Quote – Law of Triviality

The time spent on any item of the agenda will be in inverse proportion to the sum [of money] involved.

Cyril Northcote Parkinson

The Law of Power

The Law

The fundamental law of power is that it is situational, multifaceted, dynamic, and perishable.

Power is Situational

Power is without a doubt situational, a person who is very politically powerful, but having no wilderness knowledge or skills, find themselves alone in the middle will have less ability to save themselves, than an experienced woodsman.

Power is Multifaceted

Power has many attributes (social influence, mental reference, innate ability, and situation), which aggregate to provide the total of your power at in given time and in any given situation

Power is Dynamic

As a person’s situation changes, their ability to influence the situation can be increased, decreased, and/or lost.  Also, facets of power are not static but are morphed by change.

Power is Perishable

A person can, through inaction, lose the ability to influence a situation forever.

What is Power?

First and foremost, power is personal.  Our perception of a situation has much to do with our ability to affect a situation.  Therefore, power is each person’s ability to influence a situation.   When a person has no ability to influence their situation (even, if as a result of an inaccurate personal belief), they have no power.

Definition of Power

Power is each person’s ability and willingness to influence a situation.

Quote – If you can’t pay for a thing, don’t buy it

If you can’t pay for a thing, don’t buy it. If you can’t get paid for it, don’t sell it. So you will have calm days, drowsy nights, and all the good business you have now, and none of the bad.

— John Ruskin

Success – You must love your work?

Why you should love your work

Sooner or later you will wonder why you are not passionate and energized about your work. At the same time, an inner voice will tell you to suck it up because work is only a four-letter word and you are not supposed to enjoy it.

It is a misconception because loving your work can bring manage benefits. Work should enable and empower, not entrap.  Here we have some of the reasons why you should love your work.

Helps with your success

When you love your career, no one can stop you from getting successful. You will do everything that it takes to assure that your customers love what you are offering, and your boss appreciates your every move. You would prefer to collect the appreciation because your every move will be well planned, and you will not be afraid to take it to the next level.

You are always ready to learn

You will do anything that will help you in the future when you love your work.

  • We all know that technology is evolving, and you will take every step to assure that you learn how to work in the new environment.
  • You will be ready to attend all the conferences and other presentation only to learn something new
  • When you love what do training is easier to take and will feel less like an imposition, and you will never want to miss your chance of learning something innovational and new
  • With the passage of time, your knowledge, experience, and skill will grow

You will be willing to work until an older age

The best thing about loving your work is that you would prefer to work as long as you can. Most people, who do not love their work, spend most of their time waiting for retirement. As soon as they are retired, they feel like their burden has been relieved.

However, when you love your work, you will never like to leave it. You will love to continue your job one way or another to assure that you are never disconnected. The word retirement will not be present in your dictionary. There are a few individuals that have worked till their last breath only because they loved being part of their country.

More energy and determination

You will have more energy to put into your work when you love it. You will take all the risks, and even if you have to stay up all night, you will do it only to assure that everything is fine with your work. You will give your work everything to make it reach the level of success of which you have dreamt. You will be determined, and there is nothing that can reduce your motivation when you are working.

You will be ready to make a difference

When you start loving your work, you will notice that you will begin to think about new projects and products that will enhance the visibility of your business and this approach that will help you outpace and create your competitors. When the market is getting highly competitive, it is not easy to prove that you are different but when you love your work you can do anything to stand out. It might not be easy in the beginning, but with passion, you will get used to it.

You will quickly overcome challenges

One of the most significant benefits of loving your work is that you will be ready to face all the challenges thrown your way. You would take them positively as a way of growing and learning new things. Every morning you will wake up with new energy and enthusiasm. You will be waiting for the new challenge that comes your way. The problem-solving skills will improve, and you will notice a difference in your mood and attitude. It will be easier for you to work with your team and your company will grow.

Tips for loving your work

In case, you have lost the passion and it has become hard for you to love your work or have the required energy. Do not worry because we have got your back with some of the important tips that will help you grow quickly.

1-Discover what you love

Confusions can happen anytime, and that is why we often make the wrong decision. It is important that you have proper mentoring because it is the only way to find out what you love. With the help of mentoring all your doubts will clear, and you will know that you have taken the right decision.

2-Take risks

Once you have found what you love it is important that you take the required risk to make it happen. It is a reality that when we are trying to do something new and unique, our family and friends will oppose us. They love us and want the best for us, and that is why they will try to pursue you to do something else.

However, if you understand your goals, it is important to take a chance. You should take their opposition as motivation because it will help you to show everyone that you can turn the thing you love into a successful business.

3-Stay positive

When you are doing what you love there will come a time when you will have no support. You might need some financial help, but no one will be there for you because they think that you are wasting your time and you will waste their money as well.

However, you have to stay healthy and confident. The reason is that if you break at this point, you will never be able to stand up again and show people the potential you have within you. Take some help from the lenders and assure that you have the best business plan, work hard and prove.

4-Know what you value in life

There are three things that you have to pay attention to

  • Security
  • Achievement
  • Purpose

It is vital for you to identify which one of these factors is most important to you. Once you will learn it will become easier for you to follow the path you love. There are different sides of the business, and it is essential that you learn which one of them you like the most.

Understanding the purpose of your life is important because only then you will be able to follow the right path. If you want security make sure that you make yourself secure first before you start to invest in your business. Once you get what you want it would be easier for you to pay attention to your job. It might take some time, but you will eventually learn what you to do and when to take the right decisions.

5-Do not say  ‘will do,’ just do it

The most common mistake that we often make is that we keep saying that we will do something, but we do not take the required steps. We keep delaying the tasks and actions we should seek to accomplish what we want. In the end, the only regret remains because the right time is not available anymore.

It is essential that you do things today, instead of leaving them for tomorrow. Take baby steps in the beginning. Once you start doing what you want,  nothing can stop you from taking everything to the next level. It is the time for the decision and so stop wasting your time.

6-Use power of attraction

You might find it funny, but the power of attraction exists. Once you start giving everything to what you love, others will notice your passion and enthusiasm. They will see how hard you are working and, so they will love to invest in your work.

Your hard work and passion will give the impression that you are trustworthy and true to your work. That is why people will be attracted, and it will help to increase your revenue with the passage of time, and it will attract more individuals, and there will be no going back.

How Consulting can help you love your career

Once you are ready to love your work, but you are finding it hard to do so consulting will be the best option. Consultants will never let you lose your positivity and passion. Here we have a few ways in which consultants can help you.

Self-motivation

The biggest benefit you will get from consulting is self-motivation. The best consultants know how to train you to always stay at the top of your mood even in the worst conditions. Experienced consultants will teach you different tricks and techniques that will help you to deal with even the toughest situations. In time you will learn to manage your stress, and so you will find something productive even in the darkest hours.

Learn to collaborate

To make the business successful, you have to develop and work with the team. There are a few leaders that think themselves as complete, and so they will not pay attention to what their team is saying even if they are correct. It will make them hate you. Consultants will teach you to collaborate with your team. They will guide you to take their advice so that it will become easy for you to manage the tasks and you will always be open to new ideas and techniques.

Perfect solution

You will notice that with consulting you will be able to find the solution to every problem. The reason is that consultants always have the best solution to every problem or they will find one in limited time. When you stay with one, you will learn their tricks as well. Even your team will be surprised how easy it is for you to deal with different problems.

Helps you find your path

In case you are not on the right path, there is no need to be concerned.  The consultants will ask a few questions to look for the reason that might have been disturbing your inner peace. Once they find the issue, they will help you to acknowledge it. They will be at your side in every situation, and so soon you will be able to make the most important decisions easily without any distractions or issues.

Mentoring

Consultants will be your perfect mentors. They will guide you regarding everything and will assure that you will never make the wrong decision. They have more experience than you have and they have faced the world as no one other has. So they will mentor you in every tough situation. You can turn to them whenever you feel stuck or disturbed. Let them know your issues, and they will understand where you are going wrong to help you out.

Bottom line

Once you learn to love your work, you will have a more peaceful and successful life. It is never too late to change your path and do what to love or find passion in what you are already doing. Take help from the best consultants because they know what you need the most. While selecting the consultant, you have to be very careful. All the consultants are the best, but every one of them has specialties in different fields. Make sure you select the one who meets your requirements in the best possible way. Let them know your goals and issues, and they will tell you who is best for you.

Management Principles – You can’t Manage what you don’t Measure



Management and Measurement

You can’t manage what you don’t measure is an old management adage that has been used for many years and while most attribute it to Peter Drucker, some claim that the quote was first used by Dr. W. Edwards Deming, although it is a bone of contention whether or not the quote is used in the correct context.

Irrespective of who said it first, I have always agreed with the principle. Coming from a corporate background where this is one of the management principles often used, I was surprised to learn that there are those that strongly disagree with the statement. This group argues that there are many things being managed at work that aren’t measurable, from the confidence we instill in a new, young manager, to the quality of new hires.

The argument is made that quantity is easy to measure, i.e., how much salespeople sell, how many leads marketing creates, or how many phone calls telemarketing makes, but that quality can’t be measured, i.e., excellent customer service, good technical support, or what differentiates a good consultant from a great one.

What to measure

Many organizations use Key Performance Indicators (KPIs) at multiple levels to measure their success at reaching targets, and will then manage the factors influencing the KPI to get it to where they want it to be. A KPI is a value that is measured and shows how effective a company is in reaching key business goals.

Setting a KPI and measuring a specific value is however not always as straightforward as it might seem. To set a KPI, the underlying business objective needs to be properly understood. In one example, a department manager’s KPI included the volume of sales, measured in dollars. In an effort to improve sales, the manager decided to change the remuneration of her sales reps from a fixed salary to a small, basic salary plus commission on sales made. The idea behind this was to incentivize the work, which would lead to increased sales. In the early months after implementing the change, the sales made by account reps did indeed increase dramatically. The CFO then however discovered that the profit margin on those increased sales was substantially lower than the minimum the company expected. The sales reps were discounting the product to increase sales, resulting in a high commission, but the net effect was that the company made less profit.

It is critical that the company’s objectives are clearly understood by all parties and that a suitable metric is measured to check if the objective is being met.

Can quality be measured?

Those arguing that quality, such as excellent customer service, or good technical support can’t be measured, often express the view that the only way that a company can determine how good their service or support is, is by asking the customer. I agree with that statement, but when you do that, aren’t you measuring these aspects? If 50% of your customers feel that your service and support are good, that is a measure against which you can manage and improve those objectives.

The same can be done for any qualitative metric. It merely becomes a question of what is appropriate to measure, and how to obtain those metrics. Qualitative measures often have to be done indirectly, i.e., you need to measure indirect results rather than direct ones.

 The role of Business Intelligence

With the sheer volume of data available across the business, and with much of it residing in different systems, it becomes very difficult to extract the relevant metrics to measure and improve. This is where Business intelligence or BI comes in.

BI utilizes computer-based techniques to spot, extract, and analyze business data, including things like sales, marketing, and production in order to make substantial improvements. Business Intelligence uses data already collected in the business. It is able to utilize data from such diverse sources as website analytics, accounting systems, customer relationship management (CRM) and email management systems.

A Business Intelligence system can automatically use and analyze all the information from these applications in real-time. This enables companies to quickly see, manage and improve their performance. BI goes further than simply measuring performance so that it can be improved, but also helps identify weaknesses in the company.

When an organization grows to the point where huge volumes of data are involved, analytics are used to examine large and varied data sets to uncover correlations, hidden patterns, customer preferences, and market trends; so, organizations can make more-informed business decisions.

Both BI and big data analytics can hugely benefit Organization & Planning within any business. If you have all this information, irrespective of how exactly it was obtained or measured, managing the direction you want to go becomes an informed decision that can be planned for, rather than a guessing game based on ‘gut feel.’

A crucial element that is required in today’s fast-moving world is an organization’s ability to respond rapidly to changes in both the external and internal environment. This is known as Business agility, and it is not possible to do if the business does not measure what is going on inside and around it, and then manages accordingly.



What Is A Competitor Battle Card?

In theory, competitor battle cards are not that hard to put together. All it takes is a little bit of content to use to persuade clients in a sales environment. What many people find is that being concise is a challenge. It takes some time and practice, but with a little bit of planning and overall know-how about the industry, any person can start putting together cards that work.

What are competitor battle cards?

The simplest way to describe competitor battle cards is that they are short, to the point pieces of information about a business that paints them in a positive light directly against the competition. Videos, graphs, spreadsheets and simple text are all used on different cards.

Once these battle cards are put together, they are given to the entire sales team. When they are in any type of battle against the competition when talking to a potential client, they can easily refer to these cards for quick rebuttals.

It’s important to stay very current with these battle cards at all times. A company doesn’t wanna have too many, but they do want to have a little bit of variety, so sales representatives do not sound repetitive to the people they are talking to.

It depends on each business how these cards are put together. Some companies do it as a team effort, while others will have a few specific people focus on what needs including.

The importance of in-depth research?

Putting battle cards together is easy, but only after thorough research is done. To create the best battle cards possible, in-depth research on every single competitor needs doing. Knowing the competition is crucial for success in this world. A good starting point is every competitor’s website, but going beyond that and understanding them is going to give businesses an edge.

Research the general market and potential customers as well. Every business’s competitor battle cards are going to be slightly different depending on what they are selling. Being able to relate to locals will always give a sales team an edge if done correctly. Most customers want to know that they are dealing with a company that feels like part of the community.

How are competitor battle cards used?

Once the cards are put together, it’s time to make sure the sales team understands exactly how they are used. It’s one thing to relay information to a potential client, but it’s another to do it at just the right time.

Sales representatives can practice when do use certain cards. There are identifiers when opportunities arise, and they need to pounce on that. Some questions lead the discussion in the right way. When a sales representative controls part of the conversation, they can shine.

New competitors are always going to be rising, and old competitors might fall by the wayside. What worked a year or two ago might no longer be a valuable battle card at all. Businesses need to focus on the tools that work. It’s not so much about the number of battle cards, but the quality.