Month: July 2016

E510: Break Through The Roadblocks

July 29, 2016 TonyB Coachcasts, Improvement 0 Comments

Some people say they fear failure, I say they fear success.

 

  1. What’s holding you back?
    1. You can have the life you want
    2. We too often put false things in our way
    3. We let outside forces hold us back from trying
  2. Break through the barriers
    1. Identify and recognize them
    2. Change them to challenges
    3. Find a different approach
  3. The biggest hurdle is within
    1. You are the biggest roadblock
      1. You let doubt / fear / memes / beliefs / etc keep you from taking action
    2. Learn to be an observer – take a deep look at those fears
      1. F.E.A.R – False Evidence Appearing Real
    3. Find what moves you

E509: Hire Versus Train

July 28, 2016 TonyB Coachcasts, General Business, Human Resources 0 Comments

You need more project managers, so do you train within or hire from outside.

 

  1. We all face this from time to time
    1. We are growing and need help
    2. Need some additional skillsets
    3. Do we train an existing employee or hire someone from outside the company?
  2. There are pros and cons to both to consider
    1. Many will depend on your situation but here are some that apply to all
    2. Train an existing employee
      1. Pros:
        1. Promotes company loyalty
        2. Improves company morale
        3. No learning curve on company
      2. Cons:
        1. Learning period – could take months to get the skillsets or longer
        2. Mistakes during the learning period
        3. Creates a void for that person’s position
    3. Hire from outside
      1. Pros:
        1. Immediate access to skillsets
        2. Can train other employees
      2. Cons:
        1. Can hurt company morale and other employees
        2. You don’t know the new hire until they actually start working
  3. Things to consider
    1. Create your own list of Pros and Cons to include the above and other specific things
    2. Ask yourself “can you outsource some or all the help you need?”
      1. Can you hire a part-time consultant to help your employee on the new project/skillset
    3. Can you do it from within
      1. I recommend that hiring outside for key roles should be a last resort

E508: The Importance Of Accurate Scheduling

July 27, 2016 TonyB Coachcasts, Project Management 0 Comments

Poor schedule development and management causes problems on the project.

 

  1. The project schedule is the roadmap
    1. Tells everyone the who, what, when and where on the project
    2. Organizes the team
    3. We would get lost with outdated maps
  2. Failures occur when schedules are not accurate
    1. Manpower is misallocated and wasted
    2. Materials and equipment are not available at the right time
    3. Creates confusion and disarray on the project
      1. Leads to finger pointing and letter writing
  3. Manage and coordinate properly
    1. Do your part to keep accurate schedules
      1. Primes – it’s your job
      2. Subs – it’s your job to review and update properly and ask for updates
    2. Update and coordinate the schedule regularly
    3. Communicate the schedule to the field

E507: Social Media For Sales

July 26, 2016 TonyB Coachcasts, Sales 0 Comments

Are you taking advantage of social media in your sales efforts?

 

  1. Social media is a game changer in sales and marketing
    1. Facebook / LinkedIn / Twitter / Instagram / Pinterest / etc.
    2. Social media makes reaching your audience much easier
    3. Social must be a part of your sales strategy
  2. Posting native content (your content)
    1. Find the network that fits for your company
      1. Residential = Instagram / Pinterest / FB
      2. Commercial = LinkedIn / Facebook / Twitter
      3. It all depends on where your target audience hangs out
    2. Post content that is relevant and worthwhile but not bragging
    3. Build relationships
  3. Joining the conversation
    1. This is how you get started – join in with others
    2. Find your audience in other areas of SM
      1. You build retail – find groups for local retailers and small businesses
    3. Join the conversation to offer your point of view, tips
      1. Don’t join the conversation to sell (that comes later)
    4. Build relationships with people

E506: Ask Coach – Dealing With Delays

July 25, 2016 TonyB Ask The Coach, Coachcasts 0 Comments

If you are having scheduling issues deal with them head on.

 

Q: The Prime Contractor is giving me a hard time about delaying the project. It’s not all my fault. How should I handle this.

A: Protect yourself at all times. Give notice when anything is delaying your progress, no matter how minor it seems.

 

  1. We try to avoid it, but delays can happen
    1. We plan to avoid them but sometimes things go wrong
    2. Supplier ships the wrong materials or misses a delivery date
    3. Prior sub does something incorrect that causes more work for you
  2. Communication is key, your fault or not – be sure to let everyone know
    1. Let you client know when something will impact the schedule
    2. Don’t be a hero
    3. Indicate possible impacts on all RFIs, Changes, Proposals, etc.
  3. Correct course
    1. If the delay is your fault do what you can to fix it
    2. Keep progress moving forward, work with others to coordinate
    3. Put in the extra effort to correct the schedule

E505: Shift Your Mindset From Struggle

July 22, 2016 TonyB Coachcasts, Improvement 0 Comments

Keep the proper mindset to manage the ebb & flow of life.

 

  1. Life is what you make of it
    1. If you think it’s a struggle – it is
    2. If you think it’s hard it will be
    3. Do you feel things are against you are for you?
  2. It’s all in our mindset
    1. Learn to take a different point of view
      1. Not rose colored glasses but be sure to see the whole truth
    2. Be honest about the circumstances
    3. There are always 2 sides to each situation – a silver lining
  3. Setting up the right mindset
    1. Learn to be an observer of your actions and emotions – look back on times you were negative
      1. What is your negative outlook contributing?
    2. Use your emotions for good
    3. Practice gratitude every day

E504: Making Your USPs A Priority

July 21, 2016 TonyB Coachcasts, General Business 0 Comments

Make your unique selling propositions a priority of your business operations.

 

 

  1. If we are going to say it we must deliver it
    1. Our USPs win us work so we must produce
    2. We should always work to improve our ability to perform
    3. Overpromise and overdeliver
  2. Build your USPs into your business
    1. They are part of the culture
    2. Actions of everyone should support them
    3. It’s the look and feel of your business – the brand
  3. How do we make it a priority?
    1. Leadership – you must live and breath the USPs to your teams
      1. Recruit your champions for help
    2. Tell the stories and create reminders
    3. Create the battle for a cause
      1. People will band together for a cause

E503: Congruent Project Management

July 20, 2016 TonyB Coachcasts, Project Management 0 Comments

Do your project teams support your Unique Selling Proposition?

 

  1. Your UPS should define you project management style
    1. We have to deliver on our promise
    2. Project teams are the frontline of that delivery
    3. They handle the majority of the interaction with your clients
  2. Do your processes and procedures match your USP?
    1. What systems do you use? How do they support your USP?
    2. Do your procedures fit?
    3. Review your current processes and procedures and determine how you can enhance your USP
  3. Your teams deliver the product so make sure they are delivering the right stuff
    1. Do your teams know your USP?
    2. Do their actions support the USP?
    3. Educate your teams on the USP
    4. Get feedback from your clients

E502: Marketing You USP

July 19, 2016 TonyB Coachcasts, Marketing, Sales 0 Comments

Promote your USP to win more work with the right clients.

 

Integrate your unique selling proposition into your sales and marketing to help attract the right clients.

 

  1. Your brand message
    1. Your marketing efforts should promote your USP
    2. Your sales team should communicate it clearly
    3. Tell stories about your USP
  2. Keep your messages and your actions congruent
    1. Be sure that everything supports your USP
    2. Do the actions of you team support the USP
      1. You promote meeting schedules yet fail to deliver the proposal as promised
    3. Be sure everything about your company promotes your USP
  3. Remember to see it from the customer’s point of view
    1. What does your customer think?
      1. Provide stories that mean something to them
    2. Be sure your culture supports your USP throughout the project
    3. Conduct surveys to get feedback on how you are doing

E501: Ask Coach – Determining Your Unique Selling Proposition

July 18, 2016 TonyB Ask The Coach, Coachcasts 0 Comments

Determine you unique selling proposition and build your culture and brand around it.

 

 

Q: How do I determine the what my sales pitch should be?

A: Determine your unique selling proposition and brand around it.

 

  1. What is a unique selling proposition?
    1. It’s what you stand for and how you operate
      1. Easy to work with / transparent / quality / speed / thoroughness
    2. Can be more than one but make one a priority over the rest
    3. It should be what you do and others don’t
  2. Defining your USP
    1. Look at your values – how do they fit
    2. Look at what you love to do – how does that fit
    3. Look at your market – what do your customers want / what are others not doing
    4. What are your strengths
  3. Expressing your USP
    1. Build your culture and brand around your USP
      1. Everything you do should reflect your USP
    2. Educate your entire staff on what it means
    3. Create stories to educate everyone on your USP

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