March/April 2002

It's spring, the traditional time of new beginnings and renewed optimism; the ideal time to take stock and consider new opportunities and challenges. So take a good look around you, formulate your strategy and then take action to attain your professional and personal goals. 

We're using this one-time double issue of "Executive Matters" to announce two exciting changes in your benefits that we've made in response to your requests:

1. A completely redesigned AMA Members Only Website that's easier to use and includes new content areas. 
2. A new print management journal called "MWorld" that you will receive quarterly. 

We're interested in your reactions to both. Just e-mail us at: membernews@amanet.org

PARTICIPATE IN THE AMA CORPORATE VALUES SURVEY
The collapse of Enron and the financial difficulties of Global Crossings and other firms have drawn attention to the importance of corporate values and the role they play in the daily operations of organizations. Take this survey and let us know how your company manages in relation to its values.

INTRODUCING "MWORLD," THE JOURNAL OF THE AMERICAN MANAGEMENT ASSOCIATION
Developed in response to member requests, this 48-page publication of leading-edge material is a new benefit for Executive Members. Contributors include noted business and management practitioners, consultants and educators who take you behind the scenes of today's business headlines. Find out how key decisions are made, how strategies are put into action and how problems are resolved. Each issue gives you insightful perspectives and inventive solutions to today's thorniest managerial challenges and keeps you up to date on emerging trends and best practices. "MWorld's" mission is to be the one management publication focused on helping you achieve professional and organizational success.

You will be receiving "MWorld" as part of you annual dues of $225, a nonrefundable $50 of which is allocated for the subscription to "MWorld". Look for "MWorld's" premier issue in your mailbox soon!

NEW AMA MEMBERS ONLY WEBSITE
Our AMA Members Only Website now has a totally new and improved "look and feel" as well as some additional content areas - "Leadership," "Sales and Marketing," "Small Business" and "Global Perspectives" (in addition to our pre-existing sections on "HR/Training," "Management" and "Professional Development"). We hope these additional resources, with new content and specialized "tool kits," will help you work smarter than ever. We welcome your feedback - email us: membernews@amanet.org and let us know what you think! Just go to http://membersonly.amamember.org to experience our new site for yourself. Your current User Name and Password will still work on this site.

SELF-ASSESSMENT: ARE YOU A "NATURAL BORN LEADER?"
According to Warren Blank, author of "The 108 Skills of Natural Born Leaders," almost anyone can cultivate the skills that people associate with "natural" leadership. Blank classifies them as falling into three major areas:

1. Foundation Skills - self-awareness, establishing rapport, displaying a sense of humor and clarifying expectations.
2. Leadership Direction Skills - setting a course, getting another perspective, monitoring change, developing others as leaders and attracting rising stars.
3. Gain Willing-Follower Skills - building credibility, influencing others, creating a motivating environment and using statistics, stories and metaphors.

How do you rate? Take Blank's self-assessment and find out. Click here: http://membersonly.amamember.org/leadership/

AMA ECONOMIC CONDITIONS SURVEY--ECONOMY STABILIZING
AMA conducted an online survey of its Executive Members in January and February 2002 to obtain a quick snapshot of how executives were feeling about the state of their organizations and the economy. 

There was some surprisingly good news, especially considering that the survey took place during the period just 4-6 months after the September 11 attacks. Nearly half of the respondents told us that they "thought that the economy had stabilized." And in an inspiring show of optimism and perseverance, even though a strong majority of the respondents -- nearly 60% -- stated that "We did not match the revenue targets we set in 2001," almost half (46%) projected a higher rate of performance for their organizations in 2002 over 2001. Click here for complete results: http://membersonly.amamember.org/

THE INTERNATIONAL INTERNET - IT'S A WHOLE NEW WORLD
It should not come as a surprise that there are millions of people surfing the Web in languages other than English! According to GlobalReach.com, an international Web marketing/communications firm, of the over 500 million people online globally, only 43% (220 million) communicate in English. Other "surfers" use Chinese (47.5 million), Japanese (47.3 million), Spanish (34.6 million), German (34.2 million) and Swedish (5.6 million). If North American businesses want to successfully market online internationally, there are some key tips they'll have to keep in mind concerning site design, search engine optimization and email newsletters and discussion groups advertising. Click here for more: http://membersonly.amamember.org/global/index.cfm

76% OF SURVEYED EXECS HAVE NO INTENTION OF LEAVING MAJOR CITIES POST 9-11
According to a new study by Christian & Timbers, even though safety concerns remain, an overwhelming majority of executives polled plan to remain in the traditional business centers of New York and California. 76% believe the job market, especially in technology, is better on the coasts than in the Midwest. Because they are not convinced that any area in the country is safer than any other, execs aren't ready to move unless it becomes absolutely necessary.

CORPORATE SPYING'S ALL THE RAGE
The corporate-spying business is booming -- and it's not just confined to such high-profile capers as the infamous Oracle-Microsoft trash-combing incident. Today, nearly every large U.S. company has an intelligence office of some kind. Corporate James Bond-types rely on a variety of tools, some sophisticated, some not. Business sleuths do everything from prowling trade-show floors to combing through rivals' Web sites and Patent Office filings. They also keep their ears open in airports and on board flights. Sometimes they go further: they take photographs of competitors' factories, and use data-mining software to scour the Internet at high speeds for snippets about their rivals. The aim is to uncover every possible public fact about one's market or competitor and gain a glimpse of opportunities others may miss. Most of the spying is perfectly legal, but the jury's still out as to whether it's all ethical.

NINE WAYS TO IMPROVE CUSTOMER RETENTION 
Now, more than ever, a company's customers are its most precious resource. Here's how to hold on to them - from "Market Ownership: The Art & Science of Becoming #1," by William A. Sherden:

• Improve the quality of products and services 
• Target relationship-oriented clients
• Control distribution systems
• Maintain a stellar image
• Price to address volatility
• Exit/outsource volatile components of products or aspects of the business
• Make service and production employees attentive to customers
• Employ relationship-building tactics
• Other tactical approaches

AMA'S SMALL BUSINESS MEMBERSHIP
Now businesses with fewer than 300 employees can compete with the "big boys," with AMA's Small Business Membership. It's an excellent value for those companies that, though perhaps lacking thousands of employees and deep pockets, want to provide their people with the best training, development and business information resources. Read our interview with Patricia Daly Nappi, Director of Membership Development, to learn all about it: http://membersonly.amamember.org/smallbiz/index.cfm

SPECIAL SAVINGS ON SELECT APRIL AND MAY SEMINARS
For members only...save up to 50% off the current member price when you register for select AMA seminars covering Management Skills, Operations, Sales and Marketing Management, Human Resources, IT Consulting, and more.
Space is limited and seats go fast, so act now!

REGISTER FOR ANY SESSION...AND BRING A FRIEND FOR 30% OFF
... or a colleague, team member or direct report. Anyone registered or registering for any AMA seminar that takes place between now and June 30, 2002, can bring a companion to that session for 30% off the applicable member or non-member price. Savings range from $300 to $1000 and more. Call 1-800-262-9699 for full details.

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