Thinking of Freedom on July 4th 2012

At the age of 22, my Dad enlisted in the Air Force, finished officer’s candidate school, learned to fly, married my mom, and was deployed to England to pilot B-26 missions over Germany in the second world war. In October 1944 his plane was shot down and he and his crew were in prison camps until liberated in April 1945.  I was born on my mother’s birthday while he was Missing in Action. Amazingly, his entire crew survived and returned home.

As I think about how young my parents were, how brave, and how many hardships they faced including many months without communication and each not knowing  about the well-being of the other, it makes me reflect on how easy my life has been in comparison. Continue reading

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Business Networking and Sex: A Review

Business Networking aMy friend Hazel Walker and her co-authors Ivan Misner and Frank De Raffele Jr. have recently published Business Networking and Sex (not what you think).  It’s more than a clever title. Based on a survey of more than 12,000 people, the book provides provocative and useful insights about how men and women behave in business networking situations and, more importantly, how every business person can learn to make networking occasions more valuable to business development.

I like this book because for the most part I have found networking to be an expensive and weak way to build new business. Several years ago I did a study of my own and my employees’ time and money spent on networking activities, and the ROI was zilch. However, when I met Hazel, I began to learn more about networking as an intentional methodology, not focused on events but on reciprocal relationships in which people systematically ask for what they need and do their best to provide what others need. That understanding piqued more interest in networking as a referral philosophy.

The co-authors make good use of an internal format that allows three people to speak: he says, she says, the survey says. The authors combine a rich set of data with humor and years of networking experience, including teaching and coaching.

As it turns out, the differences between men and women are subtle but sometimes significant. The best lessons of this book are about how to improve your own business communication with someone of the opposite gender. Savvy, clever, humorous. Read it.

Disclaimer: I received a review copy of this book. Opinions expressed are my own. 
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Posted in Fast Growth Strategy, Sales | Tagged , , , , | 4 Comments

The Trade Show: Why?

I am a big believer in process. When you have a defined process for an important activity in your business, you have the basis to test its effectiveness, improve it, teach it to new employees, and replicate it–all valuable management practices.

But what if you’re hanging on to a process that’s just not good enough? Such as, attending trade shows? Continue reading

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One Wrong Person on the Job

Leadership MisfitI work with business leaders and their teams every day, and I can’t tell you how often there is one person in a key role who is disrupting the progress of the whole company.

Everybody knows she’s a problem, but the CEO protects her and makes excuses for her. Everybody knows he’s undermining the strategy, but the president is unwilling to confront him, move him, or hold him accountable. This person plays by a different set of rules and gets away with it. Many people have to create work-arounds in order to avoid her or keep him from undermining their productivity

How can we make sense of this–a generally good leader who has a damaging blind spot where one person is concerned? Continue reading

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What Does Your Deal Do For You?

How many “deals” are you offered every day? My inbox produces the deal-of-the-day from Groupon, Living Social, Amazon, Angie’s list, and a few more.

Occasionally something that I often use or something new that I would like to try is offered, and when that happens, I might buy.  I bought a golf package at a great local resort for two people to take a lesson and play nine holes with coaching from a pro. Nice deal! We recently hired a local small business guy to wash windows. I didn’t see his Groupon, but he said he sold 169 half/price window washings and is booked through July!  Seems to me that anyone who hires out for window washing is likely to do it more than once, so I suspect he is building a lot of new business.

But some companies that offer “the deal” just don’t get it. Continue reading

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Social Venture Models

HeartlessPeople in the nonprofit world wish that business would be less heartless, while people in the business world wish that nonprofits would be more, well, “profitable.”

That dilemma gave rise 15-20 years ago to a social phenomenon that came to be known as “social venture” or “social entrepreneurship”–experiments in bringing for-profit business practices into the not-for-profit, social benefit arena. When I studied this arena ten years ago, I learned that it is not an entirely new practice but has called forth a great deal of new language and conversation.

I have always maintained that if not-for-profit entities were not expected to make money, they would not be governed by the IRS!  The key difference between a for-profit company and a 501(c)(3) organization is for whom the profits are accrued: the for-profit company creates wealth for shareholders (stockholders, if it is publicly traded) while the not-for-profit creates wealth for the community by investing in more of its publicly-beneficial “mission.” In fact we have great models of not-for-profit organizations that have succeeded in earning income rather than only depending upon charity.

Continue reading

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Let Them Learn: Outsourcing to Fund America’s Classrooms

We are pleased to publish our newest white paper, a research study on how American school districts are using outsourcing, or privatization, of non-instructional services in order to direct their full attention and resources to the core mission of education and the learning environment conducive to success.

Let Them Learn: Outsourcing to Fund America’s Classrooms

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Demise of Hull House–A Culture Clash

Hull House

Jane Addams, Hull House Founder, with children

The Hull House, having served Chicago residents for 120 years, had to close its doors in the face of huge deficits building  over as long as ten years.

The Chronicle of Philanthropy has an excellent blog post and readers’ comments about the circumstances that led to this outcome.

I have written extensively about what I call the “culture of scarcity” in nonprofit organizations. This is a culture of entitlement, an expectation that not much will be really earned and most needs will be met through giving in some fashion.  In the Hull House case, it seems increasing dependence on government contracts was a big part of the problem. The combination of public and nonprofit collaboration without a strong private-sector component has repeatedly proven to be disastrous. Why? Continue reading

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It’s the Culture, Kiddo

Culture

Culture

Smith Weaver Smith has been in business since 1996, and we have served hundreds of clients in business, higher education, k-12 schools, membership associations, and large nonprofit organizations. But in recent years we have been busy promoting other businesses, so it’s time to reframe and refocus our face to the market.

I’m going to start out this blog by giving you some ideas of who we are, what we care about, and what are the things we help others to accomplish. Because we’ve worked with so many clients in different in different spheres of influence and quite different missions, we’ve gained some interesting perspectives on how people come together to solve problems or take advantage of opportunities.

All of our work is about getting things done–as fast as possible, as well as possible, as efficiently as possible. Usually the many stakeholders have conflicting ideas about how to do things, what to do, and even what is the purpose of the project. They have differing notions of what is fair, just, or pragmatic; they use different languages to express themselves; they have differing senses of how to disagree productively and how to reach consensus.

All of these traits come down to culture. When I am working with one company that wants to grow their business, it’s their company culture that either supports the effort or gets in the way. When the company is stagnant or has reached a plateau, that’s a sign that they have a culture that worked in the past but won’t work for the future.

When two or more organizations come together in a joint venture, their differing cultures impede progress. We often work on partnership projects with education and business, or nonprofits and for-profit organizations.  Their fundamental beliefs, values, and ways of doing things could not be more diverse. Yes, in order to accomplish a bigger goal, they have to create a new culture within which they can operate together.

Edgar Schein, retired from the Sloan School at MIT, defined culture as “the shared history of what works.” When you think of it that way, you can understand why people resist or undermine culture change and prefer their own culture to that of others. After all, if it’s working, why would we want to change it?

The problem, of course, is that lots of other things are changing, and often what used to work, works no more.

That’s why we are strong believers in collaborative processes that help people define and create new functional cultures to accomplish their biggest goals.

That’s what we’re all about, and that’s what this blog is all about.

Have you ever worked in a culture that was getting in the way of progress?  We’d love your comments.

 

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What is Congress Teaching Us?

Barbara Weaver Smith

Barbara Weaver Smith

For more than 15 years, we’ve been helping companies and nonpofits accomplish their biggest deals in record time.  I started this company because I was frustrated with the slow pace of getting things done in the bureaucracies where I had been working–corporate, academic, and nonprofit. In each of these places, well-meaning people wanted to get the right things done, but the weight of the system held them down. It was maddening to be a leader inside systems that stifled leadership.

Especially in systems where decision-making is designed to be inclusive–like a university or a community agency–the processes of doing things were completely counter to getting them done.  Like Congress today.  When the inclusive processes fail, someone is going to step in and dictate the next move, thereby increasing the stress on the system and the people who work and live within it and further undermining people’s faith in that system.

So I started a company dedicated to learning and teaching new ways of getting the right things done fast.  We’ve taken on fascinating projects with huge barriers to collaboration, and I’ll write about those and our lessons learned.  I look forward to hearing your examples of overcoming obstacles to getting things done.

 

 

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