Executive Matters

September 2002

"The success of [most] people almost always depends upon the favour and good opinion of their neighbors and equals; and without a tolerably regular conduct these can very seldom be obtained." -Adam Smith

A reputation is an especially invaluable asset -for individuals and organizations. The summer saw many of both suffer from poor leadership and management. As we begin the Fall season, let's hope that the business press has better news to share.

In the interim, we've all learned the importance of establishing a credible reputation. In his book Organization Smarts, David W. Brown notes its importance in professional advancement, noting how reputation develops from the very first day you join an organization. "Whatever assurances you give or deadlines you set, be sure you can walk your talk. If you become known as someone who does, it helps you immeasurably in organizational life."

In This Issue

MORE THAN HALF OF COMPANIES DO NOT HAVE CRISIS MANAGEMENT PLANS

TAKE THE AMA MEMBER CHALLENGE FOR A CHANCE TO WIN A FREE AMA SEMINAR!

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."

SELLING STRATEGIES:  HOW TO DEAL WITH "PRICE GRINDER" CUSTOMERS

10 WAYS TO REWARD EMPLOYEES IN A DOWNTURN

AMA STUDENT MEMBERSHIP NOW AVAILABLE!

CORPORATE BRANDING 2002

SAVE UP TO 50% ON SELECTED AMA SEMINAR SESSIONS!

SAVE UP TO 50% WHEN YOU REGISTER FOR SELECTED SESSIONS OF SOME OF AMA'S MOST POPULAR SEMINARS.

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

red dotMORE 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.

red dotTAKE 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!

red dotA 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. 

red dotSELLING 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.

red dot10 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.

red dotAMA 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. 

red dotAMA'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 

red dotIF 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.

red dotSAVE 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
Recent changes in your job title, company, or e-mail address? Be sure to update or modify your personal member profile. Just click here.

Forgot your password? (click/copy link:) http://www.amamember.org/my_account/index.htm

You are subscribed as: @&RecipientAddress&@

To unsubscribe from this eNewsletter, click here to uncheck 'Newsletter' in your Member Profile in 'Your Member Account'; or reply to this email and type "unsubscribe" followed by your email address in the subject line. Please allow up to two weeks for unsubscribes and changes of email address to be effected.

QUESTIONS/COMMENTS ABOUT YOUR MEMBERSHIP?

E-mail us at: membernews@amanet.org or call 800 313 8650

AMA Members Only Website: http://membersonly.amamember.org

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.

Return to Top