Crashing Preoccupation Barrier

Partnering for Profits: Finding Alliance Partners

Where do I find great alliance partners is the question I generally hear. The simple answer: anywhere and everywhere. The truth is—the quality of your partner(s) does play a major role in the value you will receive from an alliance. In my book, Developing Strategic Alliances I offer several recommendations:

• Your suppliers are a good place to start in your search for an alliance partner. They know your competitors and other local business people from a different window than you. You can learn about their buying habits, bill paying habits and other important information about them.

• Your customers are another great place to look. They have most likely done some business with the person or company that could be seeking. Again, they have a unique window through which they have viewed your potential alliance partner.

• Your professional or trade association is a fabulous environment to search if you want to build an alliance with competitors or suppliers. The executive director of the association is usually the person who is most a tune with the players in your industry.

• Newspapers and trade magazines offer current information as to the movers and shakers in many industries. They compare, they research and generally dig up interesting bits of information about business people. Also research Internet blogs, articles, and postings for aggressive companies.

• Local successful business people can be found at the chamber of commerce activities and mixers, civic service clubs, charitable organizations and even local seminars.

• Ask those that supply you with professional services; including, consultants, lawyers, and accountants.

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is also there.)

Executive Presentation Skills: Crashing Preoccupation Barrier

In order for your presentation to be effective, you first have to first get your audience’s attention. Those folks sitting in the seats in front of you are thinking about their jobs, their friends, and their loved ones—and all the issues that surround them. They are preoccupied, and it is your job to crash through that barrier. Needless to say, it is best to do this at the beginning. Start with your introduction; make it short and it needs to sell you. Your introduction had better give your audience a reason or two that it would be in their best interest to listen to what you have to say.

Then your opening has to build on your introduction. Your opening is more than just what you say; it is also what you do. Check your non-verbal statements. What you wear, how you look, how you stand, your manner in approaching the platform following your introduction, all speaks clearly about you. What are these non-verbal statements saying about you?

While you are waiting to present, take the temperature of the room and determine if your meeting planner gave you the correct information about your audience. This “last chance” to adjust is crucial. I know—who wants to change at the last minute? Any quality presenter, professional or not, is willing to do last minute adjustments to better serve the audience.

The first words out of your mouth are being judged by those in your audience, it is simple human nature. Don’t fight it, go with it. Lean into your strength at the beginning. Truly attempt to “sell yourself” to your audience in the first minutes of a presentation. Your effort will make experience better for all that are in the room, including you.

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: 2009 Meeting Strength

Lately, I have been hearing from association executive directors about their fears and concerns regarding the strength (attendance) of their meetings in 2009. Yes, everyone involved in the meetings industry has huge concerns for the strength of meetings in 2009. What can you do to motivate more of your members to attend this year’s meeting and also bring along their senior staff?

Deliver more value is the answer. Most likely your members are currently having a difficult time. As an example, is a golf tournament the best use of your resources? Perhaps a better idea would be to have a consulting day? Enroll your speakers to attend the meeting for an extra day and deliver consulting sessions. There are a number of ways to administer this idea; sell the sessions, have a drawing for early registrants, or organize it so all attendees have access.

Be honest, is it networking or education that is the primary driver for your attendees? Lean into the primary attendance driver by adjusting the meeting format to better serve the real needs. If it is networking they want; rather than offering traditional lecture programs, shift to interactive programming. You may have to secure different speakers, and it will be worth the effort.

If it is education that is the primary attendance driver then select the speakers that are willing to help you build a pre-conference, conference, and post-conference educational event that is beyond anything your members have ever seen. Many speakers have eBooks, surveys, etc. that can be structured to deliver this higher-level education. Explore through new windows how you can deliver more value while still keeping costs manageable.

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com