Archive for September, 2010

Is networking all it’s cracked up to be?

Tuesday, September 28th, 2010

Have you noticed that lately everyone seems to be attending networking breakfasts, lunches, events?

If you are a small to medium business, networking is a powerful way to establish strategic relationships, find work and promote yourself at a very reasonable cost.

Here are a few statistics you might be interested in. A referral generates 80% more business then a cold call (and like most people you probably hate cold calling!). Networking produces approximately 70% of work for small businesses. Most people you meet have around 200 contacts that are potential referrals, so basically the most important thing to remember is it’s not who you know but who knows you!

Yet, many people are very uncomfortable marketing themselves, so here are a few tips.

You want to make a good impression because people buy people. Wear a name badge if you are at an event, always carry a business card, smile and show an active interest in the people you talk to. Dress appropriately – ‘perception is projection’ – so project the image you want people to see. Be yourself, authentic and sincere, but also polite and diplomatic.

Remember that the purpose is to build relationships, not make a sale. NEVER ask for a sale. And always follow up.

Networking can be an amazing marketing tool for any business. And luckily for those of us who are unsure or nervous, there are experts who can help you promote your business in one sentence, approach people with confidence and get others to approach you.

So what are you waiting for?

Posted in Marketing, Sales | 1 Comment »

Entrepreneurs: born or bred?

Sunday, September 19th, 2010

What makes someone successful in business? Were they born to it or did they learn it?

For some entrepreneurs, such as Aimee Marks, the path to success has been through a university course. Despite getting the idea for her biodegradable tampon company, T.O.M Organic, at school, Marks decided a university course would develop her product and company in a more thorough manner with a secure network of mentors to support her.

“The course taught me the fundamentals of launching and growing a business, and helped me avoid mistakes,” she says. “But ultimately entrepreneurship is about passion. If you are not really driven by an idea, no course will turn you into an entrepreneur.”
And many would agree, there are countless stories of successful entrepreneurs who have turned a unique idea into a thriving business through personal dedication, without the benefit of a university course.

One such team are nephew and uncle, Sean Condon and Tom O’Dowd, who are cashing in on the current Power Band craze. Thought to improve balance, strength and stability, the band has no medical foundation but many are convinced of its bohemian effects providing an annual turnover of more than a million dollars.

Condon basically fell across the band during a paddleboard lesson in Bali, the instructor telling him of its benefits. Recognising potential he convinced his uncle to join him in buying the Australasian importing rights.

As with many entrepreneurs, Condon and O’Dowd treat their business as a job and work hard to promote the band. A carpenter by trade, O’Dowd does not profess to understand the reasons behind the power of the band but saw the potential and ran with it.

Perhaps the answer is that it depends on the entrepreneur.

Posted in Economy, Management, Marketing, Planning | No Comments »

Going Backward is Going Forward

Tuesday, September 14th, 2010

Technology in business is all very well, but chucking it at everything that moves is a bad idea. Possibly the worst case of this is something all of us have been frustrated by at some point in time: machines answering the telephone.

Funnily enough, if I go to the effort of calling a company on the telephone, that will always mean I want to speak to a human being who has the capacity to think independently in order to resolve my query or problem. The only possible instance of my being happy to hear an automated voice on the other end would be if I called the speaking clock. At all other times, I want to speak to a member of my own species.

Some, admittedly, aren’t that bright, but even they can at least understand the need to pass my call to someone of higher intelligence.

Machines that answer phones when a perfectly good human being is sitting sipping coffee alongside it are pointless. Plain old voice mail/answer phones usually mean you have to call back because your call will be ignored and faulty technology blamed.

And “Press 1 for this, and 2 for that” systems simply need blowing up.

Here’s how that baby goes: You pass through a couple of minutes of such nonsense (often up to five or six options) so that your call can supposedly be directed to the most appropriate person/department to deal with it. As soon as that person answers, you launch into a five minute frenzied rant to express your problem before the person who has been listening or more probably doing a crossword tells you that you’ve arrived at the wrong department, at which point you’re forced to listen to five minutes of elevator music before (hopefully but not always) the right person does answer.

So it is with great joy that I see Zurich Insurance has recently announced a wondrous blast back to the past: real-life human beings answering telephones in their claims department.

Moreover, humans who are happy to give you their full name and not quote some silly data protection rule that doesn’t exist so that they can remain anonymous and avoid anything they say wrong coming back to haunt them.

Posted in Customer Service, Management, Marketing | 1 Comment »

Supporting rural Australia. What this means for business.

Saturday, September 11th, 2010

It seems that 17 long days after our most divisive election in history, Australians are still split over what it all means.  Many believe that a minority, sunshine loving government will provide a fairer, more accountable parliament.  Others, such as Sydney Morning Herald commentator, Anita Quigley dismiss the independents’ and their new found power with biting diatribe.

Now that all the excessive demands have been dealt with and a clear funding plan is on the table for everyone to see, perhaps all the players can work together for the best of Australia and ‘move forward.’

Rural Australia is facing destruction as farmers struggle to make ends meet and the disparity between education attainment in rural and urban areas grows wider every year according to the Bureau of Statistics.

Add to this mounting pressure on urban areas with an already bulging population increasing by the minute and maybe the plan to provide better services to rural areas will make them more attractive to new settlers and business.

Key to this is not just the $10 billion earmarked for education investment and health funds in the deal brokered to gain the independent’s support, but the National Broadband Network.  Provide incredible, high speed Internet to rural areas and perhaps this will be the incentive business needs to make the transition.

And where work goes, people will follow.

Posted in Economy, Management | 1 Comment »

Yes – Australia needs its connections!

Monday, September 6th, 2010

Australians are fantastic innovators. We’re the creators of the cervical cancer vaccine, bionic ear, electric drill and boomerang! But to maintain our lead in the world, an excellent broadband network is absolutely essential.

Finland was the first to recognize the importance of the Net, declaring into law the right of every citizen to broadband access. Now the US is following suit, considering a plan for free or very low-cost broadband connections for every American. So where is Australia in all this? Are we keeping pace?

According to, yep you got it, Labor statistics, Australia trails the world with the fifth most expensive network and is seventeenth in terms of take up with only 23.3% of people subscribing. Now that’s an interesting statistic, because if the Net is so important why are so few of us using it? Perhaps it is price, perhaps it is speed but it is definitely not age with many pensioners happily booking trips, making purchases and posting their bridge scores online.

The Internet is vital to the new digital economy. Not only does it allow scientists, economists, sports enthusiasts and all our amazing educators to share information with immediacy and relevance, it is depended on by millions of people everyday as a major form of communication.

Imagine any business thinking about operating without an Internet presence? How would anyone find them or know what they do? If you don’t have a business website you are simply not known. I wonder when was the last time anyone dusted off their Yellow Pages and actually looked up a number? Nope, I’m pretty sure all of you searched online.

It is now possible to work from a distance. Employees can interact effectively and efficiently without actually going to a fixed workplace. The cost cutting to businesses is phenomenal. But most of all, we must be able to communicate with speed to keep up with every latest development that spins by, only to be replaced with astonishing speed.

This is the essence of the Net and this is why Australia must support a world-class broadband network.

Disclaimer: My presentation “Ten Ways to Double Your Sales Using Technology” uses broadband.

Posted in Economy, Management, Marketing | 1 Comment »

The price of independence

Sunday, September 5th, 2010

What was the point of the independents demanding to see how well both parties can balance their costings if they are only going to shake them up by adding more?

It’s no surprise that the Coalition has a funding ‘black hole’. Take a look at the independents’ demands and it’s likely that whoever forms a government will be left with their very own large black hole.

Julia Gillard has already caved in to Wilke’s demands regarding funding for the Hobart Hospital and gambling.

Bob Katter, with his old ‘new’ paradigm, wants taxpayers and consumers to bankroll farmers through protectionism and the rebuilding of tariff walls torn down in the 1980s. Even though most modern economists see protectionism as harmful to economic growth, Katter seems determined quite literally to return Australia to the days of Keating’s famous ‘Banana Republic’!

Rob Oakeshott and Tony Windsor are yet to add to the growing demands once they have decided who to ‘trust’. But it seems likely that one cost we can all agree on is a new broadband network in whatever form it finally takes.

What is your perception of these guys? As we know in business perception determines buying decisions and there’s always a next time.

Ahh … the price of independence!

Posted in Economy, Management | 2 Comments »

Harassment at work – an expensive lesson

Friday, September 3rd, 2010

In early August, when Kristy Fraser-Kirk launched her $37 million sexual harassment case against David Jones and former CEO Mark McInnes, companies across Australia were forced to sit up and take notice.

Immediately, the mud-slinging began: ‘She’s asking too much’, ‘It’s all a publicity stunt’, and so on, but without such a huge amount tabled, would this case have been just another sexual harassment story briefly noted then swept aside by the never-ending tide of breaking news?

The real issue here is that Fraser-Kirk claims the board knew that McInnes was a bully and sexual harasser but that they did nothing to protect her, thereby failing in their duty of care. And that is the crunch for many employees, both male and female, who find themselves in this situation but have no-one to turn to for support. If the perpetrator is high up, or actually part of the Human Resources Department, how can the person being bullied or harassed get their claims heard?

Peter Wilson, president of the Human Resources Institute, describes sexual harassment as ‘a cancer’ in Australian workplaces and has urged companies to employ independent agencies where harassed employees can go to frankly discuss their concerns. However, it doesn’t appear that big business agrees. Myer, Westpac, Telstra and Qantas have all stated that their internal policies are adequate for handling any employee claim.

Perhaps the rejection of an external sounding board, excuse the pun, is partly due to wanting to keep any such ‘dirty’ matters in house, or maybe it’s related to cost. But with the Fraser-Kirk lawsuit proceeding before the court, business is about to find out just how expensive ignoring an employee’s complaints really can be.

Makes a good case for Management Liability insurance. Whilst it won’t solve the problem – it might ease the pain.

Posted in Management, Planning | No Comments »