Business Record - Iowa Biz

Stop Procrastinating

Benjamin Franklin captured the essence of his era when he said, “In this world nothing is certain but death and taxes.” Now, more than 200 years later, we can modernize his famous quote by simply adding procrastination to that list of certainties.

While we’re striving to maintain a healthy work/life balance, it seems there just isn’t enough time to get everything on the “to do” list done. Yours may look something like this:

• Finish backyard landscaping project.
• Conduct crisis training for frontline personnel.
• Lose 10 pounds.
• Address concerns about aging office equipment.
• Talk with employees about time management issues.
• Schedule a physical and recommended health screening tests.

Each task left undone may not evolve into a crisis, but eventually you’ll be faced with a professional, personal or medical situation that could have been avoided.

• Delaying a crucial conversation with one person often negatively affects the entire team’s morale.
• Postponing extensive initial training to meet a tight deadline can hinder long-term productivity.
• Skipping medical exams might delay detection of a chronic condition.

I believe the key to success is maintaining focus to accomplish the most important tasks first. The business books are ripe with ideas, including:

• Put First Things First: Stephen Covey’s Habit 3 (from The 7 Habits of Highly Effective People) gives a great visual reminder that our personal “buckets” only can hold all the little rocks if they’re added after the big ones.

• Eat That Frog: The title comes from on the old saying “If the first thing you do each morning is eat a live frog, you’ll have the satisfaction of knowing it’s probably the worst thing you’ll do all day.” Readers enjoy 21 practical steps for personal time management.

Take the first step. Review your “to do” list, open your calendar and schedule time to get things done. You’ll enjoy increased productivity and have more time to focus on your personal and professional goals.

The elements of a successful viral marketing campaign

In my last post, we defined viral marketing. This time we’ll explore what ingredients are needed to make it work.  Although it often looks like it "just happened" -- that's not the case.  There's almost always a game plan.
 
The right mindset: It sounds great in theory, but relinquishing control over an aspect of a marketing campaign is not always easy. It is all good until the first customer lobs a criticism or you end up on the news because someone thinks your idea is subversive. It takes a thick skin to utilize viral marketing.

Courage: Viral marketing quickly takes on a life of its own. It is like releasing a butterfly. Once you open the cage, it is not likely you’re going to get the butterfly to return. It is always an interesting ride, but it’s rarely a smooth one. There is nothing worse than being in the middle of a viral campaign and having a CEO get cold feet and try to reel it back in. That can destroy the campaign and create a public relations nightmare.

Time: You are not in control of a viral campaign. Sometimes they launch like a rocket, but ore often, they take days or months to build up momentum. So if you are in a hurry, you’ll need to either design the campaign for a short turnaround or not dabble in viral marketing this time.

A gambler’s spirit: Viral marketing comes with no guarantees. Even the best ideas can fall flat. Or take a course that you had not anticipated. There is no “pay for play” here. It is more like a spin of the roulette wheel.

A willingness to be a maverick: The one thing that is going to sink a viral campaign faster than anything is to be predictable or just like everyone else. You have to be ready to do things like they have not been done in the past.

It's not that it's complicated, but you do have to possess the right mind set and have a game plan -- to keep you on point.  Is it risky?  You bet...but when you score big, it's well worth the worry.

There is a new sheriff in town

Image via Wikipedia

The Federal Trade Commission (FTC) has just issued new guidelines, which take effect Dec. 1. These guidelines prohibit commenting on products or services without revealing the compensation you have received.

Bloggers and others receiving compensation from affiliate links are justifiably concerned. Fines for violating the guidelines can total $10,000.

The FTC has stated it is more interested in education than fines. State laws modeled after the guidelines, however, often provide a private course of action. This can subject bloggers to lawsuits from disgruntled readers.

As always, the best defense is a good offense. Complying with the guidelines prior to the Dec. 1 deadline will keep you out of harm's way. At least until a court allows enforcement of the guidelines retroactively.

Brett Trout

Right from the Start - Non Solicitation Agreements

Image by lumaxart via Flickr

My previous post reviewed non-competition agreements to keep employees from walking away with the kitchen sink - trade secrets, client lists and knowhow. This post focuses on Non-Solicitation Agreements, a more narrow method of keeping other companies from luring employees or clients away. The next post will address non-disclosure agreements.

 

In the second year of your burgeoning IT business, you have 5 employees. You land a project that requires a temporary workforce of 10 employees. A staffing company offers to provide workers, but a clause in the contract prohibits you from soliciting any of the temporary staff for 2 years. Should you sign?

 

In its third year, your company competes for a project requiring onsite work. You plan to embed your team, but are concerned that you risk losing the contract if you muddy negotiations with a requirement that the client not solicit your employees. How do you address the issue?

 

A non-solicitation clause is a normative approach to both situations. Non-solicitation clauses are a common method for setting boundaries with staffing companies, consultants, and trainers.

 

A non-solicitation agreement with another company may prohibit luring employees. The strictest agreements prohibit all contact, which has led to litigation about whether purely social interaction violates the clause. Additionally, employees may be prohibited from hiring other employees away.

 

Other non-solicitation agreements prohibit luring away customers. Companies have agreed that, as employees move between companies, each will not solicit the clients previously serviced by the employee for the other company. In the alternative, the non-solicitation agreements may be directly between employer and employee (often in lieu of a non-competition agreement). Those agreements may be narrow (e.g. employee may not solicit clients for whom employee was account manager) or broad (e.g. employee may not solicit any client on company’s client list). The more broad the provision, the more likely it will be scrutinized by the court.

 

Agreements to limit competition, disclosure or solicitation are, by their nature, restrictions on trade. Iowa courts have long held that any restraint of trade is strictly construed against the one seeking to restrain another from pursuing employment or business pursuits. As one example, Iowa Courts specifically distinguished “selling” and “solicitation” based on who initiated the transaction.

As you consider non-solicitations agreements, consider:

• Is non solicitation good for your business?
• Is it good for the industry in general?
• What time limit should apply?
• What geographic limit should apply?
• Is the agreement limited to a certain type of client?
• Is it limited to a certain type of employee?
• Will it affect your ability to recruit and retain employees?
• Is it fair?

-    Christine Branstad

Is Being Negative Always Negative?

Cover of Six Thinking Hats

Ever heard of Six Thinking Hats? I used to teach a workshop, based on Dr. Edward de Bono's groundbreaking work on effective thinking, processing and decision making. This program used the concept of six different colored hats to represent six different ways to think about -- and work through -- an important and controversial problem.

Why do I bring this up? There's so much out there these days about PMA -- "Positive Mental Attitude." You'd think it was at least a misdemeanor to think a negative thought. In Jon Gordon's current best-selling business fable, The Energy Bus, one of the strategies he suggests is:

"Engage and energize your employees on a daily basis, filling the void with positive energy so negativity can't breed."

Don't get me wrong. I don't believe in breeding negativity. I'm all for the power of being positive and seeing the glass as half-full. But...uhhh...what about the other half of the glass? If it's half full, it's also half empty. The problem with focusing on the positive is that it often leads us to ignore the negative -- which makes tough problems even tougher to solve.

So, back to the Six Thinking Hats approach. In the workshop, we'd always look at a problem from a "yellow hat perspective" of benefits and optimism and possibilities. Then, without fail, we'd set aside our yellow hats and put on our black hats and look for all of the cautions and concerns and potential road mines inherent in the same problem.

Only by acknowledging all of the negatives could we turn them into positives. We gave positives and negatives equal billing, challenging ourselves to think of every possible one, in turn -- yellow first, then black -- before moving on to decide what to do about them. We accentuated the positives, without short shrifting the possible threats and negative situations.

What do you think? Is there a time and place, and a necessity, for bringing the negative into the workplace?

Recession 101

The other day I saw a billboard that had this message:  "Recession 101: Self Worth Beats Net Worth."  What a wonderful message in these trying times.

I have had several conversations in the past weeks with people who feel tired, worn out, beat up and defeated.  The constant pressure is tearing down their self worth.  They are giving their best efforts to keep their businesses alive and profitable, but they feel like they are dropping the ball.

Many organizations say that their people are their greatest asset.  I fear that even those that truly do care about their people are beginning to cave in to the pressure of this recession.  The constant bombardment of bad news makes it difficult for individuals to feel like they are making a difference.

I have a "feel good" file that I pull out when I am feeling down or frustrated. I pull it out and read the kinds words that have been given to me by my friends, peers, customers and supervisors.  It usually takes about five minutes to read and I am on my way to being refreshed.

If your organization is feeling the pressure of the economy and morale is low, you may try a "feel good" event.  Conduct a meeting where all you talk about is what you have done well.  Get people talking about all of things you have done right.  You will be amazed at how it will give new energy to your organization and make it a brighter day for all.  We all can use a little help sometimes in remembering that we are good people and have done great things.

Selling to the Next Generation?

One of the most difficult issues that owners face when family members are working in the business, is are they obligated to sell the business to a family member. And if so, should they get preferential treatment.   Obviously, there is no problem when you have a strong family member and the rest of the family concurs.

But how often does this happen?

I once had a client who incensed that his son was not capable of running the business and the client could not comprehend that he had the money to purchase the business.

I proceeded to find a buyer and an offer was made. The client, in the process of reviewing the offer, discussed it with his family. The son felt that the offer was too low and wanted to make an offer. The client was dumbfounded, but gave the son two weeks to line up the funding. The son had some wealthy friends and they agreed to fund the transaction at similar terms and conditions.

Before accepting the son's offer, I contacted the original buyer and told him he would have to do better if he wanted the business. He asked for a day to review his offer. The next day, he faxed us a revised offer for an additional $250,000. The son was not able to meet this new offer.  Naturally, there were some bitter feelings.

This type of situation can be avoided if the owner plans ahead and communicates the plans to the members of the family.

- Steve Sink

Social credibility: Keeping it real

Image via Wikipedia

In my line of work, credibility is everything.

And most, if not all, of the social-media gurus I know will tell you the same thing. If you are using social networking or social media only as a means to an end, you are missing the point and are unlikely to reap the benefits of these tools.

Fellow IowaBiz blogger Cory Garrison and I got into a conversation regarding this topic while having lunch yesterday. (Sidebar: Social media stud Brett Trout and connectors Adam Steen and Catherine Berardi just happened to be having dining at the booth next to us, proof positive of the overlapping networks in a small city like Des Moines. These are the types of anecdotes I live for.)

And we agreed. If you’re the guy or gal who is constantly looking to close a sale, make a deal, find a lead or gain a client, then you are probably missing the point of what social networking is all about.

Sure, we all want to build our brands, our businesses and our careers. And there is absolutely nothing wrong with being purposeful about it. However, if your social networking and social media endeavors revolve only around yourself and your company, you will never make the type of authentic connections that can lead to great things.

On the contrary, you run the risk of being pigeonholed as the person who is only interested in closing the deal. Instead of the communicator who is truly interesting in genuinely engaging other people, that becomes your reputation.

Striking a balance between providing something of value and shamelessly promoting myself to my friends, followers, readers, contacts, clients, et cetera – online and in person – is something I strive to consider every day.

Does networking always have to lead to a transaction? No. But being open to that and being able to recognize potential opportunities – how you can help someone or how they can help you – is one of the finer points of social interaction, regardless of the medium.

Trust me. If you somehow manage to alienate those who have spent months and years establishing themselves as credible sources of information, you may forgo the chance to truly connect with them. Not only that, you may miss out on the opportunity for those connectors to link you with other people who can help you build your brand and your career.

Remember, social networking is organic and synergistic. You don’t have to be the most social person in the universe to take advantage of these tools. And there is no need to apologize for using these devices to grow your business. You just have to do it for the right reasons.

You have to keep it real.

- Todd Razor

The risks of social media

Do you have a Facebook page or are you on Twitter? 

TV shows, movie stars and businesses are taking advantage of new ways to promote themselves. Social media are on the rise – and I am probably the only person I know that does not have a Facebook page.

While these are great mechanisms to communicate with your friends and family - and also a new way to market your business - they are not without added risk.

Earlier this month, a small business owner in Knoxville, Tenn. was sued for charges of libel stemming from allegations that the small business owner made on Facebook and Twitter.

In July, a Chicago Landlord sues ex-tenant over tweet complaining.

Then a doctor sued a patient for defamation over comments posted on an internet forum.

Our society is becoming very litigious and the insurance industry is certainly trying to keep up with the changes in our overall risk. However, there are limitations to insurance. That is why it is so important to make sure you purchase the right insurance for your risk exposure.

A standard business or homeowners policy will not typically cover claims for libel, slander or defamation charges. Coverage for these types of claims can be covered under an umbrella policy –  if you have one. I would, however, caution you to make sure that your agent confirms that your media exposure is covered under the policy.

For the serious blogger and/or social media networker, it may be sensible for you to purchase media insurance or a cyber-liability policy.

Most claims and/or suits stem from copyright infringement, defamation, invasion of privacy and  libel or slander. Having this type of policy can provide you with broader coverage.

Remember, as a business owner, you can be responsible for what your employees are putting on Facebook and tweeting as well. Talk with your agent today regarding your media risk exposure.

Project Management Can Be Scary

Image by crowolf via Flickr

My apologies to Poe fans everywhere:

Once upon a year-end dreary, while I pondered weak and weary
Over many internet fantasy football's newly posted score
While I muddled, nearly napping, suddenly there came a tapping
As if some one gently rapping, rapping at my office door.
"Tis some janitor," I muttered, "tapping at my office door -
Only this, and nothing more

Ah, distinctly, I remember it was in the bleak December
With year-end data lying around me, piled high upon the floor.
Eagerly I wished the morrow - vainly I had sought to borrow
From my org chart full of sorrow - sorrow for the lost Lenore
For the fair and just project sponsor whom the C-Suite called Lenore -
Downsized here for evermore.

And the massive piles of data rustling, of each deadline bustling
Thrilled me, filled me with fantastic terrors never felt before;
So that now, to still the beating of my heart, I stood repeating
"'Tis some janitor demanding entrance at my office door -
Some late janitor emptying trash from at my office floor -
This it is, and nothing more."

Presently my soul grew stronger, hesitating then no longer,
"Yo!" said I, "You want my waste basket, my trash, and nothing more?
But the fact is I was napping, and so gently you came rapping
And so faintly you came tapping, tapping at my office door
That I wasn't sure I heard you" - here I opened wide the door -
Darkness there, and nothing more

Deep into cubicles peering, long I stood there wondering, fearing
Doubting things no mortal project manager did before
But the silence was unbroken, and the darkness gave no token
And my thoughts of project sponsors lost made me whisper, "Lenore?"
This I whispered, and cubicles echoeds back, "Lenore!"
Merely this, and nothing more.

Back to my computer turning, while my CDs still were burning
Soon my email made the tapping sound, much louder than before
"Surely," said I, "email, you ox, something in my Windows in-box
Let me see then, what the message, and this mystery explore -
Let my heart be still a moment and this strange email explore -
Tis an email, nothing more!"

Wish I could relive this odd tale, when I opened the strange email
Coming from the pompous head of Division Number Four
No apology nor excuse here, only threats and strengthened fear,
But this email came and perched on my wallpaper of Al Gore -
Perched upon ice caps melting just above my data store -
To be read and nothing more.

Then this simple email filing made my sad fancy into smiling
By the grumpy and the grouchy face unfortunately I wore.
"Though I sit here quite unshaven, over all my data slavin'
Ghastly grim and common email wandering onto my data store -
Tell me what thy purpose!"
Quoth the Scope Creep, "Do some more!"

Startled by my peace now smitten by reply so curtly written
"Doubtless," said I, "what he utters adds upon our project's score
From some sadistic master whose unmerciful disaster
Makes us work faster and harder than we ever did before
Said the email, "Do some more!"

Thus I sat engaged in guessing, but no syllable expressing
To this message which now threatened my performance score
In my chair I sat reclining, here now thinking of resigning
On the messy desktop's shining pile of crap from Division Four
But their manager, his message pressing me like ne'er before -
Quoth the Scope Creep, "Do some more!"

Then I felt the air grow stronger, stinking from durations longer
Made so by unnecessary tasks whose purpose shook my very core
"Jerk!" I cried, "how dare you do this, throw my project scope amiss
Now that I no longer have my fair and just sponsor named Lenore
Why, oh why, this kind of action from my dear and downsized Lenore?"
Quoth the Scope Creep, "Do Some More!"

And the email, never scrolling, all my changes now controlling
On the wallpaper of melting ice caps in honor of Al Gore
And his words have all the seeming of a demon's that is dreaming
Taunting, haunting me over the shadow of the downsized Lenore
And my soul from out that shadow lies floating on the floor
Shall ne'er be lifted till I do some more.

Originally published at www.carpefacum.com in October 2007.  But for anyone who's ever suffered scope creep, it's worth repeating.  Happy Haunting Season.