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1. The Role of Knowledge Workers
The function of personal knowledge, understanding, and judgments in achieving effective organizational performance is becoming clearer. Early on, managerial emphasis on work procedures and methods was placed on observable work. Later, it included the role of information and information flows, which are also observable. Now, focus is shifting to include knowledge. It has always been understood that know-how and expertise influence quality of work. However, the knowledge focus has tended to be centered on the in...

2. Organizational Mission Statements
Mission statements are also vital to successful organizations. One of the most important thrusts of my work with organizations is to assist them in developing effective mission statements. And to be effective, that statement has to come from within the bowels of the organization. Everyone should participate in a meaningful way -- not just the top strategy planners, but everyone. Once again, the involvement process is as important as the written product and is the key to its use. I am always intrigued whenever I g...

3. How to Do a Professional Business Presentation ~ Tips and Tricks
When you are going before customers, executives, or team members, how you present can be almost as important as what you say. Some executives speaking to groups come across as unfocused when they are supposed to be inspiring. They may be capable leaders in other respects, but their stature is diminished when they present their ideas. There are many executives who do inspire people with their presentations. They do it in their own style, but they come across as sincere, thoughtful, and prepared. Here are several tips for ...

4. The Code of Meeting Ethics
Almost everyone agrees that too much time is wasted in meetings. It doesn’t have to be that way; that time can easily be cut in half. As a sales professional, if you are running the meeting, take advantage of the code of meeting ethics. If you are a meeting participant, suggest to the meeting facilitator that you persuade the group to agree to follow this code. Put it on display. People who have adopted just the time-allotted agenda and the timekeeper ideas are enthusiastic about the results in time sav...

5. Ethics of Educating Your Customers
If customers don’t understand a product, they won’t buy it. Customers become educated through experience. Make it your goal to educate your customers so they can better understand the products or services you offer. Of course, when they are more educated they become more sophisticated and are more likely to know better what they want or don’t want, what it will take to get it, and how much it should cost. They are also more likely to negotiate when they are educated, but this can become a selling advantage if yo...

6. Telltale Signs of Dishonest Brokers
Dishonest brokers often ask their victims a steady stream of questions designed to derail honest investors from asking the right questions. In contrast, honest brokers encourage you to ask questions, provide you with additional educa tional materials, and make certain that you understand the risks involved in your investment decision. And if you decide not to spend your money, they’re untroubled by your investment decision. The National Futures Association has collected 16 questions that are turn-offs for dishone...

7. The Six Behaviors of the Effective Enterprise
No matter how intelligent a leader’s strategy for change, it will fail without the dedicated support of the rank and file. Winning that support often requires more effort than devising the strategy itself. Effective and intelligent behavior is important in all knowledge work. People tend to think of such behavior as particularly important in “valuable” problem-solving or decision-making situations and other high-level tasks such as determining corporate strategy. However, contrary to that no...

8. The five categories of Customers
Too often, businesses look at their customers as they would rows in a spreadsheet. Businesses spend time figuring out how to get more money out of them, analyzing how often they come back and how much they spend on each trip, and figuring out how much a customer will spend on a particular item. But customers can and should be much more than just an income stream. Customers’ experiences can range from completely unhappy to glowingly positive. Both types of customer can greatly influence your company’s reputation. Generally...