Seven Basic Requirements for Working Effectively with Anyone!

Successful business relationships stem from mutual respect and a sincere desire to create win/win situations regularly.  Here are some simple but highly effective requirements to ensure your success.

1. Do what you say you’ll do, when you say you’ll do it. Apologize when you “drop the ball.”

2. Take an interest in the company, people, product, financials, safety, community, etc. Be knowledgeable about what interests or concerns others and be able to converse appropriately.

3. Respect everyone on the team regardless of his/her opinions and/or personality. Make it a habit to not to judge anyone regardless of their manner of dress, organizational style, or position in a company.

4. Acknowledge others easily and often. Make it a habit to say “Please” & “Thank You.”

5. Keep confidences. Don’t talk negatively about other people – that’s commonly called gossiping.

6. Understand by truly listening. Be aware if you normally listen, as most people do, you will simultaneously form a comment or opinion. This is not listening. Too often we really don’t want to hear what a person is saying because we think we already know what they’re going to say. Remember your non-verbal actions speak much louder than your words.

7. Take into account other people’s ideas and concerns when developing a solution. Be easily understood by using KISS:  Keep Ideas Simple & Smart

(c)Jeannette Seibly, 2010

Got client loyalty?

Many of us falsely believe that once we have a client they are ours for life. We stop doing the little things that differentiate us from our competition. Perhaps we rank order our clients in order of revenues received, and respond to them accordingly.  Or we fail to form strong relationships that will get us through any “bumps in the road.”

Be a great advocate.  People are looking for quality and service not just a good price.  Most clients are willing to pay extra for the right connection, service and knowledge.  Clients love to do business with people they like and enjoy, particularly vendors who share their products and services with their own clients. 

Connections.  Treat these clients as “gold” and look for the “little things” that  make the difference.  For example, if you enjoy researching family genealogy, share resources.  If you love stock car racing, pics of nature, or a particular sport, connect with them on FaceBook and post your pics or other activities.

Responsiveness.  Minimizing the importance of others’ requests will not keep them as your client. What may seem obvious to you, will not be readily apparent to others.  If there are complaints, handle them as quickly as possible.  If there is a constant nay-sayer, or you repeatedly receive the same or similar requests, provide these clients free training, either one-on-one or in a webinar.

Customer Service Blitz.  Conduct a Customer Service Blitz designed to get your staff on the same page.  This will allow them to do what they do best: 

  • Sales people focusing on selling
  • Customer service advocates handling the details. 

Train your staff in the nuances of client management, share legacy knowledge with them of client issues and situations.  Encourage and enable them to continually cultivate client loyalty.

©Jeannette Seibly, 2010

What is your capacity? Planning & Growth

What is your capacity to handle new clients without reducing what you deliver? The focus of small business owners everywhere tends to be the same: Making money, paying bills–not building systems and people, not planning capacity.

As entrepreneurs, we usually believe we can handle an increase in sales volume. It’s what we seek, it’s the holy grail of growth—right? Unfortunately, unplanned rapid growth can send any business to an early grave. Often, only after the fact of rapid growth do we discover we didn’t have systems and people to meet our growing needs.  Customers have little patience for trial and error. Waiting until necessity drives development of systems and people, we miss the opportunity to proactively increase capacity.  Ultimately, we damage profitability, and our reputation. So, how do we dodge the bullet?

Hire the Right People. Hiring the best can be a slow process. We must answer three questions:”Can they do the job?” (capacity); “How will they do the job?” (behavior); and, “Will they do the job?” (occupational interest—is this what they want to do?) All three questions must also be context-specific: “Can they do this job here?” If the questions are asked properly and answered clearly, the probability of hiring someone who fits the job increases. Research confirms it: people who fit their jobs produce more, stay longer, and create happier, more profitable workplaces!

Clarify strengths and weaknesses. When your capacity doesn’t change much, employees stagnate!  Those who might have handled new challenges have left for new opportunities, usually with your competition.  Current employees may have effectively departed while still on your payroll—a problem Harvard Business School calls “presenteeism.” A clear view of each of each employee’s “true” interests is critical. Remember, it’s an ongoing process: A wise entrepreneur once said, “When you think you have it all handled, you’ve set yourself up for failure.” Our working systems are often created by employees for their own convenience, not necessarily for your customers. Worse, we rarely know what our systems really are, and employees modify them continuously.

Customers have their own, private opinions about your business. Ask them questions, directly and indirectly:  What works for you, our customer? What do we do that does not work?  Allow them to clarify. What do they need from you? What else would they like from you?

Develop accountability and responsibility in your employees, managers and yourself.   Simply having feedback is one thing, acting productively on it is another—and acting is harder!  Measure skills in your managers, and plan to improve them. Make sure everyone realizes it’s an ongoing process: “Perfection is a direction, not a place.” Handle problem employees now! If you have an employee unable to do the job, be fair and let them go.  Hire slowly, fire quickly.

One manager put it very well: “The most expensive employee time I have is the interval between when I realize they have to go, and when I actually make it happen.” An effective manager must concentrate on, and measure, results.  ”Working hard” is a valuable part of the systems producing your total results, but is rarely sufficient. Focus on these fundamentals of business, and you will soon see new opportunities for growth in your business, based on planned increases in your capacity!

Copyright © Jeannette L. Seibly and John W. Howard, 2004-2010

Jeannette Seibly, Principal of SeibCo, LLC takes your company to the next level by creating leaders, success and results. Whether it be generating your next million, making a strategic difference or resolving people issues, SeibCo, LLC is your partner in causing unprecedented results and impacting your bottomline.

John W. Howard, Ph.D., owner of Performance Resources, Inc. helps businesses of all sizes increase their profits by reducing their people costs. His clients hire better, fire less, manage better, and keep their top performers. 

Attitude Transformation Brings Satisfaction

Do you hear an internal mantra, “I should not have to do this!” over and over?

Unfortunately, there will always be job duties or activities that must be accomplished for your continued employment or to run your business successfully. If these hated tasks constitute more than 20% of your job, you are probably in the wrong line of work.

Truly successful people learn how to get the hated job activities over and done with minimal stress. They are good at delegating to others who are competent to do them. Yes – there are people who actually enjoy doing the work you hate to do!

There are certain business practices and standards must be adhered to, no excuses are acceptable. Customers, employees, the IRS, a judge or plaintiff attorney are not interested in excuses; they do not care “why.”

We all must follow the laws and common expected business practices (e.g., following standard accounting practices, refunds, EEO/Equal Employment Opportunity, DOL/Department of Labor, etc.) Failure to follow your own business policies and practices can provide irreversible consequences, personally and professionally.

Swish. When there is something you hate doing, create a new attitude or visual picture. For example, if you work in retail and hate it when people walk in the door, “swish” to see the people walking in the door as “new money.” Or, if you hate working with accounting details, “swish” and see QuickBooks as the pathway to your million dollar success.

Be selective when saying “yes.” Learn to say “no” instead of taking on job duties or activities that are not your forte.

  • If there is a legal issue, give it to the attorney.
  • If you have an accounts issue, delegate it to your customer service rep.
  • If you have a sales or customer service person who won’t return calls, replace them!

Realize you are setting the tone for your future. Then you are free to say “yes” to legitimate requests from your customers, boss, Board of Directors, or business partners.

Create your future. You were hired, and you accepted the job. Now you need to adhere to getting the job done in a manner that positively supports the company. Customers truly don’t care how you feel about your job duties. As the business owner or executive, you created the current business model. Even though it may have worked well at one time, if it no longer meets your business goals, it’s time to strategically create the future. If you are no longer energized in your business or job, hire a coach and find a job or business the “fits” your thinking style, core behaviors and occupational interests. Set yourself up for satisfaction and success.

(c)Jeannette Seibly, 2010

The Critical Manager

  • Do you always find fault with whatever someone does?
  • Do you believe your way is the only right way?
  • Do you praise privately but rebuke openly?

If you answered yes to any of these questions, you may be a critical manager. You attitude and behavior can make it difficult to work with you and nearly impossible to learn from you.

How do you transform your ability to lead a high functioning group?

Look for opportunities to praise.  Acknowledge others for a job well done, even if it’s a small step or contribution.  Consider ideas that may initially seem off-the-wall, or inappropriate, and acknowledge contributions in a positive manner.  Your openness will encourage everyone to stretch their thinking and behavior to improve their skills.

Learn from their mistakes.  Every mistake can be turned into a learning moment. It’s important to understand the difference between a Zero Tolerance Policy for unacceptable behaviors, versus, a tolerance for mistakes. Employees will inevitably make some mistakes when they learn a new task, take on a new project, or work with new clients.  Ensure your systems are up-to-date, and all your employees are well-trained to minimize errors at repetitive tasks. Develop an infrastructure for creating and executing non-repetitive opportunities.

Make 2-2-2 your paradigm. Acknowledge two positive things they have done well.  Then, share very specific areas for improvement, no more than two. Wrap-up with two positives they have done well. This makes feedback easier to give, and receive!

Hire a coach. It’s important for your own career and business development that you learn to effectively work with and through people to get the job done. Effective management produces win/wins on a regular basis.

©Jeannette Seibly, 2010

Are your customers never happy?

Recently a customer service manager had received several complaints about a new system that they had implemented. The feedback from clients was not positive. There appeared to be errors in the system design, and it was difficult to use. The product developers had not asked for input from end-users before creating and launching it. The product manager deflected these valid complaints by saying, “They’ll never be happy, regardless of what we do.” The problem has now escalated to the point where major clients are ready to leave.

Customers are the lifelines for most businesses.  Vendors and suppliers do not have the luxury of sticking their collective heads in the sand (think “ostrich”). There is always a solution, but it may require setting aside egos.

Listen and Learn!

Then, listen some more. Frequent complaints indicate there is a problem, whether or not you agree about the significance of the issue. Unfortunately, product or service designers may not have directly worked with the end-users (aka their specific target market). Customer service people may not have an adequate understanding of how to resolve glitches due to limited work experience. Regardless, everyone’s lack of understanding can be costly. Learn first hand from actual end-users about the use-ability of your products or services.

Solution-Focused Task Force.  

A simple concern can quickly escalate into a major problem when your customers do not feel heard. What’s the key? Put together a structured task force with both customers and people responsible for the design of a product or service (or, use your account executives or sales reps to elicit invaluable consumer information). Be sure everyone has the opportunity to voice concerns. When this process is handled properly, it reduces emotionally charged dissatisfaction, weeds out inflated egos, and unites the task force toward a common goal. Come prepared to impartially state the facts for both sides. Brainstorm possible solutions. Learn how to ask questions that elicit clarity instead of defensiveness.

Resolve it now!

Your failure to act quickly or to effectively resolve issues objectively can make a significant difference in the longevity of your company. Or even your own career. The solution can be very simple (e.g., clearer instructions). Other times it may actually require costly re-engineering with more adequate beta testing this time. Your clients’ eyes are watching you. In the meantime, they are assessing the perceived value of any of your services or products. The goal is to create a win-win outcome for everyone.

©Jeannette Seibly, 2010

What if your boss is wrong …

What do you do when someone says something untrue? What if that someone is your boss?

Pick your time and place. Many professionals have inadvertently sabotaged their own careers by telling a boss s/he is wrong — in front of others. It is better to wait until you can have a one-on-one meeting. Be sure to prepare the facts in a manner that your boss will appreciate (e.g., written, numeric, graph, articles, etc.).

Be willing to step in professionally. If you see someone is about to sign a contract or make an agreement, and you know the facts are incorrect or have changed, take action. Be willing to stop the meeting and ask for a confidential conversation with your boss and/or management team.

Let it go. Understand that no matter what the facts are, some bosses make their decisions based upon their gut feelings. It won’t matter what you say. They are going to do what they want to do — without regard to your input or feelings. Handle the fall-out graciously when that happens. It only takes a couple of negative outcomes for an astute boss to start listening to your recommendations. 

©Jeannette Seibly, 2010

Do your clients think you are inaccessible?

Ridiculous you say?  Hhhmmm…

  • Does it take several phone calls to get in touch with you? 
  • Does it take longer than 24 to 48 hours to respond to your voice mail messages or emails?
  • Do you normally use the excuses “I’m too busy.” OR “I don’t have the time?”
  • If so, you probably do not know this Law of poor customer service:
    The longer it takes for you to return a call or respond to an email, the more the issue will grow exponentially larger.

 Try this instead:

Treat your phone and email with reverence. Phone messages and email messages from clients and prospective clients are the life blood of your business. Prompt responses are a good opportunity to enhance the value you provide to your clients. It’s also a great way to up-sell and cross-sell any additional products and services that they may need, but do not realize you offer.

All clients are important. Rank ordering clients as to whom you will contact based upon revenues will work only until you lose the BIG client. Then, you’ll need to re-group and try to re-capture smaller clients who found excellent customer service with your competition while you focused on the BIG client.

Keep meetings. Continually canceling, not being prepared, and not taking responsibility for ensuring the client feels valued are good excuses for your clients to seek out other vendors. It’s easier and less expensive to keep good clients, then to go and find new ones.

Blitz them with customer service. We falsely assume, with devastating results, that everyone knows how to be a good representative of the company. Train all employees to be on the same page, and work together for the benefit of the client. Contact me for details … it will save you many clients! JLSeibly@gmail.com

©Jeannette Seibly, 2010

Bosses! Come down to reality!

Are you a business owner, executive or the boss?  We all need a reality check from time-to-time. Do you believe projects could be completed quicker if only they would do it your way? Do you expect more from others than you do from yourself?  Are you intolerant of others’ mistakes? Yet, harder on yourself?

Here are three easy ways to get real and get results:

Come into alignment.  Get on the same page with your employees regarding the expected results. This is critical for ensuring agreement. Then, have them put together an action plan and review it with you before they start!

Be the coach.  Don’t micro-manage the process. If the process is not moving forward as discussed, or it has hit more than one bump, you may need to step in. Review the thought and action processes. Correct inaccurate assumptions and negative attitudes. Be aware that many people have a hard time addressing the details of a project, particularly if the process is not working the way they envisioned it would.

Manage results.  Have short weekly reviews. What worked? What didn’t?  Be specific and stay away from the why’s. Create a plan to address issues and acknowledge successes. The key is to fine-tune and move forward. Above all, do not let set-backs stop you.

As the boss, your job is two-fold:

  • To manage major blunders and the hiccups that occur along the way.
  • To recognize and reward great progress.

(c)Jeannette Seibly, 2010

Confidence vs. Bravado

Strong leaders recognize that their self-belief starts from within. They are responsible for their actions and words.  They develop a natural and positive self expression, a genuine confidence that is not false bravado.  They meet challenges by sharing their ideas and solutions without blame, judgment or criticism.  Others are comfortable following their lead, and wish to follow the leader’s example of developing a clear compass for achieving great results.

1)Leaders make mistakes. When they do, they quickly apologize and don’t nitpick the facts. Then, they simply follow through and deliver the newly negotiated agreement on time.

2)Experience is the key to understanding. Everyone has thoughts, opinions and feelings about a situation or person — normally a reflection of their unconscious biases. Conscious recognition and experience require taking responsibility of one’s own perception, and developing compassion for others. Compassion does not imply agreement, but it does develop the depth of soul needed in a true leader.

3)Leaders are able to work with a wide variety of people and situations by relying upon their strengths, and managing their own weaknesses. Leaders who stay focused on the human and material sides of a project are able to elicit the best in others.  They are developing breadth in their own skills and the skills of others at the same time. Their success is repeatable.  They enjoy celebrating their successes, and the outstanding results of others.

©Jeannette Seibly, 2010