Connecting the Dots...

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In my business experience, it is wonderful to see when individuals Network with the “intent” on building a solid, long term relationship. They are not handing out their business cards like a Black Jack dealer.

Networking is defined as a supportive system of sharing information and services among individuals and groups having a common interest. The reality today, is that we see many people with different interests, and different agendas. Sometimes these people cross paths and it just works, but in other cases there is not any synergy, nor common interest.

Dr. Stephen Covey authored: “The 7 Habits of Highly Effective People.” One of my favourite habits, when applied to Networking is:

Habit #5. Seek first to understand, then to be understood.”

Covey suggests that most people seek to be understood, as they can get their point across and ignore the other person.

If we take the time to truly understand the other person in terms of business needs, interests and genuinely have this sincere intent, we have an opportunity to establish a relationship for the long term.

Effective Networking is so much more than a “pile of business cards.”

Many of us attend Networking events in our community throughout the year. Some events are more effective than others, and have more or less people in attendance. As I see it, you need to attend these events with the sincere intention of Networking for the long term. What I mean here is that if there are 100 people in attendance at a Networking event it is not realistic to assume that you will meet all of them. In this case, you arrive with a base game plan. Perhaps you have an objective of “connecting” with 5-10 people and take the time to get to know them on a high level. This example of networking events, reminds me of a story with a former colleague of mine. We will call her Lila.

She was never too comfortable with such events, and struggled to meet people at an event. Her biggest hang up was, “I do not know what to say, without sounding like I am selling them something.” Ironic, considering she had a career in sales, but this is a common challenge for many people. My advice to Lila, was simply, “Seek first to understand”. She asked what I meant by this. Rather then worrying what your sales script or pitch sounds like, simply introduce yourself and make it all about the other person. You of course ask them their name, ask what they do. You feel the tempo of the conversation and if it is flowing well, as is usually the case, when you make it about the other person, you ask a few specific questions. Example: What are your biggest challenges in your business? How could I help you? The last question usually blows people away, as they are not expecting it. If you ask the question, with the genuine intent on helping them, that has the potential for the start of something great.

In my networking world, I have the great fortune of knowing many people from all disciplines, professions and industries. What I believe that I can offer is my ability to connect people. I do not see it as anything special, but it works in building Networking relationships that last.

Here is a true example of how this can work for anyone. In November 2008, I was attending a Networking event. There were approximately 40 people in attendance. I connected with 5 people. What I mean, when I say that I connected with 5 people, is simply that I spent some focused time “seeking to understand” who they were and understanding their business. I can comment about all 5 of those individuals, but for the purposes of this article, I will highlight one individual, Greg Burghardt. (Arrow Engineering Inc., Edmonton)

He is professional and a very successful business person. The morning after the event, I took the time to follow up with Greg and other contacts that I met the evening before. (Following up within 24 hours is key if you have the intent of establishing some solid rapport to build a business relationship.) At this time, it was not about selling anything to them. My standard follow-up script looks something like this: “Greg it was great to meet you last night at the Networking event. I would welcome the opportunity to meet with you at your office and learn more about your business and determine how I may assist you. Assuming that Greg and I hit it off at the event, the probability of Greg accepting my offer is virtually 100%, taking into account his time and schedule.

Greg and I are both established in our respective Centres of Influence. It took time to get there, but it was well worth it.

If there was a desired outcome to “Networking for keeps”, that has occurred in this case.

Remember, Networking is not always about instant gratification…..sometimes good things are really worth the wait. It could take months or years to benefit, but when you Network for Keeps, you don’t keep track of who benefited more. The gratification comes in knowing that you added value to someone else. This act goes a long way in building meaningful business relationships that have the true potential of lasting.

Written by: Mike Mack, MBA Business Strategist X5 Management

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US Vice Presidential candidate, Dan Quayle, once offered a school class that alternate olde fashioned spelling with the ‘e’ on the end and was crucified in the media. Andrew Jackson said, “I hope never to meet a man so dull he could think of only one way to spell a word”. We are not really talking about spelling here, we are talking about differences between people.

“If every snowflake is different, and every fingerprint… and every zebra’s stripes – then why, oh why, are we arguing to agree all the time?” (Leslie Aileen Seiler)..…and insisting that others conform to doing it our way? The above quote from my daughter is a wonderful expression of one simple truth, that each of us is different and that the difference is a good thing. It is to our benefit to meet people where they are, not to insist they come to our view of the world.

When one offers to ‘help’ another, is it to help them become more like the helper or is it to help them become more fully themselves? Those two agendas are not the same. When considering lasting positive change, the kind that enhances one’s life forever, which agenda will accomplish the feat? I believe that meeting a person where they are and then helping them to go where they want to go, and to get them there in the way that is within their style, is the only true favour I can provide to them. This is true on the business journey as well as in personal travels through life. So, in business, ‘telling’ is a poor second choice to ‘asking’.

The business advisor who simply tells is likely to be the one most attentive to what they are saying. Near to this ideal is that of encouragement. “Our chief want in life is somebody who shall make us do what we can.” Ralph Waldo Emerson. Here again, it is what the business owner/Executive is not fully embracing of their own inherent ability that is asking to be called forth, not the image of the helper or the image of anyone else, no matter how great a hero or heroine they might be.

I love the formula that puts the relationship first. From the understanding, empathy, celebration of difference, that arises from relationship the helper can ask the very best questions to ‘make us do what we can’, to help us to our own next level in spite of that niggling little critic that speaks inside of us all.
You say tomato, I say tomatoe, yes!

Just sayin’

Written by Joseph Seiler, MCC Executive Coach X5 Management Inc.

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This is a story about transition and leadership.

I have been fortunate to have Lorne Wight as a friend and close business contact for over 14 years.

Lorne has contributed to our Blog post for this week with his leadership journey.

Lorne M. Wight – President
Allwest Commercial Furnishings
www.allwestfurnishing.com

When it comes to business – does size matter? Is bigger better?

Having recently left a multi-national Fortune 100 company as their Regional President, to become President of a smaller local business (Allwest Commercial Furnishings), the differences between big business and small business is an active part of my daily transition.

Pleasantly, a striking difference is the distinct lack of bureaucracy in small business, where on a daily basis I am closer to the action, closer to our customers and have the ability to be more nimble in dealing with issues and making decisions. Indeed, the whole decision making process is different because the stakeholders are different – now I have to be more concerned about cash flow and a distinct owner instead of millions of shareholders, a CEO, a CFO and a host of other C-level positions posing as potential roadblocks!

Conversely, I find generally that small business does not have the same resources available to it, certainly not internally like you would find in big business. Processes in small business tend to be significantly less defined, more fluid and often not measured. However this becomes one of the opportunities where we truly have the ability to act like a bigger business – with structure, purpose, checks & balances and of course measurements – but all without bureaucracy.

For me, so much comes down to measurements (if you can’t measure it, you can’t improve it); we have to set goals and targets that are meaningful to our business (financial goals, productivity goals, individual goals, customer satisfaction goals, vendor performance goals) and then create a Balanced Scorecard or some sort of Key Performance Indicator that tracks all these. Our staff needs to be part of this process and buy into the importance of it, often tying it to their compensation and incentive programs. Tracking these goals on at least a monthly basis has to become ingrained in our organizational culture. Harvey Mackay said it best “A dream is just a dream. A goal is a dream with a plan and a deadline.”
Big business has deeper pockets, but more rules. Big business often has better prices on products and services due to sheer volume, but is probably more constricted on selling prices and margins because of their reporting structure and “street expectations” on a bottom line.

I believe that as a small business, we have to define our value proposition differently than big business and then create our vision, strategy and execution around that difference, using our ability to be nimble, closer to the customer and more focused in the local community as our advantages. The most successful small to medium size businesses I know are heavily invested in the community in which they serve – and invested does not have to mean pure dollars; it often means time, expertise and focus.

So – is bigger better? In my opinion, no bigger is just – well it is just bigger!! Every business needs to grow, as staying the same generally means going backwards, so every business must get bigger to some degree to succeed. But “Every brand isn’t for everybody, and everybody isn’t for every brand.” (Liz Lange). It is this writer’s belief that a unique, well-defined, well executed small business strategy combined with a group of dedicated, empowered and engaged staff is a winning formula that any competitor (big or small) would have trouble beating.

We thank Lorne for his contribution to our Blog post for this week.

Perhaps we all take a different look at our business and “size” up what our strategy will be.

Mike Mack, MBA Business Strategist X5 Management Inc.

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In our part of the world, (Alberta, Saskatchewan and British Columbia) we are seeing and feeling the business engines starting to turn on…..Big time!

Within our business community (Edmonton) and with our corporate clients it is common to hear 20%, 35% or 50% growth projections in business in the next 12 to 18 months. These projected numbers may sound exciting however; they come with many challenges and risks. One of the main challenges that currently impacts businesses today is the struggle of recruiting good people. We hear of companies looking for 40 welders, or another having 16 job postings at the present time. Recruiting good and quality people will be key!

But what exactly are you recruiting to?  How is your culture?  How stressed is your current team with demands and pressures that make it difficult to always put on a happy face?  Are your systems and processes tight and effective?  Who is doing the recruiting or interviewing?  What are they feeling and what message are they conveying to the candidates?

While recruiting is a big focus for many companies today in Western Canada, what about retention? Are good employees staying with us? Can we keep them?

I had a conversation recently with a business contact of ours and she needed our support to assist with Coaching and Development of a key employee. A line that really resonated was: “it is much more economical to do this now, than to have a vacancy and recruit later.”

Some companies are brilliant at retaining employees. They have great benefit plans, profit sharing, company perks, workout facilities, equipment and technology to assist them in their roles. Sometimes it is the simple things that can make all the difference too. Are we communicating with our employees? Are we listening to what they have to say? Do we show respect and attempt to make a connection?

X5 is a fan of John C. Maxwell and his book, “Everyone Communicates Few Connect” As the author suggests, only one thing stands between you and success. An excerpt from his book summary: How can you really connect with others? “Connecting is the ability to identify with people and relate to them in a way that increases your influence with them,” says Maxwell. “And the ability to communicate and connect with others is a major determining factor in reaching your potential. To be successful, you must work with others. To do that at your absolute best, you must learn to connect.”

From our vantage point we see a real need to connect with our employees and ensure all is good within our company. Assuming we want to keep them, we need to pay close attention to this very critical area of our business.

Written by:
Mike Mack, MBA Business Strategist
X5 Management

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Succession is a term that has been used for decades in the description of some of the processes of nature. Have a look at this description.

Succession (in nature) launches a new habitat. Succession may be initiated either by formation of new, unoccupied habitat (e.g., a lava flow or a severe landslide provides a totally clean slate) or by some form of lesser disturbance (e.g. fire, severe wind throw, logging) within an existing community. There is considerable devastation, even elimination, of at least some parts of the habitat that was, in order that a new habitat can form.

When speaking about succession in business the description could be, “ the orderly transfer of leadership to the benefit of the person stepping aside, the person ascending and the company as well”.

If you are considering succession, from whatever vantage point you stand at the moment, which description would you prefer to have people use after it is all done? That first description seems too often the way things seem to go, even though the second description seems to be the preferred choice when people are asked in advance. What is this about?

The Founder is, almost by definition, a powerful personality and by the time succession is an appropriate topic, has endured and overcome great hurdles. The champion has earned the throne. The landscape has changed since the Founder got things started. Succession from the top job, especially if still occupied by a Founder, can be a delicate subject, to say the least. The baby boomers are lining up to retire. There is a succession tsunami forming.

What to do?

Consider asking these questions and others like it.
What are the attributes of the perfect Leader for our company today?
What parts of the intellectual property, whether technical or marketing or… , resides solely with the incumbent leader?
What is the average age of our management staff?
What are the current directions one can notice about our industry sector and how do we rate in keeping up?
What confidence do we have in our risk management plans?
What are we losing by the way we do business right now?
What are we winning by the way we do business right now?
Where are we vulnerable?

Who, in your organization, needs to be considering these questions? Stop. Isn’t this the nexus of the entire discussion? Who indeed? And how? Yes, how does one introduce such a topic without sounding ungrateful or judgmental? Ask questions, gently, and yet relentlessly, to highlight what is true. People respond well to truth, not so well to lunchroom gossip. Trust, yes that’s it, show and be trust. From there, ask questions. Sometimes it can be helpful to have others, people not invested, to ask questions.  Food for thought.

Written by: Joseph Seiler, MCC Executive Coach, X5 Management

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This is a great leadership story to share and we didn’t want to miss the opportunity.

I have been privileged to have Jeff Polovick as a friend and Centre of Influence in my business life for over 14 years.

In light of our theme of “Helping you to the Next Level” it seemed to be most appropriate to share one company’s journey of continuously going to the next level…and staying on top.

Jeff Polovick, President and CEO   DRIVING FORCE

What Drives You? “The desire to build a sales organization that is committed to satisfying customers by providing superior service.” Jeff’s vision, combined with his strong leadership and team building skills, has developed this company into one of the largest independent vehicle rental, sales and leasing businesses in Canada.

A message from Jeff….
After more than 30 years in business and having been ISO 9001 certified since 2001, one might assume that DRIVING FORCE Vehicle Rentals, Sales & Leasing just ticks right along like a well-oiled machine, year after year. But, markets change, and personnel come and go, and DRIVING FORCE continues (thankfully) to grow. All that change requires that our leadership team pays even closer attention to both day-to-day operations and critical path planning. Over three decades I have found that effective management tools can come in all shapes, and from any number of sources, and we need to be constantly on the lookout for new resources.

We have been fortunate to be acknowledged as one of Canada’s 50 Best Managed Companies for five years in a row, now. Our sixth, hopefully, successful application has just recently been submitted. And I find that, once again, the process of the application is at least as important as the award itself.
At its core, the process is one of due diligence using a model from an outside source rather than the tools that we use every day. It forces our team to look at our entire organization with fresh eyes, and that has proven to be an invaluable experience.

Each year when we start down the Best Managed path, we are forced to consider those issues that we know to be key, but sometimes neglect as we get distracted by more immediate concerns. Not only does it force us to revisit virtually every aspect of our business, but also to ensure that we have connectivity between our brands, business lines, and even departments. Filling in those blanks every year helps remind us that no matter how big DRIVING FORCE gets, we are still just a group of people working towards common business goals, and we need to engage in dialogue if we are to work effectively as a team.

So, while it’s great to submit a really smart-looking application and anticipate the outcomes and celebrate the wins (and be able to put that Canada’s 50 Best Managed Companies logo on everything), I really want to encourage other business leaders to participate in the program for the process, itself. The journey is well worth the cost, the costs are relatively small, and the awareness and pride that come from the self-examination are truly exceptional.
I’ve heard that many artists will squint at their subjects, to try and gain a different perspective. Whether it’s through a Best Managed application, a process audit, or a conversation with our peers, I think it’s important that we remember to “squint” at our own operations once in a while. www.drivingforce.ca

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We all have an opportunity to make our businesses more effective. Taking the time to “squint” at our business can make all the difference to get it to the “next level”.

Mike Mack, MBA, Business Strategist
X5 Management

“Helping you to the Next Level”

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Permission is not something one thinks one needs as an adult. That is for kids and those you manage or direct in some way. The boss gives or withholds permission. The rest of us are receivers. Yet, what about permission to tell the truth, as in naming the elephant in the room? What about permission to be myself, without apology of any kind? (Hmmmmm…Permission for Adults as a book title. What do you think?)

Sometimes I can get myself into a knot, thinking I am trapped by some situation, believing I have no options but to suffer. Well, what a great time to explore permission for myself. What permission am I withholding that keeps me in this pickle? Ponder that a while

There are times when someone is not giving themselves permission to, for instance, break the circular story telling. Telling it over and over as the reason, I call it an excuse, for not doing any thing that will make things better. So this round and round action can be released when I reveal that permission that seems to be holding them back. (Now, if they refuse to accept it, that is another story.)

Met a lady the other day who works long days, 12 or more hours sometimes. She says one secret to her success is that when she feels like having a nap, she has one. When she meets a friend on the street she stops to chat. When she comes in the door, she puts her briefcase down (for later) and hugs her kids. Can you name the ‘permissions’ that help her be so successful?

Permission can get lost in the default arena where we assume we don’t have it. Sometimes the opposite but many times this is it, “I don’t have permission to……. “ where the blank is something that appears too bold or too big or too much (shall we say, too fulfilling?). Isn’t this some sad, overtold story about not being good enough?

I hereby decree that you are good enough to have even more permission than you can think of

Written by: Joseph Seiler, MCC Executive Coach, X5 Management

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This question comes up alot with our clients and business connections within the business community.

So, how do you think most people answer the question?

How would you answer the question about your business?

While it may not surprise you, a large majority of responses suggest that more business owners and sales professionals work IN their business, vs. ON their business.

The answer is concerning, but not too surprising!

As Business Owners and Sales Professionals we get so focused working in the daily/weekly/monthly routine of running a business, it’s easy to run out of time to plan for the future. It isn’t intentional….it’s just how the demands of business can push us around.

In a perfect world, it would be nice to set time aside every week/month/quarter, as the case may be, to take a step back and determine if you are missing an opportunity to make a more meaningful change to your business. Even a slight tweak to your game plan can make all the difference!

Here is a sad….but true story that we came across recently. A successful business owner (by definition, I define success in this case as, great cash flow, strong balance sheet and new business is steadily flowing in the front door…..a good thing….right?)
The owner was stretched for human resources and support and we were asked to put a proposal together to assist his company. (A few examples within the proposal included improving their systems and processes to make it more productive and efficient to operate the business and ultimately to enhance its overall value)

While the owner liked what he reviewed in the proposal, he sighed in exhaustion!!! “I don’t have time to do these changes, because I am way too busy right now.”

This was unfortunate, because we see a great business that can potentially go to the next level, more efficiently and effectively, yet there is no time!

Dr. Stephen R. Covey’s book, “Seven Habits of Highly Effective People” makes reference to “Sharpening the saw” within Habit #7.

The story goes something like this…..

Suppose you were to come upon someone in the woods working very hard to saw down a tree.
“What are you doing?” you ask.
“Can’t you see?” comes the impatient reply. “I’m sawing down this tree.”
“You look exhausted!” “How long have you been at it?”
“A very long time,” he responds, “and I’m exhausted! This is such hard work.”
“Well why don’t you take a break for a few minutes and sharpen that saw?” “I’m sure it would be much more efficient.”
“I don’t have time to sharpen the saw,” the man says, with sweat dripping. “I’m too busy sawing!”

Sharpening the saw is about renewing yourself and the way in which you see and do things in business and in life.

Are you working IN your business, or ON your business?

At X5, we help owners work ON their business.

“Helping you to the next level”

Written by: Mike Mack, MBA Business Strategist X5 Management Inc.

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Written by: Arnold McLaughlin

I am at a stage in my life, nearing 77 years, where it is difficult to remember what was “original” with me, or something I picked up from someone else. I used the phrase, “drop a pebble” way back when I started in my business and sales activities.

The words are now used by others, by those whom I have shared the statement with directly, and in print, particularly in the book titled, “Six Pixels of Separation”, written by Mitch Joel.

The words work! This I can say with certainty based on using them in most of my years working in sales and business. It’s amazing what occurs when you consciously work at making something happen with the people that you are in contact with, or said another way, where you have a point of contacting someone just to see what will stem from that “ripple” that touches them.

I am not talking about “just making contact”, as all of us are capable of of doing that. I am suggesting that when we focus on a particular situation/opportunity, a specific business, or individual, and we “drop a pebble”, then follow the ripples the pebble creates.

One of the beautiful things that happens when we use the “drop a pebble” premise, it becomes a habit, and something that occurs automatically. When the habit is fully entrenched, we do it at every opportunity without thinking about it……it’s just what we do!

When we reflect on a particular situation, or a day/week, and we realize a great deal of what has been accomplished was so “easy”, simply because of how we do things. It actually gives us a “wow” moment. The pleasure that we can experience comes from having these “wow” moments occur over and over again, without having to work at it. Therein, lies the secret.

From all of this comes a joy that many people unfortunately will not experience. As Business owners, Sales Professionals, and entrepreneurs we are so fortunate to not have a “job” but rather the experience of getting out of bed each and every day, looking forward to the next challenge, the next opportunity, the next success story. How lucky are those of us who practice the “drop a pebble” habit, and get to experience the exciting outcomes that result?

Over the years, “drop a pebble” has expanded to every aspect of my life. Meeting Mike Mack of X5 Management occurred at the personal level. The first time we acknowledged each other at a vacation spot, many years ago started with “hello!” The following year, same location, same dates, it was expanded to “good morning, how are you?” The year after, our valued friendship ensued. That was the start…over twelve years ago, that we learned of our mutual interests, beliefs and a whole lot of other items that helped establish our friendship and of course the foundation of our LRT towards one another. (Like, Respect and Trust) It also became the strong underpinning for our business involvement that goes on today.

One of the most valued things that has occurred over these past dozen years is the fact that I can count Mike as a superb friend and business associate. This……….in spite of the fact that I am three decades older (perhaps wiser ) than he is, and we share in this highly valued connection.

So at the end of all of this commentary……………..”drop a pebble” at every opportunity and see where the ripple takes you. Good luck!

Happy Holidays from the Team at X5 Management.

Arnold McLaughlin, Commercial Realtor Vancouver, BC. (Business Advisor to X5 Management)
Arnold has served as a mentor and business advisor to Mike Mack, founder of X5 Management Inc. for many years and his experience and wisdom has served Mike and X5 well during this time frame.
He is currently licensed with Macdonald Realty Ltd., in Vancouver, B.C. His real estate career has focused only on commercial sales and leasing for the entire 40 years that he has been licensed. He has had longstanding and proven success over these many years and is still active in the profession because of his passion for sales, allowing him to stay sharp day by day.He is a gifted communicator and has a natural ability to work a room and build meaningful relationships with ease. His recall for information is exceptional and allows him to add value to those that he serves, each and every day. Arnold’s complete Bio is posted on X5 Management. (Our Team)

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