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Aerospace
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Premier Defense Communications Company
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Manufacturer of Motion Control Products
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We are polling our 2,000+ readers for feedback. Before you read our articles on Elevator Pitches and the Tao in Business, please take 2 minutes to answer 5 simple questions. Your responses will help us continue to make the BOB newsletter valuable. Click the link below to participate:
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Your Personal Elevator Pitch
 Imagine you are attending a business networking event, and someone asks you, "So what do you do?" Careers can be made on giving the correct answer. Whether you are in the job market or not, having a well crafted "elevator pitch" is very valuable. You can make a powerful and lasting impression, instead of merely occupying time and space in the listener's mind. If you are an executive, you might make a connection that can help in your current business, or down the road in your career. An excellent elevator pitch has several important elements. Here are the keys:
Opening: Have you ever browsed for a book by reading just the first sentence? Many authors spend days or weeks on just the opening sentence of a great book. The opening sentence of a 30 second personal statement is even more critical. You must grab and hold the attention of the listener.
Don't say: "I'm the VP of Operations for a Control Components company in East Noonecares.
Do say: "I build world class components that keep 60% of commercial planes flying."
Length: An elevator pitch can be 30-60 seconds. An average comfortable listener pace is 150 words per minute. Therefore, you can include 75 to 150 words. Write it out, and use word count.
Clarity: Tell a story that is simple, easy to understand, and geared to the audience. Imagine the listener knows nothing about you, your job, your life or your company. Write your pitch from the viewpoint of that listener. No more than 4-6 individual thoughts.
Be Compelling: Find a way to make it interesting, to stir an emotional response. Include one critical result or achievement you consider your signature. Example: "I take very complex inputs from my clients and offer them solutions they haven't seen yet themselves." It is OK to brag just a bit, and just for this one signature sentence.
Differentiation: Build in what makes you unique, better, different or special, compared to your peers.
Presentation: The art of the elevator pitch requires that you memorize your pitch script, then restate it naturally, and with complete enthusiasm. Practice makes perfect.
Call to Action: Once the pitch is done, the listener should walk away thinking, I want to know more about this person. Create a sense of interest and motivation for future contact. "Based on my network and what your company does, I'm confident I can be a resource to you in the future, so hang on to my contact info."
Be ready with a compelling, concise elevator pitch and you will stand out at the next business event.
As an example, here is the pitch we use:
There is an Art and a Science to recruiting "A" players who can impact your bottom line.
With 30 years in executive search and talent management, Boyle Ogata Bregman is Bringing Leaders To Smart Companies with our unique Performance Based Search System.
We precisely locate candidates who fit your parameters, do the job, and are motivated by the opportunity. We provide access to people you can't find - highly productive individuals who are now happily working for your competitors. Our evaluation is based on the candidate's capability to produce the specific results you need. They walk in with a business plan, and hit the floor running.
Our record is impressive.
75% of our business is repeat business from satisfied clients and their referrals.
An owner manages each assignment. Our service is comprehensive, and our results are unsurpassed. We have the Art & Science to get it done.
[146 words = 1 minute]
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The Tao and Business Success
The Tao Te Ching (Book of the Way) is a 2500 year old practical philosophy (from China) on how-to live one's life in harmony and balance. It has a strong focus on Yin/Yang - the polarities in our nature (passive and accepting, vs. active and aggressive), but what this is really meant to point out is that you really have no conception of one extreme, without already understanding its opposite. We understand good by knowing evil, light / dark, weak / strong, etc. The Tao also describes specifically what one would do to "master" this way of being, and reap the rewards.
In business, the Tao could be called "The Way of the Work". It has many practical applications to business success. Here's how we would apply these principles:
Company Mission / Values: A balanced approach includes being receptive: looking at the company from the outside in; seeing the perspective of the customer, competitor and marketplace, as well as being proactive, and creatively carving out a niche that includes differentiation strategies and competitive advantage.
Leadership: Balanced leadership happens by being open to employee needs and ideas, and also providing solid goals, then coaching and energizing the team.
Capacity: Overwhelmed leaders and companies accomplish very little. Letting go is the most powerful action. In business, this means not living in the past (or over-worrying about the future), cutting fat, prioritizing and being well-organized. In this way, the leader and company can take on more, learn, grow and expand.
Efficiency: Profitable organizations waste nothing (time, effort, material, money). The Tao advocates simplification of process, leaning the organization, and doing things with the least effort required. In this way, you can offer better pricing, and/or make more profit.
Customer Relations: The yin side of customer relations is listening, tailoring your product or service to their needs, and being receptive to their wants. The yang side is leadership in sales, being innovative, creating new products, and encouraging them to specify or select your solution. A balance works well.
The Tao te Ching can be read in an hour or less. The 81 paragraph-long chapters reinforce and restate the simple concepts to bring an awareness from different perspectives.
Key message in the Tao: The business leader can reap the rewards that naturally emerge from work by being caring, taking the simplest approach, and balancing all actions. |
Book Pre-view: The Why of Work: How Great Leaders Create Abundant Organizations to Deliver Value
 We're excited about a book that isn't even out yet. Marshall Goldsmith sent us a link to The Why of Work: How Great Leaders Create Abundant Organizations to Deliver Value. This new book by David Ulrich and Wendy Ulrich will be available in early June. David Ulrich, a PhD and Professor of Business, has authored 23 books on organizations and people. The authors, describing the approach advocated by the new book, say, "When leaders make work meaningful, they help create abundant organizations where employees operate on a value proposition based on meaning as well as money. Meaning becomes a multiplier of employee competence and commitment, a lead indicator of customer share, a source of investor confidence, and a piece of ensuring social responsibility in the broader community."
The book promises to tell employers how to work from their strengths to clearly identify the sense of purpose (of the organization) that will inspire and motivate both employees and customer, as well as defining the organization.
We have always advocated an approach to employee motivation that includes making work meaningful. Employers who adopt this approach are likely to enjoy greater productivity, and high morale. Amazon is taking pre-orders for the book, so put this one on your list! |
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