SOME ASSEMBLY REQUIRED: February 2006

Tuesday, February 28, 2006

Hire A Coach

The top athletes have them.

Famous Hollywood actors have them.

And I don't just mean millions of dollars and endorsement deals.

I am talking about coaches to help them reach all their potential. Those who are at the top in Hollywood and professional sports did not get there alone. They had help. They had coaches.

The thought of an acting or athletic coach is accepted by everyone (inside and outside those fields), but not as widely understood in the business world,... although they have existed for decades.

I have coached dozens of attorneys on their business development, marketing and networking skills, but most of them required discression, as they felt the partners in their firms would not understand why they needed "coaching" at all.

Twice this week I have had successful sales professionals tell me about their "sales coaches". In these converastions these people shared how coaches helped them fine tune their skills, organize their time, and increase sales. Both had to pay for the coaching themselves because their companies do not recognize it as a legitimate business expense. Yet they are happy to pay the price to see the results.

Some companies are, however, spending big money to get coaching for their top executives. Again, many of these executives wont publicly speak about their coaches. Some only have them because their bosses are making them get coached.

So if we know that Lance Armstrong, Michael Jordan and Tom Cruise had the world's best coaches, why do those of us in business not want to seek out and utilize a coach? I think that many business professionals either feel they already know everything or they feel it will make look weak.

Of course the opposite is true. If you can get assistance from an experienced coach that makes you more effective, and your results improve.... you will then be seen as one who knows more and be viewed as a stronger leader.

I think coaching is an important part of success.

**The hard part is finding the right coach for your situation. There are a lot of people out there who call themselves "Coach", but not everyone is qualified. I will write more about the process of finding a coach as I embark on my own quest to find the best "sales coach" for my own career.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Monday, February 27, 2006

Friday, February 24, 2006

Open Question Friday #7

Fridays are the day I answer random questions that are asked of me throughout the week.

Today's question comes from Greg:

"How can you really get the people you meet to refer business?"

This question comes up a lot. Many people sour on the concept of networking because they do not see those the meet actively referring business.

On the other hand, I know first hand that people will refer business. In fact, I just got a referral the other day that looks like a real opportunity. But I think there are two things you need to ask yourself before you decide that networking wont work for you:

1. Have you given it enough time?

It takes years of active networking (which means going to three or more networking events a week and following up with key people that you meet). Very often people will "network" and expect results within a few months. Also, just meeting someone in your business community does not make them a referral source, you need to build a true relationship. To build a relationship it means you must go to lunch, coffee, golf, etc... If you are not spending time creating and cultivating your network, then you are not really networking.

2. Have you given referrals?

You have to give more than you get. If you assume others will become your virtual salesforce you are mistaken. People will help you if you help them. I know a person who is an active networker, yet he always complains that those who know him do not give him enough referrals. Yet I almost never see this man help others. He is a taker not a giver. And giving is not just referrals for business, it can be connecting them to other interesting people in your network. A successful networker knows that anyone could be a referral source, so they are thrilled to meet exciting people.

Don't just assume networking does not work unless you have done the above. People will do business with people they know and like. If you are not visible in your business community consistently (for YEARS), then they wont get the chance to know you.

On a side note I got a great tip from a woman named Meredith. She says that she schedules breakfast or coffee everyday on her way to work with people in her network. That way she personally sees five "referral sources" every week, while keeping her lunchtime free for clients and prospects. (It is because of people like Meredith that Starbucks stock does so well!!!)

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Thursday, February 23, 2006

Execution (Part III)

Execution is not easy.

Many people can create phenomenal business plans, and talk a good game.... but to really take action is hard work. This is why so many CEO's get fired. They do not execute on their plans.

I have seen this in law firms, accounting firms, consultancies, sales teams, big companies and small businesses.

No matter where you are on the career ladder, if you can learn to take action and make things happen, you will always have success.

You have to get past whatever it is inside you that has you stalled. I hate making cold calls, but since most of my career has been in sales....it is necessary. I know I have to make a certain number of calls daily, and to make myself do them I put a pile of pennies on the left side of my desk. The number of pennies matches the number of calls I have to make. Every time I make a call and at leave a voice mail I slide one penny to the right. When I set an appointment, I slide two pennies. I can't leave for the day until all the money is over to the right side of my desk.

I know, it is a silly trick. But it works. Find something that will work for you and take action. EXECUTE !!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Tuesday, February 21, 2006

Execution (Part II)

I ended yesterday's post with "Just Do It".... but that is not enough. You have to know what to do and have the right tools to get the job done right.

If your goals are not realistic or clearly defined, then no matter how much "doing" you do, you will still not achieve.

If I was to tell you to get from Austin, Texas to Los Angeles, California....that could be a realistic goal. With a time frame of three or four hours, you could get there by plane. But if I told you to drive by car and arrive in three hours, that is not possible. If I give you no budget, you wont be able to get there by any means (maybe if you hitch hike). So just having a goal is not enough, even if you take steps to get there.

In order to really execute on achieving your goals you need to know more than just where you are going. You need to have a detailed plan and know how much time you have to reach certain milestones.

What is your goal?

What steps are necessary to achieve that goal?

How much time and money can you invest toward getting what you want?

Who else can help you get what you want? (you can't do it alone).

Now....JUST DO IT.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Monday, February 20, 2006

Execution

Goals Setting. We talked a lot about that topic in December and January on this blog (and countless other business blogs) because goals are vitally important to reaching the top. If you want to reach achieve your dreams, you have to define what defines success. But then you need to take action, and continue to make adjustments along the way.

Think about it this way: If you were flying on a commercial jet from Los Angeles to Honolulu, you would want your pilot to have a clear definition of success. To just take off and "fly west" might get you toward Hawaii....but look at the map, there is a whole lot of blue out there. The pilot needs to have a goal and execute on achieving that goal or you could end up in the Pacific Ocean.

Fortunately, pilots do know where they are going and how to get there. What about you in regards to your career? You not only need goals, but you need to do things everyday that move you toward those goals.

Many professionals get caught up in doing their daily work for their clients and hide behind paperwork, billable hours and the facade of success. However, many of these people are not enjoying their work, and are not expanding for the future. If this sounds like you (and it has been true for me), you have the power to break out of your cell. But only by taking new actions will you see new results.

I have never understood why so many of us think we can keep doing things the same way...and just HOPE for better results. Better results require better actions. You need a plan, and then you need to execute on achieving your plan.

Nike got it right: JUST DO IT.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Saturday, February 18, 2006

Weekend Blog #27 - Where's Waldo?

The Weekend Blog is my chance to write about any subject under the sun. I stray for the regular topics networking, business development, sales, marketing and PR. I hope you enjoy my occasional rants.

Weekend Blog # 27

In October of 2004 I attended my twentieth high school reunion in Southern California. I had been to the ten year reunion, and it was fun..... but the 20th was great. Having lived in Texas for 15 years, I have not had the opportunity to attend many events, and thus lost touch with most friends from high school.

I went to school in the same city from kindergarten until 12th grade, and I had known many of my classmates since I was five years old. Others I had met in junior high or high school, but along the way I was fortunate to have known some really cool people. After all this time, they were still wonderful individuals.

The night before the reunion my core group of friends from two decades earlier went out to dinner. About 12 people (plus some spouses) had a wonderful time together, and it was as if time had stood still.

Following the reunion many of the group has kept in touch by email. Recently one person started an email chain asking about whatever happened to our old friends Tim and Todd Williams, identical twins whom had gone to school with us from 2nd grade thru 10th grade. Our sophomore year their parents moved them to a small town in Nevada. POOF...one day they were just gone. Within a few years everyone had lost touch with them, although they had been part of the group the whole time we were kids.

Thus in the day of the internet we all began to search for them. We identified an address of a Tim Williams who just might be one of the twins (he lives in the small town they relocated to in 1982). A birthday card was mailed (If it is the right Tim Williams, he would have turned forty this week) to him with all our names and email addresses.

Looking for these guys is like looking for Waldo in one of those kids books. The names "Tim Williams" or "Todd Williams" are just too common, and with nearly twenty years gone by, they could be anywhere.

But it has been fun to have a group of seven old friends in search of their lost pals. (Think "The Big Chill" without the funeral, via email and without the great soundtrack). We don't know if we will find them (or if they will even care that we were looking!!!). Hopefully we will know soon.

How about you? Have you ever lost an old friend who was a very important part of your life once? Why not find them? Reach out and reconnect.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Friday, February 17, 2006

Open Question Friday # 6

Fridays are the day I answer random questions that are asked of me throughout the week.

Today's question comes from Tom:

"You read a lot of books,....How do you decide what to read?"

I am a big believer that you should read a minimum of twelve business books per year (that is only one per month). These books will vary based on your industry, position, and future goals. However, if you are not constantly reading, you are falling behind.

I once head that if you read 15 books per year for ten years, your competition will never be able to catch up to you. Not that everything is a "race", but in today's highly competitive world...you need every advantage you can find.

I have no rules in selecting books. I try to read the best selling business books because not only do they usually have great information (not always....some are a waste of paper), but since they are what others are reading they give you common topics to discuss when networking. I also try to read new books by authors who have impressed me in the past. And finally, I wander bookstores waiting for a book to grab me (not literally, most books have no arms).

If I was to ask you "What book are you currently reading?" would you have an answer? (feel free to put that answer in the comments to this post!!!). What if I asked your competitor the same question? Are you getting ahead or falling behind?

If you have not read a book in a while, start small. A 100 page book on business relationships and networking is a great place to start. Try "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" (New Year Publishing, 2005). It is available at www.thomsinger.com or at Book People in Austin, Texas.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Wednesday, February 15, 2006

Think Big

Are you limiting your own success? Is your plan for 2006 going to allow you to achieve great things in your personal and professional life this year? Have you made big plans?

I find that too many people (including myself) do not do all they could because they allow false limitations keep them from doing amazing things. When we created our goals for the new year we most likely let our past successes and failures dictate the beliefs of what we could accomplish in the future. Yet when I look at my most successful friends, they do not let themselves have limits. The see life as having enless possiblities.

Some might say these people "have the Midas touch", but in reality they just see the world differently. They think big. I mean really really BIG!!!

This week I am going to revisit the list of goals I set for 2006 and I am going to ask myself if these are really stretch goals. If the goals are not BIG GOALS, then I will toss them out and recreate my plans for my career, my book, and my personal life.

How about you? Have you even looked at your 2006 goals since you originally created them? Are you making progress? And are the big enough for you to achieve greatness this year? I challenge you to think bigger than you ever have in the past. Create a future unlike one you ever imagined. I am going to try to do that this year!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Monday, February 13, 2006

February Guest Blogger - Leslie Morris

Many regular readers of this blog have emailed me with complaints that I have not continued the "Friday Guest Blogger" section. I must confess that with a new job, I have not had the time to coordinate the weekly guest blogger....but I agree with the readers that it was the best part of my blog. Thus the solution...."The Monthly Guest Blogger".

This month's guest blog comes from my friend (and editor of my book), Leslie Morris. I know you will like what she has to say:

"Breaking Glass"
by Leslie Morris

I met Thom 19 years ago. I’d like to tell you that my husband and I are some of Thom’s oldest and dearest friends but let’s not kid ourselves – this guy still has close friends from grade school! I would, however, tell you that we got moved up to dearest the summer my cousin Hal cut open Thom’s daughter Kate’s head (Hal is the surgeon who operated on Kate when she was six months old). Public note to Thom: you should write a blog post about how your network supported you during Kate's surgery!

Those of you who have read Some Assembly Required know me as Thom’s editor, his taskmaster. I have to tell you, I had a lot of respect for Thom before we collaborated on his book. After the fact, I had even more respect for him. Couple that with professional admiration and that his wife is the sweetest thing you’ve ever met and you get the picture.

For the last seven years I have made my living as a marketing consultant. I live in the San Francisco Bay Area and love, love, love what I do. I love solving my clients’ problems. I love doing only what falls in the sweet spot of my expertise. Every last piece of my business comes from networking.

Right now I am the interim director of marketing at a software company in Dulles, Virginia. And we were fortunate enough to have Thom speak at our worldwide sales and marketing kickoff last week. Thom is a dynamic speaker.

Thanking me for bringing Thom in, one of my peers said, “I got a lot from Thom’s talk. He offers tips you can really use and is also approachable, a real person. He talks about things we can all relate to: Starbucks, kids’ activities, volunteering, church.” Like a proud parent I beamed then hurried back to my laptop to pass this feedback along to Thom.

Seeing Thom in action made me even more excited about his next book: Some Assembly Required for Lawyers. And on my flight home that week I started working on the outline. If you have ideas for us, by all means speak up! My contact information is below.

Here’s my two cents on networking. You don’t have to be outgoing to be a strong networker! I’m an introvert. I read. I knit. I run. Solitary activities, all. But apparently this doesn’t matter because I make the most of the time I am out and about. I chat with people in line with me at the airport, with other parents at preschool pick up and drop off, with other consultants. I belong to a few online discussion groups. I have a formal Peer Group. I freely give of myself because in the end it does all come back. My current gig came through Rebel Brown, a former co-worker and now a consultant that I have never collaborated with before but one whom I have long held in high professional regard.

One of my favorite things to do is to meet with consultants just starting out. I consider it payback for all the folks who helped me way back when. Their first question is always the same: "How do I get clients?" I tell them all the same thing, “It’s payback for all the nice things you did for people over the last 10 years.” It’s all those years of delivering on your promises, professionally and personally. It’s being thoughtful and asking how someone’s ailing mother is. It’s getting together for coffee to brainstorm on a new business idea a colleague has. It’s recommending a book.

My friend Jen and I had a conversation last night (both on our cells while transitioning between work and retrieving kids – Modern Mommyhood at its best) about breaking glass. Breaking glass isn’t always a bad thing. Sometimes when you enact change you have to break a little glass. Why was this conversation important? It’s part of networking. It’s because we’re both consultants. We have very different areas of expertise but we know that talking through these issues with other consultants is critical to our professional growth and to the continued level of service we provide our clients.

Finally, I firmly believe that everyone is motivated by either chocolate or wine. I make it a point to ask new clients which it is. They laugh but then I know how to spur on action from them. Works every time.

So, are you a chocolate person or a wine person?

Have a great week.

Leslie Morris lives in Danville, California, with her husband and three daughters. She can be emailed at leslie@deliberatecommunications.com.

************

Thank you to Leslie for being the first "Monthly Guest Blogger" of 2006 (I know, we missed January). Anyone who is a reader interested in being a guest blooger is encouraged to contact me at thom@thomsinger.com.

Thom Singer

www.thomsinger.com

Friday, February 10, 2006

Open Question Friday - Week #5

Fridays are days where I answer random questions that I get from readers of this blog.

Today's question comes from Katherine:

Question # 5

"What are the best places to network?"

This question comes up a lot. The answer is that there is no "BEST" place to network, because the answer would be different for every person. It is not about the best food or where you find an open bar, it is about finding where you can meet people with whom you can create mutually beneficial friendships.

You need to think about where the type of people you want to meet actually will be in attendance. If you want to network with CFO's you would go to FEI (Financial Executives International....but in some cities they will not let you attend their meetings unless you are a CFO). To meet dentists you would go to different types of meeting or conventions than if you were looking for technology executives.

You also need to find organizations that interest you. If you like the symphony, find out if your local symphony has a "Young Professionals" auxiliary group (In Austin, Texas it is called the Symphony BATS). But if you do not like the music, you will find your long term participation will fall off quickly. Making real connections with people takes a long term commitment.

My recommendation is not to over-think the question of "where is the best place", but just look for some "good" places to network. No organization, event or conference is going to be attended 100% by your ideal clients or contacts. But if a few are present, then you might have the chance to meet them.

Networking is a marathon, not a sprint. Just get out there. Do not over analyze the process.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Wednesday, February 08, 2006

Not A Funnel - A MEGAPHONE

I am not the first to think that marketing guru Seth Godin is an amazing thought leader. Most people in the marketing, sales and business development world have heard of this guy, and if not...then they are not actively seeking out cutting edge information and theory. He has written several books, e-books, has a top read blog, and is so widely quoted that one might think him the "Marketing Oracle". When Seth speaks, people listen. Then they repeat what he says.

Well, today is no different.

His January 29th post and free downloadable e-book are worth a look for anyone in the sales profession. We all know about the sales funnel. The prospects go in at the top, and some of them filter out the bottom as clients. More in the top....More out the bottom. But Seth has taken that funnel and turned it on it's side.

He says that you need to take those who already know you (and like you) and get them to sing your praises. Shout them, actually....through the megaphone.... so that the more people know about you and your product.

And he is right. But don't take my word for it. Read his e-book (just 18 short pages) and then contemplate his on-its-side points.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

***Graphic borrowed from Seth Godin's website without permission, but I think since I am shouting through my megaphone about how great he is...that it is probably okay.

Tuesday, February 07, 2006

Book Review - Often Wrong, Never In Doubt

I just finished reading a great book. And I am surprised. Pleasantly surprised.

The book is "Often Wrong, Never In Doubt: Unleash the Business Rebel Within" by Donny Deutsch.

I must admit, I was not familiar with Donny Deutsch....host of the CNBC talk show "The Big Idea With Donny Deutsch" and advertising industry legend. I had seen the book in the book store a few times while browsing, and just kept passing. I had read the book jacket, and looked at Deutsch's photo on the cover and jumped to the conclusion that I would not like what this guy had to say. I though he would be cocky and arrogant. I did not expect such a wonderful book.

His book is a fantastic read for anyone who has an entrepreneurial interest and likes to read about the mantras and world views of successful people (and this guy is successful by any measure).

No matter what you think of Deutsch (apparently lots of people have strong opinions about him), what he has to say is educational and inspiring.

His philosophical answer to any obsticle in his business or personal life is "Why Not Me?"

He claims to have learned this answer early in his career, and ever since that time has inserted that into his success strategies. If he is going for something BIG....he figures "someone has to win this...WHY NOT ME?"

While the book is full of useful nuggets and ideas....my favorite is what he calls the Wayne Newton School of Product Polarization:

"It is better to have thirty-five percent of the people really charged up about you and the rest hate you than to have one
hundred percent not care."
This is very true. Too often people and companies spend tons of time trying to make sure that nobody hates them....which leads to nobody really liking them enough to make them successful. Look at Wayne Newton. Hundreds of millions of people would not be caught dead at his Las Vegas show.....but so many flock to see him on a regular basis that he is a multi-millionaire.

I highly reccommend this book. It is easy to read, thoughtful, and he will make you laugh. Deutsch strikes me as a very cool guy....the kind of guy you would want to go have a few drinks with and talk about all subjects under the sun.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Monday, February 06, 2006

Market or Be Fired

Larry Bodine has a post on his Legal Marketing Blog about a law firm that is going to "pare down" their partnership. If you read between the lines, what it is saying is that partners who do not market and develop business have no place in future of the law firm.

The most interesting quote from the managing partner was: "We're going to have to be more businesslike in the way we approach things," he said, citing an increasingly competitive environment.

This is happening in all types of professional services firms. The country-club atmosphere that existed in some organizations is disappearing and partners are scrutinizing each other's performance. If you are not bringing in new business, then your future is not secure just because you are a shareholder.

Many firms are experiencing record years and raising their billing rates, but those that want to continue growing realize that everyone must contribute, because when some rainmakers have a bad year, then someone else must pick up the slack (and they cant just keep increasing fees forever). Having too many non-producing senior people will make the pie slices very small in a downturn. Therefore there is only room for those who are producers.

When you talk to partners in firms you can tell who is secure in their own ability and those who are not. Aggressive business developers like the idea of cutting non-producers. Those who gripe at this trend are usually the non-producers. And rainmakers secretly are saying that if the dead weight does not get cut....they will eventually move to a firm where the culture rewards those who produce.

So start networking and marketing NOW. Don't wait until it is too late.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Friday, February 03, 2006

Open Question Friday - Week #4

Every Friday I answer a question from readers of this blog on how they should handle a specific issue with regards to networking, business development, career, etc...

Today's question was asked of me at a seminar I presented to a law firm in Washington DC on Thursday.

Question #4

"What do you think of LinkedIn and other on line networking sights?"

Great question. LinkedIn and other on line services have popped up over the past few years. I think that many people believed that these "communities" would somehow replace the need to network in person and that business opportunities would just happen via the internet.

Those who hate networking especially liked this concept. You could sign up, connect to others....and then electronically network with their contacts without ever having to go to a business networking event again.

But it does not work that way. You cannot remove the human interaction from building your business.

LinkedIn is a great tool that can help you find out how to meet someone, but it does NOT make these people part of your network. It is only a tool, not a magic way to build your network. It is a way to make first contact with someone.....but just being connected does not mean you have built a true business relationship.

Just because your friend "Bill" knows "Mary" does not make "Mary" your friend. In order to have Mary as part of your network, you would need to earn her trust, respect and mutual understanding of each other's business goals. That takes time and personal interaction.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Thursday, February 02, 2006

It Is About The Service

I experienced great service and lousy service last night.

I was flying to Washington DC to deliver two fast talks on Networking and Business Development Skills to a law firm and a software company. What should have been an easy evening of travel was anything but easy.

Bad weather in Houston caused the airport to shut down, so my outbound flight from Austin was delayed. Now I will never complain when an airline is being "safe" (arriving late always beats the alternative). And Continental did not create the thunderstorms....but it was as if they had never experienced such things like delayed travelers before. Come on people....this happens all the time.

The story is long, and painful....but lets just say that the people who work for the airline made it worse by how they handled the situation. Someone there needs to give some "customer service" lessons to those who are dealing with the public.

I landed in Washington DC at 1:45 AM. I needed to be up at 6:00 AM to do my morning presentation. Lets just say I was not in the best mood.

But alas, I was staying at the Ritz Carlton. Now I am not familiar with staying at the nicest places (look up cheap in the dictionary....my photo!!!). But I do see why the Ritz has such a fantastic reputation. The night front desk clerk knew who I was (not many people arriving at 2:30 AM, plus I had called twice from my car because I was lost) and greated me by name. In addition he inquired (with genuine interest) about my travels.

He had a great personality, was very friendly, and put a positive spin to the end of my long day. He took concern of my tight schedule, made sure I would have a wake up call, assured me my car would be out front at 7 AM and extended the offer of a late check out today so I could grab a nap before catching my flight home.

So let's recap. Continental Airlines (while not their fault for the delay) just got me more and more frustrated by their indifference......Ritz Carlton Hotel (while not their fault either) went out of their way to make it better and make me feel important.

Which type of company do you work for???? How do your customers feel about how you handle them (especially on rough days?)?

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Wednesday, February 01, 2006

Book People To Carry My Book

Book People has been voted the "Best Book Store in The United States" (The Publisher's Weekly), and is a favorite of everyone who lives in Austin, Texas. If there is life on other planets, I am sure it is the best bookstore in the galaxy.

This home grown, locally owned gem is now going to carry my book, "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships".

This is wonderful for me, as to have my book in Book People means that anyone in Austin can just walk in and purchase a copy. If you live in Austin, and have thought about reading my book,.....please go to Book People...TODAY. In the tradition on "Buy Greater Austin", I would love for them to sell lots and lots of copies. We should always support our local companies!!! And they have tons of parking now that Whole Foods moved across the street!!!

On a side note, the book buyer was one of the most delightful people I have met in a long time. She love books, enjoys her job, and fully understands how to treat people. No wonder this book store is so wonderfully successful. The staff is amazing.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Pages