Executive Matters
January  2004

Thought for the New Year:
”Be always at war with your vices, at peace with your neighbors, and let each new year find you a better man.” --Benjamin Franklin

In This Issue

SIX STEPS TO COMBAT ONLINE CORPORATE IDENTITY THEFT

HOW TO BUILD REVENUE IN A SAGGING ECONOMY (WITHOUT SPENDING A DIME)

LEARN TO MASTER THE MEDIA AT AMA’S CURRENT ISSUES BREAKFAST BRIEFING

CONFESSIONS OF A MIDDLE MANAGER

TAKE THE AMA MEMBER CHALLENGE--YOU COULD WIN A FREE SEMINAR!

MENTORING AS A LEADERSHIP DEVELOPMENT STRATEGY

SELF-ASSESSMENT—HOLIDAY BUSINESS ETIQUETTE

NEW AMA RESEARCH RESULTS: 2004 JOB OUTLOOK SURVEY

WHAT’S AHEAD IN TECHNOLOGY?

LATEST SAVINGS OFFERS FROM AMA

BOOK OF THE MONTH: ”WHAT EVERY NEW MANAGER NEEDS TO KNOW”

 

red dot  SIX STEPS TO COMBAT ONLINE CORPORATE IDENTITY THEFT
It is alarmingly easy for a criminal to pose as a reputable company on the Internet by using “spoofed” e-mails and Websites to dupe customers into sharing credit card numbers and other personal information. There are steps your company should take right now to avoid falling prey to corporate online identity theft. Here are two, from Brian Murray’s new book “Defending the Brand: Aggressive Strategies for Protecting Your Brand in the Online Arena:”

  • Alert your customers NEVER to click on links in an e-mail. They should instead directly type or bookmark trusted Internet destinations. Fraudulent e-mail can be easily altered so that it appears to have originated from a legitimate source.
  • Carefully manage your domain registrations and consider monitoring for new registrations that include your company name or trademarks. You may also want to register common typos or misspellings of your Website address.
Click here for complete article.

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HOW TO BUILD REVENUE IN A SAGGING ECONOMY (WITHOUT SPENDING A DIME)
Patricia Gardner, author of “Codebreakers: How to Close a Million Dollar Deal in Two Sales Calls,” shares her proven, low- or no-cost strategies for building an effective sales force and expanding your company’s markets. Her first tip: Hire quality salespeople on a 100% commission basis. She writes, “Some of the best salespeople in the business—qualified individuals who have been downsized or laid off—are willing to work on a 100% commission basis. That means no money out of your pocket and a larger sales force...Just be sure the recruit signs a non-disclosure agreement and that any other products they handle don’t interfere with your own.” Click here for more.

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LEARN TO MASTER THE MEDIA AT AMA’S CURRENT ISSUES BREAKFAST BRIEFING
When: January 29, 2004, 8:30 – 10:30 a.m.
Where: AMA’s New York Executive Conference Center
Join presentation Coach T.J. Walker and learn how to achieve a positive outcome from every speaking opportunity--how to prepare your message and “sound bites”, control your image and “stay on message” in any interview.
Members $25; Nonmembers $50.
To register, call 1-800-262-9699.

red dot CONFESSIONS OF A MIDDLE MANAGER
OK, Jim Witschger isn’t necessarily proud of some of the shenanigans he pulled in order to survive middle management, but sometimes a guy’s gotta do what a guy’s gotta do—-like fudging an employee’s time card, spying on people, abusing power and even using alcohol as a bribe. (It’s not a lurid as it sounds). Click here to read his tongue-in-cheek story-—you may relate to more than one of his tactics.

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TAKE THE AMA MEMBER CHALLENGE--YOU COULD WIN A FREE SEMINAR!
Congratulations to our December FREE seminar winner, Janet Adams of GeneralCologne Re. Ms. Adams answered all five of the Member Challenge questions (based on current business events) correctly and was then chosen at random from the total number of respondents who answered all of the questions correctly. Why not start the New Year off right by taking the January ‘04 Challenge? Simply answer the questions and complete the entry form. You could be a winner! Click here.

red dot MENTORING AS A LEADERSHIP DEVELOPMENT STRATEGY
Corporate mentoring programs have become more popular than ever, but the players have changed. Today a “techie” may serve as mentor to the CEO. Florence Stone, author of “Coaching, Counseling and Mentoring,” explains: “This kind of program has come to be known as ‘reverse mentoring.’ Often, reverse mentoring is part of a broader initiative, with some programs designed to improve senior management diversity and others to help individuals reach full potential faster.” Would a mentoring program work in your company? Stone lists 10 questions you should ask before starting up a program, including:

  • What are the business reasons for developing a program?
  • What supports exist or would need to be developed?
  • How will you pair mentors and protége?
Click here to read the entire article.

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SELF-ASSESSMENT--HOLIDAY BUSINESS ETIQUETTE
How did you handle yourself during the holidays? Did your behavior warrant a delectable turkey dinner, or did you find yourself eating “crow?” Take business etiquette expert Lydia Ramsey’s quiz to find out. If your score is a bit disappointing, you’ve got a whole year to polish up your skills. Here are a few sample questions (answer “True” or “False”):
a. If you aren’t sure which religious or cultural holiday your client observes, send a card that’s appropriate for your religion.
b. A company greeting card should never be signed with both your name and that of your spouse.
c. It’s OK to send a card to a couple at a company address, even if only one of them works there.’
Answers: a. False; b. False; c. False
Click here to take the complete self-assessment.

red dot NEW AMA RESEARCH RESULTS: 2004 JOB OUTLOOK SURVEY
AMA’s latest survey shows that U.S. business executives are optimistic about 2004. More than half (52%) of managers and executives surveyed anticipate that their company’s domestic workforce will increase in 2004—-up from 38% in 2003. Additionally, 76% anticipate their organizations will offer raises, 61% plan to give bonuses and 55% will give promotions in 2004.

Click here for complete survey results.

red dot WHAT’S AHEAD IN TECHNOLOGY? Tech spending in 2004 is all about a positive impact on the bottom line, say the experts at Tallán, Inc., a customized technology services firm. Here are some of the trends they see in their crystal ball for the New Year:

  • Gravitation towards the offshore development hybrid model, which uses trusted U.S. development firms as intermediaries in the development process.
  • Involvement of labor unions in the technology field.
  • Developers will have to be experts in all three platforms—J2EE, Unix and Windows—-or find themselves out of a job.
Click here the entire story.

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LATEST SAVINGS DEALS FROM AMA

-Save $150 on Any AMA Seminar Register for any AMA seminar between now and March 31, 2004 and save $150 off your registration fee. Call 1-800-262-9699 to sign up today. Use discount code XAVL for your savings. This offer cannot be combined with any other promotions.

-Save up to 50% on Selected AMA Seminars this Winter Now you can save $500 or more when you attend selected sessions of some of AMA’s most popular seminars this winter. Review the attached list and then call 1-800-262-9699 to register. But hurry--space is limited.

-Save 20% on Books in AMA’s Leadership Collection The editors at AMACOM, AMA’s publishing division, have selected 10 recent titles on leadership that offer perspectives on the critical competencies of a leader. Save 20% on any two or more, plus get free shipping. Review the full list or call 1-800-262-9699 for full details. Remember to quote promotion code LDSP03.


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BOOK OF THE MONTH: ”WHAT EVERY NEW MANAGER NEEDS TO KNOW—MAKING A SUCCESSFUL TRANSITION TO MANAGEMENT,” by Gerard H. (Gus)Gaynor
In the introduction to his information-packed new book Gaynor writes, ”’What Every New Manager Needs to Know’ focuses on the preparation that should precede appointment to a management position and on the learning that should take place in the first few years-—the learning that comes not only from formal and information education and training, but also from the opportunities presented to gain experience.” Click here for more about this book and AMACOM’s extensive library of business titles.

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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 2004: 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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