clients and customers to your company is what branding is all about.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
Fax

(313) 731-0626

April 22, 2010 - ISSN# 1545-2646

Are Your A Champion?

Last week we surfaced the concept of champion from the perspective of those individuals that are your supporters to enable your success. This week we look at what are you doing to be a champion for others.

If success is enabled by having supporters champion you and or your causes, then as a business leader, a critical role you must play is being a champion for your employees, your team, your company.

Too often the day is consumed with much chaos, fire fighting and miscellaneous distractions that you become consumed and do not allocate time to your role of champion.

What does being a champion look like?

Well, if you did the exercise from last week about identifying champions from your past, present and future, you might have discovered that the champions are not typically in the limelight. Their support power often times come off stage in the background.  They are there constantly to support and encourage but never to directly take over control. Their enabling support is absolutely recognizable but not over the top. As a bystander you might not even notice them except that in every photo frame you see them looking on with visual signs of encouragement.

As the leader of your business, you don’t and should not announce your role as champion. You must deliver it much like your leadership through consistent delivery of your positive intentions and reinforcement. You must be confident in your support and have all of your actions demonstrate that energy. It is not about what you look like it is about the results of the person you are championing.

This week it is time to stop and think about who you are giving your championship energy too? Are you delivering it to them consistently? Is it in the right amount to have contribution to their cause or effort? Are you enjoying the rewards of the soft success while they receive the accolades of their achievements?

This week be a champion both for someone as well as with them!

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

Get this e-newsletter from a friend?

Complimentary assessment

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
Fax

(313) 731-0626