5 Reasons Young Lawyers Need To Care About Their Business Development Skills

Lawyers should care about business development.  Regardless of practice area or small firm vs. large firm, many lawyers need to step up their reputation, brand and grow their books of business.  Law is a business, and one with much competition.  Without the understanding of how to expand a practice many attorneys are leaving opportunity (and money) on the table.  There must be a plan or they are delegating their future to "luck" (and that is not a strategy most lawyers would recommend for their clients).

A problem is that business development and marketing are not taught in law school and firms do not encourage young lawyers to worry about these skills (they push them to learn to edit, proof, research and grow their legal knowledge, but leave out one of the most important skills for their own future success).  By the time a lawyer has been practicing five years they are often responsible for developing clients, but many have no idea what that means.  They will have wasted valuable time and may never fine tune their abilities to market themselves.

Small firm and solo lawyers learn early that they need to focus on building relationships to cultivate a long-term career.  They often learn this in the school of hard knocks, from the realities of running a business, not from any formal training.

Another problem is that attorneys are generally smart (and they know it), and they do not view marketing and business development as a difficult or learned skill.  They ponder that if non-lawyers (an interesting term, as doctors do not refer to other people as "non-doctors") can sell their products and services, then how hard can it be?  But without sales there is no business, and there are right ways and wrong ways to grow a practice.

Here are five reasons young lawyers need to get active in creating their own business development plan:

1.  There are no guarantees.  Firms of all sizes lay-off associates or close their doors.  If a firm relies on a few rainmakers to fill the pipeline, then everyone is in danger.  If you do not understand how to sell yourself to clients, you will have a hard time selling yourself to a new firm if you are pushed out.

All employees (partners, associates, staff, etc...) should consider themselves part of the "Business Development Team" and discover ways to promote the firm to existing and potential clients.

2.  Making partner in a competitive environment means you need to have clients or have shown that you can bring in new business over the long haul.  It takes time to establish meaningful connections in your community.  The type of friendships that lead to a steady stream of referrals is not something that happens by accident.  If you wait until you need strong connections it will be too late.

3. If you have real relationships with the clients you can take them with you.  Not that you want to become a mercenary and take the firm's clients, but everyone needs to think about their own future.  Those with a portable book of business will always have options.   Clients accounts are intangible and reside with people, not the firm.  Make sure that you treat people well and they will be loyal to you should you ever move your practice.

4.  Doing good legal work is important, but if you think it is enough to sustain a career you are not as smart as your mommy believes.  Law is a business, and that means that sales, marketing, accounting, HR, customer service, IT, and all other functions that impact other companies apply to your firm.  To make sales, marketing and business development a second tier activity means you will always have second tier results.

5.  When you are well known throughout your business community it brings positive attention to you and your firm.  While some partners discourage young lawyers from getting engaged in the community (those are usually not the rain makers, but the ones that hate the whole concept of business development anyway), the most successful lawyers I know want to see their associates shine in growing their practices.  Firms that encourage business development activities will see their reputations, and number of clients, expand in any economic environment.

Have A Great Day.

thom singer

Human Resources Departments Aggressively Seeking Programs #HR

After several years of corporations and law firms not conducting employee training programs, I might be seeing an uptick in HR Professionals aggressively seeking a variety of options for new learning seminars to bring into their companies.

When I first started speaking and training I often spoke to folks in the Human Resources Department.  These busy executives were interested in hearing what I was doing for other companies at internal meetings and were actively trying to find ways to inspire, educate and create action plans for their teams.  They had education days and other company events, and were always seeking options for interesting programs, speakers, trainers, etc.....

In 2009 I stopped hearing back from many of my HR contacts.  It was as if when I called they hit "STAR - 3 - DELETE" without even listening to the message.  Some shared that the downsizing and other fallout from the economic situation meant that all training was sidelined.  Others lost team members in their department and were doing the job of three people.  No matter what was happening, there was little interest in speaking about educational issues.

However in the last two months I have suddenly seen an uptick in my HR contacts aggressively seeking ideas for upcoming training programs.  Some want to hire me directly, other are curious about what I have seen at conferences that help them create unique and alternative learning-style programs.  I have begun emailing and calling these people again, and some clearly believe there is a light at the end of the tunnel.  Others say that with three years of hosting zero employee development, that the time has come to do something or risk losing their best people.

Regardless of the reasoning, I am getting my calls returned and their is a lot of interest in new and different options for classes that can have an impact.  While this is hardly a scientific survey, I will keep you posted as to how this impacts my business.

What do you think?

Have A Great Day.

thom singer

Leadership Austin - The State of Giving in Central Texas

The December Leadership Austin Engage Breakfast tackled the topic of "Giving".

What is the state of giving in Central Texas and how will we meet the region's growing philanthropic needs? With state and federal funding for initiatives at an all-time low, not-for-profit organizations are facing challenging times. Can corporations help close the gap? Do traditional fundraising methods even work anymore? What can we do to inspire more people to give? The expert panelists discussed these questions and more in an interactive conversation.  

Moderator:  

• Jim Spencer - KXAN

Panelists:

• Jeff Garvey - President & CEO, Austin Community Foundation
• Patsy Woods Martin - Founder and Executive Director, I Live Here, I Give Here
• Lynn Meredith - President, MFI Foundation
• Gerry Tucker - Vice Chair, A Legacy of Giving; Vice President of Human Resources, Austin Community College

The reality is that we have gone through several tough years.  The economic downturn has impacted everyone, no matter the segment where they work.  Non-profits, government, healthcare, corporations, etc... have all been touched.  It began with a high degree of pain, but has gone from pain to fear. Nearly everyone is worried about the future.

The good news is that charitable giving is on the rise again for the first time in three years, and most of the dollars are coming from individuals.  Corporations only account for 5% of all giving in the United States, while 73% comes from individual citizens.

State and federal government programs are being cut, and our community will need to pick up the difference. While Austin is doing better than much of the country, we are seeing an increase in need right here in our community.  Those of us who live, work and play in Central Texas must take care of our neighbors.

The problems facing non-profit organizations are of common sense.  With less money to spend, they must operate within their means.  This means they cannot have more money going out to serve those in need than is coming in from donations.  Foundations and other have less money to give, as their investment portfolios are not having the same returns they did four or five years ago.  The whole ecosystem is impacted, and it is not only a matter of corporations or the rich writing additional checks.

But the Austin non-profit community has felt the pinch of the economy before.  Those of us who have lived here for a long time know that in the 1990s and early 2000s we saw similar downturns locally.  During these times civic leaders came together, collaborated, brainstormed, joint ventured, and merged many non-profits.  This made the groups stronger.  We can look at our current situation as an opportunity.

Austin has more non-profits in the area than there are gas stations and restaurants ... combined!  That is a lot of groups competing for the same limited pool of money.  But it is not only about the dollars, these groups need volunteers.  Organizations need advocates because there is no substitute for real passion (both for fundraising and getting the work done).

Lynn Meredith pointed out that that passion is often ignited when something hits close to home.  When a parent lives through a tough situation with their child, that passion is often released and they go out and make things happen.  

[This is what happened with my family after our daughter's surgery when she was an infant.  We launched the "Kate Singer Endowment for Cranio-Facial Surgery and Research" at both Dell Children's Hospital in Austin and Rady Children's Hospital in San Diego (where Kate had her surgery).  For four years we have donated 5% of the money we earn from my speaking fees and have raised additional money for both institutions.  Without that personal experience that touched our family, we may not have ever gotten so active in a cause. Over several years our small donations have added up to make a difference.  This has taught me that anyone can (and should) make a difference].

When you make a donation, regardless of the size, you are a philanthropist.  The final messages from the panel was that we need to create a culture of giving in our community.  Making a difference is not just reserved for the wealthy, but rather something that is available to everyone.  Get in the habit of writing checks and volunteering (bring a friend and bring a child when you volunteer!).

Thank you to Leadership Austin and the panel for a great experience at the Engage Breakfast.

More information about Leadership Austin at www.LeadershipAustin.org.

Have A Great Day.

thom singer

Oh, If Only Oprah Still Had Her Book Club...."My Twins' First Christmas"

Nine years ago my wife, Sara, kicked off what is now a family tradition. She wrote a book. Her cookbook, "Mad at Martha", which she co-authored with a friend, was a big success.

Then I wrote some books.

Now our oldest daughter is releasing her first book. "My Twins' First Christmas" is available for order just in time for the holidays. Jackie has authored the newest book in the "My Friend Paris" series of children's books. The series was created by her friend, Paris Morris, and Jackie is the fourth author to extend the stories of Paris and her family (which included Paris's real life twin sisters).

While Jackie only has one sister, Kate was a very active baby.  We often joked that she was so active it was similar to keeping up with twins. Many of the stories in the book are based on Kate's early holiday experiences.

(Oh yes, Kate is beginning work on her first book, too.  Coming in 2012...Stay tuned!)

 MY TWINS’ FIRST CHRISTMAS CHILDREN’S BOOK NOW AVAILABLE 

Danville, Calif., December 1, 2011 – The seventh book in the My Friend Paris Series, My Twins’ First Christmas, is now available at booksellers nationwide. It joins “I’m Having Twins”, “My Twins Are Coming Home”, “My Twins’ First Birthday”, “Paris Goes to Lake Tahoe”, “Paris Goes to San Francisco”, and “Paris Goes to Los Angeles”.

These books are based on the real-life experiences of Paris Morris, now a 13-year-old eighth grade student in Danville, Calif. The child author decided to write these full-color illustrated books when she discovered that there were few, if any, children’s books that addressed her concerns about her family’s eminent expansion to include twins. With the number of families with twins and higher-order multiples increasing each year, demand for this content remains high.

My Twins’ First Christmas is written by Paris’ friend Jackie Singer. It is the story of the Morris family’s holiday celebration, now chaotic with the addition of Paris’ sisters. The story is funny given that the twins are active and get into everything within reach. Large and small families can relate to the magic of the season and the little things that create long-lasting memories.

“Christmas has always been a big deal in our house,” says Jackie. “I enjoyed bringing that to life and sharing our experiences. Can you imagine what it’s like with three little girls, two of whom would be content just to rip each and every ornament off the tree?!”

My Twins’ First Christmas is available at Amazon.com and other booksellers. Jackie and Paris are also available to do readings.

About New Year Publishing:  New Year Publishing, LLC was founded in 2004. Its children’s division offers titles to aid parents in teaching life lessons to their offspring. More information on New Year Publishing can be found online at www.newyearpublishing.com. New Year Publishing is headquartered in Danville, Calif.

Have A Great Day

thom singer

Is The Audience On Their Phones During A Speech? I Hope So!!!

I was interviewed this week by Diane Mulligan from Mulligan Speakers International about the trend for conference audience members to tweet and check Facebook during presentations.



"Just because someone is smart or they've done something cool doesn't mean they belong on your stage," is a key concept for professional speaker Thom Singer. In this MSI showcase, he talks with Diane Mulligan that professional speakers need to care about their craft, and that meeting planners have to work to vet their speakers to make sure, "that the speaker has experience on the stage."

He cautions that, "if there's no personal connection from the speaker to the audience people are going to get bored," but that good speakers can make that connection. He points out that this speaking skill goes back to ancient times where stories were passed by work of mouth and that this was successful because they told, "stories that mattered to the audience (and) engaged people."

He says he's noticed that with speakers who don't try to make connections with their audience, "Lots of times the speaker is just doing an information dump."

To those who worry that content should be the concern, not the presentation, Singer answers, "It's not too much to ask for both."

Singer also says that when he speaks these days he encourages the audience to bring out their cell phones.
Since technology allows phones to do so much more, and with the rise of social networks like Twitter and Facebook he's found that, "Very often people were actually tweeting what the speaker was saying from the stage."

You can find out more by visiting http://www.mulliganspeakers.com.

Have A Great Day.

thom singer

7 Reasons Meetings Fail

Nobody wants their meeting to be boring.  Meeting planners are among some of the hardest working people on the planet, and the effort that they all put into crafting conferences, trade shows, conventions, seminars and other business events is unparalleled.  They care deeply about the attendee experience, yet sometimes events fall flat.

I have presented at over 300 events (from small local breakfasts to internationals conferences with over 3000 participants), and have attend several thousand other meetings throughout my career.  There have been both great experiences that had lasting impact and ones where my time and money were wasted.

1.  Lack of focus.  Events can happen without a clear purpose.  Maybe the organization has always held an annual gathering and over the years the reasons have changed, but nobody has communicated that to the organizers or attendees.  Other times the idea of a new event gets everyone excited, but there is no clear plan.  When focus is gone, the spark that makes the event interesting is left to chance.

2. Too long.  Some events last longer than needed.  In general there is no "right" amount of time for an event (half day, full day, multi-day, etc...), but an event that goes too long becomes dull.   When organizers are struggling to fill breakout sessions with anyone who can breathe, then the event should be shorter. Over the years the regular attendees stop coming for the whole time, and you will see a huge drop off in the number of people at the final activities.

3. Too short. Other events do not last long enough.  Too much information is crammed into a short agenda where the attendees are overwhelmed without keynotes, breakouts, etc... can leave people tired. Without the right amount of breaks, networking and social activities there is not time to discuss and digest what they learned.  There is more to live events than just information.  If people only wanted the information you could email a white-paper.  The human to human interaction is important and there must be the right amount mixed into the agenda.

4. Same old / same old.  If you have a good thing going, it does not mean it should be repeated exactly each year.  Too many events start to feel like an extension of past events.  Over time people tire of the same agenda, speakers, and activities.  Every year there should be some new aspects added, which might mean retiring some parts of the agenda.  This can involve risk, but without risk there is little reward.

5. Cliques and cronies.  When an organization has "power cliques" who have the power over the details of the event, they often develop a class system.  The leaders who run the show often craft the conference to be an annual reunion for the select few.  They give awards and back-slaps to their friends, and make everyone else feel they are on the outside looking in.  If an organization has cliques and cronies (and most do), they must be made to understand that exclusive behavior hurts the future of the event.

6. The wrong speakers.  A keynote speech is not a commodity.  Two highly experiences presenters on the same topic will have a different affect on the tone of your meeting.  Selecting the speakers for the main stage and breakouts is very important.  Making sure that the presentation has the right mix of information and style is paramount.  Never assume that content alone will be enough.  People want real data from experts, but if the speaker is not able to communicate well it will hurt the whole event.  Remember my mantra: "Just because someone is smart or has done something cool - it does NOT mean they belong on your stage".  It is not too much to ask for great content and the experienced ability to speak to an audience!

7.  No continuation of community.  Humans are experiential beings.  Once we have shared an positive experience together we have a bond.  This is how friendships are made.  While a conference is a "mini-society", it comes to an end.  Without an ongoing way to encourage people to extend their experience beyond the conference there is not community.  TED and SXSW have become iconic conference because they are more than just the live events.  Through use of video, social media, and live regional events throughout the year they keep the society alive.  This is about more than having a Facebook Page!

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections.  http://www.conferencecatalyst.com 

www.ConferenceCatalyst.com

Ten Days of Thanksgiving (Day10)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Ten.

I am thankful for you, the folks who read this blog.  While I am not famous, and this blog is not part of the "A-List", there are amazing people who come here often or just stumble past one time. 

I love to write, and it is therapeutic, but without someone reading their words, a writer is never complete.

I am grateful.

Have A Great Day.

thom singer

Why Entrepreneurs Need To Network

Growing a business can be an all encompassing experience.  Many entrepreneurs put so much attention into their venture that they fail to honor the time to make, grow and keep their business relationships. The immediacy of issues surrounding funding, clients, employees, vendors, regulations, and product specifications leaves little space for things that do not scream traceable "ROI".

There is much written about productivity and protecting time for leaders.  Much of this advice involves identifying the purpose of every activity on the calendar.  With limited hours in the day, and the intensity necessary to run a company it become easy for an entrepreneur to push the cultivation of relationships to a "nice to have" activity instead of a "must have activity".  While time is limited and precious, it is important for the entrepreneur to remember that all opportunities come from people.  If you have the right network in place, most of the challenges faced will quickly be solved through a few well through out phone calls.

However, you cannot wait until you have a need to try to build a relationship.  If the only time you show up at business events or place calls to those you already know is when you have need, you will find it difficult to get the responses you desire.  Building a network takes time, and even in our fast paced digital world you cannot create a friendship through sending a LinkedIn request.

The introductions made by those with whom you have established long-term and mutually beneficial relationships can instantly lead you to the right investor, lawyer, banker, accountant, or other vendor.  It is through people that you can quickly find the necessary employee you need to hire to take your business to the next level.  There are not short cuts to meaningful connections with people who know, like, and trust you and that understand your business.

Entrepreneurs sometimes make the mistake of only wanting to network with other entrepreneurs.  CEO's often seek out groups that only admit other CEO's, but that can be very limiting.  Another business owner will not tell you that they have the best receptionist or sales manager, for fear they may get lured away to other companies.  Plus, you cannot grow and learn when everyone is just like you.  There must be diversity in your network that includes not just race, religions, sex, and age.  You must include diversity of job titles and industries in your network if you want there to be a variety of access to information.

Out of sight is out of mind.  Even when you are busy launching the business or a new product you cannot disappear from your community.  There will come a time when you will need other people, and you cannot expect people to be sitting around waiting for you to call.  You must cultivate the connection always.

Have A Great Day.

thom singer

If You Ever Need A Last Minute Back-Up Keynote Speaker (In Texas or Beyond)

Nobody can predict when you might need to quickly find a back-up speaker at the last minute for an event.  Illness, weather, airlines delays and countless other things can go wrong and a speaker is forced to cancel.  

Earlier this year I wrote on this blog about what to do if your speaker cancels at the last minute, and I regularly get hits via Google Search to that article.  Over once a week someone in the world is searching that topic (I come up near the top of the list).

Fortunately it happens very rarely... but it does happen.  I know because I have received the calls to step in at the last minute (with either days or hours notice) several times for meetings and conventions in my hometown of Austin, Texas (and nearby Dallas and San Antonio).

If this ever happens to you (in Austin or beyond), give me a call.  While I spoke 59 times in 2011, if my calendar has an opening I am thrilled be a resource.

My most popular program is called "The Conference Catalyst" and I speak at conferences all over the country.  My message of "choosing people" is well received by over 300 audiences (59 in 2011) covering a variety of industries.   A main reason people attend conferences if for the networking opportunities, but they fail to make meaningful connections once present at the event.  I change that.

The presentation can also be adapted into a keynote or breakout format, and I have other topics that can engage and inspire your audience.

I hope you never need an emergency back-up speaker.... but remember me if the situation arises.

Thom Singer

www.ConferenceCatalyst.com

512-970-0398

Ten Days of Thanksgiving (Day 9)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Nine.

I am thankful for my being optimistic and being one who can find the good in most situations. I usually see the world as full of opportunity (although I do get stressed out and lose my way from time to time). I appreciate that I learned young to choose to be happy... even when other choices might be easier.

I normally try not have a negative reaction to situations. I encounter people all the time who too quickly think that others are out to "screw them over" when there a parting of opinions. While I have known some who have taken advantage of me, most of the time misunderstandings are minor and most people I have worked with want to see a mutually beneficial solution.

I am very grateful for knowing so many people who want to watch others find success, and who do not look at the world as a zero-sum game. Those who enjoy knowing everyone can win are the best people to be around!

When I see those who get angry fast, harbor jealousy, or hold grudges over small things I feel bad for them. I am thankful that I discovered that few people are purely "bad". Even in adversary situations I am happy I try to seek understanding.

Anytime I deal with other humans I try to remember that everyone has "there own stuff". We cannot know their entire back-story or intuitively guess what they are thinking and feeling. Yet too many jump to conclusions and this brings problems (I know this because of first-hand experience where I interpreted the exact opposite of reality).

I know it might seem weird that I am thankful for this, but it really does bring me peace of mind (and that matters - maybe that is it... I am thankful for peace in my mind).

Have A Great Day.

thom singer

Heart House is now "The BeHive"

Heart House is now known as "The BeHive".  I had the good fortune of having breakfast recently with Anna Land, the founder and CEO of this amazing program.  I used to be a Heart House Board Member (and continue to be a huge fan!), and was excited to learn about all the new and exciting things happening for this fantastic non-profit organization.

The BeHive is a free after-school and summer program dedicated to providing a safe haven and academic support to low income elementary school children, and to encouraging them to become good citizens. The BeHive, formerly known as Heart House in Austin and Houston, is a tightly woven family of dynamic staff, caring volunteers, community collaborators and beloved children and families.

Anna shared with me that 90% of the students received A's and B's in school last year. These elementary school students come from all ethnic backgrounds and regions of the world, and have often seen extreme violence in their neighborhoods and even within their families. Most do not live with both parents; many do not even live with one parent. About 80% of our students live in the immediate area where The BeHive clubhouses are located, creating a positive connection for these children to their community.

The BeHive is growing and will be expanding throughout Texas (and beyond).  They are continuing to seek donations, volunteers and patrons who will spread the word and send good vibes throughout the community.

There are many ways to get involved, including through the professional auxiliary group known as "The Halos".  Reach out to The BeHive today to learn more about how you can have a meaningful impact on children in our community. 

Visit their new website: www.behiveusa.org.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 8)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Eight.

The experiences we have throughout our lives deeply shape who we become. I am thankful for all the experiences, good and bad, that have allowed me to get to this spot today.

As I thought about the power of experiences the big ones in my life came to mind:

*Getting married

*Having children

*Traveling

*An auto accident

*Writing my first book (and then eight others)

*The highs and low of a lifetime of working / career

*My mother's death

*Appearing on two game shows

*Buying a house

*Kate's surgery

*High school and college

*etc....

I could write volumes about how these major experiences have impacted me. I am grateful to have lived through my own life and would not be silly enough to desire to trade places with any other person.

However it is not just the milestone experiences that are important. The small things also matter. A smile from you spouse, a giggle from your kids, approval from your parents / siblings, sharing a beer with a friend and hearing about their life, a chance meeting with someone who becomes a mentor, and countless other things that may otherwise go unnoticed. They all matter.

I appreciate those things that I know I am too busy to notice.

Have A Great Day.

thom singer

December Mini-Coaching Progam - 2012 Planning

2 Spots Still Available

The travel schedule is light in December, which allows me to work with a select group of people on individual visibility coaching.

If you desire a stronger focus on visibility, personal branding, networking activities, and 2012 business development strategy, this "mini-coaching blitz" might be an ideal chance for you to fine tune your efforts in time for the new year.

*Two one hour meetings (by phone or face-to-face if you are in Austin)

*LinkedIn Review ($250 value)

*Unlimited email access for two months.

The regular price for this mini-coaching program is $795, but this unique December opportunity is only $295.  Both meetings must be scheduled between December 1st and December 24th (with a minimum of 7 days in between).  The meetings are one hour in length, but may run longer.  Email responses will be provided withing 48 hours (usually within 12 hours).

I have availability to work with ten individuals (six spots remain).  If you are interested, please contact me by email or phone.

Learning objectives:

*Review of LinkedIn and discussion about how to best utilize this business tool.

*Identification of business networking organizations in your business community.

*Goal setting and visibility plan.

*Development of a personalized follow up and thank you policy.

Thom Singer

(512) 970-0398

Ten Days of Thanksgiving (Day 7)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Seven.

I am thankful to live in a country and a time in history where creativity can reign.  Not everyone on earth has the ability to achieve their goals and dreams, and throughout the ages there have been may obstacles that have limited  people from creating their own path.

I have had the ability to work for some amazing companies (and some that sucked).  Over the past three years I have made my own business and my family is able to share interesting experiences as we grow this company.  We are aware that we are fortunate in the adventure, and I am honored to be in the time and place that is allowing us to live a self-made life.

Have A Great Day.

thom singer 

Ten Days of Thanksgiving (Day 6)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Six.

I am thankful for people who volunteer in our communities.  No one person can do everything necessary to save the world, and without the participation of those in our villages -  the world would be a mess.

Some give time, some give money, and others send "good vibes" to causes that serve the greater good.  We often forget the community volunteers and public servants who forgo the monetary rewards to contribute to our society.  This includes, but is not limited to those who help the children, the elderly, those in poverty, the environment, animals, etc.... 

Also most of our elected officials are giving of themselves to make the world a better place (I say most, because we all know that some of them are not helping much!).  I appreciate that there are people willing to serve in these leadership positions, as while it is fun to knock our political system.... it is the best around!

At different times in our lives we have differing abilities to jump in to the mix, roll up our sleeves, and volunteer.  It is not always the right time to be the person giving, but we should always be aware and grateful of those around us who are silently doing the unseen tasks that lift us all up.  I am fortunate to know many people who freely donate to their communities, and I do not think they are ever appreciated nearly enough.  

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 5)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Five.

I am grateful for my health, and that of my family.  We recently lost a friend to a long battle with cancer and another died suddenly of a heart attack.  Many people do not think about such things until life and death issues hit close to home.

My modified vegan diet over the last nine months has taught me much about health.  While I have not kept totally vegan since the end of Lent (I was strict for nearly 2 months in February - April), I now eat about 70% less meat and 90% less dairy than I ate in the past. These choices also eliminate much of the junk food that crosses my path.  I also find when I do indulge in something with meat or dairy, I eat less than I would have a year ago.  Making the right dietary choices is not easy, but over the long haul I feel fantastic.

I am conscious that my health is a gift that I cannot take for granted, and I am enjoying this stage in my life, as I know as I get older there will be bumps in the road.  I try to get to the gym two or three days a week (I come up short here sometimes), and know that I must keep up the exercise along with the diet to prolong my health into the future.

Have A Great Day

thom singer

The Enthusiastic Networker by Juli Monroe

I just finished reading "The Enthusiastic Networker" by Juli Monroe.  I know Juli via Twitter, and although we have never met in person, we have become friends because of her enthusiastic manner in establishing and cultivating relationships -- thus the title of her book is more than a title... it is a way of life!

My friend Patti DeNucci just released a book called "The Intentional Networker" (which I reviewed here), and I love that these two books crossed my path so close together, as being intentional AND enthusiastic are key to success in cultivating long-term and mutually beneficial relationships.

Juli does a great job of making networking real.  Too often if you ask ten people what it means to "network" you will get ten differing definitions.  She begins her book by spelling out her philosophies on the purpose of building relationships.  She then gives real life examples and plenty of actionable exercises to help anyone become more enthusiastic in their networking efforts.

The book is easy to read and will help the skeptical and experienced in finding ways to do the things that they enjoy (and she teaches you how to enjoy the parts of networking that might make you cringe).

She also does a good job of merging the online and offline networking strategies.  It is common that people separate the two, or pit the digital world and face-to-face world at odds.  This book reminds us that we are the same people in social media and in person.... and that they should work together, not apart.

The book is available on Amazon and other book retailers.  It is an easy read and will make you think about how you network online and in person.  Enjoy!

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 4)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Four.

I am thankful for the opportunity to live in Austin, Texas. Twenty years ago we moved here with the intent of staying for 3 years. We did not intend to discover a growing community that would turn out to be such a wonderful place to raise a family and launch our careers.

Austinites have an unnatural love affair with their city. While most parts of Austin have changed a lot over two decades (it has nearly double the population), there is still a culture of openness, entrepreneurship, encouragement, and friendliness that has welcomed us and made this our home. The people are special and the opportunities are limitless. I wonder if I could have had the same success in a different location?

I often say we ended up here by accident, but it turned out to be just the right place. Every time I get a glance of the expanding skyline I feel a kinship to Austin and I am happy to have grown up with the community over the past twenty years.

Have A Great Day.

thom singer

Entrepreneurship and Home Life

Being an entrepreneur has a direct impact on those closest to you.  Working for a company brings many advantages and disadvantages, as you have job security (in theory) but not necessarily the freedoms that come with being your own boss.   Entrepreneurship has a different impact, as work hours and security can be all over the map, while the freedoms you might expect are not always present in the early stages of starting your venture.  The responsibilities and pressures of growing a business mean that your family has to be part of your work life or they may feel squeezed out during the times when you are focused on work issues.

Your personal life can easily become intermingled with your business when you are starting or running your own company.  Regardless of is you are a solo-entrepreneur or leading a larger corporation, if you are the boss it can be difficult to have an "off-switch" when you get home.  Being self-aware of how engaged you are at home is important, as with today's technologies it is easy to always be plugged into work.

In the growth phase of a business money can be tight, which means sacrifices at home.  However, those who create successful and sustainable companies often can have financial windfalls that can more than compensate for the lean times.  But nobody enjoys sacrificing at the time, and thus a spouse and children must be included in conversations about the focus and purpose of the entrepreneurs efforts or it is easy for people to feel cheated by any hit to lifestyle.  While it can easily take three, five or ten years (or more) to realize the upside for the entrepreneur, that can feel like a lifetime for the family.

Additionally, if you make the leap from employee to entrepreneur after you have a family, it might not be the lifestyle that your spouse and children expected.  Being part of an entrepreneurial venture, even from the home-side of the fence, can be quite an experience.

Be sure sure that everyone at home understands the realities of living with an entrepreneur.  While the long hours for business can take a toll, there can also be flexibility for the entrepreneur to create a flex schedule that allows them to drive carpool, coach sports teams, and sneak away for long weekends with their spouse.  If work becomes overwhelming it is easy to let the home life responsibilities slip, but making family time a priority is the only way to keep yourself engaged in the day to day functions of a family.

Many entrepreneurs are driving by a dream, but if those around him or her do not share the dream it can make life difficult and create conflicting priorities between home and work.  Communication and clear expectations between everyone is paramount to making sure that there is not additional stress added to the home-front.

Including your family in the business is one way to make sure everyone has buy into the purpose of the entrepreneur.  This does not mean your husband or wife needs to be employed at the company, but everyone should know what is happening with growth of the organization.  Even young children will better understand when mommy or daddy are gone on a business trip when they know what it is their parent does for a living. 

There is a lot written about "Work / Life Balance", but there is never real balance.  Decisions are constantly being made in regards to where we put our attention.  Knowing our purpose at work and at home can make the tough choices easier for the entrepreneur.  Being honest with our co-workers, family and ourselves about what is needed to succeed in both areas will not solve all problems, but can moderate the misunderstandings and expectations. 

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 3)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Three.

Author Jim Rohn had a great saying:

 "You are the sum of the five people you spend the most time with in your life".  

Think about that for a minute..... you are, in regards to your character.... and your soul.... the sum of the five people you spend the most time with in your life.  Wow.  If that is true, I am a very lucky guy, as my friends are amazing people.

I am fortunate that I have had always had associations with great people.  I am thankful for the people I call my friends.  They have always been there for me in good times and in bad times.  They have provided shoulders to lean on and have shared celebrations.  I understand and accept their quirks....and they do the same for me.

While over the course of a lifetime people will come and go, I have ongoing relationships with people I have known in all stages of my life journey.  (I only have one close friend with whom I had a bad ending and I regret that situation).  I appreciate the long-term and mutually beneficial connections and I openly honor the love of these people who are my friends.

Have A Great Day.

thom singer

Beware Of Being Nasty In A Dispute

In life and business there will be disagreements... and where we find humans there are emotions.

This can be a dangerous combination.

While trying to resolve an issue, beware of getting nasty in your conversations.   People often have a knee-jerk reaction and jump to the conclusion that the other party is intentionally screwing them over, but often that is not the case.  Since there are two sides to every story, on occasion you may discover that you are the one who is wrong or that it is simply a misunderstanding.  Once you have been nasty it is difficult to put that genie back in the bottle.

It gets worse if you have been broadcasting your problems to others, as word of your rant will get back to the people you are bad-mouthing.  In the end, you look small and it is tough to recover because your own ego gets in the way and fessing up to what went down and repairing the damage is often impossible (I know, as I have been there and made these mistakes!).

Not every conflict has to be adversary.  Most people are not actually out to get you, and thus most disagreements eventually work themselves out in the end.  Burned bridges are opportunity lost for everyone involved.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 2)

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Two.

I have spent the last three years earning my living as a professional speaker, trainer, and consultant. While working as a "solo-entrepreneur" is difficult (and sometimes lonely), it has been a highlight of my eclectic and interesting career path.

I am grateful for the friends who have supported my efforts and referred me into their companies, law firms, and industry associations as a resource for training and speaker. This is a word-of-mouth business, and this experience has taught me more about the power of business relationships than I ever could have imagined. Those who took the time, effort and risk to refer me as a speaker or sales trainer into an organization are the cement in the foundation of my success.

I am appreciative of the clients for whom I have had the honor to serve. I have worked with great people who have made me feel like part of the family in their internal and external events. The meetings industry is not a cookie-cutter place. Each event, conventions, users conference, seminar, luncheon, sales meeting, training session, networking gathering, and trade show is different. The goals, needs, and expectations of every planner are not the same. I have loved working with everyone of the people I have met over the past three years.

I know how fortunate I am to have addressed audiences both large and small. I delivered over 150 presentations in the past 36 months and the organizations who have hired me have forever touched my life in more ways that anyone will ever fully understand. But I understand.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 1)

Thanksgiving and the focus we give to appreciation should be more than one day.  Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day One.

I am thankful for my family.  I had great parents (mom is gone, dad is 97) who showed me the meaning of unconditional love.  I have three older brothers who have each contributed to my life (in good ways, for the most part),... and their families are delightful.  I married a wonderful woman who works hard to make our house a home.  And the kids.... wow, I am so grateful for my kids.  No words can describe it.

Have A Great Day.

thom singer

Thom Singer on Web 2.0 TV

At the 2011 Innotech Conference in Austin I was interviewed by Web2Point0.tv about the future of social and mobile in regards to your network.  Technologies are changing fast, but who we are as people has not changed.  The way we relate to other humans and how we decide whom we want in our lives is still very much the same.


Thom Singer President of NYP Speakers from BestFit Mobile on Vimeo.


Invest time and choose people.  While having a cool online tool that links you to others is neat... it does not equal the cultivation of a long-term and mutually beneficial relationship.

(If you cannot see the above video, here is the link:  http://web2point0.tv/)

Have A Great Day

thom singer

Demand For Your Products or Services

Identifying market demand is important for success as an entrepreneur.  Many people have had great ideas without ever finding customers who are willing and able to pay for their products or services.  While it is nice to imagine building a better mousetrap and having the world beat a path to your door, history has shown us many technologically superior products that never won their share of the market.  It has been argued that BetaMax was the better video player, but VHS became the industry standard for years.

For a company to be successful it must connect the products and services to customers.  This involves more than just providing quality.  There must be an understanding of the marketplace, consumer demographics, competition, and the growth potential.  Apple reached the top because their company culture went beyond just shipping cool products.  Their deep commitment to innovation, design, and the customer experience combined to make profits soar.

Creating demand is more than advertising and market research.  Advertising alone does not create demand, but instead brings attention of a product or service to the greater population.  Creating demand is difficult and leaves many start ups lost to ever reach revenue goals.  Customers are not always aware that they want a new product and thus the marketing strategies for the entrepreneur must be intertwined with education, product strategy and all aspects of the marketing launch.  Henry Ford famously said: "If I had asked people what they wanted, they would have said faster horses.”

Commoditization is another problem that faces many companies.  Too many products and services appear to be similar solutions as what is offered by their competition.  Making matters worse is that all the advertising and marketing within a single industry often looks the same.  Telling consumers about yourself does not allow the solution to stand out, as it gets lost in the shuffle of "too much noise". Showing always is better than telling, but this is not easy in a world with limited access to they eyes and ears of the customers. This is where creating demand through word-of-mouth marketing and creating legions of customers as "fans" will have a real impact.

The problem is that you cannot create "fans" simply by having a Facebook page or a Twitter account.  Getting others to talk about your company means you have to be truly unique and provide experiences that make people feel good about being part of your community.  Getting beyond the "same -old / same - old" is difficult, and rarely happens by accident.  However, just because it is hard, does not mean it is impossible.

Entrepreneurs should make it a priority to bust out of the impression of being a commodity.  There is always more demand where there is something unique.  The trick here is to make sure what the entrepreneur sees as important and unique is the same thing that the customer values.

To successfully create demand for you products or services you must create an integrated marketing strategy that combines educating the consumer, cultivating visibility and delivering at the highest level every time.  Marketing research and outreach can determine which products or services may be of interest to customers, but there is an element of risk that leads to the top levels of success.  This process should not stop once you company achieves success, as the marketplace and customer demands will change, and successful entrepreneurs are always paying attention and seeking ways to get out in front of new trends.

Establish strong customer relationships and create a reputation of being an industry leader that provides value.  Identify who is your customer, provide them with value, keep them engaged, and get them to be advocates for your company and you will discover more demand and profitability.

Have A Great Day

thom singer

Want To Be Better At Public Speaking? -- Listen to Country Music

I was not a fan of Country Music.  I grew up in Los Angeles in the 1970s and 1980s, and it was just not a "Country Music Town".  While in college (in San Diego) I never even saw a country band play anywhere.  Nobody I new listened to the genre.  (I have memories of some Kenny Rogers being blasted on a camping trip once, but not sure who was responsible for that cassette tape).  After I moved to Texas I kept my musical tastes tied to Rock, Pop, Oldies and a little Jazz.  No Country!  

However, as a professional speaker I have learned that successful oratory is tied to the ability to tell a story.  Regardless of the topic, if a speaker cannot reach the people listening, their whole presentation can fall flat.  The same is true for musicians.  While all types of music tell stories, there is no better way to learn how to clearly and quickly weave a captivating tale than listening to the master song writers from Country Music. 

Two years ago I began listening to a local country station as a means to understanding how to connect the power of a story to the message of a speech.  The songs are more than entertainment, they are windows into the soul. In just a few minutes we can see the mental pictures and be transported to a different place and time.  We are allowed to share the experiences of others and thus we become more connected to the greater world view.

Too many speakers take the stage and give a data dump of information.  They fail to see themselves as needing to entertain and tell a story.  Some actively shun the idea of being more than a brilliant mind that barfs knowledge.  

While statistics, graphs and spreadsheets are useful, they are not enough to grip an audience and cause transformation.  To have a real impact on people we must connect to them at a level of the soul.  Ancient tribal leaders did not use pie charts to inspire and educate people, but instead they told relevant stories.

Every presentation should have a story.  If the person speaking has no personal connection to the topic then they are simply delivering a book report. In a world filled with so much noise and little differentiation, your story is the unique stamp that takes ideas beyond a passing string of words and implants them forever in the memory of the audience.

If you want to become a better storyteller, and thus improve your presentation skills, tune into a little Country Music and do more than tap your foot to the beat.  Dissect the words and seek out how that short story set to some guitar strumming becomes a movie that plays out behind your eyes.  Over time you will begin to see the ways that Country Music will make you better at public speaking.

Have A Great Day

thom singer 

Sting Concert in Houston

Last night my wife and I went to watch Sting perform at the Verizon Wireless Theatre in Houston.

The first time I saw Sting was in 1991 at the Concord Pavilion in the Bay Area (we have been to two other Sting concerts in-between).

Many things have changed over 20 years:

• Concert venues are now named after corporate sponsors, not the city where they are located.
• In 1991 Sting was 40 years old and his audience was young (umm, myself included).
• Today he is 60 years old, and so was most of the audience. (Although we should all hope to be in that good of shape at sixty).

Some things remained the same over 20 years:

• Sting puts on one hell of a great show.
• His music is timeless.
• My wife still looks amazingly hot dancing at a concert.

It was a quick overnight trip to Houston, but we had a great time at dinner and the concert.  The concert was her birthday present (The B-day is in September) from our kids.  They sent us to dinner and the concert while they stayed with the visiting grand-parents.  Oh, and when I say it was a gift from the kids, they still made me pay for the tickets!   (I also had a meeting with a potential client while in Houston).

Have A Great Day

thom singer

Brainstorming Is Important To Entrepreneurial Success

Ideas are paramount to success for an entrepreneur.  However, not all ideas are the right ideas for starting a business or tackling challenging problems.

Some businesses are spawned from a single idea. However, most who achieve sustainable success will need to consistently be identifying new concepts, products, services, and ways to overcome obstacles.  A one hit wonder in the world of business ideas is no different than a rock and roll band who has just a single song on the charts.  Entrepreneurs must always be on the look out for the "new thing" either to grow their existing company or to launch their next venture.

Brainstorming can take many different forms.  The concept was popularized in the 1950's and 1960's by Alex Osborn, in his book, "Applied Imagination".  It is a process for developing creative solutions to problems and Osborn proposed that teams could double their creative output through brainstorming techniques.

When a team of people are working together and committed to discovering powerful solutions, the end result is often stronger than any one person could have achieved alone.  Effective entrepreneurs do not operating in a vacuum.   They are surrounded by people who allow them to expand beyond their own limitations and weave the best thoughts together and create powerful solutions.

Brainstorming involves a group of people focusing on a problem, and then coming up with as many solutions as possible.  There are no bad ideas and the purpose is to push the creative thought to beyond the standards.  Each person can expand on the ideas of the next and combine concepts while creating new possibilities.

The process can be both formal and informal and it is important in the formation stage of a business as well as when tackling issues that can stall a company's progress and growth.  To continually have success and entrepreneur must always be seeking ideas and formulating plans.  Getting your whole team involved will have the added impact of creating a culture where everyone is looking to add to the greater good for the company.

Once ideas are uncovered there must be a process for deciding which should be acted upon. There is neither the time nor resources available to act upon every idea that comes along for a business, and not all ideas will help move the company toward its ultimate goals.  The entrepreneur's experience, instincts and trusted advisers all play a role in deciding how to implement actions. In finding success the entrepreneur must be willing to take the risks and go for blazing the new trails, as sometimes they will chase the wrong ideas and make mistakes.  

Discovering the ideas, while important, is only part of the journey for anyone who is looking to grow a business.  But without the ideas, their is no starting place from which to build.

Have A Great Day.

thom singer

Business Meeting Facilitation - 2012 Team Kick-Off

Is your company or law firm planning a year end meeting or 2012 kick off?

Would the outcome be positively impacted with a facilitator to jump start the conversation,  DiSC profile assessments, and a business development & sales focus?

Let's talk.  ;-)

thom singer
thom (at) thomsinger.com
(512) 970-0398

Does Anyone Really Use LinkedIn?

I was recently asked "Does anyone use LinkedIn?"

The person doing the asking was trying to rationalize if their firm bio was enough of an internet presence.  He could not see why he would need more.  He did not like social media, and was hoping to just avoid LinkedIn altogether.

I believe many savvy business professionals are using LinkedIn.  It is a valuable resource for you before any meeting you have with someone you have never met before (regardless of the purpose of the meeting).

My advice is you should always check out the other person's LinkedIn profile.  The purpose is not to be a weird stalker, but instead it allows you to find tid-bits of information and common connections that can jump start your conversation.  Who do you both know?  Where did they go to college?  What companies did they work for in the past?  Etc....

You should also assume that those you meet with are doing their homework on you before you get together.  Make it easy for them to find out about you.  People expect to connect the dots.  Again, this is not stalking, but instead shows that they are invested in the meeting by doing the pre-work.

I recently had coffee with a friend-of-a-friend who wanted to pick my brain about career advice.  I had looked her up on LinkedIn, but she had no profile.  During our chat I mentioned something about one of my books and her response was "You wrote a book?".   I could not figure out how we ended up in a meeting where she wanted to pick my brain without them knowing anything about me.  I began to feel our time together was a little one sided.  I am always happy to help people, but she did not know who I was or why her friend recommended we have a conversation.

In today's social media world you should be utilizing all the tools available.  Gathering information will allow you to discover common interests and things that matter to the other person.  In days when there is too little time for chit-chat, LinkedIn can be the catalyst that allows you to create a faster bond.

Yes, people do really use LinkedIn.

Is your profile informative?  Are you using LinkedIn before your meetings?

Your thoughts?

Have A Great Day.

thom singer

Excited To Be Speaking At The 2012 PCMA Convening Leaders Conference

I am very excited to be speaking for the Professional Convention Management Association (PCMA) at their annual "Convening Leaders" conference in 2012.

I will be the keynote speaker for their "Student Union" program, addressing the large gathering of college students (mostly Hospitality Majors from a variety of university programs) who will be an active part of the convention.  I am impressed with PCMA's commitment to the next generation who will work in the meetings industry, and I look forward to serving this group of future leaders.

I will also be actively involved in the "Learning Lounge" throughout the event.  This alternative educational venue offers a variety of choices and will be open daily throughout Convening Leaders.  For those seeking a sustenance bite, a bite-size learning or to meetup with peeps - this your prime-time option.

The Learning Lounge allows customization of the learning experience with choices from formal and informal presentations to hands-on demos and shared-interest discussion forums. Over the course of the conference the Learning Lounge will host three days of education in the four distinct HUBS and play host to 150+ short, succinct options designed to meet your learning and pain point needs.

I am honored to be working with PCMA and look forward to seeing many of my friends and meeting many more amazing people.  If you will be attending the 2012 Convening Leaders event, I hope you will come by the "Student Union" or the "Learning Lounge" and say HELLO!

Have A Great Day.

thom singer
www.ConferenceCatalyst.com

Because Nobody Else Does It That Way

I was talking with a business organization that was struggling with the best way to schedule their monthly networking breakfasts.  They were receiving complaints about their 7:00 AM start time being too early, but kicking off at 7:30 would push their ending to 9:30 (which means attendees cannot get back to their office until nearly 10 AM).

A first thought was to cut the program length to 90 minutes.  They believed this is too short to have time for networking, announcements and a full program.

My other suggestion was splitting the difference --  beginning at 7:15... and ending at 9:00.  Seemed like a good way to allow people time to arrive, and still giving them the opportunity to get everything done (with a shaving of 15 minutes off the program as well).

Oh the horror.  You would have thought I suggested they all attend their meeting naked.

While I was not in the meeting where these ideas were discussed, one person told me the group felt that a 7:15 AM start time was "weird".  One of their people made a bold statement that "nobody starts a meeting on the quarter hour" (nobody?...Ummmm, I have seen it done, so that is not true).  Additionally they felt that the length of 1:45 would confuse the people. 

In the end they kept the schedule of 7:00 - 9:00 AM.

"Because nobody else does it that way" is a lame argument.  In fact going away from the standard is often the best way to create.  

I just finished reading the Steve Jobs biography by Walter Issacson.  The book is a fantastic read (it shows the genius and demons that co-existed in Jobs).  I am confident that the Apple co-founder, or anyone else who has ever made a meaningful difference, never had the "we don't do it that way" knee-jerk reaction.

I wonder what would have happened if Jobs had thought it was weird to combine the music player and a phone.  Think of the result if he had feared others would view the iPad as abnormal.  Apple has topped the Fortune 500 exactly because they sought new ways to do things.  Weird or different are not bad things if you want to stand out from the competition.

I am not comparing a 7:15 AM start time for a networking breakfast to the launching of the iTunes Store. However, if you cannot get beyond how a quarter hour start time and a 1:45 program might be judged, you will never present a program that has lasting impact on your audience.  

I believe most of us struggle in finding ways to uniquely stand out from our competition.  It is hard to create, and comfortable to stay close to the status quo.  It can be worse when you go with your new ideas, and others question your decisions along the way.  You must have both vision and fortitude when you do things differently.

Have A Great Day.

thom singer

Thank You Leads To "Cooperative Significance"

Thanksgiving is coming.  This is about more than turkey and cranberry sauce.  

Who are you thankful for this year?  Put some thought into identifying the people who have helped you move closer to your goals.  There might be many people or just a few, but none of us live in a vacuum.  There are people who contribute to our lives.

Be sure to say "Thank You" to them.  Everyone wants to feel significant, but they will never know they made a difference if you do not tell them.

Have A Great Day.

thom singer

Conferences are the Marketplace for Connecting

Business conferences, trade shows, conventions, and other meetings bring people together and allow them to discover opportunity.   While the educational content, venue, and agenda are important to a successful event, it would not exist without the people.  While digital online meetings are gaining in popularity, they are not replacing the need for to people to gather in a face-to-face environment.

An atmosphere for meaningful networking is the currency for the marketplace of connections.  Everyone has been to events that are bankrupt of the "choose people" message.  Attendees often sit alone, are hooked on SmartPhones, and do not take advantage of meeting the people all around them.  If the agenda is only focused on the data dump from experts, then opportunity is lost.  While nobody wants "fluffy", it can not just be about content.  People want to become engaged and involved while at an event.

Human to human inaction is hard to quantity, but when it all comes together the event is transformed into an "industry happening".  You can identify this power by the energy level at breaks, meals and happy hours.  Nobody wants to leave an "industry happening" early to beat the traffic out of the parking lot.

Companies that host client meetings and "users conferences" which are focused on the people in the audience over their commercial always find success.  The best trade associations crush the "power cliques" and know that their members want to be part of a greater community.  Trade shows that cultivate a "mini-society" that is welcoming are the ones that high numbers of people returning year after year.

It is not easy to create the event that everyone in your industry talks about when they get home.  Executives of companies and associations all desire their meeting to be an "industry happening", but wishing will never spur the culture of the event to transcend average.  There must be a vision and a plan.

If your organization has a meeting, do not allow it to be standard.  Cutting edge meeting planners are excited to try new things and seek new ideas.  They ask questions of those who attend and plan other events for the "best practices" that are working at other conferences.  They read the surveys filled out at previous programs and seek to identify the between the lines messages.  They take action.... Passive planning makes for dull events.

Planning a meeting is a hard job and not something that should be left to the last minute.  If a conference is a marketplace for connecting, then send your attendees in with the tools to succeed in a relationship economy.

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections.  http://www.conferencecatalyst.com 

www.ConferenceCatalyst.com

Customer Service Rests With Every Employee -- Every Time

Twenty years ago I attended a conference at the Omni Shoreham Hotel in Washington DC.  I was part of the program (although this was long before I was a Professional Speaker and Corporate Trainer).  My room was to be paid by the organization, but when I checked in, this was not reflected on my reservation.

The front desk clerk was very rude.  I was not about to commit to paying for six nights on my credit card and wanted to get the issue resolved.  There was a long line of guests waiting to check in, and she was clearly flustered with the situation.  I asked for a manager, or someone who could assist, and she essentially told me to pay up - or leave.  Then she looked over my shoulder and screamed "NEXT".... as if I had vanished into thin air.

I continued to try to get her attention and she ignored me.  I was invisible.

Eventually the event organizer took care of the situation, but I have never forgotten that experience.  Being a customer who does not matter is the worst feeling in business.

Last week I was the keynote speaker for a conference at the same hotel.  As I walked in the lobby my stomach turned as the memory of that horrible customer experience of more than two decades ago returned to my mind.

Happily, the front desk clerk who checked me in this time had a different attitude on how to treat guests in his hotel.  From the moment I approached the counter he was enthusiastic, helpful, and exemplified all that is wonderful about the hospitality industry.  His name is Evan... and the Omni Shoreham should be proud to have him at the front desk.  He offered me choices of rooms, talked to me about restaurant options in the area, and took an interest in making sure my experience at this grand hotel would be spectacular.

This reminds me that the experiences our customers have can be fully weighted on the actions of a single employee.  I am sure that my visit twenty years ago involved many other helpful employees, but they did not make enough of an impression to replace the one who ruined my impression of the whole hotel.

Flash forward two decades and Evan erased that first memory and showed me that the Omni Shoreham is a wonderful place to stay when visiting our nation's capital.  His actions, attitude and customer focus impacted everything.

Customer service rests in the hands of every employee every time.  One bad apple can spoil the whole batch... but just one "Evan" can make your reputation shine!

Have A Great Day.

thom singer

Sekou Andrews - Motivational Poet

I had the pleasure to meet Sekou Andrews when we were both speaking at the Trade Show Network News (TSNN) T- Awards (a program that honors the nation's top Trade Shows and Events) in Washington DC.

I am a professional speaker who studies all things oratory.  I call it "Speaker's College" when I can watch anyone address an audience.  For over 14 years I have examined and learned from hundreds of speakers, but Sekou is like nothing I have ever seen before.

He calls himself a "Motivational Poet", and he regularly speaks to corporate audiences weaving his combination of rhymes, rhythms, and realism.  He goes beyond motivation and stirs the soul of those who are listening.  The man is "The Wizard of Words" and he had us all captivated as he spoke.

He challenges an audience to "expect not to expect what you expect to come next".

The message followed my "Conference Catalyst Program" and while 180 degrees different, it skyrocketed the theme of choosing people and being engaged in the real world, not just a collector of digital links. He professed that ROE (Return on Engagement) is the new ROI, and reminded the audience that "liking" someone on Facebook does not make a cyber friend --- as they still exist in the next room.

I loved it when he said "Take me off your Rolodex and put me in your calendar".  Pins dropping at that moment would have echoed all over the nations capital.  Having contact information means nothing if you do not have contact.

If you ever have the opportunity to hear the words of Sekou Andrews... you will be touched in your heart.  He is not a conventional public speaker, but an experience unto himself.  No wonder he has presented in the backyard at Oprah's house!

I look forward to our paths crossing again on another stage.

Have A Great Day.

thom singer
www.conferencecatalyst.com