Impressions

This weekend my family went to our neighborhood pool for a late afternoon swim and dinner. Our pool complex has a restaurant that sells great burgers, pizza, salads, soft drinks and ice cream. I have always thought it to be cool having such an amenity at the pool, although this was the first time we have ever ordered dinner at this establishment.

Neighbors had proclaimed that the food is good, and it lived up to the reputation. The problem was the young woman who took our order. She was probably around seventeen years old, and was clearly not happy to be at work. I am not implying that she was rude, because that would not be accurate. She did a sufficient job of taking out order, but she was simply indifferent. When I asked how long it would be for the burgers to be ready, she looked like a deer in the headlights and replied, "I don't know, a little while".

They make a lot of burgers. Had she been paying attention to the other orders that day, she would have had a clue.

Many people in the business world (in all types of companies, not just burger joints!) seem annoyed or indifferent toward customers. There is no sign of caring, enthusiasm or joy in their work. They just go through the motions.

When I was sixteen I got my first job as a busy-boy at The Big Yellow House Restaurant. My father gave me a piece of advice when I left for my first day of clearing plates. Dad said, "Always work hard and do the best job possible for your employer. When dealing with the public, be enthusiastic. Smile. Take an interest in you customers. Make a positive impression on the people you serve.".

To my knowledge my father had never worked in a restaurant, but it was good advice. It served me well at The Big Yellow House and in every other job I have had since. Obviously the girl at the pool had never been given these words of wisdom. She did not have any concern for the impression she was making on those around her. She did make an impression, and it was one of a bored teenager.

You should always try to make a positive impression on your clients, prospects, co-workers and anyone you meet. Embrace every action you take. Give yourself permission to be more than just an order-taker. Engage other people in conversation and show them who you are on the inside. Shine.

They say that you only have one chance to make a good impression, and that people will forever remember. It is true. While the food was decent (not the best burger, but good for the ease of having it available at the community pool)...my memory of this establishment will be one of this girl who did not smile.

Have A Great Day.

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

Start Your Engines - Entry #1

**Start Your Engines is an ongoing business fable. More entries will appear periodically on The Some Assembly Required Blog. Stay tuned.

Introduction
Kicking The Tires

Margo Monteverdi pulled back the car cover on her newly re-painted 1966 Ford Mustang. She smiled. The sun shimmered on bright red paint. The car appeared as fresh as she imagined it did when it first rolled of the assembly line in Michigan four decades earlier. The car was born the same year as Margo, and her whole life she had always wanted to own one. On the day of her "Big 4-0", her husband, Michael, surprised her with a slightly rusty version of that lifelong dream.

Nine months later the car was drivable. The leaky windows had been resealed and the black vinyl covering on the roof had been replaced. The seats, with the stamped of wild mustangs running free had repaired and the mechanic had completed installing the new engine. The paint was the last step in the rebirth.

Margo was experiencing somewhat of a rebirth herself. After many years of trying to launch a successful career, she was starting to see the achievement she always desired. Yet she still did not trust herself. Margo had never liked surprises, and she often felt that she needed as much work as her old car before she could navigate the unknown future.

Our heroine did not go to a top tier college. Her youth was coupled with some unfortunate choices and a whole lot of fun. The five and a half years she spent at Eastern Texas State University had not been all bad. During her tenure there the institution had been rated the number one party school in the country. She knew her dad was secretly proud when she was quoted in USA Today describing how she and her sorority sisters had contributed to the university's reputation. Besides, it was at school that she had met Michael Monteverdi, although it was a few years before she agreed to marry him.

After college she held a series entry jobs to help make ends meet while Michael completed law school at Southern Methodist University. She was twenty-five years old when she discovered that she had a knack for sales, and that a career in sales had unlimited financial possibilities. She spent three years successfully selling telephone systems before the birth of her twins. Michael's law career was in full swing, and the demands of Kyle and Katlin were too much for her to balance. Together they decided that Margo would be a full-time mom until the children were older.

Ten years later she decided to return to work. A decade out of the work force left her feeling insecure. Margo had failed to keep up in touch with her most of her former co-workers and clients. The company she had worked for had gone out of business and her boss had moved to Seattle. She was back at the starting line.

Margo had not known where to begin to look for a job. The telecommunications industry had changed and she had not kept up with the technological advances into wireless. She was also sure she was not interested in phone business. Most of what she had done for many years had centered around the lives of her twins, who now seemed much less in need of mom's attention. She combed the Sunday paper classified ads and found nothing that was worthwhile. Posting her resume on Monster.com brought no satisfaction and even less results.

By this time Michael had become a partner in one of the city's largest corporate firms. He suggested that Margo speak to the firm's Director of Marketing, Richard Ryan. Michael had always felt Richard had a firm grasp on what was happening in the Dallas business community and he might help her identify interesting companies and industries. Additionally, through his job at the firm Richard had developed an extensive network of professional contacts throughout Texas.

She was resistant to asking someone at Michael's law firm for assistance. She did not feel comfortable reaching out to someone she had only met a the annual holiday party. It also made her uncomfortable with other in their social circle knowing that she was having trouble with her job search. But Michael said, "He will be happy to help. I wrote a recommendation for his brother's law school application to SMU last year. This is what networking is about. Not everyone will have a way to be of assistance, but if you are too shy to reach out and ask...you will have no way of knowing. People like to help other people."

Margo had scheduled lunch with Richard to "pick his brain". She purchased a leather bound diary to record any nuggets of wisdom that she would learn along the way.

Her first entry was:

*People like to help other people. Do not be scared to ask!

To The Top!

Many business professionals have great intentions for their success. Most launch their careers imagining that they will be in the top ten percent of their industry. But I have news for you....only ten percent can get there!

So what happens to the rest?

All sorts of things happen to the rest. They scheme, they dream. Then they stand in the hall and talk with co-workers, predicting the demise of their competition. Next they stare out the window and imagine their future victories. Maybe they make a few calls or attend a networking event (and then congratulate themselves for "doing" business development).

What they fail to do is to create a real plan. They do not give enough emphasis to strategy. They look for short-cuts. Little or no action is taken.

Think about this for a minute. Of everyone in your industry, only ten percent can reach the top 10%. Hmmmm, sounds simple enough.

But that means that 90% are somewhere below. Is that you? OUCH.

Professionals have no idea what it takes to be a true "Peak Performer" (it is not taught in school). They think it means being a good technician,...knowing their craft. Lawyers, bankers, accountants, etc.... all mistake being successful with having skills. If that were true, why would so many succeed who do not have the best industry knowledge?

Reaching the top is more complicated. Achieving real success involves having more than a good product, but also: sales, marketing, public relations, customer service, image, brand, competitive advantages, advertising, networking, business development, research and development, communication, financial responsibility, risk-taking, and wrapping it all up in an executable strategic plan.

But Thom, that sounds difficult! Can't I just do my work and dream about market domination?

Nope.

There is a reason that successful corporations have multiple departments with highly paid executives who run the necessary business functions. If you work for a smaller business, then as the executive you must wear all these hats. To ignore any area because it is hard or out of your comfort zone will not put you in the top tier. Your choice.

Time to get busy!

Have A Great Day.

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

Giants

In the book The Art of Acting by Stella Adler, the legendary Ms. Adler notes that we live in a society that celebrates "smallness". She encourages her students to have substance, to have mass, to never be small.

The same is true in business. We work in a society that does not celebrate those who are larger than life. To achieve great success means that you will soon have a target painted on your back. The arrows will be sent your direction. The masses will attempt to make the very thing that makes you great appear trivial. The trials of victory is enough to keep some from trying.

To succeed you need to be bigger than those around you. You must resist any efforts to marginalize your accomplishments. Do not ever be small.

This is not as easy as it sounds. It is simple to hide behind closed doors and just do your work. Instinct will tell you to retreat to protect yourself from detractors. However, the prize only can be awarded to the competitor. And to compete, you must be actively engaged. Anything less is a one-way ticket to mediocrity.

On the sports field many men and women give 100%, but in the boardroom they do not. They become small. But in every company and every industry there are giants. What is your destiny? Do you have stature? Mass? Are you a giant?

A California Redwood tree is not meant to be a rose bush. While it takes years to grow, it is not meant to be small. If planted in the proper location, and given the right nurturing, the Redwood will become colossal.,... And it will never apologize for its towering size.

In your career you need the same things:

1. You need to be planted in a climate that will allow you to thrive. If you are not in the right place, ...move!

2. You need to invest time, as greatness does not happen over night. Allow your roots to go deep and wide (the network you build is part of that root system!)

3. As you grow, you cannot run and hide from the attention that you will draw upon yourself as you soar to the sky.

4. You must continue to grow for as long as you live. Those who stop growing will be cut into firewood.

Have A Great Day.

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

Networking - You Still Need "Face-to-Face"

Jan Vermeiren has a post on his "The Networking Coach's Blog" this week about "Online or Offline Networking" where he answers the question: "Do we need offline networking events when we have online networking websites?"

Jan lives in Belgium and is an author and professional speaker on the topic of building networking connections. He states that this question about "online vs offline" networking is one that always comes up following his presentations. I find this very interesting, because it is the same question I hear after every talk I give on the subject in the United States.

People around the world know that having a network is important for business success....but they still are hoping for a shortcut. But there is no way to instantly create a network, or to just sign up online and have it happen by magic. It takes work (note that the middle of the word NETWORKING is the word "work")

I believe that online sites such as LinkedIn or ecademy are just tools that can help people make connections. But meeting someone (in person or via an online service) does not make them part of your network. To really build a relationship you still need to have multiple and meaningful interactions with them.

While it is nice to create and electronic link to someone, that link does not make them your friend, a business referral source or a trusted advisor.

These online sites do make it interesting to see who our friends know, but that knowledge alone does not lead to new business. To really network we must build mutually beneficial relationships. It is give and take. It is about knowing the other person's business needs and finding ways to make their life easier....and vice versa.

Use online tools if they work for you, but do not pretend that an electronic link is really a friendship. Just like in online dating, sending a few emails is no replacement for what can be done "face-to-face".

Have A Great Day.

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

Pieces in the Puzzle

Jeremy Postal, a regular reader of the Some Assembly Required Blog had a very insightful post on his blog on June 27th.

Jeremy lives in British Columbia and is an uniquely amazing individual. He is a Christian Youth Pastor - rock climbing - skate boarding - book reading - coffee drinking philosopher. I do not personally know this guy, but from reading his comments on my blog and on his blogs, I find him to be wise for his years. The next time you see a bunch of kids riding skate boards outside a coffee house, do not discount them as punks....as there just might be greatness there.

His post is titled Jesus Doesn't Fill Your Void (I did mention he is a youth pastor!!!), but his comments transcend religion and ring true for all aspects of life.

He compares parts of life to jigsaw puzzle pieces. One piece alone cannot fill the void, it takes all the parts to make a completed puzzle:

"......Like most people, I am yet to find a completed puzzle that has captured my imagination and devotion for longer then a brief instant. When a puzzle is finished and we lock that last key piece into place there is that fleeting moment of satisfaction, a nice picture, and then we move on with life. It looses interest real fast. However, an incomplete puzzle will keep me interested for hours; I might get up and leave the puzzle for a few minutes to go to the bathroom and get some food and I might even leave for a day to go climbing, but the incompleteness of the puzzle brings me back. There is something about searching for the pieces that is much more opium-like then actually locking the final piece into place. "

I think he is right. It is the journey, not the destination that is fascinating. I know in my own life I get too caught up looking for one piece of the puzzle that I think will give me total satisfaction. But it is never just one thing in life that brings happiness. I find we need to achieve balance with our business, family, spiritual, friendships, health and fitness, education, hobbies, etc.... We never complete the whole puzzle that is our life. We can walk away from some areas from time to time, but we need to continue searching for all the pieces in order to discover the delightful areas of life.

Thanks, Jeremy, for making me think.

Have A Great Day.

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

Cupcakes For Everyone

In keeping with the all pastry weekend (yesterday was a donut quote)....I have now discovered that there are blogs that focus on just about every topic under the sun. I ran upon a blog that is all about cupcakes, Cupcakes Take The Cake (It is all cupcakes, all the time!!!)

Now I have seen a lot of blogs on niche topics....however these three women do an amazing job of regularly posting cupcake photos, recipes, and trivia. My favorite is the photo of the $50 handcrafted cupcake that is wearing felt rather than a paper wrapping.

It is my belief that they are probably the internet's leading experts on all miniature cakes. If one needs information on cupcakes, run...do not walk...to this site!!!

Just looking at this blog makes me very hungry for cake. Sadly, since I lost 30 pounds last year I have had to limit my cupcake intake. But if you like such things as cupcakes or really niched blogs, check it out!!! It is just more proof that if you are excited about something...you can make a business, a book, a blog, etc... from that passion. Go for it!!!

Have A Great Day.

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

Quote of the Week

I saw the below quote on the blog of my high school friend, Anne (Do not ever forget the "e" on the end of her name. I once made the mistake of writing "Ann". NEVER AGAIN!!!). Anyway, the quote made me laugh.

"The doughnut is the dumb blonde of the pastry world. Buoyant and pillowy as a breast implant, it promises delight while innocently denying potential consequences. Offer to buy a doughnut a drink, and your reward is a giggle followed by coy acquiescence. Beloved of police, children, and Homer Simpson, the doughnut beckons us all to forget our cares and surrender to sugar-induced hilarity."-- Jill Lightner in The Seattle Weekly

Have A Great Day.

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

Life Has No Training Wheels

Seth Godin has a wispy little post pointing out that the reason more of us do not ride unicycles is because they do not come with training wheels. If they did, more would learn, and thus unicycle sales would boom.

But life has no training wheels. Don't get me wrong, I want training wheels. I want someone to come and show me the way and help me find my balance in my career, marriage, parenting, etc.... But if I wait for that help, I will find myself waiting for a long time.

Take my book for instance. I would love for some publishing expert to have found me and held my hand as I created the text and now to guide me as I find ways to market the product. But half the fun of the project has been the uncertainty. The thrill has come from finding that balance on my own.

Instead, if you want something, just go and do it. Yes, you will fall down and get bruised. But a boo-boo on your knee is not the end of the world. Rather it teaches you just one more way NOT to do something. Get back up and start peddling again.

What makes unicycles so appealing to watch is exactly the fact that so few people do know how to ride them. If everyone reading this knew how to ride a unicycle, then the unicycle would not be a good analogy. Seek out the unique and make it your own, ...and people will notice.

Have A Great Day.

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

Death By A Thousand Paper-Cuts

If your firm thriving or dying? If the answer is not "thriving", there might not be an in-between. Stale is dying and you will never reach the highest possible levels of success.

Thriving does not mean life at work will be easy or that you and your co-workers will always agree on every issue, but moving forward is a must. You must all know the direction of your firm and agree on what equalls "success".

I once worked for a company that had a history of amazing achievement. It was a fun place to work (high pressure, but still very enjoyable). While the senior managers did not always see eye-to-eye, and occasionally had heated (and public) disagreements, they had common goals. Profits soared.

Years later they lost sight of those goals and became divided on almost every issue imaginable.

The End.

How about your place of business? Does senior management have complimentary goals or are they competing with eachother? Are there individuals on your staff who enjoy seeing other on the team fail? Is name-calling and finger-pointing the accepted practice?

If a senior executive (or group of executives) left your company to join a competitor, how would the rest of the staff view the event? Would this be an unfortunate incident that would pull everyone together with pin-point focus.... or would it destroy the morale of the whole team? This is an important question to ask yourself because in today's business climate this could happen at any moment. To believe this could happen to you is burying your head in the sand.

Too many business professionals allow their own egos to dominate their decisions. You need to pull your team together and find out what conflicts are boiling under the surface. Discussing these issues in advance will help you when you face a crisis (or it will prevent the crises altoghether).

But everyone in your company has to check their ego at the door. This is easier said than done. Determining the common goals of a professional services firm is a bit like hearding cats. Everyone has an opinion, and usually they look down on anyone with other points of view. If you cannot decide what success looks like, then you will either stagnate or fail to reach your success.

It will be death by a thousand paper-cuts.

Have A Great Day.

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

Happy 4th of July

Today is the 230th Birthday of the United States of America.

While there are many political issues that will divide people (both inside and outside of the U.S.A.).... today is a day to CELEBRATE FREEDOM!

Tom Peters says it best on his blog where he calls for a one day truce from all the political bickering.

"We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness" - From: The Declaration of independence, 1776

Have A Great Day.

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

Snakes On Your Network

It is just a fact that sometimes you will encounter "snakes". Not the slithering kind that Samuel L. Jackson will soon be fighting at 20,000 feet in the upcoming overly-hyped film "Snakes On A Plane" (Yes, I think the title sums up the whole plot).....but rather those people who are just icky.

If you are actively meeting people and building a professional network of contacts, occasionally you will welcome into your life those who do not have honorable intentions:

Some are "takers". These are selfish individuals who are networking only for their own benefit and they do not give a damn about you or your success. They "play the game" to get in your good graces, but never once think about anyone but themselves. It is disappointing when you discover the truth, as you have usually invested a lot of time providing them assistance when you realize they will never return the favor.

Others are "back-stabbers". Sadly you will build relationships in your lifetime with people who will openly point out your flaws to others in the business community. They love to gossip and expose your shortcomings. They think that by tearing down the success of other people they will elevate themselves. Usually it is just the opposite, as those who are successful see right through their blabbering. Unfortunately, they will also sometimes tarnish your reputation.

Finally there are the the "Klingons". Not the kind from Star Trek, but rather people who attach themselves to you and your network, and go along for the ride (they "cling-on"). Their intentions are good, and they would love to help you if they could, but they do not have any connections of their own. They provide no value to those around them, yet they are very nice. In most cases they cause no harm, but sometimes these people are very high maintenance friends who take up a lot your your time and attention.

Much like the passengers on the ill-fated "Snakes on a Plane" will learn, snakes can hide anywhere and everywhere.

On a side note, this "Snakes On A Plane" seems to have created more buzz than any other summer movie.....and you now see people lampooning the otherwise horrible looking movie in all kinds of ways. See Snakes On A Blog for a good laugh and the journey of one man's quest to get a free ticket to the Hollywood movie premier!!!

Have A Great Day.

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

Star Jones Not Headed For The Poor House

With all of the publicity this week I have to admit that I have never once seen an episode of "The View". Apparently I am missing out on some cultural phenomena that is much bigger than I could have imagined.

I do know that eight years ago Barbara Walters and a bunch of unknown women launched this mid-morning talk show...which must be quite informative and entertaining.

That being said, is the show so popular that the departure of one of it's co-stars, Star Jones(the once fat attorney - turned Hollywood-chic-bridezilla), warrants this much attention? I would think not.

And yet the news channels (both entertainment news and traditional news) have been buzzing with the apparent firing of the star, Star. Rosie O'Donnell (comedian, actress, activist) will replace Ms. Jones later this summer. Apparently the recipe for success of The View calls for a chubby woman in that chair.

CNN, Fox, and all the networks have covered the story in depth. Larry King Live dedicated an hour to the topic.

The most entertaining part of the whole spectacle is the photo montage of Star Jones. She has lost so much weight that she looks like four different people when they show old clips from "The View".

The controversy circles around the massive weight loss and the techniques used to gain Star's new, svelte body. Was it exercise and diet or a major medical procedure? Does she owe it to the public to fess up to having gastro-by pass surgery?

And now the real question..... WHO CARES?????

The woman's contract was not renewed so that the show could go a different direction.

News Flash....this could happen to anyone tomorrow. Any employee can be fired, laid-off or otherwise separated from their job with little notice. I was laid off three times in eight years (due to the downturn in the economy)....Larry King never called once.

Being out of work can be a scary thing for a regular person. But Ms. Jones is not a normal person. Regular people have to go out and get a new job or launch their own company. Not easy, but it happen every single day. Regular people do not have agents and PR firms getting them interviews with People Magazine. Let's not confuse Star Jones with someone working at General Motors.

Star Jones is celebrity and so it is big news. But millions of Americans have lost their jobs over the past decade. Why is it that we are giving so much sympathy to this woman? Star Jones is not about to go hungry (especially since she had her stomach stapled!). She makes BIG money, and will have multi-million dollar contract coming in from every other media company (besides of ABC) within a month.

Have A Great Day.

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

A Different World - Four Eyed Monsters

This month's FastCompany Magazine has an interesting story, "Revenge of the Nerds", that highlights the budding film careers of two young twentysomethings. Arin Crumley and Susan Buice met on-line in New York City and early in their dating relationship they decided to make an independent movie.

With over $54,000 in credit card debt they are now trying to promote their film to the world.

I live in a different world. My wife and I met in a bar: We dated, married, bought a house, had kids, pay a mortgage, plan trips to Disneyland, etc.... On most levels I could not relate to this artistic and fascinating young couple who have charged their way into the outskirts of Hollywood. Yet with their faces placed against the glass looking into the film industry, I could not help but find myself pulling for these kids to achieve unimaginable levels of success.

They are an example to anyone in business when it comes to creativity, tenacity, unique business development/marketing and enthusiasm. They are cutting edge entrepreneurs in the genre of the young Bill Gates and young Michael Dell of twenty years ago.

Their website has some interesting stuff, including video podcasts that tell the story of the making of the film and the making of their relationship. I am still not sure what the film, Four Eyed Monsters, is about. However, if they bring it back to Austin, Texas....I will be the first to buy a ticket. I imagine I would be the oldest person in the audience, but damn it.... I will be there.

The film, music and publishing industries are all changing. Who is to say that with today's new technologies that anyone can't make a film, burn a CD or write a book and take it to international fame and fortune!! The internet and word-of-mouth advertising changes everything.

Personally, I am pulling for Arin and Susan. Red carpets? Paparazzi? Tonight Show banter with Jay Leno? Little gold statues named Oscar? Hey, why not?

Have A Great Day.

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

**Photo from FastCompany.com

More About Cold-Calling

Last week I wrote a post called "Networking vs. Cold-Calling" in which I recommended that business professionals use all the tools available to them to make connections with prospects that will lead to increased sales. Too often people discredit the use of networking or cold-calling (or sometimes both), yet most of the most successful people I know do both (and more).

I recieved the following email from a reader of this blog who disagreed with my opinions about the importance of cold-calling as one of many important business skills:

Dear Thom-

Are you kidding me???? Cold call to be successful??? Anyone who recommends cold calling in this day and age has absolutely no credibility. Time to wake up and do away with the old lines from decades ago - it's a new world Thom!

You need to become much more creative and discontinue this kind of empty rhetoric.

Cold calling does a number of things:

- annoys potential customers

- frustrates sales people

- creates sales force turnover

- establishes the salesperson as a "peddler" in the mind of the customer

- establishes the salesperson as just that - a SALESPERSON dialing for dollars. Their presentation will not be viewed as consultative or expert in any way...it will be viewed as what it is, a SALES PITCH

- wastes valuable time much better spent on just about any other activity. In fact, I would recommend a "nap" instead of cold-calling, at least that's a positive and refreshing experience!

You just have to be kidding, does anyone take this kind of "advice" seriously anymore?

First of all, I love it when people disagree with me. I am a big fan of civilized debate. Too often in today's society people are too afraid to publically voice a contrary opinion...OR when they do disagree they go NUTSO CRAZY on the other person and violently attack them personally and their point of view. I thank my reader for this letter. We exchanged emails, and he or she proved to be articulate and civil (although very very much against any form of cold-calling for any reason for any person on this planet or in any other galixy). Below I will respectfully debate his or her anti-cold-calling beliefs.

1. Cold-Calling annoys potential customers.

Yes, recieving a cold-call can be annoying. But most professionals expect some level of solicitation in the business world (unless they are one of those folks with an inflated sense of self-importance, in which case they are annoyed by everything).

2. Cold-Calling frustrates sales people.

Nobody likes rejection. Sales people who are easily frustrated by cold-calling will most likely never be successful in sales. Life is full of frustrations. Just because something is not easy does not mean it is horrible.

3. Cold-Calling creates sales force turnover.

The top people in my position at the company where I work are the most avid cold callers. They also make the most money. Oh, and they have worked there the longest.

4. Cold-Calling establishes the salesperson as a "peddler" in the mind of the customer.

If you are in sales you should never be ashamed to sell. All businesses have to sell their services to stay in business. Most professionals I know respect good sales people.

5. Cold-Calling establishes the salesperson as just that - a salesperson dialing for dollars. Their presentation will not be viewed as consultative or expert in any way....it will be viewed as what it is, a SALES PITCH.

I am not suggesting that you call, pitch, and close on the same call. A cold-call is simply a tool to get a meeting. You have many steps to get through before you get to the "trusted advisor" stage...but if you never meet them, then you will never be viewed as anything.

6. Cold-Calling wastes valuable time that could be better spent taking a nap.

I love to nap. But napping has never led to me making a sale. Cold-calling has.

7. Anyone who recommends cold-calling in this day and age has absolutely no credibility.

Ok, this was the part where my reader was not being civil, as he or she is automatically saying that I have no credibility since I did recommend that cold-calling could be a skill that sales people use. I say that if something works for you...do it. If it does not work, don't do it. To say that any business practice that is legal and ethical is always bad is just silly.

It is sort of funny that I have to defend cold-calling on a networking blog....but I do not believe ANYONE has the right to rip on people who cold-call. It is just silly as hell. This is just a fun little blog where some guy rants and raves about his views.

Have A Great Day.

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

O'Keefe Knows Blogging

Kevin O'Keefe knows about blogging for lawyers and other professionals.

Do you know Kevin O'Keefe?

O'Keefe, CEO of LexBlog, was the speaker today at the Austin Legal Marketing Association, and he had the twenty legal marketing professionals in the room taking notes so fast that their pencils almost caught fire.

His talk was captivating. He spelled out the tips and tricks that lawyers need to know if they truly want to promote their practices and position themselves as thought-leaders in their practice areas.

"A blog is NOT your website", proclaimed O'Keefe. "Your website is promotional information. It is an electronic brochure. A blog is an educational magazine - your opportunity to be part of the discussion on an important topic" (They are your chance to be seen as the expert).

Kevin has built a successful business by training lawyers about how to blog. Many of his clients are surprised by their own success (which means the speed at which some get real results). He has promoted his business the same way he teaches his clients....by blogging!

"Any idiot can write a blog, but if it does not add value then you will get no links or traffic....nobody will read it, much less comment on your thoughts. You must be adding to the discussion".

O'Keefe says to follow the FLEE principle:

F - Find your audience
L - Listen to the discussion
E - Engage your readers
E - Enhance the discussion

(*note, I might have that last "E" wrong....but you get the idea).

I also had the opportunity to buy Kevin a latte at Starbucks following his presentation. In addition to being one of the smartest guys I have ever talked to about "blogging"...he is also a really nice guy.

If your firm has thought about starting a blog...do not do it without obtaining the guidance that Kevin O'Keefe can provide. He is affordable, knowledgeable and can keep you from making some horrible mistakes.

Have A Great Day.

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

His "Super-Power" Is Focus

I recently had a conversation with one of the most successful real estate agents in Austin, Texas. Chad Goldwasser has built and amazing business, The Goldwasser Team, and has been recognized locally and nationally for his results. Additionally he is an accomplished speaker and trainer whose seminars inspire and motivate others to excel.

To become a top tier realtor, Chad has immersed himself in reading (and listening to CD's) the best motivational and sales information on the planet. He has an amazing belief in himself and those with whom he works. If he had a middlename it would be "Mr Goals". In less than seven years he has gone from tending bar in a local Mexican restaurant to providing high-quality customer service to those looking to buy or sell their house. He makes dreams come true.

Chad says; "My Super-Power is Focus!".

Batman has the gadgets. Wonder Woman has the magic lasso. Aquaman can live under the sea. Superman can fly, stop bullets and is more powerful than locomotive (and I like that X-ray vision thing!)...... but Chad has FOCUS.

Hmmmm. For those who have been reading my blog lately, you know focus is my missing link. It is like I am at the base of a large staircase waiting to climb to the top. Focus is what I have identified as the most important skill for advancing a career to the next level. Chad has found it. I am still looking for it.

Have A Great Day.

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

The Four Things That Matter

In my quest for more focus it was recommended to me that I identify the four things in my life that really matter the most to me. Beyond those four, it was said, the rest "is just filler".

Once I have identified what matters, my next task is to clearly look for the actions needed over six months to achieve greatness in each area. Then daily I should look at what small thing I can do toward accomplishing my goals.

How do you eat an elephant? One bite at a time.

Here is my list:

1. Serving my wife and kids as the best husband and father I can be.

What is the next step to be done today to lead me to that goal?

2. Doing the best job I can for my employer.

What is the next step to be done today to lead me to that goal?

3. Promoting my book to national recognition.

What is the next step to be done today to lead me to that goal?

4. Staying fit and being healthy.

What is the next step to be done today to lead me to that goal?

What four things matter to you? Remember, the rest is just filler.

Have A Great Day.

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

Planned Conflict With The Status Quo

I have been actively searching for a coach or a mentor who can help me take my career to the next level.

This is difficult because coaches want a substantial sum of money (which I think the good ones deserve, but I am not yet ready to pay). I have several people who have been wonderful mentors, but I at this stage of my career I need more personal attention than most people would be willing to give (unless I am paying a substantial sum of money.....hmmmm, Catch 22).

Anyway, while talking with a woman on the phone the other day she said that I had to be willing to break out of my current comfort zone to achieve greater successes. This, she said, will get uncomfortable. I must be willing to "plan conflict with my status quo".

Wow.

That got me thinking. What is it about my current situation that I will need to knock from the secure little box that I live within? Scary stuff to ponder!!!

But I like it.

I am ready to do something, I am just not sure yet what that is. I have not yet found the right answer to who can help guide me to the next level, but I am committed to start moving in that direction.

How about you. Are you ready to plan conflict with your status quo? What do you have to change in your life to grow your network? Raise your company's visibility? Create more buzz? Increase Sales? What do you need to do to shine?

I think there are a lot of people who feel the same way (ready to move ahead, but not sure where to go). They know that they are capable of more success, but are just not sure of the next move. I talk a lot about the importance of taking action, and I do personally take action. But random actions produce random results. And while this does help move me forward, I think that I need to have a more clearly defined plan.

Are you with me? Good. But I am not sure where we are going.

I think that instead of hiring an expensive coach, or waiting for the right mentor to show up, I will create a virtual mastermind group. I am looking for three other people who are looking to achieve more in their career. Three like minded business professionals who want to make a difference in the next six months.

If you are interested, email me at thom@thomsinger.com (subject line "MasterMind"). I have no idea who I will select to be part of this experiment, but we will chart our progress and use this blog on the first Friday of the month to report our results over the last half of 2006.

Any takers?

Have A Great Day.

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

Blog Awards Finalist

It has come to my attention that "The Some Assembly Required Blog" is a finalist for a MarketingSherpa Reader’s Choice Blog Award in the B2B Category.

If you are interested in voting, there is more information at:

http://www.marketingsherpa.com/article.php?ident=28308

Thank you for your continued support of this blog.

thom

Seize The Power

"The beauty of being an adult is that you have permission to turn an idea into reality. Children have the courage to turn ideas into reality, but not the power. Adults have the power, but not always the courage" - From the book: 365 Marketing Meditations by Richard S. Levick and Larry Smith.

Most people have ideas, more ideas than they could count. However, sadly, they rarely act upon those ideas and spend much of their life looking back and wondering what could have been different.

I had lunch yesterday with business friend that I have known for many years. Steve has been a successful entrepreneur, venture capitalist, real estate investor and all around achiever. He has the courage to take action and change the world. What I admire most about him is that he not only goes out into the world and creates positive change,....he looks for ways to help others. Three times during lunch he asked me "how can I help you?". And he meant it. I doubt that Steve spends much time looking backwards.

I sometimes feel that I am at a cross-roads, looking for courage. I have an ideal new job (which I enjoy and is very challenging), my book continues to sell (it is now available at Amazon.com), my family is happy, and I have amazing friends.....yet I have a burning desire for more. I don't want to turn fifty and look back at this decade (I just turned 40) and wish I had left opportunities behind.

When I look at successful people (like my friend, Steve) it is focus and the courage to take action that are common traits. I try daily to have more courage and focus, but often fall short of my own expectations. It is usually my network of contacts that helps me fill that gap. It is the people who say "how can I help you succeed" that take us past the areas where we fall short. I am still amazed at how those who are the most accomplished (and the busiest) are the most willing to help others reach their goals.

Be Brave. Have Courage. Achieve. And Help Others Do The Same!!!

Have A Great Day.

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

Networking vs. Cold Calling

Some people think that there is a diabolical contest between the importance of networking and cold calling in the pursuit of higher sales numbers and advancing marketshare.

WRONG.

To be successful in your business it is not choosing between "networking" or "cold calling".....it is a combination of cultivating both skills....and actively using both to increase your level of success.

If you only cold-call you are placing your future success in the hands of strangers, and by only networking you are relying 100% on those you already know. To own your future yourself you must do both (plus other stuff too!).

Neither of these business disciplines is difficult, but professionals often shriek in fear at the thought of both of these very importance business practices. There are countless examples of professionals who have been wildly successful using just one of these skills, but most who reach the top are experts at both. (*I do not know of any who have increased their sales by avoiding both skills). Ask any sales person and she will tell you that she uses a variety of techniques to achieve her goals.

I believe that the networking and cold-calling should work together. If you develop a good network of contacts and have a reputation of high integrity, then you will get more referrals. While you will still need cold-call on potential customers, if you and your company are well known in your business community, then your calls wont be "chilly". Quickly establishing that you have mutual contacts in business will lead to a better chance the other person will take an interest in your product or service.

Remember, your networking and cold calling efforts are both tools that can lead to more sales. You need to appreciate both and learn to improve your skills. Do not make up excuses about why networking or cold-calling do not work. They do work for millions of other business professionals. If they are not working for you, then figure out why and adjust how your approach. There are countless books, tapes, websites, blogs and seminars that can help you improve your business skills.

Have A Great Day.

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

Listen Up

You can now listen to a sample of the audio version of my book,

Some Assembly Required:

How To Make, Grow and Keep Your

Business Relationships

Go to www.thomsinger.com and click on the audio logo on the lower right side of the homepage.

Enjoy!! And Thank You for reading my blog!!

Have A Great Day.

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

Happy Father's Day

In the United States today is Father's Day. This holiday was officially established by Congress in 1953. It is a special day when children of all ages can stop and honor their fathers.

I am lucky, my father has been an amazing influence on my life. He was older to be having another child (I was born just before he turned 52-years-old), but his advanced age never stopped him from being an involved parent. He retired when I was in the eighth grade and had the time to be involved in my activities (I think at the time I did not like that fact that he was always around, but looking back... it was a blessing). He taught me more things than I can express here. I love him for showing me by his example how to be a good father to my own children.

This year he will turn 92 years old. He is still going strong, as he does not let his age slow him down.

Happy Father's Day, Dad. And to all fathers.

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

Optimists Are The Future

I saw this quote today and just thought I would share it.

“No pessimist ever discovered the secret of the stars or sailed an uncharted land or opened a new doorway for the human spirit.”
-Helen Keller (1990-1968)

Have A Great Day.

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

Celebrate Others

I was reading the blog of a friend this week and I was reminded how important it is to "celebrate" the people in our lives. Chris Hyde is a pastor at a church near Portland, Oregon. Last week he turned forty years old (seems like an epidemic...as I did turned forty five days after he did) and he felt extremely blessed.....he felt "celebrated" by those around him.

Growing up Chris had good parents, but he states in his post that they never made him feel special for who he was as a person. On this birthday his family and friends honored him in countless ways (including another friend, Anne, who wrote a blog post titled "Crazy Pastor Chris" on her blog). You should read his blog post about the importance of making others feel appreciated, as it it thought provoking.

His words got me thinking, in our business networking efforts do we honor others enough? Do we "celebrate" them? I do not just mean saying "thank you" to those who give us referrals or invite us to an event. I am talking about reaching out to our friends and letting them know that we are deeply grateful to have them as part of our lives.

I challenge all the readers of this blog (that means YOU!) to think of three people in your network of professional contacts and reach out to them. Celebrate them for making your career...your life...better. Make sure that you do this with no expectations of them recipricating with praise toward you (although if they do, accept it)... make your celebration all about the other person.

Imagine if everyone did this regularly....the world would be a much better place!!!

Have A Great Day.

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

Association for Corporate Growth Awards - Austin Chapter

The Austin Chapter of the Association for Corporate Growth held its annual awards luncheon today. The sold out crowd at the Shoreline Grill was treated to a phenomenal program.

Texas Secretary of State, Roger Williams, was the keynote speaker. This former professional baseball player-- turned successful businessman -- turned politician delivered on of the most enjoyable talks I have ever seen at a business event (lets face it, most business awards lunches are a bit boring!). Mr. Williams has the gift of gab and the true Texas talent to weave a story.

The winners were:

Outstanding Austin Large Company - Whole Foods
Outstanding Austin Emerging Company - Motion Computing

Outstanding San Antonio Large Company - Valero
Outstanding San Antonio Emerging Company - RackSpace

The winning companies will have a chance at ACG International Awards later this year.

The best line of the day came from the Secretary of State who said:

"Texans know what the word 'impossible' means - They also know that it does not apply to them!!!"

Congratulations to all the winners. And "Thank You" to the event chairman, Chris Kaine of Willis, who put on a great event.

Have A Great Day.

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

Zero to Sixty

At the National Speakers Association meeting in Austin, Texas I heard a wonderful analogy between how we view the cars we drive and how we judge people (and ourselves!).

Professional Speaker and local NSA president Catherine Jewell (a delightfully talented woman who is internationally applauded for her transformational sales training presentations and entertaining keynote talks) told the crowd about the love she had for her 1991 Acura Vigor. The car was a beautiful amethyst color (the men in the audience later discovered that amethyst is actually purple). It was stylish, powerful and reliable.

She always felt safe and comfortable while driving this car. In comparison to all the cars she has owned, the Vigor stood out from the pack. It could go from zero to sixty in 7.2 seconds and once took the car up to 140 miles per hour on an open country road (which was okay because her passenger was her brother, who is a Catholic priest!). While driving fast was not uncommon (she mentioned that highway patrol men "often" wrote the car was brown..."often"???), 140 mph was a memorable experience she will always recall fondly while thinking of this particular automobile.

Catherine got much joy from this Acura Vigor and only had to do the schedule maintenance. It never needed any major overhauls, and it did not add stress to her life. It was clear that this car had been a trusted friend.

How about you? How do the people you meet in the business community judge you? Are you stylish, powerful and reliable? Do you accomplish tasks with speed and never require maintenance? Lets explore:

Stylish. Other people do judge us by our appearance. We need to stay fit, dress appropriately and articulate when speaking. While some might think it is unfair that how we look and talk is important, your personal style is all part of your image...your brand. You cannot ignore look.

Powerful. Power means different things to different people. To me it is that you have the ability to get things done in the business world. This power can be displayed in many different ways. It is not always because someone has a particular business"title", as there are many executives in companies that have no respect, and thus no power. I once heard it said that "you do not command respect (from a job title), you earn respect (from your actions). How you behave will come back to roost.

Reliable. Can others count on you to follow through and complete your assigned tasks. Do you have a reputation of helping others, or are you known for only looking out for yourself. Do you remember others whom you have met before and treat them with respect? (I ran into a woman the other day who I have met no less than 10 times....she had no idea who I was, and when I noted that we had met, she acted as if our past encounters were not important enough for her to remember....this leaves me with a low impression of her abilities).

Low Maintenance. We all know people who drain the energy from a room when they arrive. Everyone has those "high maintenance" friends, who while entertaining, are not the ones that you would recommend to others. Don't be one of these people. You should not require others to spend a lot of time taking care of your issues. Instead you should find ways to make their lives better....not more complicated.

On the topic of maintenance, you also need to take the time to take care of yourself. Just like Catherine changed the oil and kept the tire pressure correct in the Acura, you should keep yourself physically and mentally fit. If you become run down you will be of no use to anyone. Schedule enough time to catch up on sleep, read a book, go for a run (or walk, swim, ride, etc....) or just relax.

Like a good car you need to maintain your style, power and reliability or your network of professional contacts will be trade you in for a newer model.

Have A Great Day.

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

Craziness

I recently had a lawyer tell me that he did not believe law firms should have marketing and business development professionals on staff because: "they make lawyers lazy". His argument was that if a firm did not have such people to oversee marketing and help get the firm recognition, that the lawyers themselves would embrace these tasks and be much more successful in growing their practices.
Oh PLEASE!!! I just might have now heard it all.

Additionally this attorney stated that firms that host client events (educational and social) and run advertisements in their local business journals are just being too "showy". In this case his belief is that lawyers only need to do good work and have "lots of lunches" to build their practices. Having marketing programs and planning is just a waste of time.

Maybe he is on to something. He should tell all of his clients that he has come up with the greatest business advice of the century: Companies should fire all their sales and marketing staff (after all, sales and marketing professionals make a lot of money and do not usually have "JDs"!...so how good can they be?). In their place the companies should have their senior executives assume all those responsibilities and do the sales and marketing when they have free time....regardless of if they are good at it or have any experience!!!

What? That is not a good business plan? But it is exactly how this lawyer plans to run his own firm!!!

Successful businesses plan everything and have dedicated professionals to move those plans forward. Leaving business development and marketing to chance is rediculous in any industry. This attorney should take his 401K to Las Vegas and bet the whole thing on Germany winning the World Cup Soccer tournement (or is it World Cup Football tournement???).

I predict a lot of mediocrity in this attorney's business development future. Then he will blame something else (cuz his lack of success could never be his fault!!).

Have A Great Day.

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

41 Things I've Learned By 40

June 8th marks my 40th Birthday. Here are 41 pieces of advice that I have learned along the way:

41. Don't worry too much about what others think about you.

40. Everyone has an ego. Tread lightly as to not bruise them.

39. Nothing produces results as much as taking action.

38. Don't gossip. What you say will always find its way back to the person.

37. People do business with people they know and like.

36. Jealous and petty people are just part of life.

35. Say "please" and "thank you". It will make you stand out from the crowd.

34. When you need help, ask someone.

33. Having written goals is an important step you achieving your dreams.

32. Over using credit cards will stall your financial future.

31. A supportive spouse is worth her weight in gold, and then some.

30. A true friend is excited for you about any event that makes you happy.

29. True friends are rare and should be cherished.

28. No job is secure. Have a "plan B"

27. Always find the best in other people. Do not focus on their flaws.

26. You are not what you drive or what you wear. Do not judge others by their cars, clothes or zip code.

25. You are a "brand". No matter what you do it impacts your reputation.

24. Luck does not happen by accident.

23. Start saving money when you are young. 10% of your income should always go to your 401K.

22. Dedicate time to think about your future. Know what success looks like.

21. You cannot love your kids too much!

20. Treat everyone with respect. You never know when they might circle back into your life.

19. If you are not knowledgeable about wine...Don't fake it.

18. Be-friend your competitors.

17. Regardless of your political beliefs - attend a presidential inauguration once in your lifetime. The whole thing is very cool.

16. Find a mentor.

15. Be a mentor.

14. Staying physically fit gets harder as you get older. But do it anyway.

13. You do not have to be smart to be successful. Tenacity trumps intelligence.

12. Having a strong network of professional contacts is the best career safety net.

11. Read a lot of books, magazines, websites, blogs and newspapers. Knowledge is power.

10. Writing a book is hard work. Promoting a book is harder work.

9. Develop your public speaking skills. Join a Toastmasters group and participate actively for two years.

8. There is no substitute for integrity.

7. Have friends who challenge you to be a better person.

6. If you know someone who wrote a book, read it. The biggest compliment you can give an author is to read what they wrote.

5. Helping others always comes back to benefit you.

4. Find a good lawyer, accountant and banker before you need them.

3. Learn to cook.

2. Opportunities exist. You just have to look for them.

AND THE NUMBER ONE THING I HAVE LEARNED:

#1 - Those who have achieved REAL success in life (financially, emotionally and spiritually) will never criticize your dreams and aspirations. Instead they will look for ways to share their own experiences to help lift you up to higher levels. Successful people are rarely jealous and welcome the achievements of others.

As with all free advice....remember, you get what you pay for.

Have A Great Day.

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

Customer Experience

Advertising as we know it is dying a slow death. The country's biggest ad agencies are perplexed as TiVo and other technologies are allowing viewers to skip traditional mass media messages. TV ad spots are being overlooked while magazines are so full of dribble that they all blur into the pea soup of nothingness.

Then along came "product placement", but within as very short amount of time the viewing public has become wise to the fact that the American Idol judges all drink from Coca-Cola tumblers because large sums were paid by the beverage maker. For all we know Paula Abdul is sipping Pepsi Light from that cup.

Consumers are more savvy to the ways of Madison Avenue than they were thirty years ago, however the manner in which corporations market to customers has not changed in a generation.

Welcome Experiential Marketing. We all know that Starbucks, Southwest Airlines, Harley Davidson and many other maverick companies are dominating today's brand awareness.....and what these modern success stories have in common is how the customer comes to feel about the company through the interaction with those companies.

I admit that I love Starbucks. I know it is heavily over-priced and that the coffee is not that great. I even had to give up the flavored expresso drinks and frappachinos because of their high calorie content (yes, the Cafe Mocha has 400 calories) and now just drink regular coffee. However, it is the experience and the familiarity one gets in a Starbucks that brings me back day after day. They do more than sell coffee, the sell the whole experience. Anywhere in the world you get the same experience.

Regardless of what product or service your company provides, your future success is entirely riding on how your customers feel about you everytime they encounter your company.

I once worked for a company where the sales people were obsessively concerned that the marketing budget did not allocate enough money for print advertising. They tried to hide their low sales numbers behind the limited ads. In reality a full-page ad will not engage the prospect. That is why dynamic and exciting companies look for new ways to stand out from the crowd. People are moved to purchase by their experiences, not stale advertising. Thus, you cannot rely on image, reputation and advertising. It is your one-on-one connections with your customers that make all the difference.

A company or an individual needs to be bold to get noticed. One of my favorite stories is what GamePlan Marketing (of Austin, Texas) did for one client who wanted to be noticed at the 2004 International Consumer Electronics Show. How does an organization tell its story, make its pitch, and deliver its message at a trade show when it has no booth? Click here to read more. (really...click on the link...it is an amazingly entertaining story...I promise!!!)

The world is changing.....stand out, be bold and make every interaction with you and your company an experience. Average never wins.

Have A Great Day.

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

Entrepreneurial Spirit Saluted

Last night was the 20th Annual Ernst & Young Entrepreneur of the Year Awards in Austin, Texas. These local awards are part of the firm's two-decade spectacular international program which salutes the spirit of entrepreneurship. The gala event did not disappoint.

Four outstanding local business professionals were honored for their excellence, and joined the ranks of the over ninety Austinites who have made their mark on the exciting Central Texas business community. In the previous twenty years two local legends have gone on to claim the E&Y National Entrepreneur of the Year prize (Michael Dell of Dell, Inc and John Mackay of Whole Foods Markets).

This years business winners are:

Clayton Christopher - Sweet Leaf Tea, Inc.

Brett Hatton - Four Hands Furniture

Joel Trammell - NetQOS

And the social entrepreneur of the year is:

Susan McDowell - LifeWorks

Ernst & Young also gave the special "Supporter of Entrepreneurship" award to local venture capitalist, Eric Jones of CenterPoint Ventures. Jones has been directly involved with many of Austin's most successful companies and has helped to foster the growth of the local technology industry.

Austin, Texas is a town that prides itself in having a special entrepreneurial spirit. E&Y's annual event is the crowning accomplishment to those who live to take risks, create companies (and jobs!), and reach change the face of the world.

The evening was followed the 12th Annual "After Party" hosted by the local office of Andrews Kurth LLP. There are really no ways to describe this party, which has taken on a life of its own over the past 12 years. It is like getting an invitation to "Spago" following the Academy Awards. Over 400 people crossed the street to PF Chang's Bistro following the conclusion of the E&Y award ceremony. When I left at 1:00 AM there were still 100 people dancing, drinking and power networking. It is not often you get the Austin business community (who mostly all believe that everyday is "Casual Friday") into tuxedos and formal gowns....and then that many continue the party into the wee hours of the morning!! It was an amazing evening.

Congratulations to all the finalists and award recipients.

Have A Great Day.

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

Which Firm Do You Work For?

Which company would you like to work for?

Company A

Our mission is to allow each of our senior partners to treat the rest of the staff like crap. If someone complains we will give lip-service toward creating a better work environment, but the reality is we will never really take any action, especially if the partner in question has a large book of business.

Additionally we will encourage competition amongst those who work for our firm. We will champion anyone who can succeed within the culture of the firm and ridicule or push out those who have unique, creative and visionary ideas. Our motto is "we do not do it that way at this firm".

We will hold seminars and create brochures touting diversity, while in reality it will be the good old boys who will prevail. We will break no laws in this area, but everyone in the firm will know how the system really works. If they choose to raise concerns we will label them as difficult and hope to God they move on to another firm.

Seniority and past performance for the firm will be allowed to cover current mediocre performance. Younger and harder working employees will know that to gain seniority means you no longer have to work as hard, but you can still pull down a huge salary. Nobody in the firm would dare to rock the boat and hold dead-weight partners accountable.

Company B

Our mission is to create a dynamic team atmosphere where our partners, associates and staff members look forward to coming to work. It is the goal of the firm to provide above average financial compensation to everyone who works here.

Team members will treat each other with professional respect an courtesy. Those who are do not behave in a professional manner will be asked to leave the firm, regardless of their financial contribution. Jerks are not tolerated in this environment.

Fresh ideas are always welcomed by senior management, regardless of who originates the ideas. Anyone who can provide new ways for the firm to achieve its financial goals will be rewarded both with cash and publicly praised. Hard work and results are what is expected from everyone on the team. All staff members are judged by their actions, not their words. Less than a full commitment to success for everyone will not be tolerated.

Which one do you work for in real life?

Have A Great Day.

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

Givers and Takers

The world is made up of give and take. In order for society to succeed there are times when individuals must give of themselves, and their are times when they will receive from others.

The same is true in the blogosphere. Most people give and take in this world of blogging without much thought of "the score". It seems to work itself out and the rising tide raises all boats.

Sometimes when you write a blog you make virtual friendships with other bloggers (which is cool). As you spend time reading their blogs and getting to learn their motivations you begin to understand that there are two types of people in the blogosphere.....givers and takers.

Now I want to start by pointing out that the givers also "take". Which is how the whole thing is supposed to works. BUT, the takers do not give. This is frustrating.

When you read a blog and see that the blogger from time to time links to other blogs, products, companies, etc.... without any direct personal return....this blogger is a giver. They have a blogroll where they publicly link to other blogs that they enjoy, and encourage their readers to read these blogs.

Sometimes I get emails from people saying "HEY, if you link to me, I will link to you". I never accept these links, and have never made that request of anyone on my blogroll. While having inbound links is beneficial, I think that someone should link to The Some Assembly Required Blog because they like what I write, not because I am giving them some reciprocal PR.

I would like to give two examples of givers and takers.

First the taker. His blog never links to other blogs, books or companies with cool products. His blog is all about him. Nobody is that smart everyday, so when he pontificates his ideas....he is not being honest. He writes a lot of content, but never sites anyone but himself. The whole purpose of his blog is to make him look smart. I wont name names, but they exist all over the place.....and many of these are the most popular bloggers in the game.

Next is the giver. He or she has a blogroll with links to things that relate to their blog topic and they often write posts applauding other bloggers for their insightful posts. Mike Sigers at The Simplenomics Blog is one of the best "givers". I have never met Mike, but we have become friends via our blogs. He writes some great stuff about sales and customer relations, and he always promotes posts and accomplishments of others. He is not just blogging to promoter Mike Sigers.

Mike's blog is widely read, as when he links to one of my posts my traffic jumps through the roof. He has never asked me for anything in return. He is the perfect example of a "giver"

I hope that everyone on the planet who reads business blogs will take a few minutes to read The Simplenomics Blog.....as you will like what you find there, and Mike deserves the extra traffic.

In addition, take the time to read every blog on my blogroll (see the list on the right of this page). All will provide you with interesting and thought provoking information.

Have A Great Day.

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

Don't Be Scared of Hiring the Best

A satellite office of a well known national law firm (I wont name the firm or the city) is currently looking to hire a marketing /business development professional to assist the attorneys to become better known and to expand their practice within their city.

A friend of mine was contacted by a headhunter. He is very qualified for the position (currently works for a smaller firm) and was interested in the opportunity. He is becoming well known in his business community (inside and outside of legal marketing), has a great work ethic, and instinctively understands what strategies law firms need to use to succeed in today's highly competitive environment.

The firm disqualified him as a candidate because they received his resume from three different sources (only one headhunter, the other two were business professionals who knew the firm had an opening). The office administrator was annoyed to get the resume more than once and decided not to even talk with him.

What? Not even an interview?

God-forbid that there would be a candidate who is well known and respected in the business community that multiple sources believe could be a good fit for the firm.

This office administrator has done a HUGE dis-service to the firm (She did not need to hire this person, but by not interviewing him, they will never know if the person could have been a good fit). Sadly, this is very common in law firms. A firm would much rather have a mediocre marketing professional than one who could stand out from the pack.

Other firms make it a policy not to hire anyone without "law firm experience". They are so sure that business experience in another field cannot translate into their industry that they by-pass amazing candidates.

I once interviewed for a marketing manager position with a big law firm and was later told by a partner that the reason I was not hired was that my extensive networking and involvement in local organizations might "outshine" the attorneys. The firm was not comfortable with a "non-lawyer" being visible in the business community, and that it was not appropriate for a "non-lawyer" to be in a public role (Note that the law firms are the only industry that label their professional staff in this manner.....hospitals do not have "doctors and non-doctors").

I know many lawyers who are unhappy with their firm's marketing and business development staff. However, they are not willing to pay more money or give these professionals the internal respect and authority necessary to attract the type of people who will succeed.

Another person I know manages a division of one of the world's largest and most successful technology companies. He is always looking to identify top talent (from inside and outside the tech field) for his company. He looks for top performers, and is never worried about hiring someone with more experience (or someone who is smarter) than himself. His company rewards success, rather than wanting a bunch of robots who will never "out-shine" the senior team. He laughs at companies like these law firms I mention above, because he knows they will never rise to the top. His company thrives because they are not scared of hiring the best.

The reality is that my friend would not want to work for an office administrator who has such strict policies about whom they interview. (Marketing and Business Development professionals should not report to administrators in the first place, successful firms have marketing working directly with partners). You can get a lot of clues about a company long before you accept the job. My guess is that this particular firm is swarming with politics that would stifle my friend's creativity and ability to succeed. Working there would be awful!

A great company always searches for reason to hire the best candidates, not reasons to disqualify them!

Have A Great Day.

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

Have A Great Summer!

One of my favorite bloggers is taking a sabbatical.

Barbara Price at the BW Price Marketing U Blog is taking the summer off from her blog to spend focus her time on work and her adorable kids (she has their photos on her farewell post).

Her 2nd to last post (for now...she will be back!!!) has one of the greatest titles I have seen anywhere. "Like Trying To Pick Up Pretty Girls In An Ugly Car" talks about the disconnect between her firm's abilities and their current website. The company is state of the art and very cool...yet the website is an ugly car. Think back to high school, no matter how cool the guy, the pretty girls did not want to ride in the yellow GMC Pacer. (Fortunately for me I drove a fully restored 1966 Ford Mustang when I was in high school. The theory actually works in reverse...pretty girls will ride with the dorky guy in a cool car!!!).

Her company is working on their new website, but I just loved the title of this post. Take the time to read her blog archives, as she is both informative and entertaining! I hope she has a great summer and I look forward to her return to blogging.
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What ever happened to the Ford Mustang? My older brother let me borrow it when I was 15-years-old. I had it all through high school and freshman year of college. He had a company car and did not want to sell the Mustang. Yes, he is that cool of an older brother!! He did take it back when I was 19. Oh well. He still has the car, but over the past 21 years it has gotten a bit run down. Here is a picture of us with the car that was taken last month. The car is much older and has to be held together in places with duct tape......just like me!!

Have A Great Day.

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

Amazon.com

Some Assembly Required:

How to Make, Grow and Keep

Your Business Relationships

is now available at the world's largest bookstore:

Amazon.com

It is also still available at www.thomsinger.com

as a book, downloadable PDF or 3 disk audio CD