5 Ways to Win in Any Business Situation
By Steve Tobak | September 30, 2010
http://www.bnet.com/blog/ceo/5-ways-to-win-in-any-business-situation/5681?tag=content;drawer-container
Steve Covey, author of The 7 Habits of Highly Effective People, said “Think Win-Win.” Jim Camp, author of Start With No, calls win-win “… the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily …” He says those negotiations end up as win-lose.
Want to know who’s right? Well, determining the best approach to any business relationship or negotiation is very much situational, but still, relatively straightforward. Whether it’s a job opportunity, a consulting opportunity, a potential vendor or customer, an internal relationship, whatever, it’s more common sense than you think.
That said, it does confuse and confound a lot of people, even senior executives and business leaders. For example, a post by Niland Mortimer on BNET starts out like this:
The rules of business decision making more often than not are based on the principle of “I win. You lose.” Companies, and their employees, proceed invincibly down the path of unilateral rightness. Compromise is out of the question. Collaboration is tantamount to defeat. I win. You lose. Damn the consequences.
Now, I’m not going to say “I win - you lose” never happens. Sure it does. In fact, it makes complete sense … in certain situations. For example, it’s the only way to approach competitors because market-share is more or less a zero-sum game. But otherwise, that’s neither the way to win nor the way it works in the real world. Frankly, I don’t know where Mortimer’s assertion comes from, but it’s not consistent with my experience.
So, to clear up all the confusion and distinguish between the different approaches, here are 5 Ways to Win in Any Business Situation:
1. Internal relationship between coworkers. Win-win, collaborate, all the way. Anything else is dysfunctional. Sure, the dysfunctional stuff - back stabbing, taking credit for someone else’s work, sugar-coating BS, CYA - all exists, but don’t fall into that trap. You either have to play it smarter or find a company that doesn’t accept that kind of crap.
Goal: Win-win
2. Boss-employee relationship. Again, Win-win, collaborate, all the way, same as with coworkers. Companies don’t exist for you, your boss, or your employees. They exist for two reasons: to provide a product or service to customers, and to provide value to shareholders. All employees at every level should be aligned to do that, simple as that.
Goal: Win-win
3. Competitors in the marketplace. I win - you lose. Period. Market competition is a zero-sum game, simple as that. To suggest otherwise is idiotic. And yes, you should befriend your competitors, call them frienemies, hang out and party with them, anything you like. Just listen more than you talk. Keep your friends close and your enemies closer, right?
Goal: I win - you lose
4. Customer-vendor relationship. Customer-vendor relationships should always yield the perception of a win-win, especially if you want an ongoing relationship. That said, when you approach negotiations, your goal is to get the better deal while the other guy thinks he did okay too. I think of that as “I win - you don’t lose.” Camp provides a pretty good approach for doing that. It’s not easy at first, but you do get better at it with experience.
Goal: I win - you don’t lose
5. Job or consulting opportunity. It’s important to note that, in this situation, you all have to live with each other after the fact. So, whichever side of the equation you’re on, don’t overpromise and risk underdelivering or underplay your hand and risk losing the gig. Best to be genuine. That said, when it comes to negotiating dollars and cents, it’s the same as customer-vendor.
Goal: I win - you don’t lose
MY THOUGHTS
Personally,I think win-win is very ideal. Maybe because it's very hard to accomplish. I agree with this article - it is indeed situational.
Monday, March 28, 2011
Monday, March 14, 2011
WHAT CUSTOMERS REALLY WANT
WHAT CUSTOMERS REALY WANT
from the article "10 Things All Customers Want"
By Steve Tobak | February 1, 2011
http://www.bnet.com
Never before in history has a society bought and sold so much stuff. We’re all part of a giant food chain of products and services. That means, in all likelihood, that you’re not only a customer, but you have customers, too.
Since you’re on both sides of the equation, it stands to reason that you’d treat your customers the same way you’d want to be treated, right? It seems so obvious.
But do we do that? Do we do the obvious thing? No, most of us don’t. Instead, we hoist customers high up on some pedestal. And because we revere them, we treat them differently … when we shouldn’t.
We think of our customers as authority figures. And how do we interact with authority figures? Our parents, our teachers, our bosses? Differently. We’re not genuine with them because we’re afraid it will change their opinion of us. We put on airs. We spin the truth.
That’s dysfunctional behavior with all sorts of unintended consequences.
I’ve been selling products and services as far back as I can remember. My customers have ranged from corporate giants to tiny startups, from engineers to CEOs, from Tokyo to Istanbul. And you know what? They all want the same things. Some are relatively straightforward while others are counterintuitive. In any case, here are …
10 Things All Customers Want
1. Your honest assessment of the competition. Customers want information. And if you can be balanced and honest about it, they’d love to get your assessment of the competition.
2. Bad news. Give it to them straight, face-to-face, in a timely manner. Moreover, be prepared to pull out all the stops to make things right for them. Bad news is part of life and business. It happens. Deal with it.
3. The truth about your company or product’s shortcomings. You know they’re going to figure it out sooner or later. Don’t you think it’s a better idea for them to hear it from you first? Encourage them to provide honest feedback in real time so you’ve at least got a chance to address their concerns openly.
4. Be there when they need you. Availability in real time is everything, these days. It saves them time and that’s huge. Be there when they need you. It’ll make all the difference.
5. Something that goes beyond the call of duty.
6. Cut out the small talk. Time is everyone’s most precious asset these days; don’t waste it.
7. Make their jobs easier. When was the last time you actually asked what will make their jobs easier, what their specific priorities are with respect to the product or service you provide, what you can do differently to be a better vendor, or what keeps them up at night?
8. Give them your undivided attention. Don’t take calls or visitors when you’re meeting with them. Don’t get easily distracted, either; just pay attention and listen when they talk.
9. Pick up the phone and call. When it’s something important to them, picking up the phone and calling instead of emailing, every so often, is a big deal.
10. Thank them for their business. Next time you see your customer, look him straight in the eye and tell him how much you enjoy working with him and appreciate the opportunity.
Bottom line. Every single one of you could have written this post by putting yourself in your customer’s shoes. It should be easy, since you’re somebody else’s customer. So do that. You’ll be amazed by what you come up with.
MY THOUGHTS
i keep going to a certain store or establishment because they treat me well. by 'well' i mean they they are available for questions, they go away when i don't want them around, they show they care without being patronizing. the author of this article is right - think of yourself as a customer. then deal with your customers the way you want to be treated.
from the article "10 Things All Customers Want"
By Steve Tobak | February 1, 2011
http://www.bnet.com
Never before in history has a society bought and sold so much stuff. We’re all part of a giant food chain of products and services. That means, in all likelihood, that you’re not only a customer, but you have customers, too.
Since you’re on both sides of the equation, it stands to reason that you’d treat your customers the same way you’d want to be treated, right? It seems so obvious.
But do we do that? Do we do the obvious thing? No, most of us don’t. Instead, we hoist customers high up on some pedestal. And because we revere them, we treat them differently … when we shouldn’t.
We think of our customers as authority figures. And how do we interact with authority figures? Our parents, our teachers, our bosses? Differently. We’re not genuine with them because we’re afraid it will change their opinion of us. We put on airs. We spin the truth.
That’s dysfunctional behavior with all sorts of unintended consequences.
I’ve been selling products and services as far back as I can remember. My customers have ranged from corporate giants to tiny startups, from engineers to CEOs, from Tokyo to Istanbul. And you know what? They all want the same things. Some are relatively straightforward while others are counterintuitive. In any case, here are …
10 Things All Customers Want
1. Your honest assessment of the competition. Customers want information. And if you can be balanced and honest about it, they’d love to get your assessment of the competition.
2. Bad news. Give it to them straight, face-to-face, in a timely manner. Moreover, be prepared to pull out all the stops to make things right for them. Bad news is part of life and business. It happens. Deal with it.
3. The truth about your company or product’s shortcomings. You know they’re going to figure it out sooner or later. Don’t you think it’s a better idea for them to hear it from you first? Encourage them to provide honest feedback in real time so you’ve at least got a chance to address their concerns openly.
4. Be there when they need you. Availability in real time is everything, these days. It saves them time and that’s huge. Be there when they need you. It’ll make all the difference.
5. Something that goes beyond the call of duty.
6. Cut out the small talk. Time is everyone’s most precious asset these days; don’t waste it.
7. Make their jobs easier. When was the last time you actually asked what will make their jobs easier, what their specific priorities are with respect to the product or service you provide, what you can do differently to be a better vendor, or what keeps them up at night?
8. Give them your undivided attention. Don’t take calls or visitors when you’re meeting with them. Don’t get easily distracted, either; just pay attention and listen when they talk.
9. Pick up the phone and call. When it’s something important to them, picking up the phone and calling instead of emailing, every so often, is a big deal.
10. Thank them for their business. Next time you see your customer, look him straight in the eye and tell him how much you enjoy working with him and appreciate the opportunity.
Bottom line. Every single one of you could have written this post by putting yourself in your customer’s shoes. It should be easy, since you’re somebody else’s customer. So do that. You’ll be amazed by what you come up with.
MY THOUGHTS
i keep going to a certain store or establishment because they treat me well. by 'well' i mean they they are available for questions, they go away when i don't want them around, they show they care without being patronizing. the author of this article is right - think of yourself as a customer. then deal with your customers the way you want to be treated.
Thursday, March 10, 2011
GET TO WORK ON TIME
Get To Work On Time...Or Else
Best Excuses For Being Late
By F. John Reh, About.com Guide
Mar 1 2011
In economic times like these, when there are at least 10-15 applicants for every job opening, employees who still have jobs are making more of an effort to get to work on time according to a recent survey by CareerBuilder.com. But that doesn't mean that those who are late don't have interesting reason or excuses for their tardiness.
The survey, conducted in November and December 2010, found that 15 percent of workers admitted to being late for work at least once once a week, down from 16 percent the previous year and 20 percent in 2008. It may be worth noting that the economic downturn did not begin until late in 2008. According to the survey, one-third (32 percent) of employers said they have terminated an employee for being late. Some are more lenient.
Reasons For Being Late
The survey found the most often used excuses were
* traffic-related (30 percent),
* lack of sleep (19 percent),
* bad weather (9 percent), and
* childcare issues (8 percent).
Our Survey
An About.com survey of managers revealed a variety of creative and interesting excuses used by employees who are late for work. These include:
* My wife's brother got arrested on our front lawn, and we were fighting whose fault it was.
* I had to go to the doctor because I have triple pneumonia. (And, were those his exact words.)
* A young lady, who lived a short distance away, did not arrive on time (because) having a pencil skirt on, she could not walk quickly.
* The cat was sick and I had to clean up after her.
* her boyfriend was involved in a fender bender and ended up getting in a shouting match with the other driver who then stabbed him in the neck and drove off.
* He had to take time off to shop for a new phone because he'd dropped his in the toilet that AM and he couldn't live a minute without a cellphone. He's no longer with us.
* She and her spouse argued whose turn it was to stay home when their son woke up sick that morning.
* He had to go and search for his wedding ring, which he thought he had dropped on a gravel road the night before while hunting.
* Her electric garage door opener wouldn't work because of a blown fuse and she had to wait for her husband to come manually raise the door.
* Her son woke up with a loose tooth missing and she had to stay home till he pooped so she could find it.
* The storm knocked out my power and the alarm did not go off.
* I will be late cuz last night there was a storm and I could not get my underwear to dry.
* The Army have exercises in the morning and they blocked the only exit from the complex.
* I would have been here on time if all those other cars weren't on the streets.
The employee whose excuse was "I was too tired to come in on time, so I decided to sleep in and rest up to be more productive" no longer works there.
What's Your Excuse
What is the best, most amusing excuse you have heard? Or have used yoursef? Share the best one you've heard.
MY THOUGHTS
i doubt managers find these excuses amusing. especially if the person concerned is an habitual latecomer. if he's habitually late, i'm surprised he's still allowed to make these excuses (if e still had the job!)
Best Excuses For Being Late
By F. John Reh, About.com Guide
Mar 1 2011
In economic times like these, when there are at least 10-15 applicants for every job opening, employees who still have jobs are making more of an effort to get to work on time according to a recent survey by CareerBuilder.com. But that doesn't mean that those who are late don't have interesting reason or excuses for their tardiness.
The survey, conducted in November and December 2010, found that 15 percent of workers admitted to being late for work at least once once a week, down from 16 percent the previous year and 20 percent in 2008. It may be worth noting that the economic downturn did not begin until late in 2008. According to the survey, one-third (32 percent) of employers said they have terminated an employee for being late. Some are more lenient.
Reasons For Being Late
The survey found the most often used excuses were
* traffic-related (30 percent),
* lack of sleep (19 percent),
* bad weather (9 percent), and
* childcare issues (8 percent).
Our Survey
An About.com survey of managers revealed a variety of creative and interesting excuses used by employees who are late for work. These include:
* My wife's brother got arrested on our front lawn, and we were fighting whose fault it was.
* I had to go to the doctor because I have triple pneumonia. (And, were those his exact words.)
* A young lady, who lived a short distance away, did not arrive on time (because) having a pencil skirt on, she could not walk quickly.
* The cat was sick and I had to clean up after her.
* her boyfriend was involved in a fender bender and ended up getting in a shouting match with the other driver who then stabbed him in the neck and drove off.
* He had to take time off to shop for a new phone because he'd dropped his in the toilet that AM and he couldn't live a minute without a cellphone. He's no longer with us.
* She and her spouse argued whose turn it was to stay home when their son woke up sick that morning.
* He had to go and search for his wedding ring, which he thought he had dropped on a gravel road the night before while hunting.
* Her electric garage door opener wouldn't work because of a blown fuse and she had to wait for her husband to come manually raise the door.
* Her son woke up with a loose tooth missing and she had to stay home till he pooped so she could find it.
* The storm knocked out my power and the alarm did not go off.
* I will be late cuz last night there was a storm and I could not get my underwear to dry.
* The Army have exercises in the morning and they blocked the only exit from the complex.
* I would have been here on time if all those other cars weren't on the streets.
The employee whose excuse was "I was too tired to come in on time, so I decided to sleep in and rest up to be more productive" no longer works there.
What's Your Excuse
What is the best, most amusing excuse you have heard? Or have used yoursef? Share the best one you've heard.
MY THOUGHTS
i doubt managers find these excuses amusing. especially if the person concerned is an habitual latecomer. if he's habitually late, i'm surprised he's still allowed to make these excuses (if e still had the job!)
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