Wednesday, March 14, 2012

To Be Continued?

Five steps you can take to make sure your company survives catastrophe.

CFO Magazine
NASA Satellite Image of Japan Captured March 1...
NASA Satellite Image of Japan Captured March 11, 2011 (Photo credit: NASA Goddard Photo and Video)
March 1, 2012
Yasmin Ghahremani -
Say this much for disasters: they're educational. Some, like Y2K, may offer useful lessons in overreaction. Others, like 9/11, may remain largely incomprehensible. But most, from Hurricane Andrew to the crisis surrounding Japan's Fukushima nuclear plant, have pushed companies to develop better response plans. …

… Last July, reinsurer Munich Re said that 2011 had already become the most costly year on record for economic losses, due to the number of severe natural catastrophes in the first six months.

The lessons learned in the aftermath of so much tumult — along with technological changes and the increasingly interdependent nature of global business — have forced a rapid evolution in business-continuity planning. … "The marker was 9/11," says Roberta Witty, a research vice president for technology consultancy Gartner. "Until then I think most people were looking at IT disaster recovery and had never experienced an outage where the workforce itself would be so severely impacted."

Business continuity planning life cycle
Image via Wikipedia
As process owners and compliance executives, CFOs can't ignore business-continuity risks. … Here, then, are five ways that corporate planners are changing their approach to preparing for the worst.


1. The Really Big Picture
…Today's leading companies are integrating people, processes, data, and physical infrastructure into a holistic approach to business continuity (sometimes referred to as business resilience).
Top business-continuity measures being adopted by large companies

Citigroup
Citigroup (Photo credit: LoopZilla)
…John Odermatt, who was first deputy commissioner of New York City's Office of Emergency Management during the terrorist strikes and was later appointed commissioner by Mayor Michael Bloomberg, has brought what he learned in the aftermath of 9/11 to his current position as head of Citi's Office of Business Continuity: namely, that people and communications are everything in a crisis.
He's had plenty of chances to test that conclusion, one of the most dramatic coming after the Haiti earthquake in 2010. …

Workers who weren't buried in the rubble struggled to make sense of what was going on. One of them was able to contact Citi's regional crisis-management team in Mexico before telecommunications went down. Immediately, the Citi crisis-management team activated its command structure, coordinating the company's response. Citi security helicoptered in security personnel to help rescue employees and transport the injured to the Dominican Republic. Within a week the team was delivering humanitarian supplies to the area, eventually providing 15 tons of aid, including satellite phones.

Tragically, 5 of Citi's 43 Haiti employees were killed in the earthquake. But the company's response was deemed critical in providing care for other workers and getting the business back up and running quickly.
… "From a people, humanitarian, and business perspective, everything and anything that was asked for was coordinated through our central team," says Odermatt. "I think that's the secret to any successful recovery."

Of course, military-style logistics like that don't happen on the fly. Citi's arrangements were well established and practiced before the Haiti earthquake. …

Throughout the world, every line of business at Citi is involved in continuity planning. Rigorous testing and crisis planning involve everyone from the CEO down and occur at every level of the organization. "In addition, there is joint industry testing where the markets make themselves available so we can test our technology on nonproduction days," says Odermatt. "I think such testing is one of the things that set the financial industry above other industries."



Federal Emergency Management Agency
Image via Wikipedia
2. Public-Private Collaboration
A decade on, one legacy of the 9/11 attacks has been to highlight the interdependence of the public and private sectors. "Governments realize that a large portion of public services is provided by private enterprise, so government is very dependent on business," says Gartner's Witty. "And private enterprise is starting to recognize that without first responders — the police, road crews, and government — you can't do anything."

Public Private Partnership Legislation Testimony
Public Private Partnership Legislation Testimony (Photo credit: MDGovpics)
The Federal Emergency Management Agency (FEMA) created an entire division devoted to public-private partnerships in 2007. The division nurtures engagement with businesses and provides helpful tools, such as downloadable tabletop exercise materials and a free online course in public-private relationships (see "Some Help from the Big Boys," Topline, September 2011).

At the local level, liaisons in all 10 of FEMA's regions are developing relationships with community businesses to facilitate resource and information exchange. In an emergency, FEMA and local emergency officials [determine] the status of utilities, communications, medical facilities, and food and supplies, ... They can then feed that information back to local businesses, …. In turn, businesses may have resources to share, such as disaster hygiene kits or parking lots that can be used for emergency operation centers.

Verizon Wireless Amphitheatre at Encore Park c...
Verizon Wireless Amphitheatre at Encore Park credit Chris Lee when using for gtg (Photo credit: Alpharetta CVB)
The public-private collaboration "has taken off like wildfire," says Dan Stoneking, director of FEMA's private-sector division. One of the large companies that is working with FEMA is Verizon Wireless. The partnership aims to provide communications aid to disaster-hit areas. …

… More than 45 Verizon Wireless crisis-management teams are dispersed across the country to respond to local needs, while a central team and hotline coordinate requests for emergency wireless voice and data products or wireless network support.

Requests may come from, say, the American Red Cross for 20 loaner mobile phones, or from officials in remote locations needing what Verizon Wireless refers to as a "cell on wheels." "We have these mobile assets that we can deploy to help agencies set up mobile command centers without which they really could not operate as effectively," says Gabe Esposito, Verizon Wireless's director of corporate security, business continuity, and disaster recovery.


3. Shoring Up Supply Chains
Hurricane Katrina in 2005, the 2010–2011 floods in Australia, and particularly the earthquake and tsunami in Japan last year have all emphasized the vulnerability of international supply chains. "While companies were able to recover their operations [following the disasters], they may not have been able to get the components they needed to restore manufacturing," says Greg Bell, a partner at KPMG. "People have been thinking about everything from, 'Do I need more supplier diversity for my key parts?' to, 'How do I get visibility into my suppliers' business-continuity plans?'"

Goodyear Blimp
Goodyear Blimp (Photo credit: ReneS)
Goodyear, for one, has been examining those questions extensively. When the Sendai earthquake struck last March, the tire maker's operations in Japan escaped relatively unscathed. But many second- and third-tier suppliers to the auto industry were affected. That's when Goodyear's provisions for alternate sources and intraplant transfers kicked in. "Through a robust supply chain, there's a possibility you could have necessary materials in another location," explains Mike Janko, Goodyear's manager of global business continuity. "It may cost a premium to ship it, but the end goal is to make sure we're meeting the needs of our customers."

… The company estimates that 15% of all the crises it deals with are related to product-supply disruptions. With that in mind, business-continuity managers joined with the purchasing department to … [pinpoint] about two dozen raw-material suppliers in the first round, and the continuity team is now working with them to beef up resiliency planning.

… Outsourced services from managed data centers or technology providers raise concerns. … "Many companies, including Citi, outsource their services and do enormous amounts of offshoring," says Citi's Odermatt. "There's more-intense focus now on what those suppliers' supply chains are, what their business-continuity plans are, and whether they're being tested."


4. Virtually Bulletproof
In the data center, virtualization has been lauded as a boon for business-continuity planning. In this technology, multiple virtual machines … can run independently on one server. … While regular servers normally run at only 5% to 15% capacity, a server running virtual machines can operate at 60% to 80% capacity.

Because virtual machines are independent of the hardware they run on, they can be easily moved around a firm's network or to any other server deemed necessary. Copies can be saved offsite for disaster-recovery purposes.

The Texas Association of School Boards had those benefits in mind when it rebuilt its data center three years ago using virtual machines. … When it began the virtualization process, only 8 of its 100 applications could be recovered from a mirror site after a disaster. Now, 94 can be brought back up within 15 minutes.
For system administrator Toni Fowlie, however, the project generated new problems. When wildfires swept the central Texas area last summer, her concerns about the heat outside were minor compared with what was going on in the data center. "I didn't worry so much about the fires, but I do worry about power," says Fowlie.

The reason is the blade servers that run the Texas agency's virtual machines. …"Power-to-performance is greater, but you're performing more and you're condensing more," says Mark Vanston, director of business continuity and recovery services for HP Enterprise Services. …

Cloud computing, while still in its infancy, could alleviate some of these headaches, but will likely also raise new ones for disaster-recovery managers. Not only will they need to worry about the viability of their cloud suppliers, they will also have to create contingency plans regarding Internet connectivity to those suppliers.


5. All Together Now
For crisis communications, a new, democratic order is at hand. … "Social media is not just a new way to broadcast information," says John Orlando, a social-media consultant. "It reverses the direction of communications."

Researchers from the universities of Colorado and California at Irvine found that during the Southern California fires of October 2007, residents turned away from mass media and official sources of information and looked to peer-to-peer resources such as blogs, community forums, e-mails, text messages, and Twitter to find out whether a fire was headed down their street. These outlets provided better, more-timely information, as well as the means to disseminate it. In many instances, the participation of community members helped keep rumors in check and validate information from reliable sources. …

"Emergency managers have to understand that the public is going to self-manage the disaster with or without them," says Orlando. "So the challenge is to develop a collaborative model where the old assumption that the public is a problem to be managed is replaced with the assumption that the public or your employees are a resource to be harnessed."

The private sector has been slower on the uptake, but it is beginning to use social media to converse with customers during emergencies. TD Bank used its existing Twitter program to monitor consumers' concerns during Hurricane Irene. When questions about available ATMs and branch closings cropped up, the 10-person Twitter team responded with updates and links to mobile apps showing available facilities.

Still, corporate social-media programs to communicate with employees during emergencies are but a future vision for most companies. Orlando suggests that corporate Facebook pages could be used by employees of companies that have been shut down by a crisis. "Instead of just communicating information outward, it can be a way for people to coordinate their needs with one another," he explains. "They can ask, 'Can someone pick up my daughter from school?' or, 'Could someone pick up groceries for me?' And by [providing] a place where they can form a community and call on one another, you'll make it much more likely that they'll be there for you when it's time to start up business again."


Yasmin Ghahremani writes about business and technology from Austin, Texas.
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Friday, February 3, 2012

What to do when you're stuck

Logo of CBS News
Image via Wikipedia

CBS News
(MoneyWatch
February 2, 2012 7:41 AM
By Margaret Heffernan


Leaders always face difficult, apparently intransigent problems. You can look on the bright side and appreciate that this pain always represents learning. But the reality is that, all too often, getting stuck is frightening. Here are some ways to get un-stuck:


Stop working
The natural tendency, when up against a tough problem, is to keep working at it. And, up to a point, that's what you should and must do. But we all reach a moment of diminishing returns, where we are retracing the same old thought lines, beating our heads against the same brick walls. At those moments, it's crucial to stop. … To find new approaches means you have to do something new too.


Do something completely different
Codebreakers will tell you that often the best way to solve a problem is to look away from it. … Exercise brings a rush of oxygen into the brain which definitely helps. … Even the slightest physical movement can jolt you out of the mental rut in which you are stuck.

… Don't start something that takes time - that's displacement activity. Just choose a simple enough task that will shift your thinking while you do it.


Have a conversation (not a meeting)
Conversations about the area you're working in will force you to frame the subject, to define and articulate exactly what it is you are working on. The very act of articulating it may help you to see it differently or to define it for yourself more clearly. …


Ask for help
Don't expect a solution. … Instead, discussing a range of approaches may spark a chain reaction that eventually leads you to see the solution - or at least part of it….


Go to sleep
… I know so many people who have had great ideas in their sleep that now, if I'm working on something particularly intractable, I will deliberately think about it just before I doze off. I want my mind to work on it. Sometimes it does, sometimes it doesn't, of course. But even if I don't have a revelation, the next morning I'm alert and ready to try again.


Remember
Don't panic. Remember: You've been here before. … So don't forget that you already have those successes under your belt. You've confronted horrible obstacles before and cleared them. That means you're very likely to be able to do so this time. As long as you keep your nerve and keep going.

© 2012 CBS Interactive Inc.. All Rights Reserved.
  • Margaret Heffernan Margaret Heffernan has been CEO of five businesses in the United States and United Kingdom. A speaker and writer, her most recent book Willful Blindness was shortlisted for the Financial Times Best Business Book 2011. Visit her on www.MHeffernan.com.
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8 Things Your Employees Need Most

Forget about raises and better benefits. Those are important -- but this is what your staff really wants.

Inc.com
By Jeff Haden@jeff_haden   |  Feb 2, 2012
iStock
Pay is important. But pay only goes so far.

Getting a raise is like buying a bigger house; soon, more becomes the new normal.

Higher wages won’t cause employees to automatically perform at a higher level. …

To truly care about your business, your employees need these eight things—and they need them from you:


1. Freedom.  … Autonomy and latitude breed engagement and satisfaction. Latitude also breeds innovation. …

Whenever possible, give your employees the freedom to work the way they work best.


2. Targets. … Targets create a sense of purpose and add a little meaning to even the most repetitive tasks.

Without a goal to shoot for, work is just work. And work sucks.


3. Mission. …. Striving to be worthy of words like "best" or "largest" or "fastest" or "highest quality" provides a sense of purpose.

Let employees know what you want to achieve, for your business, for customers, and even your community. And if you can, let them create a few missions of their own.

Caring starts with knowing what to care about—and why.


4. Expectations. While every job should include some degree of latitude, every job needs basic expectations regarding the way specific situations should be handled. …

Few things are more stressful than not knowing what your boss expects from one minute to the next.

When standards change make sure you communicate those changes first. When you can't, explain why this particular situation is different, and why you made the decision you made.


5. Input. Everyone wants to offer suggestions and ideas. Deny employees the opportunity to make suggestions, or shoot their ideas down without consideration, and you create robots.

Robots don't care.

Make it easy for employees to offer suggestions. When an idea doesn't have merit, take the time to explain why. You can't implement every idea, but you can always make employees feel valued for their ideas.


6. Connection. Employees don’t want to work for a paycheck; they want to work with and for people.
A kind word, a short discussion about family, a brief check-in to see if they need anything... those individual moments are much more important than meetings or formal evaluations.


7. Consistency. … While you should treat each employee differently, you must treat each employee fairly. …

The key to maintaining consistency is to communicate. The more employees understand why a decision was made the less likely they are to assume favoritism or unfair treatment.


8. Future. Every job should have the potential to lead to something more, either within or outside your company….

Take the time to develop employees for jobs they someday hope to fill—even if those positions are outside your company. (How will you know what they hope to do? Try asking.)

Employees will care about your business when you care about them first.

  • Jeff Haden
    Jeff Haden learned much of what he knows about business and technology as he worked his way up in the manufacturing industry. Everything else he picks up from ghostwriting books for some of the smartest leaders he knows in business.

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    Friday, January 27, 2012

    5 Traits of Highly Successful Salesmen

    Are you cut out to make the sale? Make sure you've got these characteristics--or else learn to develop them.

    Inc.com
    By Geoffrey James@Sales_Source   |  Jan 27, 2012


    … Buyers and sellers are emotional human beings, which is why great salespeople are always masters at managing their own emotions. Based upon my observation (and some pretty hefty research in emotional intelligence), highly successful salespeople cultivate the following five emotional traits:


    1. Assertiveness
    This allows you to move a sales situation forward without offending or frustrating the customer. … For example, suppose a customer is delaying a decision. There are at least three basic responses:


    Passive: "Could you give me a call when you've made a decision?"
    Aggressive: "If you don't buy right now, the offer is off the table."
    Assertive: "Can you give me a specific time and date when you'll make your final decision?"

    The passive response puts the sale on hold indefinitely (or give your competitor the opening to outsell you). The aggressive response creates pressure and resentment: … The assertive approach sets up the specific conditions for the close, without forcing the customer's pace.


    English: Managing emotions - Identifying feelings
    Image via Wikipedia
    2. Self-Awareness
    You need to be able to identify your own emotions, understand how they work, and then use them to help you build stronger customer relationships. This is a four-step process:
    • Identify the emotions that you're feeling,
    • Based on experience, predict how those emotions will affect your sales effort.
    • Compensate for negative emotions that might hinder the sale.
    • Expand your positive emotions that might help you make the sale.
    For example, suppose you feel furious that an important customer stood you up. You might take a break before your next meeting in order to remind yourself of all the times you've succeeded in the face of challenges. Or you might, as an ice-breaker, tell your second customer that you're having a tough day and why.


    3. Empathy
    This entails adapting your behavior to the customer's moods and emotions. … You must be able to feel what the customer is likely to be feeling.

    Suppose, during a sales call, you discover that the customer's firm just announced major layoffs. …

    … [If] you want to build a better relationship, you'll be empathetic and imagine your contact's sense of fear and confusion. Then, depending on your emotional reading of the customer, decide whether the customer would prefer to commiserate, complain or (alternatively) be distracted from the situation.


    Image via Wikipedia
    4. Problem Solving
    The desire to solve a problem helps you create new ways to satisfy the customer's needs, both financial (the ROI of your offering) and emotional–such as the customer's need to be convinced that your and your firm are reputable and reliable. Problem solving is a four step process:
    • See the customer situation as it really is. (Never try to solve a problem before you fully understand it.)
    • Help the customer visualize a more desirable situation.
    • Devise a way to move the customer from the ways things are today to the way the customer would like them to be.
    • Communicate that solution in a way that makes it easy for the customer to make a decision.
    While those steps might seem obvious, they're the exact opposite of old-school salesmanship, where selling entails "giving a great sales pitch."


    5. Optimism
    Optimism helps you maintain a sense of balance when things go awry. … For example, if the first sales call of the day goes poorly, your performance for the rest of the day will be different if you have this rule...


    A bad first call means that I'm off my game this will be a bad day.
    ... rather than this rule:
    Every sales call is different, so the next will probably be better.

    … [If] you automatically jump to the first rule, rather than the second, it will be difficult for you to remain happy.

    This principle works on bigger events, too. I've run into about a dozen top salespeople who saw the weak economy as an opportunity to sell even more,and did so, while their colleagues were busy hand-wringing. …


    This column is based on an interview with Robert Scher, president of the Scher Group, a sales performance improvement firm. (He used the term "happiness" for what I call "optimism," but it comes out to the same thing in the end.)

  • Geoffrey James
    Geoffrey James is an award-winning journalist and author of Inc.com's Sales Source column. Previously, he wrote Sales Machine, the world's most-visited sales-oriented blog. James has written hundreds of articles on sales and marketing for publications like Technology Marketing and SellingPower, and has helped thousands of sales professionals communicate more effectively with customers. To get column updates, sign up for his weekly "insider" newsletter or his @Sales_Source Twitter feed. James' newly published book is How to Say It: Business to Business Selling.

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    Networking For Introverts

    Forbes

    9/01/2010 @ 5:11PM
    Meghan Casserly, Forbes Staff

    “Networking is excruciating,” says Jessica Klein, who works in rare books in Manhattan where, according event listing hub EventMe.com there are hundreds if not thousands of public and private events daily.
    Klein admits: “Actually, I don’t even really ‘network. It’s more like standing around awkwardly while sipping drinks. I make phone calls to avoid talking to people. And concentrate very hard at drinking so no one bothers me.”

    ... Klein and thousands of others, … struggle with networking.

    “In many cases it’s been defined as something negative,” says Devora Zack, author of the new book Networking For People Who Hate Networking. “Some people see it as a means to manipulate people or just an exercise in self-promotion, and these notions can definitely leave a bad taste in a person’s mouth,” she says.

    But a better definition of networking, offered by Zack, is building “mutually beneficial” connections one person at a time. …

    With the new framework for networking in place, Zack sets out a master plan for “introverts, the overwhelmed and the underconnected” for networking success, one social event at a time.

    Here’s How:

    Plan Ahead
    Setting a goal for networking at an event is a great starting point for preparing yourself to succeed. Your goal can be as simple as, “I’m going to have a great time,” or as concrete as, “I’m going to walk away with three new business cards and follow up with them the next day.”

    Prepare yourself to meet your goals by coming armed with questions for new acquaintances, answers you feel comfortable speaking about and tactics to help you feel as relaxed and social as possible.
    Stagger your networking events throughout the month. “Don’t feel like to be a good networker you have to go to every event you hear about,” says Zack. …

    Most people, she says, will crash and burn on an overwhelming schedule of events. To be responsible and effective networker, choose two to three events a month that you feel position you for success.
    In choosing networking opportunities, Zack says the best strategy for success is picking events that you are inherently interested in and not necessary career-related….

    Visiting card, business card, name card
    Image via Wikipedia
    Zack’s point is this: if you go to an event strictly to network, you might dread it and feel as if you’ve failed if you don’t walk away with a dozen new connections. But if you go to a seminar you’re interested in, you will not only be excited to go, but you will have gained something even if you leave with a single business card. An added bonus in choosing an event that interests you? Built-in talking points.

    No matter what event you choose, make sure to register in advance. “You’re much more likely to bail if you don’t pre-register,” says Zack, who knows from first-hand experience how easy it is to backpedal out of events at the last minute. “…[When] you arrive you will find a printed nametag …, which makes you look good,” she says, “a lot better than stragglers who are scribbling their names down with a Sharpie.”


    Work the Room
    … [Another] early pointer from Zack is to never, ever arrive late. “It’s really the worst mistake you can make,” she says. “You get there and everyone’s already talking to each other, or talking in groups. … If you get there late, there’s a lot of noise, a lot of action, and worst of all you’ve got nowhere to go.”

    Zack advises to make a rule of arriving within the first fifteen minutes of an event, when the mood is low-key and the number of attendees manageable. …

    Once the pace of the event has picked up, use Zack’s top tactic for identifying people to talk to …. “I always tell people to get in a line,” she says, “which seems counterintuitive, but think about it: when you’re in line, you have two built in people to talk to. ...” Not only that, but again, there is a built-in talking point to make conversation easy.”

    … [In] terms of promotion, Zack says that no one should feel pressured to come armed with an “elevator speech” to pitch themselves about the room. “But be prepared to ask questions, and prepare for them in return. …”


    Take a Breather
    … “Even within the context of an event, make sure to take a few pauses to simply not be talking to people,” [Zack] says.

    One of the best ways to create “downtime” is to pause after each new acquaintance, step away and jot a few notes about them on the back of their card. … Other ways to take a breather include stepping out of the main room, checking your voicemail, “or pretending to check your voicemail!” says Zack, but it’s critical to take that time.


    Check Out
    Knowing how to best end a conversation within the context of a networking event is important, because you always want to end it before it fizzles out and you’re left with nothing to say. Zack offers two fail-proof exit strategies: “One of my favorites is ‘I promised I’d circulate the room, but it’s been great meeting you. Do you have a card?’ and the other is ‘I’m sure you want to meet other people, so I’ll let you go. Do you have a card?

    The bottom line is that people are at events to meet people. Acknowledge it while the conversation is still upbeat and then move on. And don’t forget to smile.


    Follow Up
    Zack can’t stress this point enough: If you don’t follow up with people you meet at networking events, there was no point in going. … Follow up, and follow up quickly. Zack suggests the next day if it’s just a casual connection.

    But if you’re looking for a favor, aim for the Friday following the event. “People are far more responsive and receptive and willing to say yes to things on a Friday,” says Zack. And if you really want to make a stellar impression with a follow up, go with a hand-written note. “They’re an endangered species, and they take three minutes. Consider them the supertool of networkers.”

    Meghan CasserlyMeghan Casserly
    I cover the juggle of work, life and play for smart, ambitious women.
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