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From The Editor's Desk
What Are Your Plans? |
Happy New Year!
It's early but we all know it's going to get here faster than we realise. I bring your attention to the New Year firstly, because this is our last Newsletter for the year, and I want to make sure you know that we, at The Dealmaker Programmes Company, wish you enough success and enough struggle to make it a year of happiness and growth for you.
Secondly, it is tempting, at the end of a year, to deflate and put off any planning for the New Year until the New Year. Unfortunately by then it is probably too late. So in this Newsletter we are encouraging you to plan well for 2010.
2010
With South Africa hosting the 2010 FIFA World Cup, our year is going to look very different to any other year. The CEO of Simba and a Logistics manager at SAB have both told me about the different plans they have had to make just to transport the chips and beer that will be needed.
How are you factoring in the challenges and opportunities of 2010? I know some people are thinking of skipping town to avoid the madness but I, for one, am utterly thrilled that an event of this magnitude is going to be on our doorstep. Your plans will definitely need to include the effect, if any, of the World Cup on your life and business.
Making plans
Planning is such an interesting activity. It can feel like it's a waste of time because our plans never work out anyway! However, we also know that we never get anywhere if we don't plan to get there in the first place. So we need to balance making our plans with having the flexibility, creativity and boldness to change them when we need to.
In this Newsletter we focus specifically on planning our negotiations. We are also delighted to share in the reflections and plans of the Managing Partners of Innovate+Grow, The Dealmaker Programmes Company Distributors in Austria.
We are excited to announce not only our Reader's Prize winner, but also our special winner at the ROCCI awards, so keep reading!
Leigh Harrison
Open Programme Dates 2010
To help you plan specifically around developing your dealmaking skills, or those of your team, below is the list of programmes to be conducted by The Dealmaker Programmes Company Distributors in South Africa next year.
These are "Open" programmes which means that a mix of delegates from different industries will be attending the courses creating the opportunity for a dynamic interface. Additional programmes will be scheduled during the year in South Africa, as well as in other countries. Please note that all dates are subject to confirmation.
A reminder to those who have already attended any of The Dealmaker™ programmes: you can attend the same programme again as a refresher. And you need only pay the course costs. If you attended a while ago, this might be worth considering as the programmes are constantly updated and improved.
If you would like further information on the programmes, including how to book, please contact:
Julie Purkis: tel: +27 11 440 0193; email: juliep@thedealmaker.com
or Sharon Maxwell: tel: +27 11 440 0193; email: sharonm@thdealmaker.com
or visit our website: www.thedealmaker.com
• Click here to view the Course Calendar online...
"The ROCCI Business of the Year Awards" by Kim Meredith
Anticipation
It was with great anticipation that Julie Purkis (The Dealmaker Programmes Company's Business Director) and I attended the Roodepoort Chamber of Commerce (ROCCI) Business of the Year Awards Gala Dinner on 07 November 2009 at Silverstar Casino in Krugersdorp, South Africa. We knew we were finalists, but we had no idea as to whether we would win anything or not.
Background
First, a little background (particularly for those of you who know South Africa well). Why do we belong to the Roodepoort Chamber of Commerce and not to our local chapter (or at least something a bit closer to our office in Sandton)? Well, ROCCI has a fabulous and very active Women's Chamber - Lady Rocci - and ROCCI was the Chamber of Commerce our first super sales person, Paddy Illman, decided to choose (it was close to his office I suspect!). Some of you may also remember that Lady Rocci hosted a "Work Diva" book launch for me in February.
Each year ROCCI, along with First National Bank (FNB), holds the Business of the Year Awards competition. Businesses belonging to ROCCI are eligible for nomination in various categories. Nominated businesses are given the choice as to whether they want to participate in the Awards or not. Participants then present very detailed business information to a panel of judges which selects the finalists. The number of participants is whittled down from hundreds to about 80 companies. These 80 companies are invited to a Gala Dinner at which the winners in each category are announced.
Finalists
As The Dealmaker Programmes Company, represented by Spectrum Solutions, was nominated this year, we were invited to participate in the event. With so much on the go, I was reluctant to play, but Julie was determined that this was an opportunity we could not afford to miss. So while I was in Austria working with Innovate+Grow (more about them later - Ed), Julie rallied the team and put together a truly professional entry. Paul Keates, who is now the South African Distributor, presented our entry with his usual style and wit. Everyone must have done a virtuoso job as Spectrum Solutions was named as a finalist in our business category.
Well done Mugg & Bean
Dressed in all our finery, Julie and I (and our fabulously handsome partners) arrived at the Gala Dinner on the evening of 07 November. We lost no time in coercing the rest of our table, all from Mugg & Bean Town Square, into a deal that would see us cheering loudly for each other should we win. Mugg & Bean were early winners of a Bronze medal in their category. We, as agreed, cheered noisily for them.
Very well done Kim Meredith!
To change the pace, Lady Rocci announced the Business Woman of the Year Awards in the middle of the proceedings. When my name was called for the Silver (runner up) medal, I was probably the most surprised person in the 500-people room. Although Julie had hinted that she thought I might be a nominee, I had no idea that I'd even been considered. Caught up in the excitement of receiving an Award, I rather ungraciously cheered uproariously for myself and rushed on to the stage as fast as I could. I was congratulated by the ever elegant Elizabeth Malumo of FNB, and the gorgeous Michele Kerrigan of Cabanga Conference Centre. Michele is outgoing Business Woman of the Year. I was so excited one could have sworn I'd received the Gold medal!
Although Spectrum Solutions didn't go on to win an Award, Julie - as usual - won a prize in the lucky draw (it really is time for her to buy Lotto tickets!). We did, however, make sure that everyone within earshot knew who we were and how delighted we were for Spectrum Solutions to have been nominated.
Well done, Paul, Shaz, Jean and (of course) Julie - you did us proud!
(Congrats team! See www.rocci.org for all the information and photographs from the event - Ed)
Winner Of Our Reader's Prize
In last month's Newsletter we offered a prize to the first reader who sent in the correct answer to a question from The Dealmaker™ programme.
Congratulations to Andre Pezzutto of Bytes Specialised Solutions who was very prompt in replying that the "PEC Process©" is: Plan, Encounter, Close. You all knew that, right?
Andre chose the book Brilliant Negotiations by Nic Peeling. Happy Reading!
Feature Article: "Planning Your Negotiations" by Leigh Harrison
The importance of planning
An executive once told me that where service providers and suppliers most often fall short is in their lack of preparation. She said it is glaringly obvious when they do not know the most basic information about the very company to whom they are pitching.
This may seem like Sales 101, but even the most experienced can get complacent and lazy over the years. Have you ever thought, "We've got this one in the bag", only to be tripped up by something unexpected that just needed a bit of research or forethought?
When we talk negotiation, where the nitty gritty of the deal is being ironed out, then planning is even more important as it holds the key to the balance of power. The more we plan, the more information we gather, and information is power! The more we plan the better we understand the parameters of the deal and its value to us and the other party. The more we plan the more ideas, insight and creativity we develop, the greater our ability to negotiate brilliant deals.
Gathering information
Start your information gathering on the other party (or parties) by asking yourself what you already know about them. You will then need to check that your information is correct and you will need to test your assumptions. This you can do with further research and simply by asking them questions. Your preparation will therefore need to include the questions you want ask.
Now think about yourself. What does the other party know about you? How does this position you in terms of the negotiation? Think about what you want them to know about you. Anticipate what information they will ask for. There may be some information you want to disclose and some you do not. Decide on a strategy as to when and how you will disclose your information. Less palatable disclosures are best made upfront - if you disclose bad news late in your discussions, the other party inevitably thinks you are fabricating information to support your position. Plan how you will divert attention away from information you do not want to disclose.
Define the deal
Before you begin negotiating it is essential that you know what you want and where you can be flexible. If you do not do this you can end up giving away things you do not want to concede or sticking on issues you could work around.
You define the deal you want by clarifying your key issues. You will then need to establish your ball park, that is the arena in which you have the freedom to negotiate, and finally you will need to establish who will play what role in the process.
Learn more about what it means to Define the Deal by identifying your key issues, establishing your ball park and identifying the player. Continue...
Austrian Plans
To remind our readers of the international nature of The Dealmaker Programmes Company and to get to know two fascinating gentleman better, I asked The Dealmaker Programmes Company's Distributors in Austria to please answer a few questions around the theme of "planning". They graciously agreed.
Gopal RajGuru and Peter Sicher are managing partners at Innovate+Grow Group. They work with clients through all phases of the innovation process - from ideation, through process execution, and commercialisation. As sales and management coaches, they help prepare the sales organisation to position the value of the innovation to new and existing customers, and managers to lead the process by example. Innovate+Grow implements end-to-end innovation and sales programs that leverage new ideas to create a positive impact on revenues by fully enabling the sales force to position and articulate the value of the new product or service for customers.
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Gopal RajGuru |
Gopal is a regular lecturer in the Executive Masters of Technology (MoT) programme at the École Polytechnique Fédérale Lausanne (EPFL) on sales and negotiation. He has degrees in International Business and Scandinavian Languages from the University of Washington in Seattle, plus continuing professional education at the Management Centre Europe. He speaks English, Swedish, French, Norwegian, Dutch, and German. (Puts me to shame that's for sure! - Ed)
1. What have you learnt this year that you will do differently next year?
There are so many things I learned this past year - none of them all that "new" per se, but that provided the kind of reinforcement that makes them stick. Among the most important is the need to make (and take) time to do proper planning. Though I take pride in the ability to "wing it", and do it well, the need for proper planning has become increasingly important as the complexity of my work grows. (I promise I didn't ask Gopal to say this!- Ed)
Complementary to planning is communication - informing the people who will be involved in the project more effectively, so they are not just "dragged along" but participate fully, knowing what needs to be done, how we have agreed to accomplish it, the time lines involved, and perhaps most importantly, why the task or project is important.
Another area of change for me is "focus" - a point clearly brought to me by a 360º evaluation I did recently. I find it hard to say "no", even when it would be the wisest thing to do. This is one thing that has already changed so I am more carefully filtering the activities that get my attention.
Another one - related to focus - is to stop trying to multi-task. I have to thank my friend Peter Sicher for pointing this out. He patiently sat through so many calls where I was trying, but failing, to multi-task and ending up giving him only half the attention he deserves as my friend and business partner. I have to thank him for his patience and perseverance as well as his courage for finally calling my attention to it, and helping end it.
(Did you know that the latest intelligence research suggests we lose ten (yes, 10!) IQ points when we multitask? - Ed)
Last, at least for this forum, is "balance" - the need to take time for me and for my family. Thanks in part to the impact of the recession on our clients - there was time to think, and take stock. After recovering from the initial shock of the decline, I took the opportunity to reflect, plan and simply enjoy some of the family life that had been sidelined by the constant need to "be somewhere" for a client. It was simultaneously eye-opening, enlightening, embarrassing, and a dozen other emotions all together. So, I thought to myself, this is what other people do while I was working. As Cary Grant once said, "now, that won't do at all".
(Wow, I've learnt a lot just from reading what Gopal has learnt - Ed)
2. What are your plans for your business next year?
As outlined in the answer to question 1 - focus. Find the (complimentary) services that we, in our new venture Innovate+Grow, can deliver with top quality, to our clients. Refuse the mandates that don't make sense, and plan and execute the ones we accept with all our hearts.
The partnership with The Dealmaker Programmes Company will play a big part in our plans for 2010. We will be working to create a network of sales and delivery partners throughout Europe, so we can bring these terrific programmes to the largest number of people possible, while maintaining the integrity and quality of the programmes and their effect on the way people make deals.
3. What are some personal goals you would like to achieve by the end of next year?
Aside from the success I would like to achieve with the business, the most important things are family and friends: more time with the family - not just being THERE (see focus, above) but actually BEING there; more time with friends - whether by e-mail, phone or in person, but taking time to renew and build the relationships that are, in the end, the only things that matter; more exercise - not only to drop a few unneeded kilos, but to improve my energy and fitness.
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Peter Sicher |
Peter is an associate member of the faculty and senior lecturer for B2B Marketing, International Sales & Key Account Management, and Strategic Management at the Department of International Management at FH Joanneum University of Applied Sciences in Graz. He has an MBA from the Karls-Franzens-University in Graz. He has also completed an Advanced Management Program at the University of Cranfield - School of Management and other company-specific management, sales and negotiation training programs. He speaks German and English.
1. What have you learnt this year that you will do differently next year?
Working with leading B2B sales organisations across Europe, our goal is to support our clients in improving their revenue and profit performance sustainably. With The Dealmaker™ programmes we now have a powerful and proven methodology that allows us to engineer, together with our clients, their revenue and profit potential. This gives us the opportunity to co-create value together with our clients in an economically difficult time.
(Such helpful clarity on the value that The Dealmaker™ provides - thanks, Peter. - Ed)
2. What are your plans for your business next year?
The Dealmaker™ programmes are so far, not known in Europe. Innovate+Grow, as partner and Distributor for The Dealmaker Programmes Company, will strive to penetrate major European markets successfully. This means first winning major customers, but also building a network of professional partners who are able to sell and deliver the programmes. This will also allow us to better serve already existing local The Dealmaker™ customers.
3. What are some personal goals you would like to achieve by the end of next year?
Looking back at the end of 2010, I would be very satisfied when our joint new clients perceive the relationship with Innovate+Grow and The Dealmaker Programmes Company as a value-added partnership, where we have been able to contribute to their success and to strengthen their competitive position.
At the end of 2010 I would also like to celebrate, together with Kim and her team, our joint success in South Africa. This gives us, me and my wife Barbara, the opportunity to visit South Africa for the first time. That's what I promised Barbara and I have to keep my promise!
(We hope to welcome you and your wife soon! - Ed)
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"The Real You" InterviewInterview with Rob Smale
Senior Executive Coach and Leader of the Coaching and Business Transformation Division, Cycan
The Dealguru™ Graduate |
Rob Smale is an accomplished Entrepreneur and Executive Coach. A few of Rob's career highlights include: the design and implementation of the training for the Peer Management System for Boys Town SA; first African Regional Director of the Meta Coach Foundation an international body that represents Meta Coaching worldwide; and International President of the Meta Coach Foundation 2007.
Cycan is a group of companies that has established itself as an industry leader in the fields of executive and leadership procurement, development and transformation. Cycan and its subsidiary companies focus on optimising organisational risk and performance through leadership and human capital enrichment.
1. What would your mother have said were your best and worst traits when you were under ten years old?
My Mum's favorite story is that when I was at primary school I was already caring for other people. At our school sports day my whole class had to run a race. I was near the front until we got half way, then suddenly I stopped. I came in last. After the race my mum asked what happened and I said "It's only a race but the little fat girl always comes last, just for once she should beat someone."
My worse trait was I was a bit of a loner. I preferred my books to other people.
2. When you were six, ten and 16, what were your dream jobs?
Fireman (6)
Actor (10)
Actor(16)
3. What was your first job and how much was your paycheck?
My first proper job was packing shelves at a large supermarket. I worked Saturdays during term time and nights during the holidays. I was paid £1.25 an hour.
4. In one sentence, describe your current job to a five year old.
I help people sort out the pictures in their head.
5. What has been the most embarrassing moment of your life?
You'll have to wait until my book comes out or my Mum leaves the country before I can tell you. It was that bad. (Can't wait! - Ed)
6. Where is the most interesting place you have ever visited? Why?
Kathmandu in Nepal. It's crowded, chaotic and smelly. It's the only place I've ever seen a Hindu Temple, a Christian Mission and a Communist party office, sharing one street. Every other day is a festival of one sort or another and the people you meet are an amazing mix of pilgrims, tourists and dropouts. The conversations veer between politics, religion, routes for backpackers and life stories.
7. Do you have a "Life List"? If so, name three things that are on your List?
Finish writing my biography
Move to the mountains
Leave a legacy of compassion in the business world.
8. Tell us one thing that nobody knows about you.
I have no fear. Life is an adventure; if you work from fear you miss all the opportunities.
9. What is the best advice a grandparent ever gave you?
Trust yourself, because when you look at yourself in the mirror the only opinion that counts is yours.
10. What do you do in your spare time to blow off steam or relax?
Play on my Xbox, read or garden and 4x4 when I get a chance.
11. Your favourite gadget of the moment?
My Apple Iphone.
12. What would you like to be remembered for having achieved in your life?
Raising my children to be comfortable in their own skins.
13. If you were given the opportunity to have dinner with one person, alive or dead, who would you choose and why?
Toni Morrison would be my first choice. She was the first black woman to achieve the Nobel Prize for literature. Her books on the experience of black Americans are masterpieces of restraint. Her thesis on the use of black characters in literature is not the easiest read but is well worth the effort. I would love to hear her opinions on the South African experiment.
14. Can you share one idea that someone could put into practice that would help them to improve their networking skills?
Work on your elevator pitch! If you can't share who you are and what you do in 15 seconds most people have already turned off. Don't forget to end it with a question to get a conversation started.
15. How do you define "networking"?
Networking is the conscious building of relationships with the intent to find ways of creating value.
Concluding Remarks: Making Plans
Stephen Covey puts the activities of planning and strategising in the category of "Important, But Not Urgent." In other words as critical and valuable as planning is, we are likely to neglect it because it doesn't beg for our attention.
Covey also speaks of the "Law of the Farm". That is, we cannot reap the harvest unless we have invested the time and effort and patience in planting and nurturing the fields - this of course starts with what you want to plant in the first place!
I hope this Newsletter has inspired you to look back on the year to learn what adjustments you might want to make going forward, and to take some time out to do the planning you need to do to get the results you want. Happy New Year!
Enjoy your dealmaking, till we connect again in 2010.
Leigh
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