Seeing The Big Picture Even In Crisis

This piece from Delancey Place is an important reminder in the face of the near-panic we are seeing from American leaders:

“In today’s excerpt – in a banking crisis, such as the one the U.S. faced in 2007/2008 and whose troubling after-effects remain, there are two critical items to manage. The first is that if a major financial institution fails, its operations continue so that counter-parties are not damaged and confidence in markets is not destroyed. The second is that if major financial institutions are saddled with huge numbers of bad loans, regulatory solutions be applied that allow these banks to continue to make new good loans. In the Latin American debt crisis of 1982, this second item was managed so well that few even remember the crisis. Similarly, in the Continental Illinois (Penn Square) crisis of 1984, the first item was so well-managed that markets were minimally disrupted. In the current crisis, neither item has been well-managed, leading to both the era-defining disruption of the Lehman failure and the continued hobbled operations of some of our largest financial institutions:

“Indefensible policy mistakes by Treasury Secretary Henry Paulson in his handling of Lehman Brothers and AIG severely damaged the credibility that eventually forced the Bush administration to recapitalize the U.S. banking system. …

“[This contrasts sharply to Federal Reserve Chairman Paul Volcker's handling of the Continental Illinois crisis.] When Continental Illinois Bank collapsed in 1984, … Volcker immediately asked J.P. Morgan to arrange a ‘convoy’ of banks around the institution [to provide liquidity and] prevent money from fleeing. Less than 48 hours later, the bank was nationalized. Although Continental Illinois was one of the nation’s leading money center banks, proper handling of the nationalization process by the regulators prevented major problems.

“Inexplicably, however, Mr. Paulson decided to let Lehman Brothers fail, indicating from the start that he had no intention of using public funds to rescue the institution. Although Lehman Brothers was not a commercial bank, and the Fed and the Treasury were not obliged to save it, Paulson’s stubbornness was in a sharp contrast to the Fed and the Treasury’s efforts to minimize disruptions from the collapse of Bear Stearns, another securities firm. … Lehman was a global financial institution, and thousands of investors and institutions around the world were left high and dry. The resulting anger went a long way toward destroying the credibility of U.S. banks, U.S. Bank regulators, and the U.S. government. And the rest is history. …

“In [past crises] in the US, authorities successfully maintained lending functions of the banks when they were saddled with huge amounts of NPLs [non-performing loans or bad loans], for example, during the Latin American debt crisis, which erupted in 1982. In this crisis the U.S. had to move slowly because the vast majority of U.S. money center banks were technically insolvent and shutting down the entire banking system was not an option. With so many international banks also involved, the Fed had to be very careful in managing the crisis to ensure the continued functioning of the banking system and prevent negative fallout for the economy.

“[Federal Reserve Chairman] Paul Volcker … handled the situation masterfully. Although the process eventually took a dozen years, it was done without a credit crunch and at no cost to taxpayers ­in contrast to the $160 billion bill for the cleanup of the S&L crisis, which was only a tenth the size of the Latin American debt crisis. Ironically, the Fed’s response was so elegant that few people are even aware of it. Many may have heard of the crisis, but the authorities’ deft handling of the situation received little public attention because no taxpayer money was required or requested. Further, no one involved could talk about it while events were still unfolding – certainly no one from the New York Fed or the technically insolvent money center banks. Nor was anyone interested in hearing about it once the cleanup was over. As a result, some of the key lessons learned from this episode are missing from the current debate on how to handle the banking crisis.”

Author: Richard C. Koo
Title: The Holy Grail of Macroeconomics
Publisher: Wiley
Date: Copyright 2009 by John Wiley & Sons (Asia)

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“If It Is To Be…”

I know we all have times where we are simply overloaded with the demands of work, family and community, but there was something in this piece from SparkPeople that hit home for me.  It’s been hot and I know there have been days when I just run out of steam but still I think I can do better and these few  words were a great reminder.

sloth; cute but lazy
“Who? Me?”

“We commonly procrastinate or put off an activity altogether by saying “It will get done eventually” or “Someone else will do it.” Wrong! Being lazy and not taking responsibility are wastes of time. Often the power for change is within us, but without our efforts things would fail or go awry. You cannot rely on help from others, only what your own two hands accomplish on their own. Hard work is a habit that needs constant attention. But be mindful that you are giving your full effort to a project. Apply yourself, value your time, and don’t squander it hoping for help. Remember the old saying… “If it is to be, it’s up to me.”

Hope you’re having a great summer weekend wherever you are.

Colette

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Tell Your Story Well

Here’s a great, easy to understand piece on storytelling for business by writer Matthew E. May , Founder, Shibumi Creative Works

April 21, 2011

Judging by the number of books published in the last six months on the topic of storytelling in business, it’s clear there’s a hunger for how to tell a clear and resonant story that moves others to not only embrace new ideas, but act on them. I’ve read and reviewed a number of those books, and while it’s not true in every case, most are written by people who aren’t necessarily renowned storytellers, but rather have studied them and decoded their magic from afar.

I decided to see if I could find something direct from a world class storyteller, something that might provide a user-friendly framework for thinking about how to craft a compelling story, and something that might not need an entire book to explain. In other words, I wanted a simple storytelling crib sheet.

I found it. And from a most unlikely source: Kurt Vonnegut. Yes, the Kurt Vonnegut, of the masterpiece Slaughterhouse-Five (and many others) fame.

Most people don’t know that Vonnegut actually began his professional writing career at General Electric, writing press releases in their public relations department during the late 1940s. The late forties and early fifties were the heyday of short stories, as the country was still largely television-free. After a few of his stories were published in Collier’s, Vonnegut quit G.E., moved to Cape Cod, and devoted himself to writing.

In the introduction of his book Bagombo Snuff Box, a collection of twenty-three short fiction stories, Vonnegut sets out eight rules under the heading of “Creative Writing 101″:

  1. Use the time of a total stranger in such a way that he or she will not feel the time was wasted.
  2. Give the reader at least one character he or she can root for. In other words, have a hero.
  3. Every character should want something, even if it is a glass of water.
  4. Every sentence must do one of two things: reveal character or advance the action.
  5. Start as close to the end as possible.
  6. Be a sadist. No matter how sweet and innocent your leading characters, make awful things happen to them—in order that the reader may see what they are made of.
  7. Write to please just one person. If you open a window…to the world, so to speak, your story will get pneumonia.
  8. Give your readers such complete understanding of what is going on, where and why, that they could finish the story themselves, should cockroaches eat the last few pages.

Storytelling in business often takes a form other than written, such as a presentation or a speech. But with a few simple word changes (“audience” instead of “reader,” or “hero” instead of “character,” or “speak” instead of “write,”) it should be easy enough to apply these rules to any storytelling attempt.

These rules are easy enough to understand. We all need someone or something—a hero—to root for, but we want the storyteller to keep it real, so we can connect with the story, invest ourselves in it. If we can’t see parts of ourselves reflected in the hero’s journey, and as a result care about what happens in the end, the story will fall flat. It’s tough to relate to perfect or flawless heroes—heroes that too easily succeed aren’t real, aren’’t likable, and don’’t resonate.

And with ever-shrinking attention spans, a good storyteller must make every written or spoken line count to keep things moving, or we’ll lose interest. The best way to follow Vonnegut’s suggestion is to simply put every line you write or speak on trial for it’s life: “is this a nice-to-have or need-to-have?” When in doubt, cut it out.

There have been a number scientific studies recently confirming that we are hardwired to learn through stories. If you’re like me, and you’re fascinated by the workings of the mind and the neuroscience of stories, check out the September 2008 issue of Scientific American Mind, which has a feature article called “The Secrets of Storytelling: Why We Love a Good Yarn.”

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I Love Mondays

And I love Wizard of Ads guru Roy H. Williams for his brilliant insights on marketing and human behavior. From Roy, here is this week’s Monday Morning Memo:

Wizard of Ads creator Roy H. Williams

Wizard of Ads creator Roy H. Williamsere's this weeks Monday Morning Memo:

Relevance, Real-evance, Relate-evence

Relevance has always been an important part of effective communication but never so much as today.

The appalling dropout rate in High Schools and the sharp decline in church attendance are just two of the indicators of an accelerated demand by people for relevance.

“Why should I? Will it make me happier? Is it really going to make a difference or is it just a waste of my time?” These are the unspoken questions asked all day, every day, by every customer. I believe these fierce, unspoken questions are society’s response to the jet-engine whine of information overload.

Are you answering these unspoken questions in your ads, or are you just adding to the overload?

“I am the customer. How will you change my condition? Convince me that interacting with you would be worth my time.”

Keep in mind, advertiser, that your ad will be just one of 5,000 sneaky little messages that will try to break into the customer’s consciousness today. Most of these 5,000 messages will be evaluated and dismissed in a fraction of a second. Will yours be one of these? Look around. The air is thick with messages. They bark like little dogs and wave at us like shadows from the corners of our eyes.

Let’s talk for a moment about the two basic styles of selling:

A dynamic “Me” personality believes in “overcoming objections.” Selling is combat. Push.

A responsive “We” personality believes in “positive attraction.” Selling is seduction. Pull.

Most people talk about Push and Pull as different forms of media. “The Internet,” they say, “is a Pull media. Everything else is Push.”

But don’t you believe that for a second. “Push” and “Pull” don’t describe the media; they describe the relationship between advertiser and customer. Internet advertisers who use a Push message strategy quickly conclude they’re somehow “reaching the wrong people” and then go off to find a qualified opt-in list because, “By golly, if I can just reach the right people I know I can make me some money!”  It’s hard to convince an overbearing Push jackass that he needs to change his approach.

Let me say this plainly: Marshall McLuhan was wrong. The media is NOT the message. The message is the message.

What, I ask you, will be your message? The media is just the messenger who will deliver it. Do you actually believe it is the messenger who determines the customer’s response to your message?

Push or Pull can be used online.
Push or Pull can be used in traditional media.

Advertisers using a Pull strategy in traditional media are seeing this new style of advertising work extremely well.

Pull
is built on relevance, positive attraction, connection, relationship and credibility. But you can’t create an ad that relates to your customer and seems credible to them until you first understand the wants, needs, hungers, fears and anxieties of your customer.

It’s not about you. It’s about them. How will your product or service change their condition? Tell them.

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Changing Your Negative To A Positive

Can Your Negative Actually be a Positive?

Some very smart thinking from the SoundAdvice newsletter and Michelle@clearskyradio.com

“Once consumers have perceptions about you or your business, positive or negative, changing those perceptions can be a monumental task.

A marketing consultant we work with to help our advertisers get better results, suggests that consumers are stubborn and difficult to change, but he offers this strategy. “Rather than trying to change your prospects’ minds, learn what they think about you and use that image as ‘your natural ace’.  Don’t try to change the hand you’ve been dealt.  Look for ways to play that hand and win”, he suggests.

As an example, the consultant tells of an actual incident when he was challenged to help a Canadian fiberglass helmet manufacturer market a new line of motorcycle helmets in the U.S. The well-planned launch of their U.S. marketing drive began with an introduction to sporting goods retailers at the largest sporting goods trade show in Chicago. But much to the manufacturer’s dismay, and in spite of their expensive exhibit and discount pricing, the retailers at the show had little or no interest in the Canadian company’s motorcycle helmets.

While strolling through the trade show, our consultant overheard two retailers joking about the Canadian fiberglass company. One of the retailers asked the other, “Did you see those Canadians trying to sell motorcycle helmets?” The other laughed and said, “Yes. What the heck does someone who lives in an igloo know about motorcycle helmets?”.
This was a eureka moment.  Although the manufacturer returned to Canada at the end of the show with no orders, he had uncovered the natural ace that would make them overwhelmingly successful the following year.

Their prospects’ perceptions were that Canada was a cold and frozen north. The following year the company returned to the Chicago show selling snowmobile helmets instead of motorcycle helmets. They had to add to their production line to handle the flurry of orders!

You see, it doesn’t matter what YOU think you’re good at.  All that matters is what your prospects and customers will believe you are good at! In marketing, perception becomes reality.
Marketing guru Roy Williams puts it best when he says, “The business owner is uniquely unqualified to see his company or his product objectively.  He is on the inside looking out, trying to describe himself to a person on the outside looking in. It’s hard to read the label when you’re inside the bottle”.

 

 

Bye for now…

Colette

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Summer Cruisin…

Some tips to make your summer travel trouble free from Volkswagen Lethbridge and Erin Walter…

“Are you getting the best performance from your vehicle?

If not, consider these 9 tips:

  • Avoid air conditioning when possible. However, when driving at higher speeds, having your windows open also creates drag.
  • Don’t throttle the gas or brake pedal! Sudden starts or stops use more gas than gradual changes in speed.
  • Don’t idle for too long. Turn off the engine if you anticipate a lengthy wait.
  • Limit car warm-ups in winter.
  • Clear out the trunk. More weight equals more drag.
  • Avoid high speeds. We know this is almost impossible to resist but you can improve your gas mileage by up to 15 percent driving at 55 mph rather than 65 mph.
  • Use overdrive. If your car is equipped with overdrive gearing use it as soon as your speed is high enough.
  • Use cruise control. Maintaining a constant speed is ideal for improving your gas mileage.”

Happy trails to you….

Colette

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Building Confidence in Your Speaking Ability

Here, from Ragan.com an article on delivering a great presentation in front of an intimidating audience:

12 keys to delivering a killer presentation

Don’t neglect a crucial part of your duties to yourself and your audience as a professional speaker with a message worth hearing.

By Olivia Mitchell | Posted: July 1, 2011

Having to deliver a presentation to people who are older than you, more important than you or more of an expert than you, can make you doubt yourself. To look more credible and authoritative, do the opposite of what a person lacking in confidence would do. Typically, they would:

  • compare themselves unfavorably to other people
  • be shy about meeting people
  • stand behind a lectern or as far away as they can from the audience
  • stand stiff and frozen or move in a fidgety, uncontrolled way
  • not look anybody in the eye or shift quickly from person to person
  • rush through their presentation as quickly as possible.

Here are some tips to help you do the opposite and look credible and authoritative:

1. Focus on what you know

Don’t compare yourself with people in the audience who may know more than you. There’s always the potential for other people to know more about a topic than you, so this is a losing battle. Focus on why you’ve been asked to speak – your expertise or knowledge. For more on speaking to experts, see this post The four secrets to speaking with experts in the room.

2. Chat to the VIPs

Behave as if you’re the host or hostess of a party. Welcome people as they come in, and make a point of chatting to people whom you perceive as important or whom you find intimidating. This will turn them into human beings in your eyes, rather than objects of awe. And that will make it easier for you when you start your presentation. You’ll also build your credibility in their eyes.

3. Have someone else introduce you

Find someone that your audience respects to introduce you. This has two benefits:

  • Someone else, rather than you, talking about your expertise and qualifications will establish your credibility more effectively.
  • Listening to the credibility-building introduction just before you get up to speak will give you a confidence boost.

However, you should write the introduction for them. For more on how to do this, read this post: “”How to establish your credibility without bragging.”" In it, I outline the research showing it’s more effective to have someone else introduce you and also guide you through writing the introduction. Denise Graveline also has great advice on establishing your credibility before you start your presentation: “How do I establish credibility as a speaker when my age and looks work against me?”

4. Claim your space

Start your presentation with a black slide. Stand at the center of the stage, close to the audience. This is the most powerful position to talk from. By standing in this position, with no distracting slide, you’ll look confident and credible.

5. Stand square

Whenever you’re standing still, stand square to the audience with your feet slightly apart. If you’re presenting with PowerPoint, beware the “PowerPoint angle” – that’s when the presenter stands with their body permanently angled toward the screen.

6. Own the stage

Don’t stand still all of the time; move around the stage as if you own it. For example, move toward the person you’re talking to. Move to the screen when you want to point something out.  Moving has multiple benefits:

  • It makes you look confident.
  • It helps dissipate your nervous energy.
  • The large movements cover up the small movements (ie: shaking).

For more ideas on moving such as mapping your structure, showing a time line, and picking a storytelling spot, check out this post: 9 ways to use space in your presentation

7. Keep your hands apart

Clasping your hands together looks like pleading and also stops you from gesturing. Gesturing is a natural part of speaking, so if you just keep your hands apart they will naturally start to gesture to support your points.

8. Finish your sentences

Does the pitch of your voice goes up at the end of a sentence, as if you were asking a question? This makes you sound as if you’re asking for approval and makes you seem less authoritative. The reason for this problem—called a high rising terminal or uptalk—may be because you’re thinking of what you want to say next and so you’re not focusing on finishing your current sentence. The way to get rid of the high rising terminal is to consciously finish each sentence. Your voice will automatically come down in pitch, and you will sound more authoritative.

9. Make eye connection

Instead of eye contact, make eye connection. Eye contact has you flitting between people. That’s less authoritative. Making eye connection means speaking to a person until you have made a genuine connection with them. Holding of your eye contact in this way will make you look more authoritative.

10. Chunk

Authoritative speakers often talk in a style of speaking I call “chunking”. They speak in short bursts of words with silence in between. A chunk of words can be a phrase or a short sentence. A benefit of chunking is that you’ll stop using filler words such as um’s and ah’s.

11. Take your time

Don’t rush through your presentation. Rushing looks like you just want to get off the stage as quickly as possible—which might be true, but don’t let the audience see that! Think of getting your message through, not just getting through your message. Taking your time is not the same as going slowly. Don’t slow down—you’ll lose energy. Instead, chunk.

12. Appreciate the applause

Don’t run away as soon as you’re done!

Olivia Mitchell blogs at Speaking about Presenting.

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The Real Threat Comes From Within

From Delancey Place comes the most fascinating tidbits of information…

Earthquakes in the Center of America

In today’s excerpt – in 1811-1812, a series of earthquakes known as the New Madrid Earthquakes rocked the Mississippi Valley, reaching a level some estimate as 7.5 to 8.0 on the Richter Scale. These earthquakes remain the most powerful earthquakes ever to hit the eastern United States. There are estimates that the earthquakes were felt strongly over roughly 130,000 square kilometers (50,000 square miles), and moderately across nearly 3 million square kilometers (1 million square miles). The historic 1906 San Francisco earthquake, by comparison, was felt moderately over roughly 16,000 square kilometers (6,000 square miles). Though some feel the chances of recurrence are slight, the zone remains active today. In a report filed in November 2008, The U.S. Federal Emergency Management Agency warned that a serious earthquake in the New Madrid Seismic Zone could result in “the highest economic losses due to a natural disaster in the United States,” further predicting “widespread and catastrophic” damage across Alabama, Arkansas, Illinois, Indiana, Kentucky, Mississippi, Missouri and particularly Tennessee:

“Between December 16, 1811, and late April 1812, a series of devastating earthquakes shook the Mississippi Valley and beyond when more than two thousand tremors, some of Old Testament proportions, rocked the land. Eventually the quakes were called the New Madrid Earthquakes because tiny New Madrid, in the boot-heel region of what was to be named Missouri, was the village closest to the epicenter. It was estimated that the tremors affected more than a million and a half square miles, making whole towns disappear, swallowing up untold numbers of people, and even causing the Mississippi to reverse course and flow backward for several hours. Between the shocks, people heard the moans of the dying, the bleating of animals, and the screeching of birds. The air was clogged with a thick vapor that smelled like sulfur. Dazed survivors of the initial tremors believed the end of the earth had come and the gates of hell were opening.

“The earthquakes were so powerful that they were felt by people in all directions – in New York, New Orleans, Canada, and on the western fringes of the Missouri River. President James Madison claimed that he was tossed from his bed in Washington by the initial shock. It was said that the catastrophic quakes stopped clocks in Boston and set bells ringing in Virginia.”

“The earthquakes created a remarkable lake, twenty-five miles long and from one-half to eight miles in width on the Tennessee side of the Mississippi River. Later named Reelfoot Lake, this body of water sat untouched for many years after Chickasaw Indians and the few white settlers living there vanished due to the many quakes. During that time the area became a paradise for hunters and fishermen; it would later become known as ‘the land of the shakes.’ “

Author: Michael Wallis
Title: David Crockett
Publisher: Norton
Date: Copyright 2011 by Michael Wallis
Pages: 101-102

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One, Two, Three…

Three Tips To Turn around A Bad Week from Carla Reiger

Three tips for shifting your state of mind  

by Carla Reiger

1.   Ask  “What’s going right?”: If you find yourself in a situation in which you are dwelling on everything that is going wrong, try asking yourself, “What’s going right?” It’s the little actions like this over time that switch your default way of viewing life. In this particular situation, I thought to myself, didn’t about 1000 things need to go right to get me in a hurtling metal tube from Toronto to Vancouver safely? It’s only the skywalk that’s stuck, I’m actually quite grateful about that.

2.    “What’s good about this situation?”: Another trick is to ask yourself, “What’s good about this situation?” So, I thought, “Great! I get to read my book for an extra 15 minutes.” And so I just sat back, relaxed and enjoyed the found time.

3.    Memory Imprint Journal:  If you let yourself get annoyed by the small things, which I always used to do, you won’t have any reserves for the bigger things. The good news is that you can train your brain to stay calm, centered and creative no matter what is going on. But it has to move from theoretical understanding to actual understanding. The way you know it’s become actual understanding is that it has gone on auto pilot and you are just naturally acting that way. The only way to train your brain to go on autopilot with anything is to have a regular habit that directs your mind to practice this skill on a regular basis. 

To that end, you might want to try the Memory Imprint Journal. This is simply a journal you fill out every day for 30 days just before going to bed at night. It takes about 5 minutes. You write down three good memories from the day. These could be big or small events. For example, going to lunch with colleagues and reliving the great hockey game you saw the night before. Or, finally figuring out how to use a certain function on your computer. Or, the fact that you landed a sale that day. If you write them down like this you are actually photographing those memories so that they go into the long-term memory. Research shows that 20-30 practices of a new action will make it go on auto-pilot. This is a way to balance out a tendency you might have to mainly focus on negative experiences.

- Bye for now…

Colette

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Forbes: The New Entrepreneurs

Young Entrepreneurs Forbes profile

Cool! Check out these 16 under-age entrepreneurs as compiled by Forbes:

http://www.forbes.com/2011/05/05/grade-school-entrepreneurs.html

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