Interesting Times Presentation amazonaws com
7/19/2013
Powerful Leadership Secrets and Answers for These Interesting Times Gary Moore President Insight Edge, Inc. and LocalBroadcastSales www.insightedge.com
Six Themes Tied Together
Interesting Times Presentation 1) 2) 3) 4) 5) 6))
The Industry Challenges - Ouch! Th Societal S i t l Challenges Ch ll O h! The - Ouch! The Leader’s Mission for Interesting Times The Motivation to Accept the Mission The Commitment to Begin the Mission g g It Right! g The Organizations Who Are Doing
1
7/19/2013
Harvard Business Professor
What is the #1 reason that businesses fail in America?
LACK OF SALES!
In These Interesting Times
For Nearly Two Decades
Downsizing Reengineering
Am I Next?
Rightsizing Mergers
2
7/19/2013
In These Interesting Times
The Damage is Deep! Eroded relationships in every direction
How can we trust management anymore?
In These Interesting Times
Honestly …
Purposeful growth versus cuts that destroy chances to succeed is both art and science
3
7/19/2013
Define the Chaos
How Does Our Industry Define a Newspaper Company Anyway?
What impression g are we making?
Interesting Times or selfinflicted wounds? You decide
Industry Acts Like This is Normal and OK Layoffs Chapter 11 Filings Salary Reductions Top Down Leadership Inexperienced Ad VPs/Managers Hermits VPs/Manager Strangers Preserver Focus Busy Leaders Cutbacks
4
7/19/2013
Pain today from yesterday cuts
Looking for Profits in all the wrong ways
Have outside influences?
“Public companies get the shareholders they deserve” – Warren Buffett
5
7/19/2013
Adds to Interesting times!
Largest 70 Newspapers in U.S.
Get This Book for Your Professional Library!
All Leaders Must Read …
www.reviewjournal.com/opinion/use-summer-solve-relationship-crisis
6
7/19/2013
Other Forces Contributing to These Interesting Times?
Half of all college students now believe that self-employment is more secure than a full time job. Younger people want to avoid the “chew them up and spit them out” mentality that their parents experienced.
Leading for relationships FIRST
Where We Are Headed! Post World War II
1990 – ???
Hard Asset Economy Plant Equipment Raw Materials
Information Economy Informed society Connected society “Me” focused
Now - ??? Relational Economy Connection strength Working together Advertiser loyalty Local relevance
7
7/19/2013
Do You Realize This Greatly Impacts Your Workplace?
Society Issues Impact Workplace Leadership Perception/Acceptance
Out-of-Wedlock O f W dl k
bi births h
Divorce
rate Depression Lead with a relationship support system for your sales pros. If you don’t, significant production decline is probable.
Healthy Work Relationships $
American Sociological Review Are You and Your Management Team Ready for this?
The number of people who report they have no one to speak to about important matters has increased by about 1/3 over the past 20 years.
8
7/19/2013
Hard to Ignore
Impact of Our Society on the Workplace
Relationship
decline is across the board in family, family friends, and community.
9
7/19/2013
Top Interesting Times Leaders
Relationships p with your newspaper team and customers are the most valuable and valuevalue creating possession you have
How does this impact you?
Education the Answer?
10
7/19/2013
Never have to train this skill. But we need to lead out of it
21st Century Rising Star – “Me”
As we increase our focus on ourselves, far less energy is invested in relationships
Can be poison at work
Addiction to Self – Glorifying the Individual over the Community best it makes shallow people! Does not bring out our best,
11
7/19/2013
The future is now!
Generation C
Born
after 1990 and by 2020 will represent 40% of the population.
Can be serious work problem
Addiction to the Internet? Frequent
Internet users spend 70 minutes or less a day interacting with family. John O’Neill O Neill, director of addiction services, services Menninger Clinic
12
7/19/2013
Bravo if you already do, make an adjustment if you don’t change today if you don’t
Mission: Age of Relationships Demand, Lead and Live a Strategy of: Relational
Capacity
Advertisers, Readers & Users
Relational
Leadership
Sales Team
In today’s today s newspaper world world, relationship capital has surpassed financial capital as the scarce resource that currently dictates today’s culture. Don’t believe me? … Ask your customers and sales pros
Secret Ingredient to Success
Employee Emotion
Do you avoid emotional issues like the plague and wish they would just go away?
13
7/19/2013
Only When Necessary
Employee Relations
No Room in Your Culture
Eliminate the Sewer Monkeys Dealing with negative people in
your company
14
7/19/2013
Relational Leaders Know This
Old African Proverb If you want to go fast, go alone. If you want to go far, go together.
Every Single Call Matters
Angel Cabrera
President Thunderbird School of Management
“Most Most people think in order to succeed, you just have to have a strong background in finance or marketing … (but) business at the end of the day is about relationships with people.”
15
7/19/2013
Basic Value Often Overlooked
Value: Generally Speaking
The value of a newspaper and digital franchise is …
No Business is a Opportunity!
How Do You Hold Sales Accountable?
Often we are more focused on the cost of relationship time-expense-pain
16
7/19/2013
In Newspapers Probably More
McKinsey Research Sales experience is one off the th two t mostt important factors in gaining sales from customers and a highimpact sales force can impact by 8 tto 15 i t sales l b percent. The Basics of Basics to Sales Success
Relational Leaders Secret
Keys to Excellent Leadership in Interesting Times
Engagement vs. Command
17
7/19/2013
Relational Leaders Thrive Here
Booz Allen Hamilton Kellogg School of Management
How employees feel about working in an organization accounts for 20-30% of that businesses performance.
Relational Leaders Thrive Here
Booz Allen Hamilton Kellogg School of Management
50-70% responded that the organization’s leadership created the atmosphere to help them work well.
18
7/19/2013
Louis Gerstner
Painful Truth!
former CEO IBM
“When strategy and culture clash, culture always wins.”
Painful Truth!
Louis Gerstner former CEO IBM
“In fact,, in the end,, management doesn’t change culture. Management invites the workforce to change the culture.”
19
7/19/2013
Relational Leader Kick Start
Cowboy Ethics: What Wall Street Can Learn from the Code of the West By James Owen
Your Turn – Relational Leader?
Emotional Intelligence Here
The Most Important Quality for Leaders
Get This book too!
20
7/19/2013
Your Turn – Relational Leader?
Four Key Leadership Areas Self – Awareness • Self – Management • Social Awareness • Relationship Management •
Where Rubber Meets the Road
Grade yourself in Emotional Intelligence
1 = Poor 2 = Adequate 3 = Good 4 = Outstanding The Most Important Part: Then, have those you lead grade you on the same scale and discover the gaps and areas of opportunity
21
7/19/2013
Relational Leader Mindset
Visionary
Leadership
Influence Developing Others
Local Rocks in Today’s Interesting Times
Local: What an Asset! Community Newspapers: Rediscover a great business model!
22
7/19/2013
Interesting Times Reminder
On Everyone’s Desk
“To To save a community, you must first serve the community. To lead a community you must first love the community. community ”
Do You Lead this Way?
If your Relationship Leadership was a Word Cloud Abstract, What Would Yours Look Like?
23
7/19/2013
Revisit with Relational Mindset
New Measurements, Goals, and Metrics
Revisit with Relational Mindset
Four Areas to Increase Capacity
#1 Sustain S t i 24
7/19/2013
Revisit with Relational Mindset
Four Areas to Increase Capacity
#2 Grow G Revisit with Relational Mindset
Four Areas to Increase Capacity
#3 WELCOME NONADVERTISERS 25
7/19/2013
Revisit with Relational Mindset
Four Areas to Increase Capacity
#4 Cost C t Management M t
New Benchmarks and Rewards
Grow Capacity Mindset ….
Good Day: one customer to run an additional schedule
Great Day: three customers to run an additional schedule
26
7/19/2013
BlueChip Relational Leadership
Train, Live and Lead toward a Relationship Culture
What these companies are doing and why I respect them!
BlueChip Relational Leadership
“We We spent a year developing staff that
does a needs analysis of a client’s business. We taught them how to look at the client’s whole business and future needs rather than how to sell an ad. needs, ad ” Nicole McQuestion, Kenosha News
May, 2013
27
7/19/2013
BlueChip Relational Leadership
“We We found digital sales take longer longer, and the knowledge the salesperson needs is more extensive. Our first thought was to have a separate digital staff, but we decided not to because we didn didn’tt want to leave people behind. They may take longer to acclimate and, in fact, they might never acclimate. But we still need these people”, McQuestion said.
BlueChip Relational Leadership
“Our philosophy is to treat each client like your best friend or family members.” Brian Ritenour, 508 Digital General Manager
28
7/19/2013
Interesting Times … Great Times!
Mission: Age of Relationships Demand, Lead, and Live a Strategy of: Relational
Capacity
Advertisers, Readers & Users
Relational
Leadership
Sales Team
In today’s today s newspaper world world, relationship capital has surpassed financial capital as the scarce resource that currently dictates today’s culture. Don’t believe me? … Ask your customers/sales pros
29
Powerful Leadership Secrets and Answers for These Interesting Times Gary Moore President Insight Edge, Inc. and LocalBroadcastSales www.insightedge.com
Six Themes Tied Together
Interesting Times Presentation 1) 2) 3) 4) 5) 6))
The Industry Challenges - Ouch! Th Societal S i t l Challenges Ch ll O h! The - Ouch! The Leader’s Mission for Interesting Times The Motivation to Accept the Mission The Commitment to Begin the Mission g g It Right! g The Organizations Who Are Doing
1
7/19/2013
Harvard Business Professor
What is the #1 reason that businesses fail in America?
LACK OF SALES!
In These Interesting Times
For Nearly Two Decades
Downsizing Reengineering
Am I Next?
Rightsizing Mergers
2
7/19/2013
In These Interesting Times
The Damage is Deep! Eroded relationships in every direction
How can we trust management anymore?
In These Interesting Times
Honestly …
Purposeful growth versus cuts that destroy chances to succeed is both art and science
3
7/19/2013
Define the Chaos
How Does Our Industry Define a Newspaper Company Anyway?
What impression g are we making?
Interesting Times or selfinflicted wounds? You decide
Industry Acts Like This is Normal and OK Layoffs Chapter 11 Filings Salary Reductions Top Down Leadership Inexperienced Ad VPs/Managers Hermits VPs/Manager Strangers Preserver Focus Busy Leaders Cutbacks
4
7/19/2013
Pain today from yesterday cuts
Looking for Profits in all the wrong ways
Have outside influences?
“Public companies get the shareholders they deserve” – Warren Buffett
5
7/19/2013
Adds to Interesting times!
Largest 70 Newspapers in U.S.
Get This Book for Your Professional Library!
All Leaders Must Read …
www.reviewjournal.com/opinion/use-summer-solve-relationship-crisis
6
7/19/2013
Other Forces Contributing to These Interesting Times?
Half of all college students now believe that self-employment is more secure than a full time job. Younger people want to avoid the “chew them up and spit them out” mentality that their parents experienced.
Leading for relationships FIRST
Where We Are Headed! Post World War II
1990 – ???
Hard Asset Economy Plant Equipment Raw Materials
Information Economy Informed society Connected society “Me” focused
Now - ??? Relational Economy Connection strength Working together Advertiser loyalty Local relevance
7
7/19/2013
Do You Realize This Greatly Impacts Your Workplace?
Society Issues Impact Workplace Leadership Perception/Acceptance
Out-of-Wedlock O f W dl k
bi births h
Divorce
rate Depression Lead with a relationship support system for your sales pros. If you don’t, significant production decline is probable.
Healthy Work Relationships $
American Sociological Review Are You and Your Management Team Ready for this?
The number of people who report they have no one to speak to about important matters has increased by about 1/3 over the past 20 years.
8
7/19/2013
Hard to Ignore
Impact of Our Society on the Workplace
Relationship
decline is across the board in family, family friends, and community.
9
7/19/2013
Top Interesting Times Leaders
Relationships p with your newspaper team and customers are the most valuable and valuevalue creating possession you have
How does this impact you?
Education the Answer?
10
7/19/2013
Never have to train this skill. But we need to lead out of it
21st Century Rising Star – “Me”
As we increase our focus on ourselves, far less energy is invested in relationships
Can be poison at work
Addiction to Self – Glorifying the Individual over the Community best it makes shallow people! Does not bring out our best,
11
7/19/2013
The future is now!
Generation C
Born
after 1990 and by 2020 will represent 40% of the population.
Can be serious work problem
Addiction to the Internet? Frequent
Internet users spend 70 minutes or less a day interacting with family. John O’Neill O Neill, director of addiction services, services Menninger Clinic
12
7/19/2013
Bravo if you already do, make an adjustment if you don’t change today if you don’t
Mission: Age of Relationships Demand, Lead and Live a Strategy of: Relational
Capacity
Advertisers, Readers & Users
Relational
Leadership
Sales Team
In today’s today s newspaper world world, relationship capital has surpassed financial capital as the scarce resource that currently dictates today’s culture. Don’t believe me? … Ask your customers and sales pros
Secret Ingredient to Success
Employee Emotion
Do you avoid emotional issues like the plague and wish they would just go away?
13
7/19/2013
Only When Necessary
Employee Relations
No Room in Your Culture
Eliminate the Sewer Monkeys Dealing with negative people in
your company
14
7/19/2013
Relational Leaders Know This
Old African Proverb If you want to go fast, go alone. If you want to go far, go together.
Every Single Call Matters
Angel Cabrera
President Thunderbird School of Management
“Most Most people think in order to succeed, you just have to have a strong background in finance or marketing … (but) business at the end of the day is about relationships with people.”
15
7/19/2013
Basic Value Often Overlooked
Value: Generally Speaking
The value of a newspaper and digital franchise is …
No Business is a Opportunity!
How Do You Hold Sales Accountable?
Often we are more focused on the cost of relationship time-expense-pain
16
7/19/2013
In Newspapers Probably More
McKinsey Research Sales experience is one off the th two t mostt important factors in gaining sales from customers and a highimpact sales force can impact by 8 tto 15 i t sales l b percent. The Basics of Basics to Sales Success
Relational Leaders Secret
Keys to Excellent Leadership in Interesting Times
Engagement vs. Command
17
7/19/2013
Relational Leaders Thrive Here
Booz Allen Hamilton Kellogg School of Management
How employees feel about working in an organization accounts for 20-30% of that businesses performance.
Relational Leaders Thrive Here
Booz Allen Hamilton Kellogg School of Management
50-70% responded that the organization’s leadership created the atmosphere to help them work well.
18
7/19/2013
Louis Gerstner
Painful Truth!
former CEO IBM
“When strategy and culture clash, culture always wins.”
Painful Truth!
Louis Gerstner former CEO IBM
“In fact,, in the end,, management doesn’t change culture. Management invites the workforce to change the culture.”
19
7/19/2013
Relational Leader Kick Start
Cowboy Ethics: What Wall Street Can Learn from the Code of the West By James Owen
Your Turn – Relational Leader?
Emotional Intelligence Here
The Most Important Quality for Leaders
Get This book too!
20
7/19/2013
Your Turn – Relational Leader?
Four Key Leadership Areas Self – Awareness • Self – Management • Social Awareness • Relationship Management •
Where Rubber Meets the Road
Grade yourself in Emotional Intelligence
1 = Poor 2 = Adequate 3 = Good 4 = Outstanding The Most Important Part: Then, have those you lead grade you on the same scale and discover the gaps and areas of opportunity
21
7/19/2013
Relational Leader Mindset
Visionary
Leadership
Influence Developing Others
Local Rocks in Today’s Interesting Times
Local: What an Asset! Community Newspapers: Rediscover a great business model!
22
7/19/2013
Interesting Times Reminder
On Everyone’s Desk
“To To save a community, you must first serve the community. To lead a community you must first love the community. community ”
Do You Lead this Way?
If your Relationship Leadership was a Word Cloud Abstract, What Would Yours Look Like?
23
7/19/2013
Revisit with Relational Mindset
New Measurements, Goals, and Metrics
Revisit with Relational Mindset
Four Areas to Increase Capacity
#1 Sustain S t i 24
7/19/2013
Revisit with Relational Mindset
Four Areas to Increase Capacity
#2 Grow G Revisit with Relational Mindset
Four Areas to Increase Capacity
#3 WELCOME NONADVERTISERS 25
7/19/2013
Revisit with Relational Mindset
Four Areas to Increase Capacity
#4 Cost C t Management M t
New Benchmarks and Rewards
Grow Capacity Mindset ….
Good Day: one customer to run an additional schedule
Great Day: three customers to run an additional schedule
26
7/19/2013
BlueChip Relational Leadership
Train, Live and Lead toward a Relationship Culture
What these companies are doing and why I respect them!
BlueChip Relational Leadership
“We We spent a year developing staff that
does a needs analysis of a client’s business. We taught them how to look at the client’s whole business and future needs rather than how to sell an ad. needs, ad ” Nicole McQuestion, Kenosha News
May, 2013
27
7/19/2013
BlueChip Relational Leadership
“We We found digital sales take longer longer, and the knowledge the salesperson needs is more extensive. Our first thought was to have a separate digital staff, but we decided not to because we didn didn’tt want to leave people behind. They may take longer to acclimate and, in fact, they might never acclimate. But we still need these people”, McQuestion said.
BlueChip Relational Leadership
“Our philosophy is to treat each client like your best friend or family members.” Brian Ritenour, 508 Digital General Manager
28
7/19/2013
Interesting Times … Great Times!
Mission: Age of Relationships Demand, Lead, and Live a Strategy of: Relational
Capacity
Advertisers, Readers & Users
Relational
Leadership
Sales Team
In today’s today s newspaper world world, relationship capital has surpassed financial capital as the scarce resource that currently dictates today’s culture. Don’t believe me? … Ask your customers/sales pros
29
