Selecting, Retaining, and Developing 
Executive Leaders and Teams


August 2017

Preventing the High Cost of "Out of Sight, Out of Mind, Out of Business"

 
My father a traveling salesman, was a master at keeping relationships. He knew how to connect, listen, and nurture relationships. He used to speak about Chevrolet's motto to "never forget a customer." He always talked about following up. His favorite principle and saying was to be successful in business remember, "Out of sight, Out of Mind, Out of Business.  
 
My father's day was different. No cell phones, internet, social media, or computers. He would build relationships the old fashion way by traveling to meet new and ongoing customers. In today's world, we are so connected that staying in touch should be easy. But in reality it is more difficult. We have lost the personal touch. All of us get a plethora of e-mails and connecting to the one that is meaningful is difficult.
From my father's "tool box" here are 5 strategies you can use to stay in touch so you will be remembered over your competitors.
 
Strategy 1 - Pick up the telephone and call and say hello. Though people are busy, a simple phone call is unique. Try calling before 8 or after 5. Make the conversation short, even if you call and say "just calling to say hello, since I was thinking about you."
 
Strategy 2 - Take people out to lunch. Nothing builds relationships more than "breaking bread" together. Don't talk about business. Inquire about the other person's life. Learn about their hobbies, interests, and family.
 
Strategy 3 - Write notes on 3x5 cards. This is very old school, but quick and easy. After each meeting, write a quick note about what you learned. Go through the notes on at least a quarterly to identify relationships to back in touch with.
 
Strategy 4 - Use the power of surprise. When you listen to people, they will tell you what is important and meaningful. Write down on the 3x5 card what interests are important. When you find a gift that would be meaningful, buy it and surprise the person.
 
Strategy 5 - Calendar the next "touch point." Once you have had a touch point with someone, put in your calendar another date to stay in touch. If there is a special occasion for that person, then put it in your calendar so you can call or visit them.

BOOK REVIEW 
How to Win Friends and Influence People
by Dale Carnegie

This is a classic book I recommend in my coaching practice. Carnegie's principles of relationships are the best foundation for building mutually positive and long lasting relationships. One of my clients even assessed himself on a 1-5 scale on each of the principles.
 
The best way to summarize the book is the following list of relationship principles:
 
Give honest and sincere appreciation.
 
Don't criticize, condemn or complain.
 
Arouse in the other person an eager want.
 
Remember that a person's name is to that person the sweetest and most important sound in any language.
 
Talk in terms the other person's interests.
 
Make the other person feel important - and do it sincerely.
 
Show respect for the other person's opinions. Never say, "You're wrong."
 
If you are wrong, admit it quickly and emphatically.
 
Begin in a friendly way.
 
Get the other person saying "yes, yes" immediately.
 
Be a good listener. Encourage others to talk about themselves. Let the other person do a great deal of talking.
 
Let the other person feel that the idea is his or hers.
 
Try honestly to see things from the other person's point of view.
 
Be sympathetic with the other person's ideas and desires.
Appeal to their nobler motives.
 
Dramatize your ideas.
 
Talk about your own mistakes before criticizing the other person.
 
Ask questions instead of giving orders.
 
Let the other person save face.
 
Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."
 
Give the other person a fine reputation to live up to.
 
Encouragement. Make the fault seem easy to correct.
 
Make the other person happy about doing the thing you suggest.
 
Throw down a challenge.
 
The only way to get the best of an argument is to avoid it.
 
Smile!

Leading Research - 
Be Kind, Be Successful
  
In Give and Take, Wharton professor Adam Grant demonstrates that leader kindness and generosity are strong predictors of team and organizational effectiveness.  
 
Whereas harsh work climates are linked to poorer employee health, the opposite is true of positive work climates where employees tend to have lower heart rates and blood pressure as well as a stronger  immune systems
.  
 
As a consequence, a happy and caring culture at work not only improves employee well-being and productivity but also  improved client health outcomes and satisfaction .

Leadership Tips 
 
  • Using assessments for hiring provides meaningful information that will make a hiring decision more of an analytical process than a "gut" process.
     
  • Finding the right balance between being dependent on your boss and being independent is a challenge and one of the keys to preventing career derailment.
  
COACH'S NOTE
Building positive relationships at work has considerable benefits for performance, profitability, and prolonged health.
 
In This Issue
Solving People and Management Issues

The Heller Group focuses on coaching for senior level executives.  We facilitate change within an organization that results in more effective leadership,  increased productivity, innovative thinking, and improved employee morale and retention.

Learn more about The Heller Group, Inc. at hellergroupinc.com.
Dr. Bruce Heller


Dr. Bruce Heller, founder of The Heller Group, Inc., has over 20 years experience consulting with managers and executives on executive education, leadership development, and organizational.   

 

He is an adjunct professor at Southwestern Law School. 

 

Dr. Heller is a consulting psychologist and member of the American Psychological Association Consulting Psychology Division. Dr. Heller holds a Ph.D. and Masters Degree in Education from the University of Southern California.  

 

Dr. Heller is the author of The Prodigal Executive-How to Coach Executives Too Painful to Keep, Too Valuable to Fire.  

Read the book. 

 

The Heller Group, Inc. 
818-981-4310
Solving Management and People Challenges


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