Shannon Schultz, Schultz Consulting Group

If an athlete needs a coach in order reach her greatest potential on the court, field, track or course, then doesn't the same hold true if her goal is to move from the cubicle to the corner office? Absolutely, according to Shannon Schultz, principal of Schultz Consulting Group and founder of the Affinity Leadership Group, a new business that launches in March.

Schultz is donating her professional coaching expertise to the winner of WithIt's inaugural first-half raffle, Coach², for which tickets will be sold during the Spring 2011 High Point Market, April 2-7.

"The coaching process often reveals that many people don't know what they want for their career," Schultz said. Or, it can reveal a common mistake that many professionals make, which is to put more of their attention on the next job instead of focusing on the one they currently have, she added.

"This is distracting," Schultz warned. "The most respected and relied upon employees are the ones who are committed to the position they are in and make the most of the resources within reach."

While the individual is responsible for her own career development and performance, businesses can foster an environment that pulls the varied talents of individuals or groups in the same direction toward a common goal, according to Schultz. "The most successful executives know that an organization needs leadership at every level, and the best organizations are the ones that invest in leaders," Schultz said.

WithIt provides a way for its members and non-members to invest in their leaders through the Coach² raffle. Here's how it works:

The winning raffle ticket earns individual or group leadership development and coaching sessions with Schultz (and a Coach handbag!). The winner will choose one of three prize options:

· Team coaching for between 5-8 people ($3,500 value) ... this program is designed to re-calibrate an already high-performing team in order to leverage more of members' strengths. This prize is a one-day, on-site team-building session, as well as a pre-session team assessment exercise.

· Individual leadership development for up to five people ($9,950 value) ... these sessions give a team or high-potential managers a personal effectiveness boost. This prize option includes a three-hour experiential leadership workshop, individual coaching sessions, and a pre-workshop assessment exercise. 

· Individual leadership development for one person ($3,100 value) ... this format gives one high-potential professional the gift of personalized, leadership development coaching, including the Leadership Circle Profile^TM assessment and debriefing, and individual coaching sessions.

Coach² tickets are $50 and can be purchased online or from WithIt board members before and during High Point Market. Check WithIt.org in March for more details.

** The Manchester Review asked 100 executives in the northeastern and mid-Atlantic regions all of who had completed coaching between 1996 and 2000 to indicate the tangible and intangible impacts that coaching had on their business.

Top five tangible benefits cited by respondents:

Productivity ... 53 percent

Quality ... 48 percent

Organizational strength ... 48 percent

Customer service ... 39 percent

Reduced complaints ... 34 percent

Top five intangible benefits cited by respondents:

Improved relationships: direct reports ... 77 percent

Improved relationships: stakeholders ... 71 percent

Improved teamwork ... 67 percent

Improved relationship: peers ... 63 percent

Improved job satisfaction ... 61 percent

** About 10 years ago, coaches were hired to point toxic leaders to the exit door. But the top reason a coach is engaged today is to develop potential and facilitate change, according to the Harvard Business Review and its 2009 survey of 140 leading coaches. The top three reasons coaches are engaged: to develop high potentials or facilitate transition (48 percent); act as a sounding board (26 percent); and address derailing behavior (12 percent).

** According to the same 2009 Harvard Business Review study, coaches were asked to indicate which qualifications were "very important" for companies to consider when deciding which coach to hire. Here's how the qualifications stacked up:

65 percent ... experience coaching in similar setting

61 percent ... clear methodology

50 percent ... quality of client list

32 percent ... ability to measure ROI

29 percent ... certification in a proven coaching method

27 percent ... experience working in similar role as the coach

13 percent ... experience as psychological therapist

2 percent ... background in executive search

** While companies may not have hired coaches to address issues in an executive's personal life, more often than not, personal matters fold into coaching sessions. When asked if they were hired to address personal issues, 97 percent of coaches in a Harvard Business Review study answered, "No." But 76 percent said they have assisted executives with personal issues.

Nominate a Professional Today

WithIt's prestigious WOW Awards program is now accepting nominations for the 2011 edition. Both WithIt members and non-members in the home and furnishings industry (including the retail, manufacturing, bedding and interior design communities), are eligible for nomination for the annual awards, which honor the commitment, achievement, leadership potential and service of home and furnishings professionals and businesses.

This year, WithIt has added a new category. The Leadership Award will recognize a woman over age 40 who has demonstrated successful leadership in her company, in WithIt, and/or in the home furnishings industry. As with all of the WOW Awards, nominees for the Leadership Award can be submitted by anyone in the home furnishings industry.

The categories for nomination are:

LEGACY AWARD: For a woman of achievement who has made significant lifetime contributions to the home furnishings industry

MENTORING AWARD: For an executive or organization that has fostered advocacy, development or promotion of women in their company

EDUCATION AWARD: For an executive or company which has developed programs to educate associates, retailers or consumers about home furnishings

LEADERSHIP AWARD: For a woman 40 or over who has demonstrated successful leadership in her company, in WithIt, and/or in the home furnishings industry.

FUTURE LEADER AWARD: For a woman younger than 40 who has demonstrated outstanding achievement and the potential to become an industry leader

To qualify for an award, nominees must have at least five years of industry experience and demonstrate a significant impact on his/her company and/or the industry. Both WithIt members and non-members are encouraged to submit nominations, which are due April 15. A nomination form is located at WithIt.org. (Nominees must consent to the nomination prior to the submission of a nominating form.) WOW Awards will be announced Aug. 24 at a dinner during WithIt's annual professional conference, which runs Aug. 23-25 in Raleigh, NC.

Andy Bernstein, FurnitureDealer.net

Welcome

WithIt welcomes and thanks one of its newest corporate members, FurnitureDealer.net. The company operates more than 500 home furnishings Web sites designed to help consumers find big ticket furniture, mattress, appliance and electronics products online and buy through local retail stores. FurnitureDealer.net President and founder Andy Bernstein sends a message to the WithIt membership.

WithIt launched its first webinar Feb. 10, attracting about 40 professionals who tuned in to learn about consumer marketing trends for 2011. The webinar was lead by Kelly Peterson, Group Advertising Director at Hearst Corporation and former WithIt President. Peterson's information was culled from research consultancy Brand Keys, which delivers customer loyalty and brand engagement metrics. Here are the sound bites:

#1 - Value will be defined in 2011 by the consumer, not the company selling to her.

#2 - Brands are increasingly becoming a surrogate for value.

#3 - Zappos.com and other businesses that know what drives their category will come out on top.

#4 - "Ethos-nomics" ... brands must stand for something, and not simply the cause of the day. 

#5 - Brand differentiation can come by way of creating an emotional experience.

#6 - Social networking and DIY media have made the consumer aware of and more comfortable with her power. Consumers are talking to each other before the brand does.

#7 - "Friend-telligence" ... brands must be useful to consumers, not intrusive.

#8 - Successful marketers in 2011 must be comfortable putting the brand into the consumers' hands ... er, mobile devices.

#9 - Proliferation ... mere awareness will be replaced by strong word-of-mouth endorsement and positive viral sharing.

#10 - Consumers' expectations of brands are exponential...the most successful companies will be able to deliver in all relevant technology, including tablets, mobile devices and downloadable apps (even though there's a lot of "churn and burn" in the app arena).

#11 - Consumer engagement is not a fad. Brands must align their platform, program, messages and experience.

From left to right: Becky NaJaffe, Jacqueline Thorton, Margot Silverman and Jackie VonTobel

Nearly 200 Las Vegas Market attendees joined WithIt Jan. 24 for its interior designer-focused educational event, "Las Vegas Design Divas." WithIt Las Vegas/West Region Vice President Kassie Smith, Kassie Smith Lifestyle Group, moderated the panel, which was comprised of Margot Silverman, Yates-Silverman Inc.; interior designer Becky NaJaffe; Jacqueline Thorton, principal designer of Jacqueline & Associates; and author, interior designer and product designer Jackie VonTobel.

The four women shared their experiences working with high-end clients, such as Shecky Greene, Jerry Lewis and the owners of New York New York Hotel & Casino. Anecdotes ranged from a client who insisted upon having a 3,000-square-foot bathroom to residential jobs that mandated panic rooms. Excerpts from the panel discussion, including insights about the interior design profession, as well as what it takes to be successful, no matter if the client is part of proverbial "other half," or simply needs to reupholster his bar stools, follow: 

From Becky: "I am fulfilled with each new client--I cherish the time with them. I work with clients who expect a lot. They are very demanding. But I'm constantly learning, and this is what I love about this industry. Whatever you do, believe in what you do. The tougher I was with a tough client, the more I stood my ground and believed in what I did. I didn't take any crap. Still, a big part [of being successful] is to put your ego aside, take your boots off and do it. Remember to give back to your community and don't forget your trades people. They are the first people I pay." 

From Margot: "What's kept Yates-Silverman going is by listening, as well as the belief that no job is too small. My dad, [Charles Silverman] is a legend, and I learned from the best. When we started, people didn't want to design hospitality and casinos. But seeing a hotel from start to finish is amazing. As the market and economy has evolved, we've evolved. It used to be a handshake with the owner, but now you have meetings to have meetings. You need to be able to read the client, and you have to be attuned enough to know if you're losing the guy. As much as I've researched, ultimately the client knows his clients. If I knew how to run the casino, I'd run the casino. But I know which carpet will wear well over time. As far as where the business is going, I'm an eternal optimist. If we're strong now, we're going to say strong." 

From Jacqueline: "A project at the high-end in Las Vegas takes years...you take it from the bottom up, and make decisions about the lot, the view, how to place the home on the lot, the architecture. In this process, you become part of the client's life...in what other job could you be involved in every aspect of another person's life? A sense of humor is key. You have to have the flexibility enough so you can be the person they want you to be. Always project a positive attitude. Never take a problem to a client...you go to the client with the answer to the problem. Also, I always make sure a client is not around during installation. And I clean the house--I've had my hands in more toilets than a maid. I make the beds. I fold the towels. And 99 percent of the time, when the women [see their new home for the first time] they cry." 

From Jackie: "I had great projects and great clients I liked. But I was burnt out. I had a creative awakening, so I gave away my showroom, my library, and I started designing product and illustrating books. At times, we swerve away from our passions--somehow, you get shifted off balance. Stay true to your initial feelings and talents. Any time you have downtime, be true to your initial passions. This economy has forced us to have to hone our business skills. Continue your education...anything that sets you apart, the better you will be."

WithIt Professional Conference

August 23-25  

Raleigh, NC