From The Editor's Desk
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Jean Slaughter |
The beginning of 2009 has raced off to an extremely hectic start for The Dealmaker™ Team. It is a great a privilege to me to have joined this busy team and I would like to take this opportunity to welcome you to my first newsletter. We had planned to issue a January / February newsletter, but with all the excitement of Kim Meredith's book being launched, this proved impossible. Our apologies for the delay, especially if you have missed receiving it.
A little background about my career to date. I have spent most of my working life doing conveyancing, and also a five-year spell in the Secretariat of the Durban Chamber of Commerce. I am now thoroughly enjoying this new aspect of my working career and am finding that my past experience is serving me well.
You will note that we are now sending the newsletter out bimonthly, ie: every second month. This, the February / March edition, is the first for the year and we are reflecting, not on St Valentine but on love in the business world - not harassment or office romances - but rather loving the work that we do.
Do you love the work you do??? If you don't, perhaps the following advice could help to improve your situation:
We all spend a substantial portion of our lives at work, so it is important that we make the time as professionally and personally rewarding and fulfilling as possible. There is nothing to lose, and potentially a great deal to gain, by spending time exploring your interests, values and options to enable you to love what you do at work.
Plans help us move from having a dream to really accomplishing the changes we desire and the more specifically we can detail the steps of that plan - from our current position to where we want to be - the better our chances are for success.
So let's get started - if we want to love our work, we need to either select a career we've always dreamed of having [remembering that our dreams and aspirations do change during our lifetime] or we need to make adjustments in our current work to enable us to get more out of our current career.
Having had a "think-tank" with ourselves and devised our plan and figured out our choices, what comes next ?
Finding the work we love, or loving the work we do, will make all the difference in the quality of our overall life. When we consider the time we invest in our work, the happiness of such choice cannot be over-estimated. So find the work you love.
Extracted from http://humanresources.about.com/mbiopage.htm by Susan M. Heathfield [Human Resources Expert and Management & Organization Development Consultant]
Of course, an obvious way of making adjustments to your career is to invest in and develop yourself. An easy way to do this is to attend one of our life-changing courses. Have you booked one for this year?
"What we do today, right now, will have an accumulated effect on all our tomorrows" Alexandra Stoddard [American philosopher of contemporary living, interior designer and author]
Jean Slaughter - Editor
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This Edition's Inspiration - About Ducks And EaglesNo one can make you serve customers well, because great service is a choice. |
The story is told of a man taking a spotlessly clean cab, driven by a smartly dressed cabbie, Wally, who handed his Mission Statement to the man, offered him something to drink and the current newspapers to read. Wally even considered his passenger's temperature comfort and was able to advise on the best route to the man's destination for the time of the day.
When asked whether Wally had always treated his customers in this way, the reply was that until two years previously, he had always been a grumbler just like all his other cabbie friends. One day, on the radio, he had heard the personal growth guru, Wayne Dyer, speaking about the fact that if one got up each morning expecting to have a bad day, you would rarely disappoint yourself. Dyer had advised that it was necessary to differentiate oneself from one's competition, and not to be a duck, but rather be an eagle. As Dyer explained, ducks quack and complain, whilst eagles soar above the crowd.
Wally had felt that Dyer was talking directly to and about him, so decided to change his attitude and become an eagle. He slowly introduced changes, adding more as customers responded well to them. The first year Wally doubled his income over the previous year and expected that year to quadruple it.
Wally was phenomenal. He was running a limo service out of a Yellow Cab.
Wally the Cab Driver made a choice. He decided to stop quacking like ducks and start soaring like eagles. How about us?
A man reaps what he sows. Let us not become weary in doing good, for at the proper time we will reap a harvest if we do not give up.
Anonymous - extracted from the Internet
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"The Real You" InterviewEdward Carbutt - Executive Director, Marval SA - on honeymoon in Mauritius |
1. When you were six, ten and 16, what were your dream jobs?
6 - Fireman
10 - Nature Conservationist (I wanted to live in the bush)
16 - Civil Engineer
43 - Living a beach bum lifestyle on a Caribbean island.
2. What was your first job and how much was your paycheck?
Admin Clerk - R396 pm.
3. In one sentence, describe your current job to a five year old.
I help other people to do their jobs better, so they have more time to play.
4. Where is the most interesting place you have ever visited? Why?
Beijing, walking on the Great Wall of China. Considering its size and the effort to build, it is mind blowing.
5. What is the most interesting thing you have ever seen? Why?
Burj Dubai - the tallest building in the world. It's more impressive than interesting. To stand on the 52nd floor of the Emirates Towers and see that building going up is a privilege.
6. Tell us one thing that nobody knows about you?
That's the secret...
7. If you were an animal, which animal would you be and why?
Tiger. They are graceful, appear lazy but are powerful.
8. What is the best advice a business mentor gave you? Who was the mentor?
"Think twice, do once". My boss.
9. In your career, what has been your greatest achievement so far?
Starting my own business and making money from it.
10. What do you do in your spare time to blow off steam or relax?
I read or have weekends away.
11. Can you share one idea that someone could put into practice that would help them to improve their networking skills?
Remember people's names.
Thank you, Edward, for giving us an insight into the type of person you really are.
Guest Article
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Aggressive Or Agreeable - Which Style Gets The Better Deal?
by Kim Meredith, Chief Executive Office, The Dealmaker Programmes Company |
One of the questions I am most frequently asked on the subject of dealmaking is "what role does personality play?". In this article, the last of the dealmaking series, we will examine the effect personality, or behaviour, has on getting the deal you want.
In order to understand the impact of personality type or more correctly behavioural style on a deal, it is necessary to "define" the key character groups. I put the word define in quotation marks as we all know that people can't really be boxed into convenient classifications. However, in order to make the subject of personality or behaviour more manageable, it is important to use some general system of classification. The most common tool used to do this is the DISC behavioural model developed in the 1920's by American psychologist Dr William Moulton Marston. The fact that so many people have copied or modified the original work of Dr Marston suggests that there must be merit in this classification system.
Those of you that have done a personality types, social styles or similar profiling-type course will know that there are two axes along which people's behaviour is generally measured. Dr Marston defined the first axis as "assert vs yield". This axis is also referred to as "A type vs B type" or "competitive vs co-operative" or "tense vs easy going" or even the "dominant vs passive" axis. For the purposes of dealmaking - which includes selling, negotiating and communicating, I tend to describe this axis as "aggressive vs agreeable".
The second axis identified by Dr Marston is the "antagonized by vs allied with" range. It is also known as the "extravert vs introvert", "impulsive vs controlled", "warm vs cool" or "spontaneous vs self controlled" axis. I prefer to use the words "skeptical vs receptive" to describe this axis specifically for dealmaking.
When plotted as one vertical axis and one horizontal axis, the two axes cross each other, forming four quadrants. In a diagram, they would appear as follows:
Each of the four quadrants is then given a name, typically a word describing the behaviour defined by that quadrant. For example, a person falling into quadrant 1. (ie. the receptive/aggressive quadrant) is commonly referred to as an "Expressive" or similar. A person in quadrant 2. (receptive/agreeable) is often called an "Amiable". Collectively, the Expressives and Amiables are the "warm" people. The quadrant 3. aggressive/skeptical person is known as a "Driver" and the agreeable/skeptical individual of quadrant 4. an "Analytical". These are the "cold" people. Grouping the Expressives and Drivers together will give you the "A type" personality, whereas the Amiables and Analyticals are "B type". If you don't like these names or words, feel free to choose your own!
It is very important to understand that the purpose with these classifications is not to pigeon-hole people - it is to understand the key factors governing social behaviour. There is obviously a lot more theory behind this kind of concept but in order to recognize the role behaviour plays in dealmaking, it is extremely useful to understand whether a person is firstly, receptive or skeptical and secondly, aggressive or agreeable.
What is the impact of this on dealmaking? If you are meeting a person for the first time, you can quickly guess into which block they would fit - and the vast majority of the time you would be right! Then you need to consider how you will deal with each quadrant on a personal level. Here is a very brief outline of how to approach each style and what to watch for in your own style.
If you go into a meeting with someone that is aggressive and skeptical, you will be dealing with a Driver. You know that they will be cynical about what you are saying and that because they are aggressive in nature, conflict or confrontation can be easily sparked. You may want to modify your approach with this person by adopting a more fact-based non- confrontational style. You do not want to increase the tension level of the meeting. On the upside, Drivers are decisive. If your style is that of a Driver, you need to pay attention to the niceties of a meeting and guard against perceived arrogance. I am a Driver so I need to be careful of being perceived as humourless and rude.
When dealing with an Expressive - who is receptive yet aggressive - you need to keep the meeting light to avoid confrontation and ensure that your presentation or proposal is not mired in detail. An Expressive is likely to show an immediate, usually positive, reaction to your proposal but after that you may battle to pin them down. If you push them too hard they can get pretty hostile. They are decisive but you will need to agree an action plan. If you are the Expressive, people will gravitate towards you because you are warm and engaging, but because of your love for showman-like antics others may not take you seriously. Also, watch that ego!
The Amiables, falling into the receptive/agreeable quadrant are the "nice guys" of the world. Being nice guys, they do not want to disappoint you and can send you the wrong signals about your presentation or proposal. Be aware that they are also nice to everyone else, so where you might think you have an ally, this person will usually be on all sides, not just yours. Because of their warmth, Amiables can be dismissed by others as indecisive or ineffective. If you are Amiable, people will love you but leave you because they perceive you as not being able to take decisions. A bit more directness will go a long way!
As agreeable/skeptical, Analyticals are not obviously decisive and will want a lot of detail from you. Be sure to include the facts and figures when dealing with an Analytical. They will consider all facets of your proposal and then not give you a decision. Remember, they are agreeable and don't want to disappoint you so may avoid giving you an answer rather than giving you a negative one. If you are Analytical, you need to feel personally comfortable with the people you deal with but like the Amiable, you need to openly communicate bad news. Watch for an interesting trait you have - stubbornness! The worst person to interact with an Analytical is the Expressive as, like the Driver vs Amiable, Expressives are the polar opposite of Analyticals.
When we relax or are under pressure, our character can and does change. A Driver may become more Amiable or Expressive, an Analytical more Expressive and so on - but that level of analysis requires another two pages at least! However, understanding a person's general social behavioural group will go a long way to helping you shape and deliver the most powerful and effective presentation and proposal you can.
What is very important to remember is that you are who you are. I do not for one minute advocate changing your character. Always be true to yourself but in modifying your behaviour, not your inherent character, you will be able to maximise the deals you want. Happy dealmaking!
Kim Meredith, 16 March 2007
Did You Know?
Business Around The World
For those people already dealing with, or planning to deal with, Italy on a business level, here are few pointers which we hope might be of assistance to you.
On A Cultural Note - The banking sector, the insurance industry and even the double-entry bookkeeping standard have the Romans to thank for their innovations in the business practices we use today. Do not let the Italian friendliness and chatter lull you into forgetting that they are still very astute business people, although everyone tends to speak at once at gatherings, both business meetings as well as social events! It is still possible, however, for Italians to conduct a meeting in a more orderly fashion, but do not take offense at being interrupted.
Business Practices And Negotiation
- The Italians prefer to do business with people they have, at the very least, an acquaintance. Write ahead for an appointment, in Italian if possible, and especially if you want an immediate reply
- Be on time for the appointment, remembering that the more important the person with whom you are meeting, the later he or she may arrive at a business meeting
- Business cards should never be exchanged at a social function
- The pace of negotiations is relatively slow and the more important the contract, the more study is going on behind the scenes. A sense of urgency is thought to weaken one's bargaining position
- A technique often used to unsettle the other side is a dramatic change in demands at the last minute. Patience and calmness are required as just when it appears impossible, the contract may come together
- All foods [except for grapes or cherries] should be eaten with utensils. Wine is not considered a means of relaxation and to drink too much is, therefore, considered rude
- Business gifts given should be well designed and made by craftsmen of prestige and definitely not a vehicle for one's company logo
Hopefully, by putting these things into place your next business trip to Italy should be less stressful and more successful.
Extracted from "Kiss, Bow, or Shake Hands" by Terri Morrison and Wayne Conaway
The Dealmaker™ Programmes - Courses Calendar
With the current global economic climate, this could be the right time for all of us to see how we can improve ourselves and uplift our skills. To this end, the following programme dates have been scheduled for 2009 for South Africa. Should you wish to attend a programme please forward an email to enquiries@thedealmaker.com stating which programme you would like to attend so that the relevant information and booking forms can be forwarded to you, or phone us on +27 11 440 0193, should you prefer.
• Click here to view the Course Calendar online
Further programmes may be added during the course of the year and please note that all dates are subject to confirmation.
On A Lighter Note
TOP TEN Ways to Know You Are Dating a Consultant
1. Refers to those "intimate moments" as "Win-Win situations"
2. Valentine's Day card has bullet points
3. Can't be trusted with the car (too accustomed to beating up rentals)
4. Celebrate anniversary by conducting a performance review
5. Ends any argument by saying "let's talk about this offline"
6. Tries to call room service from the bedroom
7. Congratulates your parents for successful value creation
8. Takes a half-day at the office because, "Sunday is YOUR day"
9. Talks to the waiter about process flow when dinner arrives late
10. Referred to the first month of your relationship as a "diagnostic period"
Unknown - Extracted from the Internet
Events
This year has started with a number of events, such as Kim Meredith's book launches for Nedbank, Roodepoort Chamber of Commerce and Industry (ROCCI) and at Cabanga Conference Centre.
As these photographs reflect, these were fun-filled, although hard-working events for Kim. Enjoy them!
Launch of Work Diva book
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Christelle Coetzee receives her prize from Kim Meredith at Nedbank, Sandton |
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Some of the lovely Nedbank Women's Forum ladies present at the launch |
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Kim Meredith hands Shirley Pillay her voucher to attend a The Dealdiva™ course which she won at the ROCCI book launch |
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Paul Keates in discussion with Leigh Harrison and Vicky de Villiers at the Cabanga Book Launch |
Looking forward to seeing you again in April / May - Jean |
