• Effective coaching is a key method for increasing productivity and profitability in an organization. Recent studies have shown that 85% of the workforce wants holistic coaching so that they can continually improve and grow.

  • First, people don’t grow and change much unless they’re in a supportive environment where people know what they want to do and encourage them to do it.

  • 85% of business leaders agree that traditional differentiators alone are no longer a sustainable business strategy.

  • 50 – 70% of how employees perceive their organization can be traced back to the actions of one person – the leader.

  • Leadership is being the best you can be, and helping others be the best they can be.

  • The brighter you are, the more you have to learn.

  • 78% of consumers say their most satisfying experience occurred because of a capable and competent customer service representative.

  • Leadership IQ being equal, it is believed emotional intelligence – how we manage ourselves, our emotions and the emotions of others – accounts for 85 – 90% of what separates the most outstanding leaders from their peers.

  • 70% of organizational changes fail and these failures can be traced to ineffective leadership.

  • Personally, I am always ready to learn, although I do not always like being taught. Winston Churchill

  • The key to keeping customers satisfied and loyal is to value and train employees while making them an integral part of corporate success.

  • It is estimated that 80% of mergers and acquisitions that occur today fail to meet initial expectations.

  • People are the core strategic asset. To be successful, a company must listen, involve, encourage, nurture, support, empower, and reward all its constituencies.

  • 25 of every 27 customers who have a bad experience fail to report it because they don’t believe anything will change.

  • "High performing organizations are constantly focusing on improving their capabilities through learning systems, building knowledge capital and transformational learning throughout the organization.” - Ken Blanchard

  • If you want 1 year of prosperity, grow rice. If you want 10 years of prosperity, grow trees. If you want 100 years of prosperity, grow people. – Chinese Proverb

  • The number one fear in the world is public speaking. “You” vs. “I” messages are powerful tools for capturing your audience’s attention.

  • Learn something every day. Never stop learning.

  • No one of us is as smart as all of us – when teams function well, miracles happen.

  • Companies Don’t Solve Problems.
    People Do.

  • A survey of 350 executives across 14 industries, 68% confirmed their companies experienced unanticipated problems in their change process. – International Consortium of Executive Development Research.

  • It costs 10 times more to gain a new customer than it does to keep an existing customer.

  • Corporations can work five times harder and spend five times more money to gain new customers, or they can keep the ones they have.

  • Employee loyalty builds customer loyalty, which builds brand loyalty. It’s as simple - and as difficult - as that.

  • Change is constant. To implement change you must listen, engage, and empower individuals in the change process.

  • The great thing in this world is not so much where we are, but in what direction we are moving. Oliver Wendell Holmes

  • The key to building a culture based on Trust and Personal Responsibility is getting all employees to be committed to the organization’s Vision and the Values That Build Trust.

  • The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor. Vince Lombardi

Portsmouth Herald - 'Tis the Season for American Excess

November 26, 2006

Portsmouth Herald

By Michael McCord

'Tis the season to be aware of, well, 'tis the season that brings out the most extreme of charitable and neurotic behaviors.

'Tis the season of press releases that remind me of the hottest holiday gift ideas, how not to act at the company holiday party, and how not to offend my boss, colleagues, Salvation Army bell-ringers or clearly deranged folks shopping for PlayStation 3 units.

'Tis the season we are guaranteed to see Faux, ah, Fox News sledgehammer Bill O'Reilly spin himself into a frenzy about anti-Christmas conspirators consisting of liberals, atheists, agnostics, public school teachers, secular humanists, university professors and terrorist coddlers, to name a few of his favorite holiday gremlins.

'Tis the season, I've been informed by Consumer Reports, to hibernate. By the time you read this, an estimated 62.7 million clearly disturbed Americans will have exercised their constitutional right and duty to shop on Black Friday, a retail shopping narcotic if there ever was.

'Tis the season to watch out. For those on the shopping road, be on the lookout for falling timber in the form flat-panel televisions -- 19 percent of Americans plan to purchase them. For the record, Consumer Reports tells me that 39 percent of men want the flat panels for the better picture, while 39 percent of women are determined to stand by their man and satisfy this bigger is better obsession.

'Tis the season, a company called GP Shopper tells me, to use your mobile phone to become an even more efficient and happy holiday shopper.

By using a "revolutionary" software technology called Slifter, you can use your mobile to add even more up-to-date gift options, communicate with the home front (text messaging suggested because the stores can be, needless to say, rather noisy); keeping the kids occupied (pictures with Santa); and "getting in the zone" by listening to music, iPod style, on your mobile. With this in mind, holiday shopping seems more and more to require the logistical savvy of a military unit on maneuvers.

'Tis the season to reaffirm my need for fewer technological gadgets and to celebrate more practical solutions for living. For example, the addition of hundreds of public toilets in the Times Square area of New York City . Having actually spent holiday time (including one very cold and bladder uncomfortable New Year's Eve) in this neighborhood, this is an achievement on par with Euclidean geometry and walking on the moon.

'Tis the season for meaningful statistics, such as New England households will lead the way in holiday spending gluttony.

According to the good folks at The Conference Board, Americans are expected to spend an average of $449 per household, a dip from $466 last year. The New England spendthrifts will spend an average of $545 -- while relative frugality is expected to break out in the mountain region from Idaho to New Mexico , which will spend $348 per household. The real mystery is the sizable, almost $200 per household disparity -- perhaps it's the air and wide-open spaces.

To be more statistically specific, the older the household head (55 to 64) and wealthier (more than $50,000) will spend the most, averaging $508 and $631, respectively.

'Tis the season to avoid yuletide shame arising from questionable (though sometimes entertaining) office party behavior, according to the folks at WorldWIT, which bills itself as "the world's largest online community for professional women."

WorldWIT tells me that the top of the charts holiday party regrets include excessive drinking, forgetting a colleague's name, becoming romantically involved with a colleague whose name you remember, getting caught gossiping after one too many egg nogs, and "brownnosing with upper management."

Needless to say, these missteps could be career killers, but they do offer plenty of revealing material. "Sober, my colleague told me how much he loved his wife. Drunk, he told me how much he loved ME," said one holiday party survivor.

'Tis the season to turn your holiday party into a quasi-reality television show of competition and cooperation. That's the promise of Diane Durkin, the president of New Castle-based Loyalty Factor that offers a holiday corporate culinary workshop to foster more spirit by creating a feast or dessert through team-building and camaraderie-enhancing exercises.

'Tis the season to choose the right corporate gift to make an end-of-the-year product placement statement. The folks at the Hampton Beach office of Adventures in Advertising, a national franchise firm, have offered me "the ultimate two-minute guide" for choosing that oh-so-right gift for a current or prospective client.

Executives, they tell me, appreciate food gifts, drink ware sets, fleece items ("will be appreciated for years to come"), desktop accessories and leather goods.

Dumping, uh, giving these logoed gifts onto your favorite CEO ensures a high "cost-per-impression," or CPI ratio, that can't be beat ( coffee mugs, for example, "that stay on desks two years or more can generate 750 to 2,500 impressions a year, assuming they get somewhere between 15 to 50 impressions in a standard five-day workweek").

These special corporate gifts also end up frequently on the yard sale circuit.

'Tis the season to prepare for short tempers when it comes to telephone customer-service confrontations over retail mishaps. The good news for those who have gotten through 67 frustrating roadblocks and detours just to talk to an actual human being, they can tell when you are ready to blow a fuse.

The folks at NICE Systems, which specializes in digital-recording systems, have a voice-detection alert that can tell when we're about to hit the high-decibel anger roof. "This can bring speedier intervention by a (call center) manager and swifter resolution of your issue," a NICE Systems press release said.

We can only hope the call center manager is an actual human being and not another recording.

'Tis the season to savor the digital joys of Cyber Monday, the logical Internet-age holiday tradition in the making after the excesses of Black Friday. The folks at SortPrice.com tells me "this is the ceremonial kickoff of the online holiday shopping season." And for those who are wondering, an estimated $32 billion will be spent online while not in line, an increase of 18 percent from last year.

Who's buying what? Books top the list of online gift purchases with toys and games coming in second, and footwear and apparel running third.

What's interesting is that while Cyber Monday has a designation, the busiest online shopping day was, no surprise here, actually two weeks later.

'Tis the season for procrastinating. According to Consumer Reports some annoying and clearly anal-retentive types, 29 percent of them to be exact, said they got a head start on their holiday shopping by Oct. 15.

Another dubious claim by the American public is that nearly half of them will be done by mid-December. An expected 22 percent of us (myself included) will still be shopping by Dec. 23. But the royalty of delay, and possibly the most honest folks in the country, will be around 6 percent who say they won't be done until after Christmas.

Wall Street Journal - Theory & Practice Keeping Clients by Keeping Workers

Unique Efforts to Encourage Employee Loyalty Pay Off For U.K. Ad Shop Mother

November 20, 2006

Wall Street Journal

By Joann S. Lublin

LONDON -- Happy employees make for loyal, profitable customers, studies show. Yet few businesses apply this simple concept well.

Then there's Mother, a small London-based advertising agency known for its plentiful perquisites, strong corporate identity and offbeat ads. That translates into rapid growth and extraordinary employee loyalty. Mother's billings more than tripled between 2002 and last year, to £141 million ($267.1 million), according to Campaign, an industry trade publication.

The firm says fewer than 10% of its 165 employees leave annually -- the rate for its United Kingdom rivals is 19%, the Institute of Practitioners in Advertising estimates. Quitters often return. Cecilia Dufils, a 36-year-old art director and copywriter, rejoined a year after departing for a Dutch agency in 2001. She says she and her fiancé, another returnee, felt more at home when they came back.

The agency rarely loses important accounts either. Clients that have stayed for most of its 10-year existence include Unilever PLC, Coca-Cola Co. and Orange , the mobile-phone unit of France Télécom SA. They like an ad shop "with a highly motivated, happy work force...because we get better work out of it," says Pippa Dunn, brand marketing director for U.K. Orange.

Too few companies have figured out that connection, says Diane Durkin, president of Loyalty Factor, a Portsmouth , N.H. , consulting-and-training concern, and author of the book "The Loyalty Advantage." She urges businesses to offer employees more training and rewards that are "frequent, timely and meaningful to the person."

Paul Rogers, head of the global-organization practice for U.S. consulting firm Bain & Co., says managers undervalue long-term customer relationships because traditional accounting doesn't measure them.

Another explanation: Many bosses don't assess employees based on customer satisfaction. Scott Cawood, a New York organizational-development consultant, suggests judging workers mainly on behavior that "resulted in additional customer loyalty, learning, service or spending."

A handful of U.S. concerns thrive by forging a "virtuous circle" between happy staffers and loyal customers. Mr. Cawood cites Gore-Tex maker W.L. Gore & Associates, where he formerly worked, as well as consumer-products maker S.C. Johnson & Son Inc., Southwest Airlines Co. and SAS Institute. SAS, a Cary , N.C. , software maker, provides widespread private offices, as well as an on-site health-care center, preschool, gym and hair salon.

Mother promotes an egalitarian, fun-loving culture that appeals to employees and clients. There are no private offices at its headquarters. Except for bathrooms, "we don't have any doors in the whole place," notes Mark Waites, a partner who favors blue jeans and flip-flops.

He and his colleagues work from a huge oval table and switch assigned spots roughly twice a month. Perks include a daily £1, or roughly $2, "self-improvement bonus" applicable to gym memberships, yoga classes and the like, as well as two types of weekly massages, free hot lunches, winter ski trip, three-month sabbaticals -- plus days off for birthdays and the day after Mother's Day.

Many U.S. ad shops scaled back such extras during a downturn five years ago. By contrast, Mother has introduced perks during industry slowdowns. "Mother goes a bit above and beyond" what U.S. agencies do for their workers, says Amy Hooper, an executive vice president of Talent Zoo, an Atlanta search firm specializing in advertising. "They are hot."

Iskra Tsaneva joined Mother as an art director last year, after working for other U.K. and U.S. agencies. "All these extras are great," she says. But she most values the creativity and collaboration among employees and with advertisers.

To reinforce Mother's image, employee business cards lack titles, but include a picture of the employee's mother. Mr. Waites has seen the cards posted on clients' walls. An especially popular one depicts a scantily clad former Miss World whose daughter works for the agency.

"Mother is a brand in its own right...that's creative through and through," remarks Orange 's Ms. Dunn. A distinct corporate identity attracts creative people and clients who prize innovative advertising, she adds.

[Mother]An award-winning Orange commercial that Mother made last year showed smiling strangers chatting, jumping rope and directing traffic by candlelight during the 2003 New York power outage. "Good things can happen when your phone's off," the spot said.

Ms. Dunn finds the loyalty of Mother staffers helps Orange by providing stable teams and solid relationships. "One of the things I like about continuity is the degree of trust you can build," she says.

Andy Medd, another Mother partner, says the firm tries to keep a "core team" including creators, strategists, production staffers and an account manager -- dubbed a "mother" -- with specific clients over a protracted period.

Mother employees say clients sometimes show up hours before a meeting because they know the agency team members well and enjoy working beside them.

There are potential downsides. With low turnover, Mother may sacrifice a steady infusion of fresh talent and ideas. Mr. Medd says he doesn't worry because the firm is growing and hiring new employees.

And to keep attracting highly creative individuals, Mother must devise additional highly creative perks, experts advise.

"The last thing you want to do is for these people to get bored," warns Bain's Mr. Rogers.

CIO Insight - Pergo’s Card Carrying Communicators

November 6, 2006

CIO Insight

By Edward Cone

The $390 million flooring company improved communication and productivity by helping workers better understand their peers' personalities.

Take some truisms about IT workers' lack of interpersonal skills, mix in the multicultural realities of the modern workplace, and you've got a recipe for a communications breakdown. But Stan Kurpiel , global CIO at Pergo AB , the $390 million flooring company, thought he could do better. He wanted to help staffers understand their own personality types, and those of their coworkers, by giving everyone tools to help deal with the differences.

Pergo, headquartered in Sweden , runs its North American operations from Raleigh , N.C. , where Kurpiel is based. "We have a very diverse IT organization and we are growing fast, so we needed to work on team-building and unity," says Kurpiel of a shop that has included workers from Sri Lanka , Chile , Ireland and Mississippi . "There were subtle issues, the way different people behaved in the same room. There are different dialects, acronyms and jargon, and lots of room for misunderstanding."

Kurpiel enlisted Loyalty Factor, a Portsmouth, N.H.-based training and consulting firm, to improve performance in Pergo's call center and customer-care operations, which Kurpiel also manages. The idea at first was to help service reps interact better with customers , but Kurpiel quickly realized that his 20-person IT staff could use the same training in dealing with each other.

Loyalty Factor facilitators led the IT group through a half-dozen sessions. The goal was to classify each person as a Thinker, Sensor, Feeler or Intuitor, and explain how best to interact with each personality type under different circumstances. Initial reactions were mixed. "Technicians have an appetite for training, so that helped, but at first some people were uncomfortable about sharing," says Kurpiel. "Only a few were really touchy feely, but the facilitator pulled that out of people."

To drive the exercise home, staffers literally posted labels on their doors that explained their personality types. "My label says I'm a Sensor under normal conditions," says Kurpiel, "but under stress, I'm a Thinker." Trainers distributed laminated cards to remind workers that Sensors get to the bottom line with bullet points and summaries, while Intuitors like to be heard as they work through a situation. "We took tests, added up numbers and put ourselves into a quadrant," Kurpeil says. "There was some resistance. People said, 'I'm certainly not this or that,' but after some discussion they agreed, 'Yes, I do act this way.'"

The company says there were quantifiable benefits in the call center—cutting down average call times by 30 seconds—and less-tangible but genuine improvements in IT. Pergo executives liked the results well enough to put the rest of its North American staff through the personality-type training.

Employee Benefit News - Preparing for a skills shortage, work intensification

November 2006

Employee Benefit News

By Molly Bernhart

Some factory and white-collar workers in Asia are literally working themselves to death. Employees have been dying on the job of exhaustion, heart attacks and strokes after working sixteen-hour days.

While we don't have a problem this extreme in the United States , work intensification due to a shrinking workforce has become a growing concern for American HR professionals.

In just two years, U.S. companies expect to lose 11% or more of their current workforce due to the retirement of baby boomers, says Deloitte Consulting. This impending loss is largely unrecognized: 51% of medium-sized companies report they are just becoming aware of the future labor shortage, and only 35% are beginning to examine internal policies and management practices to prepare for it, says the Society for Human Resource Management 2006 Workplace Forecast.

"The problem looks quite significant," says Tim Phoenix, principal and national leader of Deloitte Consulting LLP's total rewards practice. "Companies understand the numbers of it, but the vast majority of companies haven't decided what to do about it."

The retirement of personnel with specialized skills will lead to a talent gap. Companies should strategize now for how they will invest in training new employees and restructure the remaining workers facing the increased workload.

"We need them to work harder than ever before, we need them to work faster than ever before, and we need them to work better together than ever before," says Robin Athey of Deloitte research, author of "It's 2008: Do You Know Where Your Talent Is?"

All of that pressure could stymie employee productivity, Athey says.

Closing the gap
Bracing for the post-boomer skills gap is fundamentally an issue of supply and demand, says Phoenix . He calls this idea "bending the curves" and it's "not just an HR department fix, this is a total corporate restructuring."

Deloitte says the supply curve can be bent up by more aggressive recruitment techniques, improved retention through internal mobility, alternative work programs and other tactics. Similarly, the demand curve can be bent down by enhancing productivity, improving automated technology and making products/services more focused on customer self-service. By bending the worker supply curve up and bending the pressure on remaining employees down, companies hope to shrink the skills gap.

Phoenix says another technique for coping as baby boomers leave is to recognize "who is most critical to adding value to your business."

The retirement of "critical talent" could be crippling to businesses because this group drives a disproportionate share of the company's business. These employees understand the work itself as well as how to make things run smoothly internally.

Deloitte gives the example of couriers within a package delivery company who have daily client contact and direct knowledge of the supply chain. These employees are not necessarily the decision makers or the best performers, but they have the most critical role in the business' success.

If a company does not recognize their critical work segments they are missing an entire section of their business perspective. Athey says employers should identify these critical work segments, prioritize them, decide where the segment will need to work harder and find out what motivates them. Organizations should have a talent-management process in place to address the workforce shifts without snubbing the non-critical talent segments, because they, too, are valuable to the company.

Power of flexibility and personal contact
The approaching talent crunch will be bigger than any we've seen since World War II, warns Athey. There will be fewer workers doing more work to compensate for the vacancies left by retirees - a trend seemingly incompatible with more and more employees desiring a greater work-life balance. The looming question is, which will win: employers' push for work intensification or employees' request for work-life balance?

"It's not about win,' it's about change," says Durkin. "I think employers are going to need to change the way they view the work environment."

Employers will need to alleviate the pressure on employees in order to "grease the wheels" for knowledge transfer says Athey. Reducing stress for hardworking employees can be done by reducing workplace noise, like the constant drip of e-mails, audio noise, interruptions, misunderstandings and the noise of the unknown.

"[The noise of the unknown is] thinking you're doing the right thing, but lacking clarity of the strategic objective of the company," says Athey.

Greater workplace flexibility can also prevent employee burnout. Jennifer Schramm, manager of workplace trends and forecasting at SHRM, says employers are experimenting with letting employees manage their time more autonomously. Especially when workers are divided into teams, an employer can let an entire group decide how and when they will work.

"People will work harder if you give them flexibility," says Durkin.

Athey warns that as individuals take on more tasks at work, they can lose sight of the company's objectives.

"As business speeds up, we become more disconnected," says Athey.

She suggests having one-on-one performance conversations regularly with employees in order to identify what working environment employees want, determine what drives employees, develop strategies to meet goals and recognize their accomplishments.

"It creates a transparency and alignment between individuals and broader goals," says Athey. "It also brings top management closer to the realities of the business."

Stay, just a little bit longer
Making the workplace appealing enough for boomers to stay is another way to manage the exodus of retirees. More older workers are resisting the trend toward boomer retirement than one might expect. Some may be delaying retirement because of Social Security reforms, changes in employer-sponsored benefits, improved health and less physically demanding jobs, says the Urban Institute.

"We don't think all of these baby boomers are going to retire," says Roger Herman, CEO of workforce consulting firm, the Herman Group. "[Because] the next challenge is to identify and prepare the next level of trainers and learners."

Herman says keeping older workers is crucial to successfully training new employees and ensuring a successful knowledge transfer. Older employees may seek part-time work, contracting, arrangements similar to job sharing and teleworking, but overall, Herman says most older workers won't require difficult accommodations because technology will help "quite a bit."

"We recommend companies don't just close the door on people," says Herman. "If they can work today, they can work tomorrow."

A smooth transition
As boomers train other employees and prepare for their retirement, another set of management issues will surface concerning cross-generational communication and promotion to management roles.

"The shortage is definitely going to affect the skill level in a company," says Dianne Durkin, president of Loyalty Factor, a corporate training and consulting firm in Portsmouth , New Hampshire . "Particularly in interpersonal communication."

Communication between the complex mix of generations in the workplace during training is not always easy. HR professionals should talk to managers or those conducting training about what motivates individuals in these employee segments and suggest communication techniques.

"It's all about creating a learning environment where people are learning the skills they need to affect business strategies," says Durkin.

Employees preparing to fill the shoes of boomers lack experience with the position and sometimes the company. Networking, corporate culture and customer communications - both internal and external - are often difficult for generation X and Y employees because they cannot be accomplished through e-mail or memos. Trainees may not understand building business relationships personally, says Durkin.

Durkin also suggests companies prepare to support new managers as they take on their positions because managing a group they once were a part of can often be a struggle. - M.B.

Employee Benefit News - Generations Work Together

November 2006

Employee Benefit News

By Dawn Sagario
Gannett News Service

At engineering firm Stanley Consultants, workers say there's no conflict in the younger-boss/older-worker arrangement in some departments.

In fact, Vern McAllister, a principal engineer who has been with the Muscatine, Iowa-based company since 1975, said he hired his current supervisor, George Gardner.

Gardner, also a principal engineer, started at the company five years ago. McAllister is 59; Gardner is 42.

"It's not an issue," said McAllister, "I think the reason it works out so well is . . . everyone is interested in doing good electrical engineering projects. We don't get hung up on personnel issues."

Gardner said he often stops by the desks of the three senior members of his department to ask for their input and feedback. The three younger engineers in the department, he said, "really look to my three senior guys for advice and help."

A new survey out earlier this month by OfficeTeam suggests that the majority of workers would agree that age is just a number.

Eighty-four percent of workers polled said they would be comfortable reporting to a manager younger than they are; 89 percent said they wouldn't mind supervising employees older than themselves.

It's having a good "relationship between you and your boss that's most important," said Stacey Singleton, branch manager of OfficeTeam in Des Moines .

Both sides should listen to each other's perspectives, be sensitive to people's experiences and backgrounds, and be supportive to foster a collaborative work environment, Singleton said.

Younger workers should view those who are older as mentors, she said. "They're going to have a lot of organizational and industry knowledge. They can definitely give deeper insight as to what's going on in the workplace."

Older workers should remember to "be an employee, not a parent," Singleton said.

Gardner said the senior workers are "indispensable" not only with their help on projects but also mentoring the younger staff.

Stanley Consultants was named by AARP last year as the country's Best Employer for Workers Over 50.

Among its nearly 1,100 members, 32 percent are 50 or older; 50 percent are between 30 and 49.

Dianne Durkin, president of Loyalty Factor in Portsmouth, N.H., said that contrary to the OfficeTeam survey findings, she's hearing that tension between Generation X bosses overseeing baby boomer workers is "causing tons of conflict."

"We're getting into the X-ers now who are in their mid-30s who are being promoted, so we're getting older workers working for the younger people," said Durkin, who has been researching the topic for the past six years.

She said baby boomers are "workaholics" who define themselves by their work and performance, and want to be appreciated for their time and effort.

Gen-Xers, Durkin said, want more of a work-life balance, are unafraid of questioning authority, and crave instant feedback.

"The best way to work together is to communicate to one another and learn from one another," she said.

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