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Posted on March 11, 2013
Be a Chameleon
As soon as you enter a new workplace or team, Carleson advises adapting your approach by your target and your objective, just like a secret agent tackling a new case. “Every promotion you’re seeking has to be tailored to the decision maker’s biases and vulnerabilities,” she says. That means knowing what you want, who can help you achieve it, and how to gain their favor “When I talk about manipulation, people get squeamish,” she says. “For CIA officers, ‘manipulate’ isn’t a bad word. It’s not a cynical mindset. It’s a proactive approach to exploiting opportunities.”
Target the Decision Makers
When Carleson was in the CIA, the agency thought Iraq had weapons of mass destruction. Her job, she says, was to find information. “We had to target who would have that information, and then break it down to who had access to them and who I had access to,” she says. Similarly, in business, you should analyze senior management and target those decision makers who can influence your success. Figure out who controls the assignments, bonuses and promotions, as well as the people who have their ear, she says. Read the full article …
Posted on January 22, 2013
To build a great company, it’s important to have strong executives leading the sales organization. But just as in the military, talented top officers can’t make up for weakness in the ranks of frontline leaders, the mid-level managers who are vital in driving day-to-day sales performance. “In any sales force, you can get along without the vice president of sales, the regional sales directors, and the training manager,” a sales leader once told us. “But you cannot get along without first-line sales managers.” Read the full article …
Posted on December 12, 2012
1. Start a newsletter.
2. Write a blog and update on a regular basis.
3. Showcase recent work in email newsletters to prospective clients/customers.
4. Write an article on one of the major issues of your industry.
5. Start a Facebook page, update regularly and promote your website.
6. Comment on prominent blogs to draw people back to your website.
7. Write an eBook or Report for your target market and promote it online. Read the full article …
Posted on November 15, 2012
1. Insist on clear communication and alignment. Clear communication and alignment are hallmarks of the military. Don’t underestimate the importance of language in reinforcing or shifting an organization’s mindset. Words like “mission,” “vision,” and “tactics” empower people to think differently about what they’re doing. Read the full article …
Posted on October 3, 2012
BM is the optimum allocation of resources which will determine the business organisational goals, you will deal with crucial decisions and steps that your business needs to achieve in order to meet your targets. BM will give you your long and short term objectives and your required profit margins.
BM deals with:
- Controlling Read the full article …
Posted on September 17, 2012
Affliction 1: Wasting sales representatives’ time
One of the prime afflictions of sales teams is forcing them to spend time on non-sales tasks, for example making accounts receivable collections, managing product recalls, or filling out reports that do not directly relate to the sales process. Non-sales management often requests that reps perform these tasks, but great care should be taken before delegating them to valuable salespeople. If you, for instance, divert 5 percent of a sales team’s time to managing customer collections, you effectively reduce the number of feet on the ground by the same amount – and the reverse is true as well. Read the full article …
Posted on September 9, 2012
Sales Skills and Managerial Skills: There are many salespersons who are good at selling but they are not good managers because they have never led a team. Developing your own sales as an individual and developing other people who will grow sales as a team is very different. Your sales manager development must address this issue. The sales manager needs to be able to lead the sales team effectively. Read the full article …
Posted on August 24, 2012
An interesting article relating to a new training consultancy ran by Ex-SF and how they help deliver performance leadership amongst other things;
There is no denying that Special Forces soldiers and commanders must undergo the most rigorous of selection, training and employment regimes. A new startup business has successfully harnessed this experience and is servicing clients globally.
There is no denying that Special Forces soldiers and commanders must undergo the most rigorous of selection, training and employment regimes. Their ability to plan complex operations, utilize expensive and unique resources, harness specialized skills and outthink their opponents in order to achieve strategic objectives are all essential elements of their daily lives. Read the full article …
Posted on August 18, 2012
Which type is it?
• Ask yourself, “Exactly how do I perceive my role in relation to others involved in this issue?
. Take responsibility for clarifying your role with others involved.
• Be prepared to change your perception of your role.
• Show your willingness to be flexible in achieving your organization’s goals.
• Stay positive. View any role change in terms of the opportunities it presents. Read the full article …
Posted on August 11, 2012
- Avoid focusing on what the speaker’s intentions may be. The reality is that we will never exactly know why someone is being so critical of us and why they are saying it so badly. Very few people express difficult messages well and the chances are that whatever their motivation is, it won’t be as bad as it seems. We need to remember that and cut the person some slack!
- Remember, no-one is perfect! If we can all blithely admit this self-evident truth, why do we need to be so resistant to hearing something about our own imperfection? Receiving negative feedback is part of being human. Read the full article …
Posted on July 24, 2012
Be explicit. Does every team member know the difference between competent and outstanding? Explain clearly what exceptional performance looks like and what the rewards are.
Spot what stops them. Help people identify what’s holding them back. Whether it’s crumbling self-belief (create achievable actions to boost their confidence) or just a chatty neighbour (change the seating plan), fix it together. And fix it fast. Read the full article …
Posted on July 22, 2012
Define your direction. Fujifilm’s employees were united by a simple aim: ‘Kill Kodak’. Develop a mission statement with your team as early as possible. Give people the freedom to work in their own way but set one rule: every action taken, decision made or goal set is done with the mission in mind. Read the full article …
Posted on July 18, 2012
Prioritise. When deadlines loom, coaching is all too easy to postpone. Don’t. Find a format that works for you (weekly check-ins over breakfast, Skype chats while you travel) and commit.
Start strong. Don’t waste your first session on niceties. Ask your team to bring a list of things they want to achieve and how they think you can help. This is coaching, not a coffee morning. Read the full article …
Posted on June 7, 2012
Have you ever wondered why today’s commercial world has so many military terms? How things like “price war”, “making a pre-emptive strike” or simply recognising the need “to gather intelligence” on your market have become common place?
A few decades back an Air Force Colonel (John Boyd) developed a model for decision making in air combat. It soon became clear that this had wider, commercial benefits. Boyd compared the Russian MiG-15 to the American F-86 fighter. The MiG was faster, climb and turn better but lost more battles than the F-86 despite its apparent superiority. Why? According to Boyd, this was due solely to the F-86′s better field of vision. This superior field of vision allowed the pilot to assess the overall situation better and faster than the opponent. As a result, he could manoeuvre better and forced the MiG pilot into poorly calculated decisions. Read the full article …
Coaching is coaching and Mentoring is well, the same. Right?
The most valuable resource any and every company has is its employees. Developing the individual has the obvious personal effect but also could lead to improved performance of the whole organisation. It isnt rocket science but it is often ignored.
Core competencies of the Coach & Mentor:- Supportive, Sounding board, Open, Honest, Creative, Interpersonal skills, and perhaps well networked. Read the full article …
Posted on June 17, 2013
Rorke Denver, Lieutenant Commander (LCDR), United States Navy SEALs
While what goes into making a Navy SEAL is a lot more intense than anything else I can think of, who better than a Navy SEAL trainer—who pushes men’s physical, mental and emotional strength to extreme limits—from which to learn lessons of leadership? Denver shared some war stories and even coached the crowd to an impressively loud shout of “hooyah!” but most importantly, he shared some great nuggets on training and leadership that can be universally applied. Here are a few:
- Consult experts in areas of weakness, but retain those things you do best. Even SEALs consult professional shooting experts, but only your team will be with you as you do what you do, so it’s important to retain those elements of training that you excel at.
- Make training real, and push it to the breaking point. “I recommend pushing your training to the point that something gets uncomfortable, something breaks, because then you know where that tipping point is,” Denver said. When the training is realistic, you’ll put your team members in a position to understand not only what to do, but the ripple effect of their actions.
- Even if your team is performing on a high level, you have to find a way to improve somewhere, even if it’s just once a quarter or once a year. “If you can find that inch somewhere, you can find a way to consistently improve in that elite environment,” Denver said. Read the full article …
Posted on March 15, 2013
Quest Resettlement Magazine (April 2013)
So, you have your first second career job and your raring to go. It is, however, likely that you will have a little anxiety. After all, working with civilians may be a new experience and a little daunting. It need not be however. The following is a basic, and perhaps obvious, checklist for surviving your initial week in the role.
A few do’s and don’ts;
Be a sponge:-
When you start the new role you don’t have the same level of role information as the others. Quickly identify the key duties, main company structure and culture to assist hitting the role running. Making the effort to absorb as much as you can will be noted by your new employer together with demonstrating you’re prepared to get stuck in. Read the full article …
Posted on January 8, 2013
Quest Resettlement Magazine (March 2013)
We all know the three leaders in social media networking but do we use them correctly? Linkedin has 150 million users and is the leader in business and professional networking. Twitter, with 200 million users and 10,000 new accounts daily, is the leader in short sharp factual dissemination of news. While Facebook, at 550 million users, is the more relaxed and so more dangerous option for spreading your skill set, aspirations, and, next steps with a world wide audience.
All three must play some part in your next career move but use them in the manner for what they have been designed and not one generic approach. Read the full article …
Posted on October 11, 2012
When scrolling through dozens of CV’s looking for this candidate or that candidate, many civilian employers would be wise to widen their search into “the hidden” market – the armed forces leavers. Why?
Sure, you may be looking for “specific this” or “specific that” but few candidates tick all the boxes. Fewer still have the flexible skill set or desire to re skill and start again. The service leaver seeking that second career does have this drive. If you seek someone;
Disciplined and focused
Willing to review current working practices
Adaptive to changing circumstances
Understands the value of acquiring new skills quickly
Demonstrates a resourceful “can do” attitude
Positive attitude to work
Dependable and on time
…then look towards the Service Leaver. They are not hard to find.
Posted on July 24, 2012
Read this article with interest and could not help but think the “missing skills gaps” could easily be filled with the thousands of quality candidates leaving desert fatigues behind and readied for off shore hard work; The skilled work force that is our recently redundent armed forces – Even more interestedly, the term below “War for talent”, surely these guys know this war better than most?
BP has announced that it can’t fill new jobs because the talent isn’t there. Trevor Garlick, head of BP’s North Sea operations, said the company could struggle to fill 150-300 new roles, explaining that, “Getting hold of the right people is a real issue for us”. (See http://www.telegraph.co.uk/finance/jobs/8699946/BP-says-it-cannot-find-skilled-workers.html). Read the full article …
Posted on March 13, 2012
Quest Resettlement Magazine (March 2012)
Often the simplest of things can prove the hardest to get right. Working abroad, on ship or on a Garrison with limited spending opportunities does not always prepare the resettling soldier to the world of financial transactions. Very often, these money things took care of themselves somehow.
Remember, while it can become stressful when moving intoCivvy Street, the basics of managing your money is exactly that; basic, straight forward and need not be a road to worry if the simple rules are followed. Read the full article …
Posted on January 23, 2012
Quest Resettlement Magazine (February 2012)
It doesn’t matter at this juncture why your leaving the Services or why your now going to be 24/7 at home (you know what I mean) what matters is making the “transition” to civilian social as smooth and as rewarding as possible. There is huge support for your career transition and you should fully exploit this but Service leavers must also be aware that there is another form of transition pending. Read the full article …
Posted on January 19, 2012
A few light hearted comments; Do any of these hold true to you? Read the full article …
Posted on November 6, 2011
Quest recently launched its new ‘Ask us’ service to readers, aiming to offer you responses and solutions to your most frequently asked resettlement-related questions. We are still on the lookout for readers’ questions, so if there is a burning issue troubling you, or you have a query to do with resettlement (however trivial it might seem) to which you just can’t find the answer, email us at email@example.com, and business coach and CTP Associate Keith Turnbull will do his best to help. Read the full article …
Posted on November 5, 2011
It’s November again – the month traditionally associated with remembering: either ‘gunpowder, treason and plot’ on the 5th or, more importantly, on Remembrance Day, the members of our Armed Forces who have died on duty while serving their country. And, to complement this, remembering is the theme of this month’s ‘From the Editor’. Read the full article …
Posted on October 11, 2011
Nice guys don’t necessarily finish last, but will finish a distant second in the pay stakes, a recent study into earnings and agreeableness has found. Unveiling their findings (reported on the ContractorUK website), researchers at New York’s Cornell University showed that agreeable workers take home considerably less than their harder-nosed colleagues. Read the full article …
Posted on September 19, 2011
Quest Resettlement Magazine (September 2011)
Raise the bar with the two key areas for job search in the visible market; Recruitment Agencies and Internet based Job Boards.
Recruitment Agencies will always remain a massive and valuable part of the job search market. They will always be an obvious first step for advice and receipt of your very well tailored CV. Just remember two things; they should never be the only source for the CV and that they work in many different ways despite what they say. Read the full article …
Posted on July 13, 2011
Quest Resettlement Magazine (August 2011)
While the percentages may vary between those in the know, it is certainly true that a massive share of the available employment market remains hidden to most. I for one believe this secret market could be as much as 60%. So, you are reading this article, perhaps having spent a few hours trolling through the 40% of all opportunities on the internet sites, and, remember, that’s 40% of all jobs not the type you are looking for. Those are even fewer. So start now and give your search the edge. Read the full article …
Posted on June 25, 2011
Quest Resettlement Magazine (July 2011)
With your second career underway you will notice some real differences but don’t be anxious or resentful. We do things in different ways, to different timescales and for different (financial) reasons.
First, civilians are simply different not better nor worse. We won’t fully understand your experiences and we may think you won’t understand ours. We may think that we are better in many ways and you “haven’t worked in this world so listen up”. I suggest you look to understand the thinking but you do not have to accept it. Read the full article …
Posted on May 9, 2011
Quest Resettlement Magazine (June 2011)
There are around 3.7 million workers registered as self employed in the UK today. This number continues to rise although slowly. The diversity of backgrounds and end products served is vast and a great testament to the skill and inventiveness of our working population. While some will make millions most utilise self employment for the lifestyle choices it facilitates. I would recommend approaching self employment for the lifestyle choice it allows over any expectation of uniform to riches. Read the full article …