Executive Matters
June 2003

"Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it." --Lou Holtz

In This Issue

ARE YOU SABOTAGING YOUR OWN SUCCESS? A SELF-ASSESSMENT

LATEST AMA SURVEY RESULTS: SUMMER VACATION PLANS

SEVEN MYTHS THAT UNDERMINE EFFECTIVE CHANGE

TAKE THIS MONTH'S AMA MEMBER CHALLENGE

USE A "PURPLE COW" TO TRANSFORM YOUR BUSINESS

MEMBERS-ONLY BOOK OF THE MONTH

IS EMPLOYEE LOYALTY DEAD?

CHINA, "SAVING FACE" AND THE ECONOMIC IMPACT OF SARS

UPCOMING AMA SPECIAL EVENTS IN NEW YORK CITY

THREE WAYS TO SAVE ON AMA SEMINARS THIS SPRING

 

red dot ARE YOU SABOTAGING YOUR OWN SUCCESS? A SELF-ASSESSMENT
Stopping yourself from the success you're capable of means you're not sharing your true gifts with the rest of humanity. Yet the world hungers for-and rewards-people with the courage to express their true selves. Take this quick self-assessment to find out if you are pushing success away-from the book "Permission to Succeed," by Noah St. John.


PLUS, read a companion article by St. John filled with tips on how to give yourself permission to succeed.

red dot LATEST AMA SURVEY RESULTS: SUMMER VACATION PLANS
Summertime...and the livin' is easy. Or is it? AMA's 2003 Summer Vacation Plans Survey reveals that while 28% of managers plan on taking more time off this summer than they did last year, and 58% will take the same number of days off as in the summer of 2002, many of them won't really be "getting away from it all:"

  • 40% of survey respondents plan to conduct some office-related work while on vacation, up from 36% last summer.
  • A whopping 64% of respondents will be in contact with the office at least once a week.
  • Nearly a quarter of respondents will check in daily.
  • 44% of those surveyed are required to provide their itineraries and/or contact phone numbers to their offices.

red dot SEVEN MYTHS THAT UNDERMINE EFFECTIVE CHANGE
Why do some initiatives fizzle instead of sizzle, despite substantial investment of time, money and emotion? Management consultant Dave Jennings, Ph.D. believes there are seven myths that can make the acceptance of any change an uphill battle.

Myth #1-It's really not that big of a change.
Don't underestimate the impact of any change. Even seemingly minor changes can impact group dynamics, scheduling and other concerns. Change can create a negative emotional response in those affected. There is also the ripple effect-a change made in one area often affects other functions.

Myth #2-This isn't personal.
Managers love this myth because it allows them to see things in black and white. They are working for the good of the company and any changes are "just business." Remember, all change is personal. Employees who have to learn new systems, report to new managers, move offices, lose responsibilities, change hours or even lose their jobs are going to personally feel the impact of change. If you want people to be invested in their work, you have to accept that their work is personal to them.

Myth #3-We don't have to involve them.
There is no doubt that finding time for communication is difficult for a busy and stressed decision maker. This is one of the prices of leadership. But people more readily support changes that they help develop. If you bring people in, it pays off down the road in fewer delays and costs in the implementation. It can even mean the difference between success and failure.

red dot TAKE THIS MONTH'S AMA MEMBER CHALLENGE-FOR A CHANCE TO WIN A FREE AMA SEMINAR!
Congratulations to our May FREE seminar winner, Dirk Kreder of Abgenix, Inc. in Fremont, CA. Mr. Kreder answered all five AMA Member Challenge questions correctly and was then chosen at random from the total number of respondents who answered all of the questions correctly. Take the June survey: Simply answer all five AMA Member Challenge questions (based on current business events) correctly and complete the entry form.

red dot USE A "PURPLE COW" TO TRANSFORM YOUR BUSINESS
What do companies as diverse as Starbucks, Jet Blue, Krispy-Kreme and Hard Candy do that allows them to achieve spectacular growth and confound critics? According to marketing guru Seth Godin, the best-selling author of "Permission Marketing," these companies are successful because they have found a way to break through the marketing clutter by presenting a "Purple Cow" to consumers. In his new book, "Purple Cow-Transform Your Business by Being Remarkable" (Portfolio, 2003), Godin writes, "Cows, after you've seen them for awhile, are boring. A Purple Cow, though. Now that would be interesting. (For a while)." Godin stresses that it's neither easy nor cheap to create Purple Cows. It's not a marketing shortcut, but rather a fundamental business strategy.

red dot MEMBERS-ONLY BOOK OF THE MONTH
"Proactive Selling. Control the Process-Win the Sale" by William "Skip" Miller Why are some people so good at selling, while others are always struggling to close the sale? In the preface to his value-packed new book, "Proactive Selling" (AMACOM, 2003), sales expert Skip Miller describes the five characteristics all successful salespeople share:

  • They think like a customer.
  • They are proactive and always think one step ahead.
  • They have a natural curiosity. They ask. They do not have great answers...they have great questions.
  • They qualify from a buyer's perspective early and often. Yes's are great, no's are great...maybes will kill you.
  • They use the right tool at the right time at the point of attack: the sales call.
Miller believes that a big part of the sales process depends on the salesperson's understanding that all buyers are not alike. In "Proactive Selling" he explains how to approach each sales call individually, based on its unique buyer and situation.

red dot IS EMPLOYEE LOYALTY DEAD?
Carol Kinsey Goman, Ph.D. has been researching organizational loyalty for two decades. She recently asked 250 professionals if they were loyal to their organizations--and if their organizations were loyal to them. She found that 85% of the respondents say they are loyal to their employer. She writes, "I was overwhelmed by responses reflecting the importance of loyalty in people's working lives. Contrary to many headlines, employees in my study say their loyalty is very much alive! People want to be loyal employees. In fact, loyalty is such an inherent part of their values that many of them continue to feel loyalty even when their organizations have stopped being loyal to them."

How do employees show their loyalty?

  • 80% work hard and go beyond what's expected
  • 65% promote the organization's reputation internally and externally
  • 63% contribute to achievement of organizational goals.

red dot CHINA, "SAVING FACE" AND THE ECONOMIC IMPACT OF SARS
Our "Cultured Business" columnist William R. Dodson explains why the Chinese tradition of "saving face" could have a devastating effect on foreign direct investment in their country. Dodson writes, "Face or 'mianzi' is the single greatest reason for the Chinese government's reluctance to share its SARS infection rates and patient access with the rest of the world...
"When the SARS threat diminishes and the uncertainty enshrouding the virus subsides, one lesson foreign enterprises should take away as they pursue their Chinese joint venture targets and business negotiations is that Chinese businessmen will sometimes use 'face' to hide the true facts of their businesses and to misrepresent the true conditions of their activities. Cutting through the artifice of face too late in the development process could be as deadly to your company's efforts as SARS has been for the Chinese economy."

red dot UPCOMING SPECIAL EVENTS AT AMA's New York Executive Conference Center, 1601 Broadway, New York, NY 10029
BUSINESS OPPORTUNITIES AND PITFALLS IN TODAY'S LATIN AMERICA
June 20, 2003
A Current Issues Full-Day Forum featuring U.S. intelligence community experts. Co-sponsored by the National Leadership Forum on Global Challenges. AMA New York Executive Conference Center. Members $795, Non-members $995.
UNDERSTANDING E-MAIL RULES AND RISKS
June 26, 2003
A Current Issues Half-Day Forum. Nancy Flynn, author of "E-Mail Rules" and "The E-Policy Handbook," focuses on the policies and procedures all managers need to implement to protect their organizations. Members $195, Non-members $250. For more information, call 1-800-262-9699. GETTING TO THE CORNER OFFICE: HOW WOMEN CAN COMPETE
July 10, 2003
A Current Issues Half-Day Forum with HR consultant Kathryn Mayer and other experts. Members $195, Non-members $250. Call 1-800-262-9699 for information.
SMALL BUSINESS WEEK
July 28-31, 2003
A series of half-day seminars geared specifically to small business managers. Seminar topics include:

  • Basics of Business Finance
  • Strategic Planning
  • Developing a Winning Business Plan
  • Marketing Fundamentals
  • Professional Selling Skills
Pricing: $175 Members; $195 Non-members. Additional savings for multi-buyers. For more information or to register, call 1-800-262-9699.

red dot THREE WAYS TO SAVE ON AMA SEMINARS THIS SUMMER

  1. Save up to 50% on Selected AMA Seminars this summer
    Now you can attend selected sessions of some of AMA's most popular seminars at big savings this Summer. You can save $500 or more. Review the attached list at www.amanet.org/membership/seminars.htm and then call 1-800-262-9699 to register.
  2. "Three for" Is Better Than Ever
    Now, AMA's "Three for" offer is better than ever-extended to every one of AMA's 160-plus one- to four-day seminars. By taking advantage of this offer you can save your organization up to $1,500!

    Here's how it works-you send us advance payment of $4,500 and we send you three registration coupons. Each coupon is good for attendance at any AMA seminar in the United States that's from one to four days long. Use all three coupons yourself, or share them with your colleagues. Coupons may be redeemed for sessions scheduled through December 31, 2003. Call 1-800-262-9699 for more information. This offer cannot be combined with other discounts and promotions. Restrictions may apply.
  3. "Bring a Friend"
    Register for any AMA seminar that meets between now and December 31, 2003 and bring a friend or colleague to that session for 25% 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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