1. When a risk turns into a problem

(From How to Manage a Government Project - available Spring 2011)

I've written quite a few articles about the importance of managing risk. But, in the rare moments when I come out of my Pollyannaish bubble, I have to admit that some seemingly mitigated risks have still turned into unmitigated, full-fledged disasters. So, what's a beleaguered manager to do?

Project issues usually involve one or more of the following:

•  Project stakeholders
•  Funding
  
•  Staffing
  
•  Technical
  
• Management
  
• Organizational
  

Instead of overreacting emotionally, an enlightened manager:

• Gathers all available data
  
• Evaluates problem resolution alternatives
  
• Ensures corrective action is implemented by the due date
• Reviews issue status on a regular basis
  
• Evaluates the effectiveness of the corrective action
  

All significant problems should be tracked in an issue log, assigned an owner (the person responsible for implementing the corrective action) and a due date by which the corrective action should occur. Corrective actions should be reviewed to determine if the action was effective in resolving the problem.

Problem resolution is both a science and an art. It takes practice to become proficient. And, it is by courageously facing each challenge head on that real managers are created.

Sincerely,

Mike

Learn about enlightened management

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2. Maximize trade show investment

From my latest article in the October Market Connections (research you can count on) newsletter

As a government business growth consultant, I'm often asked whether trade show participation is worth the investment. To which I usually respond, "You will get out of it what you're able to put into it." This is assuming, of course, the event will enable you to come into contact with your target audience and is consistent with your company's or agency's strategic growth objectives.

One of the first steps is to look at past exhibitors and attendees, talk to your peers in other organizations and ask your clients or industry partners if they will be attending. Also, will the educational sessions increase your networking opportunities? And, is there an opportunity to submit an abstract to speak or participate on a panel?

Other key questions to consider:

Some of the ways to maximize your investment are:

• Implement a marketing plan before, during, and after the event. The plan could include event sponsorship, targeted mail, e-mail or social media for pre-event visibility, a promotion such as a drawing for a prize to draw traffic to your booth, and prompt follow-up to all attendees, especially those who visited your booth.
• Staff your booth with knowledgeable professionals including at least one individual with an outgoing personality. This is often the difference between an empty and busy booth.
• Have a way, preferably automated, to collect contact information. And, follow-up after the show!
• Demonstrate something innovative, like a product/service that can help clients solve a problem.
• Don't hide behind the table. In fact, don't plan to sit down in the booth at all. Engage with the participants. Invite people to visit your booth. Ask them questions. Be friendly.
• Pay for the upgraded carpet. Your back will thank you!

The last step is to quantitatively and qualitatively measure the return on investment. Did the generated exposure and sales leads justify the cost and resources? Yes? Then consider doing it again. No? Find somewhere else to spend your time and money!

Learn more about winning and managing government business

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