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On my way home from a peer group session of CMOs (with a shout out to the Forbes CMO Network and gyro who sponsored the evening), I reflected on the commonalities between good networking and good marketing.

If you’ve ever been to a party (and most of us have), you’ve noticed there are those who “work the room” and seem to have met everyone there by the end of the evening. What do they do that makes them successful?

First, they engage. They don’t passively await someone to connect with them.

Second they question, and listen. They “always think in terms of what the other person wants,” to quote Korean war general James van Fleet.

And, third, the truly exceptional ones “arouse in the other person an eager want,” quoting Dale Carnegie.

A pretty good set of rules for marketers.

That’s what my bank – Peoples United Bank – is telling me.

Yesterday (Feb. 16, 2011), when I went to the portal (the link above) to log in to my account, I noticed an offer for free Kindle (if you click on the link to see this, you may have to do so a couple of times since the offer rotates with other offers for low mortgage rates and low home equity lines of credit). Read the rest of this entry »

Here’s another one: ‘work smarter, not harder!’

I hope you’ve never used this one in a misguided attempt to motivate a subordinate. If you have, you’ve just told the employee they’re dumb. Not very motivational, eh?

Personally, I don’t think employees are dumb (and if you have one, how did they get hired in the first place? And in the second place, why are they still with you?). Read the rest of this entry »

Who hasn’t heard at one time during their career, from a boss, ‘don’t bring me problems, bring me a solution?’

How silly is this? If all your boss does is ratify a solution, what good is s/he? Further, if you have a solution, why the heck aren’t you out there implementing it?

Worse, Read the rest of this entry »

Why do some companies consistently outperform their peers?

The debate on CEO pay may seem to be only simmering for the moment, while other events dominate the news cycle, but it has not gone away. Working where I do, one of the things we study is the value of, and how to recognize, effective leadership – now, the Best Companies for Leadership; later, the Most Admired Companies. Read the rest of this entry »

Once again, I find myself flabbergasted at service levels in the midst of the worst recession most of us have ever seen.  In my post How not to make a sale, I describe how a retailer drove us from a physical establishment after we had committed to buy. But it appears that direct retail operations are also not immune mistakes in organization, job design and incentives that result in lousy service.  Read the rest of this entry »

Hay Group‘s research on the Fortune Most Admired Companies shows that those who make the matrix work get results: better and faster decisions. The seemingly simple trick is getting managers to act in the best interests of the company as a whole, not just maximizing their own results.

But this has implications for jobs, rewards, behaviors, culture and structure. Most critical: command-and-control management styles must give way to collaboration and cooperation. To crack the matrix code, organizations must: Read the rest of this entry »

Thanks to my Hay Group colleague Scott Spreier, who has done a lot of work with CEOs, for this guest post. NOTE – since the original posting, I’ve received a number of partisan comments, which was far from our intent; we were really looking at how leaders communicate and so, to be fair, we are going to code one of Reagan’s early term speeches for comparison. Stay tuned…
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Memo to senior executives in the finance and auto industry:

Regardless of your political persuasion, before you leave the office today have your assistant print out a copy of President Obama’s Cairo speech. When you get home, pour yourself a Scotch, pull it out of your briefcase, and read it – slowly and carefully. It may be the most productive time you’ve spent all day. There’s a lot you can learn from the President on how to talk to the public and regain your credibility. Read the rest of this entry »

Have you ever been so put off by bad selling that you simply walked, even when you were really, really ready to buy?  

My wife and I did just that yesterday – stunned that the retail establishment drove us do this in the midst of the worst recession most of us have ever seen. But the really sad thing to me is that management wasted all its marketing, branding and PoS advertising investments by cutting investments in its people.  Read the rest of this entry »

Being in a good mood, research finds, helps people take in information effectively and respond nimbly and creatively. In other words, laughter is serious business.

Excerpts from Social intelligence and the biology of leadership, by Daniel Goleman and Richard Boyatsis:

“In the past five years, research in the emerging field of social neuroscience – the study of what happens in the brain while people interact – is beginning to reveal subtle new truths about what makes a good leader. [click here for video:] Read the rest of this entry »

The prior post (below or click here) generated some very perceptive comments from around the net – as a thanks to everyone who contributed, here are some excerpts regarding my colleague’s cover letter: Read the rest of this entry »

In today’s performance-focused environment, the drive to achieve is more critical than ever. Yet even among the most talented executives and top-performing organizations, this drive, when unchecked, often backfires, derailing careers, diminishing performance, even destroying organizations, as discussed in Leadership run amok: the destructive potential of overachievers, the most downloaded Harvard Businss Review article in 2006. Read the rest of this entry »

A recently laid-off colleague from a prior employer contacted me about leads for jobs. I willingly offered to help, and made some contacts – one looked like a perfect fit.  Here is the letter my colleague wrote, only slightly edited for public posting: Read the rest of this entry »

Businesses that win in a downturn provide clear direction in the face of uncertainty, reassuring when necessary, all the while continuing to push for results. Their leaders create energizing, engaging work climates by using the full range of leadership styles, Read the rest of this entry »

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