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YOU ARE INVITED! PLEASE JOIN US AT AMA'S
CURRENT ISSUES BREAKFAST BRIEFINGS.
Attend a live presentation anddiscussion
on today's hottest business topics.
Breakfast Briefings are held at
AMA Executive Conference Centers.
See #7 below for the complete schedule.
For more information on each session
 MORE THAN HALF OF COMPANIES DO NOT HAVE
CRISIS MANAGEMENT PLANS: AMA SURVEY
RESULTS
This month marks the first anniversary
of the 9/11 attacks in New York
and Washington. Being prepared to
react to such events and having
plans in place to communicate with
key constituents would seem vital.
Yet, AMA found that more than half
(51%) of corporations surveyed did
not have crisis management plans
in place to help their organization
or employees recover from critical
events. Forty-six percent of respondents
have not designated crisis management
teams and 61% say they have not
conducted drills or simulations
to prepare for such events.
TAKE THE AMA MEMBER CHALLENGE FOR A CHANCE
TO WIN A FREE AMA SEMINAR!
Because September traditionally
means "back to school," it's time
for you to sharpen your pencils
(OK, this being the 21st
century, "boot up your computer")
and answer a few questions.
Don't be nervous -you don't have
to study for the AMA Member Challenge.
But if you get all the answers right
you'll have a chance to win a FREE
AMA Seminar of your choice (from
1-4 days)!
Answer the five questions (based on current
business events), and you'll be
automatically entered for a chance
to win. It's easy, it's fun,
and hopefully you'll learn a few
things along the way. Plus,
if you win the free AMA Seminar,
you'll have an opportunity to take
learning to a whole new level. All
entries must be received by September
30, 2002, so don't delay.
Correct answers will be posted on
the Members-Only Website in October
as well as in the next issue of
Executive Matters. The winner will
be announced in November.
GOOD LUCK!
A MEMBERS ONLY EXCLUSIVE: READ PART I
OF OUR INTERVIEW WITH ALEX HIAM,
AUTHOR OF THE PROVOCATIVE NEW BOOK
"MAKING HORSES DRINK-HOW TO LEAD
AND SUCCEED IN BUSINESS."
We've all heard the saying,
"You can lead a horse to water,
but you can't make it drink."
Management expert Alex Hiam has
cleverly applied this adage to the
world of business -where a stable
of strong horses metaphorically
represents the potential power of
employees who can produce extraordinary
results --if the right leader takes
the reins.
Hiam writes: "I'm sorry to say that it's
all too easy to find workplaces
where employees are struggling to
do a decent job in spite
of their managers" If we as managers
haven't checked in with each employee
recently to see if they need anything
in order to be more productive,
then that ratio of disengaged employees
is going to rise even higher.
"The role of the employee has been changing
as the business environment has
changed. The current work environment
requires more initiative, teamwork,
improvisational problem-solving
and flexibility. And, now we view
those as just the starting point,
and expect employees to go way above
and beyond. They need to bring their
energy, enthusiasm and intelligence
to every job."
WHAT IS TODAY'S ADMINISTRATIVE ASSISTANT'S
REAL ROLE?
Today's Admin Assistants are expected
to take on more responsibilities
and frequently work for more than
one supervisor. What is your experience?
Take this survey and let us know.
SELLING STRATEGIES: HOW TO DEAL
WITH "PRICE GRINDER" CUSTOMERS
You know who they are—those customers for
whom price negotiation is a blood
sport. Don't make another
sales call until you read these
tips from Josh Gordon, author of
"Tough Calls--Selling Strategies
to Win Over Your Most Difficult
Customers." Here are a few
of his tips:
a. When you are asked for a price concession,
ask for something in return.
This is the quickest way to separate
the serious rate negotiator from
the "it doesn't hurt to ask" negotiator.
Tell him he can have his price
but he must give you more business
(or something else you want).
b. Remember, every Price Grinder has a
boss. Often when a client
really grinds you on price, it's
to make himself look good in front
of his boss. Give the client
you are calling on reasons to
present to his boss to help justify
the price.
c. Keep it personal. It is much easier
to gouge or make crazy price demands
of someone you don't know very
well. If you have had dinner
with the client, chances are you
will be treated, at the very least,
fairly.
10 WAYS TO REWARD EMPLOYEES IN
A DOWNTURN.
Let your employees know how much
you appreciate them—without spending
a fortune. Here are a few
effective, low-cost ways to reward
employees.
FIND SPECIAL ASSIGNMENTS. Offer employees,
not more of the same work they do
daily, but interesting, challenging
new work—maybe even some of your
own responsibilities—that will stimulate
them.
GIVE TIME OFF. Time away from work
to take care of personal business
or spend a little extra time with
friends and family, or just stay
at home and watch soap operas, is
another great way to recognize employees.
It doesn't matter if it is a few
hours or a full day; the opportunity
to get away from the stresses of
the office makes it a valuable reward.
INCREASE EMPLOYABILITY VIA TRAINING.
In today's times, you can't provide
job security but you can offer career
security via training to keep managers
and employees abreast of latest
management and technological skills
and developments. You'll see a return
on investment in subsequent job
performance—and the employees' commitment
to you as someone interested in
their professional development. AMA STUDENT MEMBERSHIP NOW AVAILABLE!
AMA
Student Membership has been created
to help qualified students start
building the practical skills and
knowledge that will make them the
job candidate companies want to
hire. Student Members receive the
same benefits and privileges enjoyed
by thousands of AMA Executive Members
worldwide, but at the special reduced
rate of $95 per year.
AMA'S FALL 2002 CURRENT ISSUES BREAKFAST
BRIEFING SERIES
All meetings are held at AMA's
Executive Conference Centers. Registration
and Breakfast: 8:30 a.m. Program:
9:00-10:00 a.m. Q&A: 10:00-10:30
a.m. AMA Executive Members may attend
for the special discounted price
of $25; all other attendees pay
$50. SCHEDULE One Year Later! Have We Done Enough?
Speaker: Jon Goldberg.
September 19, New York City
Secrets of Customer Retention and
Acquisition in These Tough Times.
Speaker: Angelo Valenti.
September 26, Chicago
October 17, Washington, DC
November 13, New York City
A
Baseball Playoff Special: Leadership
Lessons from Billy Martin. Speaker:
Michael DeMarco.
October 8, New York City
How to Master the Seven Negotiations
from Hell Inside Today's Leaner and
Meaner Organizations
Speaker: Frank L. Acuff.
October 10, Atlanta No
Place to Hide: Managing Changing Stakeholder
Expectations of Corporate Responsibility
Speaker: Adrian Hodges.
October 16, Chicago
October 22, New York City
Winning the Race Against Time
Speaker: Dan Carrison
October 24, San Francisco For more information, call 1-800-262-9699
IF YOU CAN ATTEND ONLY ONE BRANDING
EVENT THIS YEAR, MAKE IT THIS ONE!
CORPORATE BRANDING 2002
When: November 13-14, 2002
Where: Marriott O'Hare Hotel,
Chicago
Highlights: Top Marketing experts
from BMW, Kinko's, Xerox
and other leading firms will provide
proven strategies and
tactics for building powerful brands.
SAVE UP TO 50% WHEN YOU REGISTER FOR
SELECTED SESSIONS OF SOME OF AMA'S
MOST POPULAR SEMINARS.
Choices include "Successfully
Managing People" and "Projecting
a Positive Professional Image."
UPDATE YOUR MEMBER PROFILE
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QUESTIONS/COMMENTS ABOUT YOUR MEMBERSHIP?
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EXECUTIVE MATTERS is a monthly newsletter created exclusively for Executive Members of the American Management Association, 1601 Broadway, New York, New York 10019. Editor: Florence Stone
Copyright 2002: American Management Association. Material in this issue may be quoted free of charge provided the following reference is given: 'Source: American Management Association,' http://www.amanet.org, 800-262-9699. |
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