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Your Effective Executive Letter for Business Results: 10/8/08

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1. Partnering for Profits: Why Do Alliances Fail?

2. Executive Presentation Skills: Posture by Design

3. Association Executives: Membership Drain

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Partnering for Profits: Why Do Alliances Fail?

In the 2006 publication titled, “Managing Alliances for Business Results” it was reported that there were three basic alliance failure causes: Number one, at an astonishing 46% was poor strategy and business plans. Following in the number two position was poor or damaged relationships between firms at 40%. And in the rear at number three were bad legal and financial terms and conditions showing at 14%.

In my opinion, all of the above could be thrown into a single category; poor planning. As the profession of alliance manager leaves infancy, an increasing number of alliance metrics has appeared. While this is wonderful for maintaining a properly developed alliance, it still falls short in the area of alliance development.

Here is a recommendation; bring alliance managers into the negotiations earlier. Generally it is the business development department that builds an alliance, however the alliance managers are the ones that make things work—so why not bring them in at the onset of negotiations rather than in the organizational phase?

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Posture by Design

For every presentation you give you can select either casual or authority posture, or just let your natural style decide for you. Posture by design connotes you selecting, rather than a choice by any other than your conscious mind.

The challenge for a person that might naturally have an authoritative posture is in selling any kind of relationship or trust idea. Conversely, the person with a more casual or relaxed posture might have trouble selling organizational policy or directives.

If you keep your feet planted, that is authority posture. Put your hands in your pocket, that’s casual posture. Body erect is authority while slightly leaning against a table or lectern is casual. Correctly selecting the right posture for selling a specific issue is crucial. Select your posture by design rather than simply take a chance.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Membership Drain

“…the number of association members can reasonably be expected to rise over the next 10 years, from about 51 million members at present to about 55 million by the year 2015.” So stated in the 2005 “Generations and the Future of Association Participation” white paper published by the William Smith Institute for Association Research.

The report also acknowledged that unforeseen events can greatly affect their predictions. Not too many predicted the current financial crisis, and there will be fallout with association membership. I believe one of the important keys for current member retention is proving value.

I continue to study association membership recruitment material that only reveals features of membership and not translated into the actual value a current or new member might receive. Keep going down that path and you can be assured of membership drain. Help your members to justify their membership investment by creating a new recruitment vehicle that clearly reveals VALUE. This will help current members justify their investment, and encourage new members to join their industry strategic alliance.

By the way, it is only value if it makes their life better; and advocacy, while important, is not a direct member benefit—everyone gets that value, regardless of their membership status.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 10/1/08

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1. Partnering for Profits: Management Driven Alliance Disruption

2. Executive Presentation Skills: Story Heroes

3. Association Executives: Value through Publishing

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Partnering for Profits: Management Driven Alliance Disruption

Recently I found myself involved in a dispute between a company that purchased a service and the service provider company. After a bit of research, it was very clear to me that the conflict emanated from the fact that the CEO of the purchasing company put a person in charge of the project that was simply incapable of managing the project.

The project manager sent out “red herrings” to hide their incompetence, hopeful that with enough conflict created, the service provider would take up the slack in the area which the project manager lacked competence.

This project manager created much more stress in the lives of the people involved than was ever necessary. Who is to blame? The CEO is in my opinion; he put the wrong person in charge of the project. What about you? Are you selecting the correct and competent person to manage your alliance relationships? If not, rest assured that this “wrong person” is KILLING your valued relationships.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Story Heroes

Everyone knows the benefit if story telling; catching the attention of audience members and giving them a framework for remembering your points of wisdom. To make your stories even more powerful; who should be the hero of your story?

OMG, I hope you did not say “me.” You should never be the hero of your own stories because then the story is simply about you. Much better is to have someone else as the hero, even if you really do believe that you are the hero.

By making someone else the hero, your audience members will better relate to you, remember your story, and respond to your efforts to move them from point “A” to point “B.”

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Value through Publishing

The economy sucks! Okay, I said it. Your members are struggling. Are your publications serving the needs of your members today? As an example, if you are currently working on an article in the area of social responsibility, which is a nice topic—are you writing it through the window of how your members can truly profit through social responsibility?

Your publications belong to your members. Are the articles helping them solve today’s problems? You most likely have a covey of suppliers that would love to write “generic” solution driven articles simply for the benefit of “exposure.” In today’s difficult economic situation, are you leveraging the knowledge of your suppliers? Or, is your Board saying, “We can’t let them write for us; first it wouldn’t be fair to the other suppliers and second, they wouldn’t buy ads in our publication.”

Get past these provincial beliefs and move toward delivering true value to your members. Leverage the strengths of your industry suppliers. Just be aware of the difference between an “advertorial” and a solution driven article. Help your members to succeed.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 9/24/08

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1. Partnering for Profits: Alliance Lifecycle Disruption

2. Executive Presentation Skills: Authenticity in Speech Titles

3. Association Executives: Employee Performance Appraisal

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Partnering for Profits: Alliance Lifecycle Disruption

You plan your alliance, launch the alliance, and hope to enjoy the benefits before the alliance comes to an end. However, sometimes an unexpected or unanticipated event comes along and changes things for you.

Let’s explore what these events might me; merger, acquisition, changes of current business conditions. With the highly talked about American financial crisis, the business environment has most definitely changed and this is affecting the alliance strategies of financial organizations—the ones that survive, that is...

With mergers, there is a better chance of having the time to adjust and plan. But with an acquisition—that could come and blind side your alliance. The above three events could disrupt the success of your alliance and force you, or your partner into the exit phase of alliance lifecycles. Be alert!

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Authenticity in Speech Titles

Some people don’t have much to say, but you have to listen so long to find it out. At a recent conference that I attended there was a presentation titled, “Marketing 101 for [the industry will go unnamed]” and I made a special effort to attend the session. Wow, was I disappointed. After 30 minutes of a 90 minute session the speaker had said NOTHING! And, he was monotone—thereby boring. He just read his PowerPoint bullet points. The content was so elementary that I gagged.

Wanting to give the guy a chance, I thumbed through the handout to discover the rest of the presentation would be devoted exclusively to advertising (something the speaker sold). Now, let’s look at this; dishonesty in title, and boring—as would you, I left.

What I hope this means to you is that you are honest with your presentation titles, and if you really do not have anything to say, don’t accept the speaking engagement.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Employee Performance Appraisal

I was recently looking through the various employee performance appraisals uploaded at ASAE & The Center for Association Leadership’s Web Site. Looking at the method frequently employed is that similar to how one was graded at school; A, B, C, D, etc. OMG, haven’t we had enough of that?

Looking at these forms reminded me of an interview I had conducted, for my first book, with executives from Mitsubishi Motor Sales of America. They had been doing the same thing but realized during a time when they were trying to improve productivity that they could no longer grade their employees like when they were in school. They abandoned the 90% or better as an “A” method for a “kinder and gentler” three choice rating: (1) Exceeding Expectations, (2) Meeting Expectations, (3) Needs Improvement. Yep, that simple!

Perhaps now is the time to review, how you review your staff?

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization (for profit or non-profit) with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 9/16/08

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1. Partnering for Profits: Will They Be There for You?

2. Executive Presentation Skills: What’s Your Style?

3. Association Executives: Relationship Bank Deposits

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Partnering for Profits: Will They Be There for You?

When stuff happens, it’s your alliance partner that either will, or will not, be there for you. Hopefully when it “all hits the fan” you’ll have made enough relationship bank deposits to allow you a withdrawal?

During times of calm, your alliance partner simply keeps things in motion but, what about in times of chaos? Make your relationship bank deposits now, and do it frequently. This way, your alliance partner will hopefully be there for you when you really need them. That day might be tomorrow.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: What’s Your Style?

This week, I’ve been enjoying a biography on Frank Sinatra; the subtitle being, “How You Wear Your Hat.” The book is not typical in that it does not keep a chronological time line but rather covers topics around how Frank intentionally decided to live his life. Frank was largely influenced by Humphrey Bogart who told Frank to find his own style.

That leads me to this week’s question, “What’s your style?”

In effectively communicating your ideas, this is hugely important. Number one; you cannot copy someone else’s style, you’ll just look foolish. Yet, how does one find their own authentic style? Yes, that’s the $64,000 question (old term, some X or Y Gens might not get it—sorry).

Finding your own style is, I fear, a journey rather than a destination. Things change, you’ll change. The best I can offer is this: The Universe knows, and when you are truly ready to learn, your teacher will appear. Your teacher might appear in a form other than what you’d expect. So do your best to quiet the static in your head so you can listen intently to the universe. You might be amazed at what you’ll hear.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Association Relationship Bank Deposits

When an association signs up a new member, generally a membership package of some sort is sent to the new member. Unfortunately, that package generally falls short of delivering any outstanding value to the new member. Then, too frequently, that is the extent of the association’s relationship bank deposits.

Now comes the next year when the association asks for a membership renewal. If the member does not renew, that person is then seen as being uncommitted to the association. Is there something wrong with this picture?

Association Executives around the globe—why no relationship bank deposits between sign-up and renewal request? “Oh, we sent them our magazine,” you say, “Isn’t that enough?”

NO!

If you want to keep your members, ask yourself, “What have we done for that member lately?” And no, it is not enough to state that they could have attended our convention.

What are you doing for your members, today? 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.GrowingYourAssociation.com 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 9/10/08

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1. Partnering for Profits: Annual Alliance Summit

2. Executive Presentation Skills: Evoke Emotion

3. Association Executives: The Who Cares Filter

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Partnering for Profits: Annual Alliance Summit

Why hold an annual alliance summit? Actually, you should hold two. The first annual alliance summit is for all your organization’s people that are involved with a particular strategic alliance. The purpose of this summit is to give your organization’s people an update as to how things are going with the alliance and to also share any change of governance or functionality within the alliance. You are making sure your organization’s people are all pulling in the same direction.

The second alliance summit is with your alliance partner, and all of the people from both organizations that are involved. Similar to the above, this is the time to clear the air, resolve conflict and commit to another year of alliance excellence. The benefit is the “breaking-of-bread” among the people that are charged with making the strategic alliance work. When people get along, businesses, and alliances, move forward.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Evoke Emotion

Emotion is a powerful motivator for change, and/or action. Your speech is generally intended to get your audience to take some sort of action. Use emotion to help. Ways to evoke emotion in your presentation:

1. Use real pictures, as opposed to clip art, in your PowerPoint. Check www.istock.com; they have a great selection and are reasonably priced.

2. Use music during your presentation. Buy the music form the web sites that offer royalty free music to resolve license issues.

3. Use video clips.

4. Use cartoons.

5. I like to save the best for last...tell stories that make your point. The subliminal message in a story can have an amazing anchor and stay with people for years. Stories must have a purpose and relate your points of wisdom. Is it okay to embellish your story a bit to make it better, funnier, or more effectual? Absolutely you can...if it helps your audience to learn.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: The Who Cares Filter

The economy is in the toilet! Membership renewals have shrunk! We’ve got to make some cuts!

Is this the time to cut your member recruitment budget? Perhaps, but I don’t think so. Keep your budget, and find ways to make your member recruitment dollars work better for your association. While I continually write about accessing your members to do the leg work, they cannot do it effectively without your help.

Take a close look at every piece of printed, and electronic (your web site and pdf files) member recruitment collateral material. As you read through, take notice of your organizations positioning. Then read through it all again and ask, “Who Cares?” If your answer is anything but “prospective members,” it is time to accept the fact that your collateral materials are ineffective!

Now the question is, “What are you going to do about it?”

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 9/3/08

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1. Partnering for Profits: Your Core Competency

2. Executive Presentation Skills: Check Your Energy Level

3. Association Executives: Prospective Member Benefits

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Partnering for Profits: Your Core Competency

It’s time to take stock of your core competency and the value you can deliver to a potential partner. We are now approaching the fall, which for strategic planners is an important time to measure the year’s performance—while there is still time to adjust.

If you are in your “adjustment” cycle, perhaps you should look at additional alliance relationships that might be available to you, especially in the area of distribution. If you need a shot in the arm, a distribution partner might be what the doctor ordered?

Before you approach a potential partner, be clear of the value you have to offer them. This puts you in a stronger bargaining position. Approaching a potential partner with your “hat-in-hand” is not the best approach if you want to do well. By knowing what you have to offer, your potential partner will quickly understand “what’s in it for him” and be more willing to negotiate.

Oh, as a sidebar, the BEST person I know to get your strategic plan developed and implemented is Robert Bradford, President at Center for Simplified Strategic Planning; www.cssp.com. If it is a marketing plan you need, then the best is Dr. Revenue (John Haskell). Contact him through www.drrevenue.com.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Check Your Energy Level

Good varying energy equates to an influential speech. Low energy, you’re your audience will go to sleep. Too much energy for too long of a period of time will tire out your audience. They’ll feel like they just ran a marathon.

Word articulation adds energy and commitment. This helps your audience to perceive of you as an expert.

Lazy Mouth: Barely open your mouth when you speak and you’ll mumble with a listless, lackluster sound. This is the antithesis of good energy.

Anger; inject vigorous meaning into words and say them as if you really mean them. Used only once or twice during your speech, and it will create a varied energy—good for keeping your audience on their toes.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Prospective Member Benefits

Arm your members with the correct recruitment tools and let them go. Some might think the correct recruitment tool is a perk or incentive for the member that does the recruiting—I disagree! This way, the member has a motive that is “less than pure” and the members your association gets most likely will not stay beyond a year or two.

The right tool is a brochure loaded with BENEFITS, and not features. It’s a brochure that lists the real-dollar value of membership, what’s in it for the prospective member. With this tool, your members can go through the benefits with a prospective member in a logical and orderly fashion.

Recently, I spent some time surfing the web, visiting association web sites and looking at their online member recruitment brochures. Hey folks, it’s time to take a class in selling. Most of what I saw online was nothing but feature after feature—and you wonder why people are not finding your association on the web and signing up?

Your collateral material must be written through the eyes of prospective members. And, everything written must pass the “So what!” test—what a prospective member might say when they read your brochure.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 8/27/08

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1. Partnering for Profits: Supplier or Partner?

2. Executive Presentation Skills: Four Categories of Presentation Visuals

3. Association Executives: Motivate Your Board to Drive Member Recruitment

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Partnering for Profits: Supplier or Partner?

Meet Steven Schaffer, vice president and general manager, global partners, Boeing Commercial Airplanes—yes, it’s a long title. His job, since 2005 has been turning 787 Dreamliner suppliers into partners. At Boeing, they have changed their former “supply management and procurement organization” to “global partners” which they believe better reflects their current business philosophy.

For Boeing, outside partners are the key to their success. The new 787 Dreamliner family of airplanes touts 70% partner production as compared to their other airplanes with 55% to 60% partner production.

What are you doing to turn your suppliers into valued partners?

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Four Categories of Presentation Visuals

There are four basic categories of visuals you can use in presenting your ideas in an effort to influence others.

1. Yourself; you are your most important visual. Your body position, stance, and language do more than anything else (positive or negative) to affect your audience. Your body movement and facial expressions act as your most powerful tools.

2. Props; the things you bring along to show your audience can cause a huge effect in the thinking of your audience members. The props can make points, cause humor, sadness, and curiosity.

3. PowerPoint and Video; you’ve heard it before…make your PowerPoint a benefit, not a boring crutch. If your PowerPoint’s text is too small, the slides are cluttered, or the color is incorrect—the PowerPoint ceases to be of benefit to the audience. The same goes for video footage you might show; the sound has to be good, the video resolution quality has to be high, and it better be interesting.

4. A person; bringing up an audience member(s) or invite an “expert or celebrity” to join you on the platform can have a powerful effect on your presentation. The only thing to be careful of is that they do not take control of your presentation and that they are interesting. Otherwise they will take away, rather than add to your presentation.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Motivate Your Board to Drive Member Recruitment

In today’s economic situation, member recruitment is crucial! If you cannot get your board members to drive your grassroots membership recruitment campaign, why bother? Inherent in the term, “grassroots” is the idea of something being done at the simplest common denominator. In your organization, your members are just that, and your board members are too. Your board members have only arisen from the ranks for a short time to lead, and then they will return. And it is the member leaders that must lead in this effort—NOT the paid STAFF!!!

I know, you are thinking, “Great Ed, but how do I get them motivated?” There are two primary motivators; ego and desire for gain. In the area of desire for gain, you have to help the board members to understand how a larger association can help them personally and professionally. They must see in their mind’s eye how greater association success would look. They need to understand how this is in their personal best interest. It is the job of paid staff to help the volunteer leaders to see this.

In the area of ego, it is close to the buying motive; fear of loss. Continually reiterate to them how it would be a shame for the association to digress on their watch. Talk about how awful it would be for their legacy, if the association fell behind. I realize it is negative reinforcement; however that is what you have to do in dealing with people that are motivated by fear of loss.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View four of my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 8/13/08

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1. Partnering for Profits: Great Partner No More?

2. Executive Presentation Skills: Structure for Receivers

3. Association Executives: Are Member Surveys Valuable?

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Partnering for Profits: Great Partner No More?

“Chain Store Age” announced today, that CVS Buying Longs Drug for $2.7B

CVS Caremark Corp. said Tuesday that it is buying Longs Drug Stores Corp. in a deal valued at $2.7 billion. The $71.50 per-share cash offer, announced after the end of trading Tuesday, was a 32% premium over Walnut Creek, Calif.-based Longs' closing price of $54.04.

Longs Drug operates 521 drug stores, mostly in California, and also has sites in Hawaii, Nevada and Arizona. Executives at CVS said the acquisition will give the chain a significant presence in fast-growing West Coast markets where property is often unavailable or expensive to acquire.

I have known the Longs Drug chain intimately since 1975. They were a customer of mine from 1975 to 1990—in my days of selling sunglasses. This has been a chain that has continually embraced the paradigm of partnering. With the acquisition, my bet is that their partnering capability and desire will greatly diminish. Remember, partnering relationships generally have a sunset, so make partnering hay while the sun is shinning.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Structure for Receivers

Rather than structure your presentation for yourself, consider structuring your presentation for the receivers of your ideas. Ask yourself, “What idea pattern will most likely hit my intended target?” Presentation structure can be divided into two basic areas; (1) logical sequences and (2) psychological sequences.

With logical sequences, the basic purpose is that of conveying ideas. Some of the (self-explanatory) methods are: (1) Time sequence (2) Space sequence (3) Important elements sequence (4) Problem-analysis-solution sequence and (5) Proposition-proof-conclusion sequence.

When employing psychological sequences, your primary goal is to control your receiver’s “emotional feeling” so that he or she is willing to listen and accept your ideas. Psychological sequences include: (1) Familiar to unfamiliar sequence (2) Common to uncommon sequence (3) Belief-to-greater-belief sequence and (4) Belief-to-action sequence.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Are Member Surveys Valuable?

Are member surveys valuable? My answer would be a resounding, maybe. Conventional wisdom would have you believe that surveys are valuable. And, I’d say this is true if the correct questions are asked. However, if the wrong questions are asked, then the strategies implemented resulting from the survey responses would be faulty at best.

One can structure a particular survey to elicit just about any answer desired. The real question is, “Do you want honest feedback?” The next time you conduct a survey, stay focused on learning from your membership. Let your members “assist” you in building a better association rather than “insist” that the membership follow its leaders in unquestioned lockstep rhythm.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at www.GrowingYourAssociation.com 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 7/30/08

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1. Partnering for Profits: Benefit from Differences

2. Executive Presentation Skills: Repetition for Memory Lock

3. Association Executives: “Hands-On” Member Recruitment

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Partnering for Profits: Benefit from Differences

One of the unintended partnering pitfalls is homogenization. This is where partners in a collaboration attempt to overcome differences in culture, operations, and strategy by “beating” one another into sameness. Initially, the reason for the collaboration is to overcome core weaknesses and share competencies. However, in the name of alliance management; compromise and cooperation, there is the natural attempt of the larger partner to “urge” the smaller partner to do business “their” way. This is a mistake!

While alliance management is a bit more difficult when the partners’ culture, operations, and strategy are different—the power is in that difference. Look for ways to leverage the value of partner differences rather than to succumb to the natural tendency to attempt to get everybody on “the same page.”

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Repetition for Memory Lock

Sure, you’ve heard it before; tell them what you are going to tell them—tell them—then, tell them what you told them. While this is good advice, I would like to suggest you go further—to a place of hypnotic repetition. Subliminally lock in your key ideas by continually repeating them—like a mantra. You can repeat your key ideas both verbally and visually (on your PowerPoint slides). The next time you present, give this idea a try. I believe you will be positively surprised with the quality of your results.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: “Hands-On” Member Recruitment

Are you ready to ask your board of directors to accept a “hands on” approach to member recruitment? Now is the time; economy slowing, things uncertain, members dropping off. For the health and survival of your association, now is the time to urge your board members to roll up their sleeves, and call in some favors from their association friends and start connecting with past and prospective members.

Too many volunteer groups, I have noticed, have abdicated their member recruitment responsibility to the paid staff. And, the paid staff really does not have the time to be the driving force behind member recruitment. Member recruitment should be at the grassroots level, where every member is regularly suggesting membership to their friends, colleagues, and suppliers that are involved in the industry. Give your members the proper recruitment tools and set them loose.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 7/23/08

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1. Partnering for Profits: Collaborations in the News

2. Executive Presentation Skills: Pictures for Humor

3. Association Executives: Precarious Situation

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Partnering for Profits: Collaborations in the News

In yesterday’s “Wall Street Journal” (7/22/08), there were two very interesting articles on collaboration. The first was about General Motors collaborating with a number of utilities that operate in 40 states to develop an infrastructure for the coming Chevy Volt due to hit the market in 2010—good looking car in my opinion. It will be fueled primarily by electricity. BMW is also trying to promote alternate fuel. They have developed a 7 series that will use liquid hydrogen; however BMW has not yet developed the needed production and fueling station infrastructure to support their new car.

The second collaboration mentioned is a new social networking site, utilizing www.Ning.com, for the specialty coffee industry to share information. The site is currently getting about 15,000 unique visitors a month. Especially, at the heels of Starbucks’ recent announcement to close 600 more stores, the independent specialty coffee houses are poised for a strong showing. Ning is available to anyone that wants to create a specialized Internet community, there is even one you younger professional speakers; www.NSANext.com. 

Where ever you look, folks are partnering. What are you waiting for?

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Pictures for Humor

If you find your “delivery of content” lacking in humor, and you really do not consider yourself to be funny or humorous, make your life easier; use funny pictures or cartoons in your presentation PowerPoint to help you make your key points. This will visually break things up and allow your audience to get a few laughs while relating to your topic. And, most likely your audience members will better remember your key points resulting from the use of applicable visual humor?

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Precarious Situation

As the economy sputters you are, or will soon be, finding yourself in the precarious situation where you must decide the cause of weakened member retention. You’ll meet with your board on the topic and perhaps everyone will agree that it is simply the economy. DON’T DO IT!

Now is the time that the people in your industry need their trade association the most. Now is the time that they need the assistance you offer. Now is the time to do the same thing you recommend to your members; increase marketing to eclipse the competition and position yourself for the coming recovery. Now is the time for every trade association to increase their member recruitment and member retention efforts. Think about it-

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 7/16/08

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1. Partnering for Profits: Wanna be Right, or Get Things Done?

2. Executive Presentation Skills: Speaking in an Open Position

3. Association Executives: Meeting Planner Activities

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Partnering for Profits: Wanna be Right, or Get Things Done?

Business is about relationships and relationships are about understanding the needs of others. Too frequently in partnering workshops, I have seen participants overly focused on “selling” their point, which I also call having the need to “be right.” The challenge with obsessing in being right is that the important alliance activities never get done. Important activities like measuring the success of an alliance or exploring new alliance possibilities.

The next time you catch yourself in the behavior of “being right,” I suggest you stop yourself cold and ask yourself this question, “Why do I need to be right?” Then, you can hopefully change your behavior to that of focusing on getting things done. Would you rather be right, or get your important relationship work done?

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Speaking in an Open Position

Have you ever been at a presentation in which a very short person is speaking from behind a lectern? What did you see? Most likely only part of them that you saw was the top of their face. Speaking from behind something is speaking in a “protected” position. This protected position can be perceived by many as the speaker is in fear or is hiding something. The very best position on the podium (riser or stage) is front and center, with nothing between you and your audience. This is an open position. And this still holds true, even if you have to hold your notes.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Meeting Planner Activities

Are you best utilizing your meeting planner? In a recent “MeetingNews” survey, this question was put to meeting planners, “So, what is it you do?” This question was in reference to the principal responsibilities for meeting planners. 77.6% stated logistics and management; 65.4% said negotiation; 57% responded with tracking expenses; 37% said it was strategizing; 30.4% stated marketing for the meeting; 24.2% responded with educational planning; 12.8% said limiting legal liability; and 8.1% suggested other activities.

If you have a desire to mentor your meeting planner to some day take over your position, more planner work needs to be focused on strategizing. It is this activity that most executive directors have told me is their planner’s weak link.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 7/9/08

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1. Partnering for Profits: Managing Collaborative Networks

2. Executive Presentation Skills: Speaking with Notes

3. Association Executives: Membership, it’s a Good Business Decision

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Partnering for Profits: Managing Collaborative Networks

Perhaps you are attempting to develop an enterprise wide collaborative effort? However, various silos throughout the enterprise have independently developed their own alliance, partnering, and/or strategic sourcing relationships. The challenge is to manage the overarching need for the entire collaborative network management.

It has been said that collaborative networks are “fit-for-purpose” structures. They organize themselves in the manner most appropriate for achieving their objectives. Thus it should be no surprise that there is an infinite number of ways in which collaborative networks are managed.

The important issue for most organizations is to first realize the complexity of the collaborative network, and then be flexible enough to determine a viable management path. Using your old management tools might not work too well here because the various internal and external relationships need different management techniques to survive and prosper.

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Speaking with Notes

The age old question; “to, or not to, use notes.” My answer is; “What makes you more comfortable?” I’ve seen some of the biggest names in keynoting using notes—frequently taped to the floor so the audience will not know they are in use. And I’ve been put through the cruel and unusual punishment of having to endure a speaker reading his or her speech—in a monotone voice. Speech reading is for heads of State, where every word or omission is being scrutinized. For the rest of us, it is about connecting with the audience—and if you are more comfortable using notes, and you can connect—who cares about your notes?

BUT, don’t read every line on your PowerPoint slide—that’s also cruel and unusual punishment for your attendees. Your speech is a conversation between you and those in your audience. It is your effort to help your audience move from one point to another. If you are engaged in the audience, they will be engaged in you. How in the world can you be engaged if your nose is always in your computer reading your PowerPoint bullet points?

Notes or not, make it a point to connect. Engage!

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance. 

Trade Association & Professional Society Executives: Membership, it’s a Good Business Decision

“Membership, it’s a Good Business Decision” is the title the Mechanical Contractors Association of South Carolina selected for their new member recruitment brochure. In it they proved to prospective members that for every dollar invested in membership and participation, the member would receive four dollars back in personal and organizational value. That’s a heck of a deal in anybody’s book. Do you know how much ROI your members receive from their membership investment? If not, watch my video at the link below and then give me a call.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 6/25/08

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1. Partnering for Profits: Competitor Alliances

2. Executive Presentation Skills: Strength, Authority, and Energy

3. Association Executives: Is it Member Value?

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Partnering for Profits: Competitor Alliances

Now why in the world would you want to partner with your competitors? Won’t strengthening them just hurt you in the long-run? Not necessarily. Partnering with a competitor of similar size to ward off a larger or new competitor can be a smart alliance (i.e. the recent Yahoo and Google agreement to keep Microsoft at bay). Also, as is common in the California boutique wine industry, equipment and resource sharing is beneficial to all by minimizing the individual winery’s need for large capital investments.

In today’s economic uncertainty, I encourage you to be less fearful of smart competitor alliances and be more aware of potential threats looming around the next corner. Smart competitor alliances might include: distribution, marketing, co-production, and R&D. Read chapter #1 from “Developing Strategic Alliances” for more ideas: http://www.rigsbee.com/dsa1.htm 

At www.rigsbee.com/selectvideo.htm, you’ll find a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Strength, Authority, and Energy

Strength is an important attribute for any executive that takes the platform attempting to inform or influence. You show your strength through erect posture, a powerful voice and determination in your eyes. With these three elements you send a call-to-action message loud and clear—without it, you do not.

Authority is both granted to you by your title and through your personal power, with the latter being the most important. Your perceived authority is also built upon a foundation of strength.

Energy on the platform is your clincher. Even with strength and authority, if your audience senses a lack of energy, they will perceive it as you having a lack of passion for the words you are sharing. Your energy helps your audience to motivate themselves into action. Your lack of energy only creates immobility within your listeners. Choose all three: strength, authority, and energy for your next presentation.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Is it Member Value?

Is the important legislative work that your association or society does a benefit of membership? The disturbing news is; not really. The reason I say this is not to anger you but to get you thinking about the benefits that your members receive because of their membership. If your entire industry (everyone) benefits from your legislative work, regardless of membership status, then it really is not a “member benefit” because all enjoy the benefit—regardless of affiliation.

When you talk about the value of membership in your organization, focus on the perks that are available only to those that join. If you find your organization lacking in this area, meet with your board to determine additional benefits your organization can offer to its membership. Perspective members are looking for ROI.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Grow your organization with smart alliances—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 6/18/08

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1. Partnering for Profits: Partner Up for Market Share

2. Executive Presentation Skills: Dealing with the Junior Trainer

3. Association Executives: Defensive Meeting Contracts

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Partnering for Profits: Partner Up for Market Share

With whom can you partner up to increase market share? What organization in your industry or ancillary industry has a core competency that you could use to increase your market share?

Aries Hospitality Group LLC, an affiliate of Chicago-based mortgage banking firm Aries Capital, has recently formed a strategic alliance with HI Group LLC, with offices in Chicago and New York.

The Aries Hospitality Group/HI Group strategic alliance will provide hotel investment banking in order to jointly source, process and close hotel equity and sales transactions. The alliance specializes in mid-market and upscale institutional hotel quality assets valued from $15 million to over $100 million in the U.S., Europe and the Caribbean, the companies add.

"The strategic alliance of these two market experts will enable the group to provide a unique consultative approach, focusing on establishing and building quality relationships," says Weimer, alliance leader. "This is an exciting venture, and we are confident that together, Aries Hospitality and HI Group will create a valuable resource for those seeking assistance with hotel investment banking services."

The important question to ponder, “What value, connection, or resource does the organization need that can help to gain an unfair advantage in the marketplace?

Just up on my Web site at www.rigsbee.com/selectvideo.htm is a 79 minute video presentation: “Vendor Summit” that should prove to be valuable in future training sessions your vendors and procurement department.

Executive Presentation Skills: Dealing with the Junior Trainer

If you are the CEO, this will be less of a problem for you. However, for everyone else; what do you do when a person in your audience either continues to ask too many questions or is disruptive by raising their hand and not asking questions but rather makes a series of statements? Either situation will drive the rest of your audience crazy because they know you, the presenter, will never get through all the planned material or are simply tired of listening to the attendee go on and on, enjoying listening to their own voice.

The attendee needs the affirmation that they are a valuable person, so give it to them and cut them off politely. You can say, “That’s a great point and I’d like to explore it further with you. Can we take this off line and talk about it after the presentation?” Whatever you do or say, be polite, acknowledge the value they offer, and quickly cut them off. To keep them from doing it again, avoid eye contact with this person—when they catch your eye, they think it is permission to disrupt again. If they ask a question, give a quick answer and move on, don’t fall prey to feeling the need to expand. If the attendee continues to ask more about the same question say, “Let’s talk about this after the presentation.” More times than not, they will not talk to you about it afterwards because they are not getting the adulation of speaking to the whole group.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Defensive Meeting Contracts

My avocation is running a 501 (c)(3) non-profit charity. Like you, I also get the pleasure of reviewing and signing hotel contracts. I recently spent some time with an attorney that specializes in association/hotel contracts—he blew my mind. Oh yes, he was a hotel sales executive before he went into law. His name is John Foster, Esq., CHME. John taught me to look at hotel contracts through a whole new window of what might happen. John calls this “negotiating defensively” when working out the details. Together, we reviewed a hotel contract that I was about to sign. I had no clue as to how open I was leaving my organization to potential damages that the hotel could demand; for things over which I have no control.

Here is the point: even if you have been signing hotel contracts for decades, you might want to have an association contract attorney look over a recent or upcoming agreement? Law is dynamic—things change. You might not know how open you could potentially be to damages litigation if something you had not considered went wrong. And here is a huge tip: if you do get billed for non-performance based on your attrition clause, should the recovery be for gross or net profit? Should you have to pay the hotel for food they never purchased? Depends on how your contract is written?

If you want to contact John Foster, call him in Atlanta at 404-873-5200 or email him at John.Foster@FJGLaw.net

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Your Effective Executive Letter for Business Results: 6/11/08

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1. Partnering for Profits: Inherent Alliance Tensions Affect Governance

2. Executive Presentation Skills: Vacant Passengers

3. Association Executives: Associapedia

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Partnering for Profits: Inherent Alliance Tensions Affect Governance

Be aware of the inherent tensions that are generally found in alliance relationships and fueled by alliance governance changes. Guard against these issues controlling your alliances. Because many alliance partners are also competitors, the fine line between collaboration and competition will generally evolve over the life of the alliance. As such there is sure to be necessary adaptations to the alliance governance structure.

Research reveals that almost half of the structured alliances have experienced some sort of governance structure change. This can even happen when an alliance has not experienced change for some time and alliance managers second guess themselves and adopt change for change sake.

Corporate leadership change at either alliance partner company can fuel tension and drive changes in alliance governance, especially when introducing new mechanisms for alliance monitoring. While alliances are particularly useful in turbulent industries, the rapid industry change can also drive tensions and create the need for governance adjustment.

Every alliance manager is looking for a structure that copes with the evolving internal and external tension dynamics, without having to go through a complex alliance renegotiating process. This is for the obvious reasons of costs and time savings. However, the realistic alliance manager realizes that change is just around the corner.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Vacant Passengers

What happens when your audience chooses not to go along for the ride? You have heard it from me before, a presentation must be an interesting journey for the listener. If not, they close down or worse become disruptive.

The number one reason for vacant passengers at a presentation is when the speaker is so focused on his or her material that they loose sight of the reason for the presentation—to persuade listeners to go on a journey from point “A” to point “B” with the speaker.

It is all about the audience. If you are confident in your personal grasp of the material that you are sharing and understand the needs of your audience, you are half-way there. The other half is continual audience monitoring. If you are simply reading a PowerPoint, you are too focused on reading to pay attention to the fact that you are not engaging your audience. Know your stuff, make it relevant, and monitor your audience--then you’ll be engaging enough for them to want to take the ride with you.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Associapedia

If you haven’t visited ASAE & The Center for Association Leadership’s Web Site lately, http://www.asaecenter.org/ then you have most likely missed Associapedia, ASAE & The Center’s new Internet wiki (interactive encyclopedia) at http://www.asaecenter.org/wiki/index.cfm. Check it out, it’s loaded with information that any association executive should find interesting.

I found the topic of association verses charity interesting:

501(c)3 versus 501(c)6

Stated at the wiki, “There are plenty of associations that are 501(c)(3)s, but there are NO charities (that I'm aware of) that are 501(c)(6)s. Although trade associations commonly organize as 501(c)(6)s because of the effect that has on what the organization is allowed with regards to lobbying, trade associations don’t necessarily HAVE to organize as (c)(6)s. And many - but not all - individual membership associations are 501(c)(3)s.”

There was also some interesting information for speakers presenting to international audiences. Among the tips were:

1. Avoid ‘nation-centric’ expressions, idioms or slang.

2. Do not use sports or war analogies, ever!

3. Limit the use acronyms or internal lingo and jargon unless previously described/explained.

4. Do not tell jokes!

Check it out at http://www.asaecenter.org/wiki/index.cfm 

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 6/4/08

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1. Partnering for Profits: More than Giving it Away

2. Executive Presentation Skills: What’s in it for Me?

3. Association Executives: Member Recruitment

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Partnering for Profits: More than Giving it Away

Partnering is more than giving up profit or control. Alliance relationships need to create more value as a collective than you, or your partner, could have created individually. With this said, I can’t tell you how many times I’ve heard something like this, “Let’s partner, I want a discount.”

Partnering with you, needs to be more than me giving you a discount. I must receive some value too. If your potential alliance partner does not have the ability to wrap their arms around this concept—run, not walk, away as fast as you can.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: What’s in it for Me?

When I say me, I’m referring to your audience. What’s in it for your listener? When you focus on what’s in your presentation that will help make the lives of your audience member’s better, then you’ll have their attention. What is it that we all want? We want to be happy, make more money, have more sex, thinner thighs, etc.

When you prepare your presentation, keep in mind what it is that your audience members want and reposition your talk to help them get what they want through what it is that you are selling or attempting to persuade.

Professional speakers and emerging speakers, please visit http://www.SucceedInSpeaking.com for additional ideas and assistance.

Trade Association & Professional Society Executives: Member Recruitment

In the world of Web 2.0, of what many call the interactive Internet there are new technologies that can be easily applied to your member recruitment activities. I’ve written about helping your members to become evangelists in promoting your association and today I’m going to talk about video on the Internet as a tool for member recruitment.

YouTube.com, Brightcove.com, and Tubemogul.com are your friends, not just a place where kids upload silly stuff. I personally use all three and you can too. If you have a promotional DVD about your association, it should at a minimum, be uploaded to YouTube so your members can email the link to their friends, colleagues, and competitors. You can upload videos to the Internet through Tubemogul, a site for distributing video to other Internet sites.

For videos longer than 10 minutes (the maximum for YouTube), use Brightcove. If you want to recruit younger members, simply get in front of where they are going—Internet video. Visit www.rigsbee.com/selectvideo.com for some examples. The three one-hour videos are housed by Brightcove and the eight shorter clips are on YouTube.

Association executives may access my association growth articles, member recruitment campaign information, and member value video presentations at http://www.rigsbee.com/association.htm 

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my full-length videos at http://www.rigsbee.com/selectvideo.htm  

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 4/16/08

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1. Partnering for Profits: Shared Commitment

2. Executive Presentation Skills: Hands in Pockets

3. Association Executives: Contrarians

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Partnering for Profits: Shared Commitment

A partnering relationship with a shared sense of commitment to a long-term, mutually beneficial vision and shared goals is what many seek, especially in a strategic marketing alliance. You want your alliance team, as well as the team of your partner to be working collaboratively for the mutual benefit of the marketing alliance. Below are three tips to help your success:

1. Build an inclusive and trusting conduit for communication. When you build, into the alliance mechanisms focused on encouraging two-way communication, challenges are easier to resolve.

2. Executives from both organizations must listen to the perspective of those who work within the alliance on each side of the partnership. While executive time is always at a premium, nonetheless is it crucial to alliance success that these same executives, that call the shots, dedicate blocks of time for communication.

3. Understand the strategic, operational, and cultural issues among partners that affect your marketing alliance. If both sides commit to keeping these three areas healthy, achieving the mutual vision is more than possible.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Hands in Pockets

Think back to the last speaker you listened to that had something really interesting to say but you found yourself having trouble concentrating on his or her talk. What was it that caused your discomfort? I’ll bet it was some sort of nervous habit that the speaker had not yet overcome.

One of the worst nervous habits exhibited by speakers, especially with men, is putting their hands in their pockets. Why is this? It is because they either don’t know how to use their hands to further their presentation or because they are self-conscious. Either way, the result usually is a jangling coins or keys that truly distract the attention of those trying to listen to the talk.

Here is a tip for you to try the next time you present: Take EVERYTHING out of your pockets. This way you’ll be less inclined to play with items when you do slip and put your hands in your pocket.

A bit of a twist to this idea is to put only a $10 bill in each front pocket. The first time you put your hand in your pocket, pull that first $10 bill out and hand it to the attendee closest to you at that exact moment. Tell your attendees, like them, you are always trying to improve and explain the hand in the pocket habit you are trying to break. Then continue with your talk. The next time you put your hand in either pocket, give the other $10 bill away.

Then, at your next speech, give two $20 bills away, then at the next, two $50 bills. By the time you’ve given two $100 bills away at a speech, you’ll be well on your way to breaking the habit.

Trade Association & Professional Society Executives: Contrarians

Within the membership of your association, are there contrarians? Some association executives say they would be better off if the contrarians moved on, that things would run so much smoother without these figurative thorns-in-the-sides. What do you think? Do you think this is true?

Is there a place for contrarians in your association? Is there any real value that contrarians deliver to an organization?

If your organization is dynamic, growing, and delivering high levels of value to the members; I’ll bet you have your fair share of contrarians involved because they continually push for improvement. I’d like to recommend that you have a discussion at your next board meeting based around the subject of the value contrarians deliver to your association and how to better engage them. You might be surprised at what you hear.

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 4/9/08

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1. Partnering for Profits: Deteriorated Trust

2. Executive Presentation Skills: Punctuate Your Point

3. Association Executives: Meeting Negotiability

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Partnering for Profits: Deteriorated Trust

Trust is the glue that binds all alliance relationships. If a festering situation is allowed to continue unchecked, the natural outcropping will be a deterioration of trust. What can be done to keep this from occurring? The number one safeguard is to have alliance management and measurement systems in place. Most times, this will alert alliance overseers to an escalation of problems.

What do you do once trust has been damaged? The two-part formula is first, conduct an anonymous survey of all the persons that are involved in the alliance, functionary to executive; from both, or all the companies that are involved. Questions should be asked in three key areas: strategy, operational, and cultural. This will give a mediator the information necessary to put the part-two into action. The second part of the solution is to hold a live meeting which MUST be facilitated by a neutral third party. At this face-to-face meeting is where issues will be hashed out and strategies to rebuild trust will be put into action.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills:  Punctuate Your Point

I recently coached a speaker on technology who needed assistance in making his presentation more impactful. After watching the video of a recent presentation, among my suggestions was this: “Quit walking over your important points. Punctuate your points of wisdom with a pause, intentional movement on the platform, or a change in facial expression.” Following his presentation he called me from across the country to tell me how well it went for him—especially the punctuation of his important points. He told me that he could see it in the eyes of his audience at these important points that they were, getting it!

Trade Association & Professional Society Executives: Meeting Negotiability

In the recent, March 24, issue of “Meeting News” was a front page article about Governor Schwarzenegger terminating California’s State meetings. While this is a real bummer for California and western hoteliers, it is a real opportunity for non-profits.

A little bit of sleuthing could deliver excellent meeting values for those that might be considering a 2008 meeting in the west. Take advantage of the cancelations. I realize that most of the government meetings are not held in Five Star properties; however there are, or soon will be, some great deals for the taking at mid-level properties.

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 4/2/08

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1. Partnering for Profits: Value of Alliances

2. Executive Presentation Skills: Associative Ideas

3. Association Executives: Meeting Negotiability

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Partnering for Profits: Value of Alliances

Mark Hanny, IBM VP of Alliances recently stated, “The value to IBM of a disciplined and well managed alliance process is demonstrated by an immediate increase of partnership performance…as much as 35%. Highly skilled and experienced Alliance Managers are integral to that success rate.”

Measuring your alliances is an important key to success. Some of the areas of concern in applying alliance metrics, for organizations highly involved in alliance activity include:

> What to measure in determining relationship quality.

> Translating data into corrective action with partners.

> Using metrics to spot early warning signs of underperformance.

> Persuading others that measuring relationship quality is worth the effort.

> Building partner alignment about what to measure and how to go about the process.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Associative Ideas

When you want to quickly lock an idea into the minds of your audience, do so by building on an idea that is already indelibly scribed into their minds. As an example, the numbers of persons that have yet to master the art of riding a bicycle are miniscule. If you were to say, “Learning our new system is similar to learning how to ride a bicycle, only you get to do this as an adult and in a air-conditioned classroom.” Audience members will lock into their past experience of learning to ride a bike, thinking it wasn’t so hard and then add to that, “I’m an adult now, and smarter.”

Any time you can harness the power of associative ideas already scribed in the brains of your audience members, you can lock in your own ideas more easily as an add-on. Try also describing something tangible to your audiences, “As being like ______, but with ______.” You fill in the blanks.

Trade Association & Professional Society Executives: Meeting Negotiability

In the recent, March 24, issue of “Business Travel News” is important updated meeting information. Because of the economy, there has been a spate of meeting cancelations and some properties and markets are more willing to deal than in recent times. Bjorn Hanson from PricewaterhouseCoopers is quoted as stating, “The lodging industry is over-responding to the weak start of the year. That creates some opportunities for midsize and smaller meetings that have shorter scheduling horizons to negotiate more aggressively and maybe not only get more favorable room rates, but other concessions as well.”

While the above information might be most helpful to corporate planners, association executives can take advantage of the changing winds in hospitality for closer-in scheduled regional meetings, workshops and trainings.

I personally found the above to be true in Long Beach , California . On March 18, I put on a small training meeting—-only using about 25 room nights. I waited to book a property because I wanted to have a better idea of the number of attendees and guess what happened? I received an email from the Long Beach CVB offering a special—during the time for which I had planned my meeting. And, the deal was for the best properties in town. By waiting, I was able to secure a 35% room rate reduction and they even threw-in the meeting room complementary, making the total consideration even higher. Sure, you are locked in for this year’s big meetings, however special considerations are becoming more available than just a couple months back. Encourage your meeting planners to keep their eyes open…

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Strategic marketing alliances will help you to increase your market share for far less than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there be an opportunity you are missing?

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 3/26/08

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1. Partnering for Profits: Using Web 2.0

2. Executive Presentation Skills: Word Game Answers

3. Association Executives: Meeting Budgets

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Partnering for Profits: Using Web 2.0

It was recently revealed by a Gartner Group survey that approximately 30% of alliance executives are adopting some social media and community technologies like blogging. However, most are taking a wait and see position. Large company survey respondents reported:

36.6% use social networking sites to find partners

22.5% use social networking to manage relationships

38.6% use personal or corporate blogs principally to manage relationships

39.7% use podcasts or video clips

33.3% use Wikis (individual publishing enabled web site) to manage relationships

21.6% use Wikis to find new partners

70.0% use industry portals

As you struggle to develop and implement your own strategic alliances, consider how the larger companies are employing Web 2.0 to improve their alliance success.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Word Game Answers

As I stated last week, here are the answers to the Michael Strumpf’s word game: “If a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited?”

1. A Far East diplomat is DISORIENTED

2. An office worker is DEFILED

3. A banker is DISINTERESTED

4. Politicians are DEVOTED

5. Wine merchants are DEPORTED

6. A baker is UNROLLED

7. A school teacher is DEGRADED

8. A podiatrist is DEFEATED

9. A songwriter is DECOMPOSED

Trade Association & Professional Society Executives: Meeting Budgets

Meetings are the lifeblood of trade associations. Hotel rates are steadily increasing. What about your budgets; are they keeping pace?

Reported in the March issue of “Successful Meetings” is some data about how associations are dealing with the issue. The question was asked about the first item that meeting planners would reduce to accommodate for higher hotel room costs. The following are their answers:

23.7% Food & Beverage

10.2% Recreation/amenities

10.2% Outside planning services

 9.3% Theme décor

 6.8% Entertainers

 6.8% Attendee gifts

 5.1% AV/Tech

 3.4% Speakers

 2.5% Ground transportation

22.0$ No cuts—budgets have grown to keep pace

Two points; first is that I’m happy to see that 22% of the respondents received budget increases to keep pace. Second; is the fact that 96.6% realize the need for quality education by not listing speaker cuts as their first line item to chop.

If you are faced with budget cost cutting for your coming meetings, keep in mind the most basic reason your members attend association meetings: Building their businesses. Cut the fringe, not the basics!

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 3/19/08

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1. Partnering for Profits: Emerging Industries

2. Executive Presentation Skills: Posture

3. Association Executives: Membership Slip

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Partnering for Profits: Emerging Industries

Announced in the April 2008 issue of “Biodiesel Magazine” is the Greenline Industries Inc. and Skanska USA Building Inc. strategic alliance agreement to offer a single source of fully operational biodiesel production facilities in North America. Greenline designs and fabricates biodiesel production equipment that includes a waterless, modular processing technology. Skanska provides construction, pre-construction consulting, general contracting and design/build services. Together, the companies will offer services in site selection, permitting, business, finance, and supply and offtake.

As new industries emerge, especially in the trendy “Green Industries” you might ask your executive team to explore the possibilities of participation in these emerging sectors. Even if you see no immediate coloration to your current offering or market, it would none-the-less be in your best interest to explore the possibilities of crafting alliances in new directions.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Posture

[Fun with Words] Last week I stated the answers to the Michael Strumpf’s word game would be in this week’s letter. My bad, it’s not. I’m writing this letter away from the office so the answers will be in next week’s letter. Sorry-

How’s your posture? People can tell quite a bit about your confidence and self-esteem based on your posture. The more erect you stand, the more you command respect from your audience. Stop! I am not saying to be stiff as a board. I’m suggesting that good posture gives you two benefits. First, as I already mentioned--more respect. Second is voice quality; when you open your body stance, push your shoulders back just a bit and breathe deeper, your voice relaxes and deepens, exhibiting a “tone” of confidence.

At your next presentation, imagine a string attached to the top of your head. If you slump it will pull out your hair but if you stand just a bit more erect there is no stress and your words will be delivered commanding the attention you deserve.

Trade Association & Professional Society Executives: Membership Slip

Oh, it’s the economy. These words have been used as the excuse for just about anything one can imagine. At your next board meeting, who do you think is going to use the economy as an excuse for non-performance? Will it be a volunteer leader? Will it be a paid staff person?

Sure, the economy is uncertain. Yes, it is an election year. However, aren’t you tired of hearing the excuses? Business is about results, not excuses! Now is the time to look at rock-solid planning for your association, with metrics attached to manage results. Are you willing to push your board to demand results-—of one another?

Now is not the time to accept membership slip as an option. Now is the time to determine the value your association delivers and decide how you can deliver more. Now is the time to help your members to become evangelists for your association.

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 3/12/08

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1. Partnering for Profits: Don’t Wait for the Competition to Eclipse You 

2. Executive Presentation Skills: Fun with Words

3. Association Executives: Realistic ROI

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Partnering for Profits: Don’t Wait for the Competition to Eclipse You

Recently reported in the March 5, 2008 issue of “FleetOwner” is the new trucking alliance consisting of six regional carriers; The Reliance Network.

“In an unusual alliance, 6 carriers--Averitt Express, Canadian Freightways/Epic Express, DATS Trucking, Lakeville Motor Express, Land Air Express of New England, and Pitt Ohio Express--have united to form a national freight network, effective March 1, 2008. The new alliance, called The Reliance Network, will establish a network across North America to provide LTL, truckload and supply chain freight services, the group said.”

Last week I wrote about taking the time to due your partner due diligence, however I want to also stress the importance of not taking so long to act that you get left out in the cold. The participants in the above alliance came together to create an organization that has the capability to both serve larger customers and a larger geographical area. How many regional trucking companies were left behind? In your industry, be the leader—build your alliances now—don’t get left behind.

Ed’s 12-Minute Strategic Alliance interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Fun with Words

From a book I really enjoy, “Painless Perfect Grammar” by Michael Strumpf—here is a fun and interesting exercise you might consider using to relax an audience. Offer to them; if a lawyer is disbarred, and a priest is defrocked, what about an electrician? Is he de-lighted, a musician de-noted, a cowboy de-ranged, a model de-posed and a medium dispirited?

Try these for yourself:

1. A Far East diplomat is

2. An office worker is

3. A banker is

4. Politicians are

5. Wine merchants are

6. A baker is

7. A school teacher is

8. A podiatrist is

9. A songwriter is

For the answers to the above and more, you may head to a bookstore or go online and purchase Michael Strumpf’s book, or wait until next week for the answers.

Trade Association & Professional Society Executives: Realistic Return On Investment

I’ve been asked by a number of association executives if my “Member Value Process” could be done by online or mail-in survey? The answer is no.

To effectively determine the yearly sustainable real dollar value of membership at your association, there is a need for interaction among the members to determine a value number that is not too exceedingly high—while still high enough to prove a good ROI. If the number is so high that it would appear unrealistic to the non-member—you’ve lost them before you have even started.

You may now watch my one-hour “Member Value Process” video (from the annual convention of the Society of Government Meeting Professionals) at www.rigsbee.com/association.htm and when you do, I believe you will better understand why the process needs to be done live.

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 3/5/08

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1. Partnering for Profits: Partner Due Diligence 

2. Executive Presentation Skills: Bad Habits

3. Association Executives: Paid-to-Play

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Partnering for Profits: Partner Due Diligence

Over the years, I have told scores of alliance practitioners that if they pick their partners poorly, they deserve the partner whom they have selected. You can spend a reasonable amount of time culling through potential partners for the best or you can spend an unreasonably huge amount of time on conflict resolution and post agreement exit tactics. The choice is yours.

But why do so many very bright business leaders “jump into bed” before they have “tested the water”—-I so love mixed clichés. It is because of the quarterly pressures to perform, to increase market share, to lower costs, to develop new products, etc.

If you are considering an alliance, please do yourself a favor and take my alliance quiz before you “jump into bed” and later regret your hasty action. This quiz is not a total solution however; it will get you thinking in the right direction. http://www.rigsbee.com/quiz.htm 

Ed’s 12-Minute Strategic alliance development interview on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Bad Habits

My friend, Tom Antion, used to be a humorist but later became a highly respected Internet Marketing Guru—-go figure. In his days of humor he wrote a business presentations book titled, “Wake ‘Em Up.” He listed several common bad habits frequently made by business speakers. Take a look and try to eliminate any of which you find yourself guilty.

> Pacing back and forth

> Jingling coins in your pocket

> Jingling bracelets or jewelry

> Playing with your hair

> Playing with things like pointers, markets, etc.

> Holding on to the lectern or table for dear life

> Rocking front-to-back or side-to-side

> Standing rigidly in one place

> Speaking with your head down or bowed

> Locking hands together or twiddling thumbs

> Tapping your fingers

> Pushing up your glasses

> Staring

> Frowning

Trade Association & Professional Society Executives: Paid-to-Play

Apparently, my last article titled, “Association Members Must Become Evangelists” http://www.rigsbee.com/association11.htm raised the eyebrows of a few association executives.

I stated, “A trade association or professional society should be a wonderful, industry wide strategic alliance enabling all stakeholders to harness the collective strength and thereby receiving the value they need. The members that are actively involved as functionaries in their industry should be the ones driving an association, not the paid staff and not the suppliers. Your paid staff members already get their benefit—a paycheck. The suppliers always get a huge amount of value from participation—networking with their customers. However, it is you, the functionary member that stands to gain the most through participation.”

This sentence was the culprit, “Your paid staff members already get their benefit—a paycheck.”

Since I did not do an acceptable job of making myself understood; the point is this, there is a different dynamic between the persons that pay-to-play, members and associate members verses the ones that are paid-to-play, the staff.

The times when the paid staff experience the pay-to-play dynamic is mostly if they participate at ASAE, MPI, PCMA, etc. where they are a paying member.

Finally, my statement was not made to minimize the dedication that many paid staff members exhibit, but to put them in an entirely different category from the ones that pay-to-play.

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

BUSINESS IS ABOUT RESULTS, NOT EXCUSES!

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 2/27/08

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1. Partnering for Profits: Pre-Agreement Workshop 

2. Executive Presentation Skills: Make Them Do Something

3. Association Executives: Received Value

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Partnering for Profits: Pre-Agreement Workshop

Continuing from last week on the subject of an alliance development workshop, to be attended by all the affected parties from both companies; this effort will save you so much grief over the life of your alliance if you do it right.

The reason you want to conduct this full-day workshop before you get to the contractual phase of alliance development is because so many small issues will present themselves through the two-way discussion of the workshop attendees.

Little issues prompt additional thinking. When the additional challenges are ironed out prior to the writing of the alliance agreement; implementation becomes easier. If you spend too much alliance capital on development, there is less for measurement and management. Successful alliances need quarterly metrics measurement and review to determine the success of employed alliance management tools.

Ed’s 12-Minute Strategic alliance development on Cisco’s BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Make Them Do Something

A friend of mine, Rob Sherman, is the author of “Sherman’s 21 Laws of Speaking.” In his book, Law 12 states, “Energize your audience: make them do something.” Rob continues with 8 tactics, they are:

1. Ask to see their hands

2. Get them on their feet

3. Break into groups

4. Refer to members of your audience

5. Use music

6. Ask questions

7. Give away prizes

8. Be creative

I can tell you from my two decades of speaking professionally, each of the above tactics will work for you. Simply pick one and give it a try. Be bold and use three in your next presentation.

Trade Association & Professional Society Executives: Received Value

If your members do not consider the services your association offers to be valuable; is it because outside organizations do the service better or is it because the members don’t even know the service is available to them?

How do you communicate with your members? Some associations have moved completely to email regardless of the fact that the average age of their membership is over 50. And trust me, only so many people over 50 actually read and respond to their email.

The way to get the word out is for your paid staff, board of directors and regional directors to become evangelists for the products and services that your association offers. And yes, this means they themselves have to take advantage of the, in question, products and services.

If your board members are not taking advantage of the products and services that your association offers; what does that tell you about their perception of value?

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 2/20/08

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1. Partnering for Profits: Pre-Alliance Workshop

2. Executive Presentation Skills: Confidence

3. Association Executives: Co-Branding

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Partnering for Profits: Pre-Alliance Workshop

There are two important benefits received from organizations conducting a pre-alliance workshop before the building of an alliance agreement.

1. Better alliance results

2. Lower legal fees

First, when the future functionaries of the conceived alliance get together to hash out the challenges, much of the important issues that the executive organizers might have missed, are brought to light and resolved.

Second, by conducting your “post draft” contract negotiating before you start to build your alliance contract, there will be far less issues for the lawyers to resolve. This will result in a better agreement and will cost you far less to structure and implement.

Excellent strategic alliance development information at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Confidence

Recently, I posed a question to my network of professional speakers on the subject of platform confidence; real or counterfeit. I wanted to know what they thought brought them platform confidence. Below, you find a summary of their answers.

1. Knowledge; of audience, of material, and of how to take them along for the ride

2. Years in the business

3. Expertise

4. Preparation; presentation research, mental prep, and physical prep.

5. Authenticity

6. Ability to channel fear

7. Personal conviction about topic

8. Rely on a higher power

I think this is a pretty good list. While not everyone exudes all the above qualities, having several under your belt will most definitely give you the confidence to be an effective communicator.

All the answers I received are available at:

http://www.succeedinspeaking.com/platform-confidence.htm 

Trade Association & Professional Society Executives: Co-Branding

Co-Branded trade shows and expos are becoming quite popular. Why do you think that is?

The benefit of one organization partnering with another to host a trade show should be easily evident:

1. Show production and marketing cost savings.

2. Larger member base from which to draw attendance.

3. Eliminate duplication of effort within an industry of association resources, supplier resources and member time.

4. Increased image within your industry.

What’s the down side?

1. Each organization having to give up complete control.

2. Poor communication could spell disaster.

3. Bad partner behavior will have an effect on you and your organization.

To help you avoid the alliance disasters of others, read my article titled, “The Pitfalls to Successful Strategic Alliances.” You may access the article at: http://www.rigsbee.com/ps5.htm 

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Business Results: 2/13/08

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1. Partnering for Profits: Relationship Value Update

2. Executive Presentation Skills: The Smile

3. Association Executives: Affinity Programs

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Partnering for Profits: Relationship Value Update

Help your alliance partner to instantly improve how well they serve you by conducting regular relationship value updates. A person, or the persons, in an organization can only deliver value to their alliance partner(s) when they clearly understand what activities their alliance partner(s) considers to be valuable. My article titled, “Keeping Your Alliance Alive & Healthy,” adapted from “Developing Strategic Alliances” will give you more details on how to implement this suggestion. http://www.rigsbee.com/dsa3.htm 

While on the subject of relationships, I’ll always remember something John Gray, author or “Men Are from Mars, Women Are from Venus” said when he presented at a National Speakers Association conference a few years back. He pulled one rose from a vase that held a dozen roses and commented, “If you give your loved one a dozen roses, that’s one point for you.” “However,” he continued, “if you give that same person a single rose, it is also one point for you.” He suggested giving one rose, 12 times, thereby garnishing 12 points.

While some consider Valentine’s Day to be a conspiracy of big retail, flower growers, and candy manufactures; for the less cynical, this day is simply a reminder that one should make as many relationship bank deposits as possible, especially with those that you love. Make Valentine’s Day 2008 more than a day of giving, because you must—but rather the first day in a continual string of making relationship bank deposits (getting points)—you’ll be glad you did.

Excellent strategic alliance development information at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills

What’s a smile worth?

At a recent meeting of my mastermind group, one of the members asked if the group would watch a few minutes of their recent interview. What hit me like a ton of bricks were the comments the members of the group made about this person’s infrequent smile, especially because this person has a wonderful smile. The interviewee was so focused on delivering quality answers to the interviewer’s, sometimes unformed questions; that they did not smile much.

Back to my question, what’s a smile worth? If a picture really is worth a thousand words, then what is your smile, or lack there of, saying to your audience?

As my good friend, Dr. Terry Paulson, would say, “Tell your face that it’s in park.”

Trade Association & Professional Society Executives:

How well are your affinity programs serving both your members and the association in general?

If your association cannot compete with the open market on delivering products and services to your members as cost effectively as your outside competition, you have no business being engaged in that activity. This takes your focus away from the programs that do serve your members well.

Yearly, it is a good idea to review all affinity programs for an increase or decrease of member involvement; this can be quite telling. While I am a huge believer in customer loyalty, it is still incumbent upon you to exercise your fiduciary duty to the association and honestly review offers tendered by competitors to your current affinity vendors.

Frequently you are faced with an ethical decision as to skimming a commission for the association, verses delivering the best product at the best possible price to your members. Select well, your members are depending on you.

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Strategic marketing alliances will help you dominate your market for far less expense than going it alone—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm 

Need a dynamic keynoter? View my video clips at http://www.youtube.com/partneringalliances 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Copyright © 2008

Your Effective Executive Letter for Doing Better: 2/6/08

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1. Partnering for Results

2. Executive Presentation Skills: Triad with a Twist

3. Association Executives: Defined Roles and Accountability

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Partnering for Results

I’ve said it time and again; business is about results, not excuses! I bet you’ve heard the following three key excuses far too many times.

Excuse #1: I’ll get to it later.

Excuse #2: I don’t know how to do that.

Excuse #3: I tried, but it didn’t work.

In an effort to help your employees achieve results, try the replies listed below the next time you hear one of the above excuses.

Reply to excuse #1:

Your self-talk either fuels or extinguishes your passion to achieve, so could you talk to yourself about something else?

Reply to excuse #2:

Who in our organization does know? Try developing a partnering relationship with them.

Reply to excuse #3:

Ideas are just dreams without implementation; perhaps it was your method of implementation? What implementation skill or knowledge are you currently missing?

Have fun with the rebuttals. Offer them in a kind tone and with a smile on your face. I bet many of your employees will get the message that lies behind the message.

Check out how to develop strategic alliances (video) at BizWiseTV:

http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: Triad with a Twist

If you’d like to put a bit of humor in your next presentation try using the triad with a twist. This is when you use a group of three, with the third thing you mention being different than your listener would have expected. It’s called an ambush, you get them thinking in one direction and then you take your listener in a completely unexpected different direction.

As an example: Sales in our organization have slowed to the point that I feel our sales force has either lost their car keys, forgot how to use a map or started cross-dressing. The third item is not what one would expect an executive to say and if done with a short pause, and a smile, you would most likely get a laugh.

Play around with the triad of three by absorbing your humor ideas through listening to the radio, watching TV, or sitting on a newspaper.

Trade Association & Professional Society Executives; Defined Roles and Accountability

This week I received a subscriber query about association executives. The question, from a volunteer leader, was about how to get rid of a poorly performing or overly domineering executive director.

I’ve seen stellar executive directors and I’ve dealt with some that truly should be shot! I believe the bigger issue is that of clearly defining the roles and responsibilities of an executive director, and then holding the executive director accountable and vice versa. To run an association well, there must be an effective partnership of the paid staff and volunteer leadership where the paid staff also holds the volunteer leaders accountable for performing their roles.

A couple years back, I worked with an association’s board of trustees to help the association explore potential strategic alliances and found a board that so wanted to micro-manage, that the paid staff became immobilized. That dynamic does not serve anyone.

Boards should focus on the strategic decisions and leave the daily tactics to the paid staff. Boards should also clearly define the duties of the paid staff, especially the executive director, and get out of their way while concurrently holding staff accountable to their clearly defined duties. If the board of directors, as a group is not willing to do the above, then don’t complain about the results. More help for association staff and volunteer leaders at www.rigsbee.com/association.htm. 

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Collaborations to help you dominate your market—why not get started now? Call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm. 

Also, please consider using me, Ed Rigsbee, at your next meeting for your keynote presentation, to view video clips, please visit www.rigsbee.com/selectvideo.htm. 

Our products and services are available for purchase online at www.rigsbee.com/products.htm. 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Your Effective Executive Letter for Market Domination: 1/30/08 

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1. Partnering for Profits: 5 Alliance Practices
2. Executive Presentation Skills: To Joke or Not to Joke
3. Association Executives: Member Recruitment Tracking System
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Partnering for Profits: 5 Alliance Practices

In a recent Harvard Business School article by Jonathan Hughes and Jeff Weiss, they suggest you apply five counterintuitive practices to bolster your alliance success rate:
1. Develop the right working relationship.
2. Peg metrics to progress.
3. Leverage differences.
4. Encourage collaboration.
5. Manage internal stakeholders.

While I completely agree with the above five practices, I’m not convinced that these practices are counterintuitive. Quite the opposite, I believe the above practices are intuitive for the experienced strategic alliance professional.

As you push into the New Year on your journey toward dominating your market, review your standards for making your marketing alliances successful. The above practices will serve you well if taken seriously.

Check out my recent strategic alliance interview posted at BizWiseTV:
http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Executive Presentation Skills: To Joke or Not to Joke

To joke or not to joke; that is the question. Many old and tired communication books suggest you start your speech with a joke. Let’s explore that. Is the joke you plan to tell one you got off the Internet? If so, how many other people to you think have already read it?

If you open with a joke, does the joke make a point or move your audience into a better place, ready to receive your words? Or, is it for you? Do you need to do something to relax yourself? Do you think a joke is necessary to relax your audience?

A much better bet is starting your presentation with a story that applies to your topic. If the story is your own; you lived through the event, so it will be easy to tell. Opening with a story will relax both you, and your audience. Just keep the story humorous, pithy, and pertinent to your speech. Do this and you will start off with a homerun. 

Trade Association & Professional Society Executives: Member Recruitment Tracking System

What’s your member recruitment tracking system look like; a gleaming machine or an old rust bucket?

Sorry, I don’t mean to cast aspersions on your systems, however too many associations with whom I’ve worked simply did not have a member recruitment tracking system in place.

If you find yourself without a member recruitment tracking system, let that be your February 2008 resolution; assign someone to get a system started. Your system does not have to be highly sophisticated but rather could be as simple as having a call back mechanism added to your member data base program. If you manage a smaller association, this can easily be done with MS Outlook, Sage ACT or Goldmine.

Please, don’t let a single potential member slip through the cracks in 2008; there is just no good reason for it. More members equal more possibilities to serve your industry.

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Market domination through collaboration—get started now; call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from targeted marketing alliances. Might there an opportunity you are missing? For additional information on consulting services, please visit www.rigsbee.com/allianceworks.htm. 

Also, please consider using me, Ed Rigsbee, at your next meeting for your keynote presentation, to view video clips, please visit www.rigsbee.com/selectvideo.htm. 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP
Rigsbee Research Consulting Group

Your Effective Executive Letter for continued business growth: 1/23/08

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1. Partnering for Profits: Strategic Marketing Alliances

2. Executive Presentation Skills: Collaborative Effort

3. Association Executives: Value-Based Member Recruitment

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Partnering for Profits: Strategic Marketing Alliances

If you are serious about building profitable alliance relationships, you need to view my recent strategic alliance interview posted at BizWiseTV: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4 

Please do your business friends the favor of forwarding this link to them so they can also receive benefit.

The 2007 ASAP Alliance study revealed, of the participating organizations, 48% are enjoying the benefits of at least one marketing alliance. As the economy becomes even less predictable (many suggest the economy is quickly going south), the need for strategic marketing alliances to assist you in dominating your market becomes significantly evident.

As the inevitable industry consolidations manifest themselves, select to be ahead of the curve by forming your anticipated marketing alliances sooner, rather than later.

One of my favorite economists, in helping me understand the American economy, is Jeff Thredgold. He can help you too. Access his current electronic newsletter, the “Tea Leaf” at: http://www.thredgold.com/html/leaf080123.html 

Executive Presentation Skills: Collaborative Effort

In the mid-1950s, Agatha Christie said, “Where two people are writing the same book, each believes he gets all the worries and only half of the royalties.” Who said collaboration was easy? Nobody; however, I say it is worth the energy.

In your organization, you are continually endeavoring to persuade the stakeholders; be they your employees, the executive team, suppliers, or stockholders. When you keep your focus on their needs, rather than your own, your message will be received with clarity.

Is it not human nature for one to think, “I’m doing all the work while the others also receive the benefits?” Your goal, as a persuasive executive, is to help your stakeholders, with whom you must depend, to see their efforts through a new window. The window I suggest to you is that of collaboration. When your stakeholders believe they are equally working toward a common goal, they will have an emotional ownership in the success of your enterprise.

Trade Association & Professional Society Executives: Value-Based Member Recruitment

Consider shifting your next member recruitment campaign to a value-based effort. To develop a value-based campaign:

1. Determine the yearly sustainable real dollar value your members receive for their membership investment. (More info at www.rigsbee.com/association.htm.) 

2. Create a membership marketing brochure that focuses on the specific value they can expect to receive from their membership investment, rather than the nebulous value of your features, like educational and affiliate programs.

3. Distribute 10 of these new member marketing brochures to every association member, and supplier, that attends your next annual or semi-annual meeting.

4. Ask the members in attendance to make a commitment to themselves and to the association to distribute these new brochures to industry colleagues that are currently not members.

5. The SECRET step--to be implemented prior to step three: Explain to your current members how an increased membership will directly benefit them. Put more money in their pockets, perhaps? Tell your current members about the value/benefit driven activities and programs that will be implemented with the additional revenue and volunteer participation. Talk to them about the additional legislative clout possible from a larger membership base and tie the idea with a current industry problem. Give them the real dollar affect and effect. That should move your members away from their current complacency.

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When you are ready to create greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm  for specifics and to start the process.

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm. 

Our products and services are available for purchase online at www.rigsbee.com/products.htm 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Your Effective Executive Letter for continued business growth: 1/16/08

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1. Partnering for Profits: Areas of Alignment

2. Executive Presentation Skills

3. Association Executives: Where the Winners Meet

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Partnering for Profits: Areas of Alignment

There are three key areas of organizational alignment necessary for successful alliances to proceed toward profitability. They are:

1. Strategic Fit

2. Cultural Fit

3. Operational Fit

Alliance deliverables become possible only when the above three key areas have a reasonable alignment among the organizations entering into a strategic alliance. This dynamic applies regardless of the size of the partners involved; small business to global organizations. When selecting partners for future alliances, be sure to view the pros and cons through the three areas needed for alignment fit.

If you are interested in watching a recent interview with me on the subject of strategic alliances, conducted for Cisco System’s Collaboration Resource Center, please visit: http://www.businessvideos.tv/collaboration/?surveyCode=2712&keyCode=156095_4. 

Executive Presentation Skills

When presenting your ideas to others, do you frequently state, “I this… or I that…?”

In persuasive presentation there is an important me-you proportional relationship that must be observed. More simply put, you should refer to your listener more than you refer to yourself. This manifests in how often you say “You” verses “I”.

Try this the next time you are endeavoring to persuade another: Every time you catch yourself saying “I” be certain to say “You” twice, before you say “I” again. This will keep your focus on the one(s) you are trying to influence rather than making the presentation become about you.

Trade Association & Professional Society Executives: Where the Winners Meet

Here’s an interesting excerpt from the recently released report titled, “Where the Winners Meet: Why Happier, More Successful People Gravitate Toward Associations,” published by the William E. Smith Institute for Association Research:

“On average, association members earn significantly more money and are more satisfied with their jobs than non-members. This is true even after holding constant differences in job categories, disparities in education, and all other relevant personal characteristics.”

To access the report, visit: http://www.smithbucklin.com/smithinstitute/projects/projectdownload.cfm. 

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When you are interested in creating greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm for specifics and to start the process.

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm. 

Our products and services are available for purchase online at www.rigsbee.com/products.htm. 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

Your Effective Executive Letter for continued business growth: 1/9/08

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1. Partnering for Profits

2. Executive Presentation Skills

3. Association Executives

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Partnering for Profits; Sell More, Lower Your Costs

According to a recent study on alliances, 48% of the reporting organizations stated they were involved in co-marketing alliances. The next largest group was research alliances at 14%.

Cross Promotion is an important part of co-marketing alliances. The key benefits to you of cross promotion marketing are reduced marketing costs and greater reach for your marketing dollar.

Cross Promotions need not be limited to only one partner. In fact, every partner that is enrolled thereby reduces the total cost to all involved.

In 2008, which of your products or services do you believe would lend themselves well to cross promotions? The next important question is who? Which competitor(s) would make a great partner? Also, which non-competitor is operating in your marketplace that has, and is, seeking customers similar to yours?

What a great place to start in assembling your profitable 2008 cross promotion. If you would like additional information on cross promotions, please visit www.rigsbee.com/ma15.htm. 

Executive Presentation Skills: Power of the Pause

From presentation skills coach, Ron Arden, I learned the power of the pause...

There are three excellent reasons to use the pause in your presentations:

1. The pause is a monotony buster. Persuasive verbal communication should offer unexpected twists and turns both in content and tone.

2. The pause allows your audience members to absorb your important points. A pause after a cogent point helps to lock that point into the subliminal mind of your listeners.

3. Perhaps you might need a moment to mentally regroup your thoughts during a speech? If you use pauses periodically in your presentation, you can easily slip in an extra, and just a bit longer, pause to gather your thoughts when you fall off track. This is a helpful trick many professional speakers use.

Trade Association & Professional Society Executives: Membership

Are you doing everything that you can do to enroll prospective members? Here is a true story that might get you thinking about your member recruitment attitude.

As the Executive Director of an IRS recognized non-profit, www.cigarpeg.com, I decided that it would be good for me to join a related association. Last month, I called two California State Associations, one for association executives and one specifically for non-profits. To date, I have joined neither.

One of the two, I called and left a message with the membership person; she returned my call and left a voice message. That was the last time I heard from that association and it has now been a few weeks. The second, I chatted with their membership person and am still waiting for an information package she promised to get right out to me.

In the situation with the first association, would it not make sense to you that the director of membership make a second attempt to contact a prospective member that called for information about membership? I just got busy and didn’t call her back. Had she called me back a second time, I believe I would have joined instantly.

As for the second association, I was amazed that when I asked the membership person about the value I would receive from being a member, she asked if I was joking. I was not, and was less than impressed with her lack on knowledge as to the benefits of membership. I am even more unimpressed with her lack of follow through. I really did want the prospective member package to help me decide which association to join.

Please, for the sake of your organizational bottom line, review how your membership department tracks prospective members. Many folks just need a little nudge, and they will join. However, if you do not pay attention and ignore them, they most likely will not get around to joining any time soon, if ever.

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When you are interested in creating greater profits through collaboration, call me at 800-839-1520 for a consultation. We see 5-20% market share increases almost instantly from the right alliance. Might there an opportunity you are missing? We, at Rigsbee Research Consulting Group, help make growth happen. For more information on consulting services, please visit www.rigsbee.com/allianceworks.htm. 

Also, please consider using me at your next meeting as your keynote presenter, to view video clips, please visit www.rigsbee.com/selectvideo.htm. 

Our products are available for purchase online at www.rigsbee.com/products.htm. 

Ed Rigsbee, CSP

Rigsbee Research Consulting Group

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