June 4, 2008      

         Issue 6.6

[ TELL A FRIEND ]

 Feature Story . . .
Why Build a Professional Services Brand?

How to ensure a return on your investment

by Randy Shattuck, The Shattuck Group

Benjamin Franklin played a critical role in the American Revolution. As an old man, he traveled to France and secured money, munitions and military expertise. Without these, it is unlikely colonial militias could have prevailed against a far more organized and fortified opponent. So how is it that a doddering old man pulled off this brilliant feat of diplomacy and foreign aid? Was it his eloquence? His intelligence? His personal suave? No. It was his reputation.¹


 


 Editorial Corner . . .

Editorial Corner


Building PS brands ... Better comp plans … Righting left and right arms

Jack Scharff

Do you pay attention to your PS brand? Or do you just go about business and not worry about brand identity? You might want to rethink this one after reading Randy Shattuck's feature story on why you should bother building a PS brand.

OK, so as two employees fight over an account, you find a loophole in the compensation plan. Read advice on how to deal with the "gray areas" in your comp plan.

What should you do when you try to be independent, and one boss gives you a hard time for not reporting every little detail? But when you try to report every little detail, another manager says you should be more independent. Please share your thoughts.

This newsletter should have no gray areas — we hope it provides you with valuable information you can use in your job. Tells us how we can serve you better, and your name goes into a drawing for a pair of Garmin Rino 110 GPS. Happy reading  — Jack

If you would like to unsubscribe to this newsletter, please click on link at bottom of page.
 

  Webinars . . .

Conquer Your Greatest Fear: Public Speaking

June 12, Noon EDT

Do you break out in a cold sweat before giving a presentation?

Do you dread speaking before groups or think, “I can’t wait to get this over with”?

Do you avoid giving presentations or make up excuses so you don’t have to?

Do you want to be more effective?

If you answered, “Yes!” to any of the above, then register for this complimentary Webinar.

 

Metrics that Matter

June 17, Noon EDT

Recession-proof your PSO and grow your business in uncertain economic times with industry-leading workshops and Webinars from Alexander Consulting.


 


  Reader Survey . . .
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Complete our 1-minute reader survey and you could win a PAIR of Garmin Rino 110 MP3 GPS.
 


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  Archives . . .
Issue 6.5
May 7, 2008
Issue 6.4
April 10, 2008
Issue 6.3
March 13, 2008
Issue 6.2
February 13, 2008
Issue 6.1
January 17, 2008
Issue 5.13
December 12, 2007
Issue 5.12
November 13, 2007
Issue 5.11
October 30, 2007
Issue 5.10
October 3, 2007
Issue 5.9
August 22, 2007

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Heart of any online marketing campaign."


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designed for your company.


What Would You Do?
Last Issue's Dilemma:

Help! I've got salespeople who refuse to share an account.

I have two salespeople who share an account: One sells services, and one sells products. They constantly fight about who gets commission on the "grey area" items sold within the account. What is your best advice? Should I just stay out of it and let these two so-called adults work it out, or should I intervene and send them to their corners? — Parent of preschoolish employees

See what our readers had to say!
 


This Issue's Dilemma:

Conflicting direction from multiple bosses

I've worked independently for years. Since I support different managers, I have to be flexible. Some managers want detailed reports while others want me to "run with it." The problem is that I don't know what style each manager wants until after the fact. I have to guess ... Sometimes, I'll run with something, only to be asked why I didn't check. Other times people dress me down for not being more independent!

Hey — I'll do whatever, but it's annoying to get in "trouble" for not running with something or not checking in enough.

Should I ask before doing, or go with my instincts and get it done?

— Left Arm Battling Right Arm

Can You Help?
Share your experience. You could win a digital camera.


 


Opportunity Management: How to win new business . . .
Sell More Solutions

Discover more urgent needs

by Bob Apollo - CustomerThink
 

Indecent Proposal

Making the most of RFPs

by Cal Harrison - Top-Consultant.com
 


People Management: Your most valuable asset . . .
Secrets of Effective Feedback

Know what to avoid

by David Lee - MovingAhead
 

Employees First: The Key to Great Customer Service

Start within to build your brand

by Paul Spiegelman - DestinationCRM
 


Personal Leadership: Self-management insights . . .
Career Lessons from the Candidates

Applying them to your career campaign

by Liz Ryan - BusinessWeek
 

10 Principles for Leadership Communication

Number one: Choose managers for their communication skills

from Hewitt Associates
 

 

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