Attention business owners and executives – flu season is just around the corner. Typically, this is a non-event. Sure, there will be more unexpected absences during flu season than normal, but that is to be expected. Most businesses are typically prepared for that. But this is not projected to be a normal flu season. Public health officials are predicting a brisk flu season, punctuated with a resurgence of the H1N1 (i.e., swine flu). Some health officials are projecting that as much as 50% of the United States population may be afflicted with swine flu this season. As such, now is a good time to strategically examine your business and brainstorm on some “what if” scenarios. What if your key producer comes down with H1N1 and is out sick for five weeks? What if a key leader in your organization is down for three weeks? What about losing your office workhorse for a month? 

Am I a pessimist? No way! I am merely advising that there is strong statistical probability that your business will be impacted by something out of your control – yet inside your realm of preparedness. I like you, I want you to be prepared. Also, I want you to mitigate the potential disruption that flu-related absences may cause to your business. Luck favors the prepared. Be one of the lucky few this fall and winter. And while you are at it – take your vitamins!

It should be fairly obvious to everyone by now that the current stimulus package is nothing more than a social welfare program wrapped with a really expensive bow. It was supposed to create jobs, right? Well, at best it has kept some States alive, like Florida and Pennsylvania, but less than 10% of the stimulus package will create any kind of new jobs – and that segment of the package is caught up in the web of Washington bureaucracy. So what needs to happen? Unfortunately (the use of that word is your cue to grimace), a second stimulus package will be needed. Shockingly, the next stimulus package will need a larger price tag than the current one. In fact, talk of a second stimulus package should replace all the current rhetoric about health care reform. (See my previous blog post for the solution to the health care issue). What should the second stimulus package look like? Answer: 100% dedicated to infrastructure in the United States! Repair the 170,000 bridges that have been identified as needing attention; engage in new road and highway projects that will increase travel efficiency; and fix inadequate motorways that need some TLC. The aforementioned actions will create jobs. Further, money from those jobs will flow into the economy in the form of goods and other services purchased. What can you do? Plenty. Contact your State Senator and demand action. Will they even listen? Surprisingly, they will take your outreach quite seriously.

The main problem I see with our current health care system is the title: Health Care. What is most of the “health care” money spent on? Answer: (all together now) sickness and injuries. If you want to BEGIN to solve the health care issue, call the program what it actually is: Sickness & Injury Care (SIC). Then, create a separate segment of the program that is focused on cardiovascular exercise, stretching, real nutrition, weight control, and positive thinking (i.e., SIC prevention). Further, spend at least 10% of current “health care” expenditures to educate a bulging population about good health. A goodly portion of these funds could go a public relations campaign showcasing well-respected people working out and displaying healthy habits. 

It is imperative that the current system of health care be renamed to something akin to Sickness & Injury Care. The new name will begin to create a social stigma about using the system. You want this. You especially want this if you desire to spend less of your hard earned money helping others who have long-embraced self-destructive behavior. 

You may think I am a dreamer, but in 1978 no one buckled their seat belt. In fact, if you got in someone’s car and buckled your seat belt they would look at you and say: “What, you don’t trust my driving?” As a result of this poor behavior, traffic fatalities that could have easily been prevented by seat belts were at an all-time high. Then, a massive public relations campaign was started. In my state, we had bill boards showing the hands of Mickey Mouse clicking a seat belt. “Buckle Up Florida,” it was called. And we did (we always take Mickey’s lead). Fast-forward to today: almost all of us use seat belts. It is second nature. And people who do not buckle up are seen as foolish and self-destructive. As such, never doubt that poor health behavior cannot be stemmed. We have the power if we unite.  

Bottom Line: Focus on the positive side of the health care issue: prevention. Call prevention Health Care. Simultaneously, create a psychological disincentive to overuse a sickness and injury program. Refer to what is currently called Health Care as Sickness and Injury Care. 

The generation gap has apparently become as wide as it was in the 1960’s. This statement is the conclusion of a recent study by the Pew organization. The gap experienced in the 60’s, of course, was driven by social change and fueled by a division of opinion related to an unpopular war. The Pew study cites similar reasons for the current generational chasm, sprinkled with a disparity in religious fervor between the old and the young. 

The way we are gaining information and communicating our thoughts and ideas is rapidly changing. The younger generation is enamored with text messaging and blogs, and the older generation, by and large, just doesn’t get it. There is a generational difference regarding the embracing of technology tools and channels. That, in my opinion, is as much the culprit to today’s generation gap as any particular issue or social moray. Yet, there appeared to be little mention of a technological divide in the Pew study. Hmmmmnn.      

As teams are getting downsized, right-sized, and totally reshaped, workplace teambuilding is becoming quite popular. Or at least it should be. Leaders of teams going through massive change or a reduction in force are missing out if they do not explore the possibilities that workplace team building sessions hold. Is there a cost? Answer: sure. Most effective workplace team building will involve some type of investment. But usually the experience delivers a handsome return.

Consider the benefits of taking your team offsite for just one day. During that day you are away from stressors and distractions. Your team can concentrate on skill building in areas such as communication, collaboration, and understanding change. In addition, they can engage in team activities (coordinated by the facilitator) that will help to enhance team accomplishment.

Can you accomplish the same outcomes by taking everyone to a ballgame? Answer: not really. However, outside activities of any sort should help to build morale and a better sense of team. A word of caution is you select this option, seek to encourage the consumption of more hotdogs than beer!

During a recent brainstorming session with a client, they mentioned a new revenue stream that their business had recently added to their arsenal. I praised them on the concept – it was a great idea. They deflected the praise and mentioned that a colleague had come up with the idea. I then asked if the colleague was also involved in the implementation. They said “no, that was all us.” That comment allowed the real praise to begin. They should be applauded for their focus and meaningful action. 

I hear a lot of great ideas. The action of making those ideas a reality is what separates the exceptional from the successful. Often the act of implantation is complicated and takes a potpourri of coordination. Most implementation begins with two simple steps, which I will mention in a moment. Many professionals leave great ideas languishing – promises unfulfilled – because they do not use a simple system to ensure that actions follow ideas. Here are the two initial steps that lead to successful implementation:

0. Assign a date for the implementation and place it on your calendar. Note: you may also place it in Tasks or your To Do List, but do not solely place it there.  
0. Using definitive language, as if the implementation is already complete, tell someone you greatly respect what you or your team is going to accomplish.    

This may sound simplistic, but the journey of 1,000 miles begins….yeah, yeah, you know.            

Since the U.S. economy has taken a bit of a detour from its normal cycle of growth followed by a 10-month recession, I thought it might be of interest to examine future pricing trends. The real estate meltdown is a case study in deflation. By definition, deflation is a “persistent decrease in the general price level of goods and services" - sounds like a description of the U.S. real estate market to me. Many sectors, retail for example, are following real estate’s decline in prices. While a decline in prices may be a good thing for some, it is not good overall. Declining prices can accentuate the contraction we are experiencing in the broader economy. Side bar: deflationary pricing coupled with a stalled economy combines to form stagflation – a situation our economy has not experienced since the Carter administration. Back on task: In response to our economic situation, the Fed is printing money like crazy in order to stimulate things. The pumping of dollars (approximately 1 trillion of them) into the economy should get our economy wheels moving forward and back into growth mode. Yeah, right? Well, hold on to your hat. Once the economy gets moving forward the Fed will need to raise interst rates like madmen. Why? Because inflation will be readying to take off. With trillions of excess, manufactured dollars flying around, coupled with the multiplier effect of a positive economy, prices will escalate – quickly. The Fed’s standard action to fight inflationary pressure is to lower interest rates. Our Fed Funds rate is essentially zero right now. Thus, as soon as the Fed is able to raise the Fed Funds rate, they will, they must. So that they can then, turnaround and quickly lower interest rates to fight rising inflation. Yes, yes, the Fed is in a peculiar predicament. So what the heck does all this have to do with you? Several things:

0. In the near term there will continue to be pressure in certain industries to lower prices.
0. If the economic stimulus package works, and people stop freaking out and actually focus on their business (something they can control), we could get out of the woods by mid-fall ‘09 – it may not feel like it, but there will actually be a clearing to walk in.
0. There will be opportunities to increase prices in the not too distant future. You might as well lead the band wagon rather than follow it. Look for your opening and seize the day.
0. At some point in your strategic planning, take increasing prices into consideration. The expense side of things will be higher in 2010 than you are anticipating – don’t get caught with your pants down. Prepare.

Well, there you have it, one person’s take on what the heck is going on – and going to go on. I welcome your insights and opinions. Be well.

Last week I attended a piano recital showcasing children ranging in age from six to twelve. On the surface my destined activity does not seem to call out as a compelling evening. Oh contraire. During a fast-paced 45-minute program, the performance of 15 youths riveted the audience and held us spellbound. The program culminated with a 12 year olds performance of a complicated arrangement from the movie The Piano. The beauty and passion that she poured into the piece left many audience members in tears – it was a tingly moment. This is supposed to be a piece on leadership, so why do I wax poetic about a piano recital? At which my six and eight year old sons were amazing, by the way. The answer: I want to highlight that the future is in good hands. In addition, I want to drive home the point that leadership does not begin when someone is appointed a manager or team lead or starts a business sometime in their mid-twenties or thirties. Leadership starts young! Returning to the recital for instance, prior to playing, each participant stood in front of roughly 50 adults and announced their name and their selection of music. Without exception, each youth exhibited poise and fine public speaking skills. Then, they executed beautifully – under a fair amount of pressure. Do I worry about the future? Naw, I'd rather listen to a little Beethoven.

Okay, so you are young, brilliant, and entrepreneurial. So confident, you decided to start your own business. Bravo! You are part of a growing section of business owners known as Gen Y Entrepreneurs. Perhaps your business is growing and you have added staff. Many of your team members may be your age and possess similar technology skills. Some, however, may be boomers. That’s right. You may be finding yourself in that precarious position of leading boomerville! This 50+ age group is not always warm to the prospect of being led by the techno-savvy. So just how do you, a Gen Y, cope with leading team members who are baby-boomers? Other than putting a shot of Kahlua in your coffee each morning, keep the following six behaviors in mind:

0. Respect begets respect. So what if you think you are smarter and can run rings around a boomer’s technology skills? Work experience carries a lot of weight. Trust me, the more you sincerely show respect for an older generation, the more of their experience will be bestowed upon you. Sometimes, old tricks can help young teams blow away their production goals.


0. Be inquisitive. Commit yourself to being a life-long learner. As such, seek to learn a broad array of things. Some viewpoints or work processes that boomers embrace may not interest you in the least. But if you think creatively you may be able to put a new spin on some things that will result in greater productivity for everyone.


0. Don’t play the age card. Obviously you are not going to openly state age differences, but this item deals with more subtle conversations. For example, you spend a glorious part of your weekend at the hippest nightclub on the planet. Don’t throw that fact in the face of your boomer teammate. They might have been at soccer camps all weekend long, during which they were teetering on the edge of losing their will to live. Respect their lifestyle. Even if they ask about your social life – give them the G-rated version, not the high-octane one.


0. Make it their idea. Just because you have ideas out the wazoo doesn’t mean squat if no one follows your lead. Take a humility pill and frame your ideas in a fashion that allows boomers to discover them, seemingly on their own. How do you do this? Easy, just follow these steps:
   • Communicate ideas and initiatives by the use of questions rather than statements. Think of yourself as an attorney who is leading the witness down a path of discovery.
   • Stroke the positives. When you like what your team members are saying, provide them with lavish positive reinforcement.
   • Question misreads. If your people begin to go down the wrong road, don’t immediately offer correct direction, rather, ask questions such as:
     • That’s interesting, but what about ______?
     • Or, what are two alternatives we could ponder?
0. Coach and develop. As you build rapport and respect with boomers, they will become open to your coaching. Initially engage in one-on-one coaching, and then move to group training. The initial topics should focus on improving their core technology skills, an area where you are, more than likely, perceived to be excellent. Slowly move to other important areas such as social marketing that will potentially increase sales and strengthen brand.


0. Calm sense of urgency. I was tempted to say “Be patient”here. However, patience is a luxury in which fewer and fewer industries now indulge. By the same token, we can’t show just how stressed out of our gourds we are. Seek to find a middle ground, where you can maintain an even tone, but imply that the pace of work needs to continually quicken.

Bottom Line: The right boomers, led the right way, are a valuable component of your business. They have experience, a good work ethic, and they are pretty darn competitive. When led by younger professionals they need to be finessed rather than strong-armed. For Gen-Y leaders who embrace this, the sky is the limit. Who knows, you might learn a new trick or two along the way.

Irresponsible reporting abounds. Just examine this recently reported story about the economy. On April 22nd, the International Monetary Fund (IMF) announced its outlook on the world’s economy. They stated that they believe the world’s economy will contract by 1.3% during 2099. This is a REDUCTION from their earlier estimation of 1.8%. In other words, this is good news! Further, they stated that 2010 is expected to be flat (i.e., not a decline). Again, good news. On April 23rd, however, a very well-respected radio news program reported this story. With a neutral tone they reported the IMF’s statements, even that their projections had been revised downward. They ended the report with a negatively toned voice about 2010 being flat – as if they were somehow disappointed that the world economy would not be bustling with a 5% economic increase. But here is the real story. By later that day, the afternoon companion of the radio program stated something to this effect:

The International Monetary Fund projected the global economy to shrink by 1.3% during 2009. This is the most severe recession since World War II.

Unbelievable! There was no mention of the IMF’s downward revision, nor any mention of the World Economic Outlook’s (WEO) statement that a slow recovery is expected to take hold next year. In my mind, this is irresponsible reporting. Not something I would expect from a respected news source. Bottom Line: Most media is feeding us negatively slanted stories. Don’t eat it up. Look for pragmatically positive viewpoints. Think strategically. Stay positive!

Movies can provide entertainment, as well as welcomed escapism. They can also, on occasion, deliver a meaningful message. For you leaders who are faced with specific challenges, there are several movies to consider based on your area of need. Below are several topics of potential interest, along with movies that can open up discussion or provide resolve.

Optimism – Cold Comfort Farm (based on her strong will and unwavering sense of optimism, the protagonist turns a group of surly relatives into a happy bunch of functioning people striving for their passions).

Hope – Shawshank Redemption (a fantastic movie about one man’s ability to stay focused and sane when faced with extreme circumstances, while never losing his ability to pragmatically hope).

Tolerance – Pleasantville (the people in a “perfect” town are faced with changing circumstances, which calls for them to embrace the new and different).

Salesmanship – Ferris Bueller’s Day Off (Ferris shows how to blend wit, smarts, and likability into a potion that mesmerizes every type of prospect).

Possibilities & Perseverance - Slumdog Millionaire (the protagonist possesses the ability to engage positive possibilities. His situation is dire, yet he combines resources, experience, intuition, and positive vision to create palatable outcomes).

Grit – True Grit (just about any movie including The Duke is going to contain a fair amount of grit – my grandfather would be so proud).

Well there you have it. Share some of your favorites with me, and the message they hold for you and your team!

Recently, I was consulting with a client regarding their marketing plan. As we moved through the process of strategizing, several things became quite clear. First, the client considered promotion and advertising as the same thing. Nothing could be farther from the truth – more on that in a moment. Secondly, while they had a “nice” website, it was doing absolutely nothing for them. Thirdly, they felt that Brand was the same thing as a logo. Fourthly, there was a lackluster sales effort that had been beaten down by the crush of the declines that they had been experiencing over the past few months. Lastly, each of the above named areas was seemingly its own world. In other words, there was no coordination, no consistency. It was the last fact that paved the way for our discussion, which is encapsulated as follows:

0. Advertising versus Promotion. Advertising seeks to connect with a targeted audience and is filled with claims/images controlled by you, while promotion (let’s call it public relations – TV interviews, mentions in print media, etc.) involves a well-known third party who, for neutral reasons, assists you in making credible claims. While I could go on for pages, let’s suffice to say that the two are quite different and in order to gain a similar message from both, targeted approaches are necessary.
0. Website. Just because a website is pretty, does mean it is effective. When we coordinate the creation of websites for our clients, we stress that the site is structured to support search engine marketing (SEM). In addition, the logic flow of the site needs to be considered, as well as easy maintenance.
0. SEO. Fewer than 5% of organizations have any type of Search Engine Optimization (SEO) or social networking strategy. Yet, your prospects are increasingly using these tools during their decision-making process. As such, it is imperative that professionals and organizations pay more attention to this important area. Please note: the most important social networking and SEM elements are detailed during a segment of our Sales Simplified boot camps.
0. Brand. In a nutshell, brand is the image of your company that the customer carries in their mind. Brand is not a logo, tagline, or slogan. It is what people say about you and your company.
0. Salesmanship. For many, sales skills are at a low ebb. A large number of sales professionals have allowed a tough selling environment to get into their head and to lower their morale. In a sense, it is understandable. To a greater sense, it is time to raise the bar.
0. Coordination & Consistency. Too many businesses view the above five mentioned categories as independent items. They are not, and as such, should be discussed simultaneously. Moreover, the strategies and tactics driving these areas should be well thought out and crafted by professionals who are experts in the field.

Bottom Line: The smart companies have a congruent sales strategy. They strategically blend public relations, search engine optimization, advertising, and branding, and complement it with first class sales skills. In the end, they send a consistent message to customers and prospects that delivers targeted, goal-breaking results.

No, no, this is not about Congress, well, actually, yes, this is about Congress. On January 20th there was big talk of a sweeping stimulus package. All in Congress were touting the concept as “saving the economy.” Since then, however, there are has been a dearth of real action. Perhaps Congress was stunned to read the stimulus package. If they read it thoroughly it is easy to see that it a $800 billion social welfare package (okay, there is $60 billion that will actually stimulate the economy – but is that enough?) In effect, Congress has waited so long regarding the “stimulus” package that the economy – albeit painfully, is taking care of (i.e., correcting) itself. At this point, Congress should consider one of two actions. Counter-intuitively, the smarter is probably the first action. 1. Continue to bicker and back-bite and do nothing. The result of this (in)action will be to allow the markets/economy to sort out its own rubbish. To put out the garbage (i.e., GM, Chrysler, and a bevy of undercapitalized banks) and to allow the cream (There is cream? Right?) to come to the top. 2. Revamp the proposed social welfare handout into a real stimulus package. Here is what is should like: a. Inject $600 billion (71% of the proposed plan) into bridge and road projects across the country. This will do several things: i. Get appropriate amounts of money to States that are organized and ready to put people to work – as opposed to States that are planning to use “stimulus” dollars for State operating funds. ii. Enhance America’s infrastructure iii. Increase safety iv. Allow the multiplier effect work its magic. In other words, let the people and businesses (yes, that’s right “businesses,” contrary to popular media belief, it is NOT a bad word) spend the money they make on the projects in other places. These “other places” in turn spend money in yet more places, and thus $1 spent on a road/bridge project is turned into several dollars. Note: the multiplier effect is Economics 101. Social welfare programs are, well, something different. Ladies and gentlemen, the solution is easier than you think. Contact your Congressman today and educate them.

I played basketball last Friday night for the first time in a while. During the contest it occurred to me how priorities change over time. Back in my youth, my top three basketball priorities were:
1. Win
2. Win
3. Have fun

During a timeout I shared the list with my fellow court-warriors. Most of them are fast approaching AARP-dom. As such, they joked that their current basketball priorities are:
1. Don’t have a coronary
2. Don’t break anything
3. Get some great exercise

Interesting things happened after that conversation. The pace of the game slowed down, the intensity lessened, and people began to play tentatively. Everyone was embracing the most recently stated priorities – even though they were offered in jest. Later, during a timeout, we had a more serious discussion about notching up our level of play. Funny, that’s exactly what happened – we began to focus and execute better. So my question to you leaders out there is this: “What kind of priorities are you communicating?” I guarantee you that if you become distracted by much of the negative swirl that has become commonplace, so too will be your team. You cannot expect your team to execute flawlessly if you are in a panic, make sarcastic remarks about your business situation, or holding a bevy of closed-door meetings. What should you do? It’s easy:
1. Don’t have a coronary
2. Communicate important priorities
3. Be a role model (a darn good one)

Embrace the above stated items and you will win. Just like we did last Friday night.

“Joshua, what do you want to be when you grow up?”
Age 2: “An elephant”
Age 4: “A paleontologist”
Age 6: “A rock star”
Age 8: “A maestro”

As a father, I am pleased to see my oldest son becoming more pragmatic regarding his future vocation. As a business consultant, however, I am saddened by the lessening of creativity. I gotta tell ya, I loved his response at age two. So what happens to us? When we are young, really young, the world is filled with possibilities. Yet, as we grow older, and the world beats on us, we narrow our vision. Actually, some of us grow pretty darn myopic. Helen Keller was once asked if she was sad that she was blind. I loved her reply. “The loss of sight,” she said, “does not sadden me. What makes me sad is when people lose their vision.” How is your leadership vision and creativity these days? Need a little tune up? Well, when I work with teams that need to notch up their creativity, I ask a lot of questions and break out the Play-Doh and Lincoln Logs. This space does not allow me enough words to fully describe the activities, but let me assure you, every team always rises to the occasion and presents creative and pragmatic answers to my questions. While I can’t give away all my secret questions and techniques, I can share a few questions for you to ask your team members right now.
1. What is the biggest thing we are currently doing right?
2. What are two specific positives that result from what we do right?
3. If we could change one thing (that we have the ability to change) what would that be?
4. What are two specific positives that would result from that change?
5. Envision you are our customer. What is one tiny thing we could do or offer that would delight you?
6. As you look at our organization, what is your perception of what we are really passionate about?

Attention leaders: seek to get a brutally honest answer from question number six. Sometimes, the answers received are clearly not what you are hoping to hear. This is not a bad thing. Heck, it may save your company. Take heed to what your people perceive. Listen to their feedback and dreams about your organization. Together, paint a picture of what your organization should look like right now. Not to just survive, but to thrive. What would your organization really look like right now if it was just awesome? An elephant? Who knows? Take your blinders off and find out.