Executive Matters

March 2003

"You can't stop the waves, but you can learn to surf."
—Jon Kabat-Zinn

We hope the information in this month's Executive Matters will help you successfully navigate whatever waves come your way.

SAVE UP TO 50% ON SELECTED AMA SEMINARS
AAs a benefit to members, AMA is making "Last Minute Seating" available on selected AMA seminar sessions-that's a savings of up to $1,000. Upcoming choices include: "Valuation Of Companies: The Practical Aspects," March 17-19, Atlanta, "Strategic Planning," March 17-19, San Francisco, "Leadership Skills And Team Development For Technical Professionals," March 24-26, Chicago.

SPECIAL OFFER: Become one of the first to attend AMA's new seminar, "Fundamentals of Business Strategy", Mtg#2565XAKE-001, to be held in New York City on March 13-14 for 50% discounted price of $822.50-and get the six-volume AMA Management Library FREE (a $150 retail value).

Space is limited and seats go fast, so act now and take advantage of these outstanding training opportunities. Call 1-800-262-9699 or click here for a complete listing of available "Last Minute Seating" seminars.

In This Issue

LEADERSHIP LESSON #1: "YOU GET WHAT YOU REWARD"

SEVEN WAYS TO INCREASE YOUR VISIBILITY ON THE JOB

TAKE THE MARCH AMA MEMBER CHALLENGE—WELCOME SPRING BY WINNING A FREE AMA SEMINAR!

HOW TO BUILD A PARTNERSHIP WITH YOUR BOSS

TAKE THE 2003 ECONOMIC CONDITIONS SURVEY

SUCCESSFUL SALESMANSHIP: HOW TO RECOGNIZE A "BAD PROSPECT"

DO YOU HAVE THAT ENTREPRENEURIAL SPIRIT? A SELF-ASSESSMENT

AMA'S SPRING CURRENT ISSUES PROGRAM SCHEDULE

"THREE FOR FOUR" FROM AMA

red dotLEADERSHIP LESSON #1: "YOU GET WHAT YOU REWARD"
According to motivational author Bob Nelson, many managers fail to recognize and reward their people in the mistaken belief that monetary compensation is enough reward. He writes, "The money that employees are paid for the job they are to do is compensation, which should be a function of your company's pay philosophy and its market and geographic considerations. Recognition is what you do above and beyond compensation to get the best effort from employees.

Nelson explains his "ASAP Cubed" guidelines for effective employee praising-praise should be done "as soon, as sincerely, as specifically, as personally, as positively and as proactively as possible." Remember, writes Nelson, "In the workplace, praise is priceless, yet it costs nothing." Click here for more details.

red dot SEVEN WAYS TO INCREASE YOUR VISIBILITY ON THE JOB
While no one likes a braggart, like your mama always said, "Don't keep your light hidden under a bushel." There are legitimate, proactive ways to ensure that your superiors and your peers notice your talent and hard work. According to Dr. Marlene Caroselli, in her book, "Empower Yourself" (AMACOM Books), you can gain workplace visibility by developing seven areas, including:

  • LEADERSHIP. Keep your eyes and ears open for opportunity. Find a challenge and set out to conquer it.
  • WRITING. Many publications welcome submissions from the public, especially those run by trade and professional organizations.
  • TEAMING. Be aware of what teams are being formed. Assuming you can make the necessary time commitment, find a way to play an active role in helping the team meet that mission. Or, form a team of your own to explore a problem.
  • TRAINING. Find out what kinds of training your coworkers are interested in, and then work with your manager or the training department to arrange for seminars, lectures, workshops, demonstrations, etc. to be held on the premises.

red dot TAKE THE MARCH AMA MEMBER CHALLENGE—WELCOME SPRING BY WINNING A FREE AMA SEMINAR!
Congratulations to our February FREE seminar winner, Dr. Amrit Ray, of Pfizer Inc., New London, CT. Dr. Ray answered all five AMA Member Challenge questions correctly and was then chosen at random from all respondents who answered all of the questions correctly. If you haven't yet taken us up on the opportunity to win a FREE AMA seminar, what are you waiting for? Here's how it works: Simply answer all five AMA Member Challenge questions (based on current business events) correctly and complete the entry form. (The seminar must be from 1-4 days in length and be held in the U.S. only. Multi-unit programs and meeting #1534 are excluded). It's easy and fun. YOU could be the winner!


red dot HOW TO BUILD A PARTNERSHIP WITH YOUR BOSS
Management guru Peter Drucker once said, "You don't have to like or admire your boss, nor do you have to hate him. You do have to manage him, however, so that he becomes your resource for achievement, accomplishment and personal success."

The manager/employee relationship is not a one-way street-both of you share the responsibility for your mutual success. Here are six steps toward building a better partnership with your boss

Step 1: Keep Your Boss Informed
Step 2: Do Good Work
Step 3: Praise Upward
Step 4: Help Your Boss Succeed
Step 5: Handle Conflict with Your Boss
Step 6: Have Regular Performance Reviews with Your Boss

red dot TAKE OUR NEW 2003 ECONOMIC CONDITIONS SURVEY
How are executives feeling about the state of their organizations and the outlook for the economy? Do they expect current conditions to improve, decline or remain the same in the near future? Are companies meeting their performance targets? Help us find out by taking AMA's 2003 Economic Conditions Survey. AMA conducted a similar online survey exactly one year ago; we'll compare this year's results to last year's.

red dot SUCCESSFUL SALESMANSHIP: HOW TO RECOGNIZE A "BAD PROSPECT"
Stirling H. Thomas has been a salesman for 42 years-and he knows a "bad prospect" when he sees one. On this month's AMA Members-only Website, he shares his expertise on how to spot (and avoid) the "tire kickers" who are only out to waste your precious time. Here are a few of Thomas' tips.
Bad prospects:

  • Start right off with price
  • Have been shopping around for "the best deal"
  • Are short on facts about their problem
  • Want a quote over the phone
  • Are not interested in a visit to discuss details
  • Tend to be impatient or even rude

Want to learn more?

red dot
DO YOU HAVE THAT ENTREPRENEURIAL SPIRIT?
Take our quick self-assessment, from the book "I Need a Job-Now What?" by Janet Garber. Here are a few of the questions you should ask yourself if you're thinking of starting your own business. Answer each "true" or "false."

  • I often need a push to get started in the morning.
  • I don't like taking directions from others.
  • I can make decisions quickly and without too much worry about the outcome.
  • I don't have much patience when things don't go my way.

Click here to find out what your answers mean and to take the complete self-assessment.

red dot
AMA'S SPRING CURRENT ISSUES PROGRAMS SCHEDULE
One again, AMA presents a dynamic, topical series of briefings and forums:

FIVE FORCES THAT WILL RESHAPE BUSINESS- AND HOW TO MAKE THEM WORK FOR YOU
March 14, 2003 (Breakfast Briefing)
Frederick G. Harmon, Author of Business 2010
AMA New York Executive Conference Center

BUSINESS OPPORTUNITIES FROM THE ASIAN DEVELOPMENT BANK
Current Issues Two-Day Forum Co-sponsored with the Asian Development Bank
March 31-April 1, 2003, San Francisco, CA
April 7-8, 2003, New York, NY

WHAT EVERY MANAGER NEEDS TO KNOW ABOUT EEOC CHANGES.
These Breakfast Briefings are co-presented with United States Equal Employment Opportunity Commission. Local EEOC representative will attend, present and answer questions. All Briefings will be held at the AMA Executive Conference Centers.
April 3, 2003 Atlanta, GA
April 10, 2003 Washington, DC
April 17, 2003 New York, NY
April 23, 2003 San Francisco, CA
May 1, 2003 Chicago, IL

LEARN THE SECRETS OF DOING BUSINESS IN TODAY'S RUSSIA AND CENTRAL ASIA.
Current Issues Full-day Forum.
May 16, 2003, New York, NY

BUSINESS OPPORTUNITIES AND PITFALLS IN TODAY'S LATIN
AMERICA Current Issues Full-day Forum.
June 20, 2003, New York, NY

For complete details and registration information, call 1-800-262-9699.

red dot "THREE FOR FOUR" FROM AMA
Hundreds of individuals and organizations have already benefited from AMA's "Three for Four" promotion. Here's how it works: you send us $4,000 and we send you three coupons. Each coupon is good for attendance at any AMA seminar in the United States that's from one to four days long. By taking advantage of this offer you can save your organization up to $2,000.

Use all three coupons yourself, or share them with your colleagues. Coupons may be redeemed for sessions scheduled through June 30, 2003. Call 1-800-262-9699 for more information. This offer cannot be combined with other discounts and promotions. Restrictions may apply.

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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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