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5th Annual Fundraiser for Dell Children's Hospital

2012-02-01T01:01:00.000-06:00

To celebrate Kate's 10th Birthday we are again hosting a fundraiser for the Cranio-Facial doctors at Dell Children's Hospital in Austin.

Kate was born with Sagital Synostosis, a condition that caused the bones in her head to fuse together. To correct this situation she underwent surgery to reconstruct her skull at age six-months.

We were fortunate, today Kate is fabulous. She is smart, funny, enjoys school, and brings a smile to all who know her.

When she was born there was not a state-of-the-art medical facility for children in Austin, Texas. She was treated by wonderful doctors at Rady Children's Hospital of San Diego. Since that time a new hospital has opened in Central Texas, and for the past five years we have supported the research efforts of these local doctors with the "Kate Singer Endowment for Cranio-Facial Surgery and Research" (In 2010 we began donating to a similar fund in San Diego).

We donate part of the fees I earn as a professional speaker, and each year on Kate's birthday we host this fundraiser. Please join us by making a donation of any size.

Thank you,

The Singer Family:

(Thom, Sara, Jackie and Kate)

Update: We raised 25% of the goal in the first 48 hours of February. THANK YOU TO EVERYONE!!!

Networking Inside Your Company - #HR Cares That People Have Friends At Work!

2012-01-31T13:28:00.001-06:00

Lately I have been talking with human resources professionals. There is a growing interest to create internal training programs for employees that both provide relevant information and cause people to take meaningful actions that benefit both the individual and the company.

Many companies have not focused on staff education and motivation over the last several years, as tight budgets and economic concerns have place priorities elsewhere. But in 2012 there appears to be a new excitement for focusing on creative programs that can inspire people. The common thread is they are looking for something different. May are not sure what "different" means, but they are excited to explore new topics and ways to deliver information.

Traditional classes (live or online) are not going away, but presentations that are interactive and conversational have captured the attention of some companies. Desired topics vary depending on the organization, but the downturn has put a spotlight on the importance of business relationships. People matter, and that became evident over the past three years.

Internal networking is just as important as building contacts outside the company. However, many companies have never cultivated a culture that inspires people to forge powerful friendships with co-workers. One HR executive told me that when someone has a "best friend at work" they are less likely to jump ship to a new job. She added that her company fears a domino of job changing once there are more opportunities in their city and industry. To prevent this they are looking to help their workers establish better relationships with each other.

I enjoy training inside companies on how to build a stronger networking connections inside the company. The program has a different focus than my conference presentations, as internal networking brings with it a different set of protocols. If it makes a difference, then it matters to everyone.

How about you? Do you have a strong network inside your company?

Have A Great Day.

thom singer

Give A Little Extra - Deposits Into The Emotional Bank Account

2012-01-30T11:32:00.000-06:00

It is fun to see people succeed. Even when you are chasing your own goals and dreams, seeing others make progress can be inspiring and recharge the batteries of your own pursuit. Being part of their success is even better. Not only can it make you feel good, but it can help you build up what Stephen Covey called "The Emotional Bank Account".

We must make deposits into relationships if we hope others will help us in our own journey, just as an account owner must have built up a balance in a bank before he or she can make withdraws. When our account is overdrawn we always run into trouble (with people or at the bank).

Problems do occur, and I do not want to sound too "Polyanna-ish" in regard to engaging in the difficulties of relationships. I have had experiences when I have encountered those who did not want to cultivate the give and take (they were focused on "take"). But mostly I have created friendships in business, and that makes working together much more enjoyable. Doing business in a friendly manner makes for more fun, and it is exciting to find joy in the victories of others. When you have built up a positive balance in your "bank account", then misunderstanding and mistakes along the way seem like minor hiccups.

In his groundbreaking book, "The Seven Habits of Highly Effective People" (originally released in 1989), Covey talked about the "abundance mindset". When we see other's success is not a reflection of their taking something away from our pile of successes, we are on the right track. There is not a limited amount to be divided up, but instead there is always more for everyone when we work together.

Banks charge fees when we go beyond our balance, but people should not have policies to punish each other built in as a first response. People make mistakes (we all do... I do... it is simply part of being human), and having a "win /lose" philosophy can hurt us in the long run. When we think "win / win" (Habit #4 in "The 7 Habits") and seek to discover long-term and mutually-beneficial solutions, then everyone finds more success over time.

Try to give a little extra. I know it is hard when we get busy and our schedules seem over booked. We all can lose sight of power of the greater good. Sure not everyone you encounter will want to live in a "win / win" world, but I think most people are good at heart and will join you in your efforts once they know you are sincere.

***If you have never read "The Seven Habits of Highly Effective People", it is still as powerful of a book as it was 23 years ago! Go read it today! I might go read it again (for the 4th time!).

Have A Great Day.

thom singer

Speaking Is The New Blogging?

2012-01-29T08:04:00.002-06:00

(This post originally appeared as a guest post on Simon Salt's Inc Slinger Blog on January 25, 2012)

Speaking Is About More Than Speaking

Simon Salt recently made a profound statement on Google+ when he said “Speaking is the new blogging”. It was only a few short years ago that seemingly everyone you met was a self proclaimed “blogger”. But what the classification meant was as varied as the number of people holding claim to the title. Now in 2012 it seems that the label of “speaker” or “conference speaker” has been added to countless LinkedIn profiles, resumes, and bios.
PR professionals work hard to get their clients onto agendas as speakers or panelists at all sorts of industry events, and open calls for presentations for meetings are often bombarded with proposals (some that fit the needs of the conference organizers, others that are just fishing expeditions). But is calling yourself a speaker and submitting proposals enough?
Speaking in public is a great way to promote your business, your cause or yourself. But just because someone is smart or has done something cool, it does not mean they belong on the stage. Presenting a blah presentation (or worse… being awful )can bring no results or even harm a reputation.

Presenting Can’t Be Faked

Presenting is a skill. Like playing golf, it is evident to all who watch if someone has experience. You cannot fake it or wing it if you wish to make a meaningful connection with the audience. A bad presentation can suck the energy out of the whole conference, which is why it is important that people who call themselves speakers and pursue the opportunity to present are dedicated to bettering their skills and serving the audience.
There is often an argument about content vs. style when selecting speakers. However, there is no reason this should be debated. I am not advocating for “fluffy” speakers who are good performers but have nothing to add to the audience. I am stating that it is not too much to want both style and content.

I am passionate about presentation skills. Every time I watch anyone give a talk I call it “Speaker’s College”. The person on stage, be it at a conference, in classroom, in church, etc…, is the professor and I am the student. It is exciting to see a person educate, inspire and connect with an audience. It is also painful to see someone bomb on the platform. In every case it is the mix of their information and their abilities to communicate that make them memorable or forgettable. Relying only on the data can be very stale, and thus it is important to work on your public speaking skills.

I have watched thousands of speakers, from the famous industry professionals to regular people in a variety of settings. I have learned from every one of them. I have also delivered over 300 “professional level” speeches over the last decade. To be a “speaker” is more than a line on your bio. I believe a “speaker” must be excited by the opportunity to present to an audience and be dedicated to serving the greater good of the conference or meeting. The necessary preparation that the audience deserves is more than just showing up to promote your business.
It is an honor to be asked to speak, and those who can cultivate an experience that advances all aspects of the meeting will be asked to speak again, and again, and again.

What do you think?

Have A Great Day

thom singer

Conference Speakers Provide More Than Presentations

2012-01-29T07:57:00.002-06:00

(This post originally appeared on the TSNN (Trade Show Network News) Blog on January 22, 2012)

Is A Speaker More Than A Vendor

Conferences, seminars, conventions and trade shows utilize a lot of speakers. In fact, the meetings industry provides speakers with much of the work that supports their careers. This includes paid professional speakers, free industry speakers, educators and topic experts. Some get paid to speak, while others are there to promote their brand, and every one of them has a direct impact on the success of the event.

But are speakers more than just vendors?

The speakers set the tone for the whole conference. Humans are experiential beings, and when we sit with others in the audience and participate in a presentation, we have a bond with all in the room. How the speakers engage the audience before, during and after their talk cultivates the mood of the “mini-society” that is created whenever groups of people come together.

The keynotes, breakouts, workshops and the other educational aspects of the conference are the foundation of the shared experiences and how they impact the audience spills over into hallways, breaks, meals and social events. A speaker who fails to connect with the audience can suck the energy out of the room, while a surprisingly refreshing presentation can energize everything.

A speaker should never be seen a commodity who is just there to fill a slot. Their high level information combined with their speaking experience and style can have a transformational effect. I have seen event organizers who work with their speakers all along the way to make them more than talking heads on the stage, but instead a valuable part of the overall team. Many speakers are excited to provide extended value to their clients by being present for more than just their scheduled slot on the agenda.

A conference begins online months before the opening session. Speakers can get involved by joining the online communities for the event on Facebook, LinkedIn, Twitter, etc. ... and by creating promotional videos or other materials. Attendees enjoy establishing a more personal connection with speakers, and I have participated in pre-event webinars and written articles for blogs and newsletters that have added to a familiarity with the audience once the event begins. These same activities can hold true after the event as well.

I do not view the role of a speaker to be limited to the stage time, but instead believe that a speaker can be an important part of the planning committee. Active speakers attend a huge number of events, and their experience can be a great tool to help planners brainstorm concepts and vet other program ideas.

While celebrity speakers might not fit into this ongoing consultative role, others are ideally suited to assist and provide value all along the way.

Because the speakers can have a direct impact on the success of the event it only makes sense that they are more than a regular vendor. They should not just be talking with the organizers, but also with each other to ensure they are all on the same page and share common goals for the event. Experienced speakers can make adjustments to their program that will tie into what other speakers are saying and allow the audience experiences to build as the event continues.

The speaking business is made up of thousands of individuals, so there is not one answer to how to engage a speaker to be part of your overall team (or if they will be willing). But the more up front and deep conversations you have about the goals of your meeting, the more phenomenal ideas you will discover speakers have up their sleeves. A great speaker is more than a vendor!

What do you think?

Have A Great Day

thom singer

Seeking Speakers and Trainers

2012-01-27T10:29:00.002-06:00

Professional Speaker and Corporate Trainer Peer Round-Table Monthly Teleconference

I am seeking professional speaker, corporate trainers, and authors who speak / train to join a monthly "peer to peer" teleconference to share best practices and ideas to grow business.

I have been hosting a similar call with a group of authors from a couple of years, but looking to add some new points of view and those with fresh experiences to the group.

THERE IS NO COST TO PARTICIPATE! (Shocking, I know... as it seems everyone want me to subscribe to programs that include monthly fees).

I am seeking people who are natural collaborators. Those whose first thought is often "What's in it for me" will quickly weed themselves out from this group, as we are looking for those who want to help others find new ideas just as much as they seek information. My hope is that mutually beneficial connections will be created with participants, and off-line conversations and friendships will grow from the calls.

The calls will be held on the third Monday of each month at 11:00 AM (Central Time).

If you are interested, please contact me at thom (at) thomsinger.com. Please use subject line "Speaker Peer Group", and tell me a little about yourself and why you are interested in participating in this call.

We are seeking those who are already active in their speaking and training endeavors, but everyone who is serious about the industry is welcome. Participation is voluntary, but the hope is that you will make a commitment to come every month for the first several calls.

Have A Great Day.

thom singer

When The "Takers" Come Asking For Favors.....

2012-01-26T17:43:00.002-06:00

My writing and speaking about "collaborators vs. what's in it for me" over the last few weeks has spawned several conversations, emails and the below anonymous guest blog post.

Meaningful connections are more than being a casual acquaintance, but instead come from about cultivating relationships. This is done through actions. People are always watching the balance in your "Emotional Bank Account" (Think Steven Covey). When you operate in the mode of "self" it becomes your brand.

Below is a letter that was never sent, but maybe it should have been. The author of this fictional note is remaining anonymous (by her choice and mine), but I imagine this scenario is not only real, but is played out time and time again. The writer is a busy mom and also has a full-time job. Her employer allows her great flexibility - including the ability to work from home or from her family's cabin on a lake.

She did not get this freedom in her career by accident. She has an amazing reputation in her industry and is one hell of a networker. Her employer knows they have a winner and they worked hard to make the overall package meet her needs. She is regularly approached by people who are curious about how to land a job that allows this kind of leeway, and is always told that she is "lucky". It is not luck that she spent 20 years building a network and professional brand! It was an intentional set of actions.

Recently she has been approached by several people who want to tap into her network to find new jobs. She loves to help, but is tired of the takers who line up to "get" but rarely "give". She is always polite, but would love to hit "send" on the following email:

Dear Jennifer,

It was great to catch up with you at the 5^th grade musical last night. Your little Jimmy is very talented; I can’t believe he’ll be in middle school next year either.

And now you’re going to go back to work, too. Terrific! I can certainly understand how conflicted you are; it has been wonderful to be home with the kids these last 14 years but, on the other hand, you feel like you should work so you can put some money away for Jimmy and Johnny’s college and also to bring in extra money for yourself and the family.

It makes perfect sense to reach out to those people you know who work and who might have job leads for you, especially the other "mommies", because we’re all the same. Sort of.

Let’s review. There were lots of school moms who carpooled with to soccer, dance, and softball. But you weren’t one of them because you didn’t want to accept responsibility for someone else’s child. There were some moms who covered my volunteer spots when I stayed home with a feverish child or had an impromptu business trip. You couldn’t because of your yoga class. There were a handful of moms thoughtful enough to ask my kids over for playdates on teacher in-service days, thinking ahead that I might have to work (even though the kids were off school). But you weren’t one of those, either. You were, however, someone who asked if we could donate a week at our lake house to the school auction.

And that was your choice. Now it’s my choice to demonstrate a reluctance to help you find a job because you have never made any effort to be more than a casual acquaintance over the last 14 years.

Again, I want you to find a job. A good job. One with a short commute, convenient hours and that you find fulfilling. But, I have to give you a hard dose of reality and tell you that I’m not going to help you find a job because, although I’ve enjoyed our chit-chat conversations, I’ve received nothing from our relationship to indicate that it’s mutually beneficial. What goes around comes around, sister.

Love,

Your acquaintance Stephanie

What do you think? Should an email like this be sent? Do you know someone who should receive it? Have you had people who never help you in your times of need show up and ask for favors? What goes around does come around!

Have A Great Day.

thom singer

What's In It For Me?

2012-01-24T06:08:00.000-06:00

"Seek those whose first reaction is collaboration, not those whose first reaction is 'what's in it for me'" - Thom Singer

A Facebook status update by a friend of mine about "mistakes along the way" (in business and personal life) produced a lot of comments. Most of them were supportive of how great he is as a businessman and a person, and that his mistakes were minor, forgiven or forgotten.

I know this friend through a national organization and we do not live in the same city, thus I do not know him well. I am personally aware that he is a "giver" who is fast to volunteer and always willing to share a tip, a suggestion or a helping hand. I think the reason he received so much praise from those who knew him well is that he is a collaborator. Collaborators are special souls and for this they are loved.

We live in a time when too many people ignore the wants and needs of others and instantly wonder about their own loss or gain in every situation. "What's in it for me" is top of mind. Skepticism rules and memories of how others have served are short. People are cautious to the point that we are missing opportunities. Many "step over $100 bills to pick up pennies". Few are slow to anger and fast to forgive (with many taking the opposite path).

Another problem is that we often (I do this, too) jump to assumptions about what is going on in the minds of others. We expect negative actions and dream up wild imaginary scenarios that creates adversaries. There is too little looking for win / win.

However, nearly everyone thinks they are the collaborators and that the other people are the problem. Thus we have the great disconnect. Thoughts and actions are out of sync. Nobody wants to be an ass (okay, nobody is the wrong choice of words, because clearly some do enjoy being the jerk). Few people wake up with the hopes of being self-centered and internally focused, so why does it happen so often?

When people are involved, there is always room for mis-understandings. It gets ugly when one is sure in their soul they have no fault. It is interesting to watch people react ... as the ones who live by "what's in it for me" will instantly find the fault in others without ever admitting they could have behaved differently. Fingers are pointed, they gossip to mutual friends, there is belief that they are intentionally being take advantage, and they are 100% sure the other side is at fault. Collaborators, on the other hand, will ask, "could I have done something differently" and never assume that they are free of blame. Collaborators are fast to accept partial responsibility and they seek win / win solutions over the long run.

While nobody is always one way or the other... there are patterns.

What do you think? (and thanks for reading the whole post!)

Have A Great Day.

thom singer

Repairing A Business Relationship

2012-01-23T20:28:00.000-06:00

In March of 2006 I wrote this post:

"How do you repair a business relationship that has gotten off to a bad start, or has been damaged?"

The question had come to me in an email from a reader of this blog and I did my best to share some observations and advice.

Over the years I have seen in my analytic reports that several people stumble upon my blog with a search on a related topic to repairing a damaged relationship. As humans are prone to make mistakes, this topic can be one of concern.... and clearly one that comes up often.

I too have had experiences with bruised feelings and broken connections. Sometimes these are a result of my stumbles (I am happy to admit if I screw up), and other situations have been because of the other person's actions. Most of the time it is likely a two way street and a result of a breakdown in communication.

Although I try to lead by example in my interactions with people, I am always reminded that whenever you have interactions with other human beings... the other people have their own point of view, opinions, and their own "stuff". We can never fully know the "back-story" of the other people, and that is why it is best to give people the benefit of the doubt and be slow to anger and fast to forgive.

Forgiveness is tough for those who think the world is out to get them or whose first reaction is "what's in it for me". Those who think that people want to take advantage of them are more likely to hold grudges and want to punish others.

I had a situation this week with a person I only know online. I failed to follow up with them and he let me know he was angry, and asked me to never contact him again. I genuinely felt bad, and through an exchange of emails he offered the chance to start over. I had pegged him as one who lead with collaboration, and I was pleased to find his quick path to forgiveness. Now the burden is on me to advance the relationship so that we can really "know" each other (as online links do not give enough foundation to carry one over a stumbling block), and I must be careful not to drop the ball again anytime soon (all people will drop the ball from time to time, it is just not doing it again too soon!). If you find forgiveness, you must cherish it, as it is a gift that is not often given!

I am happy about the online dis-connect with this gentleman (well, I am not "happy", but for me it has worked out okay), as it ties directly into my efforts to be "better" in 2012. By facing my own shortcomings and mistakes this year I am learning (maybe growing?). We live in a busy world where many of us cannot keep up with everything. This wont change, as I think it will just get crazier over the next few years. Being aware of the fall out that can occur is paramount to not making the same mistakes over and over again.

This is why friendships matter in business relationships. If you really care about someone you will be more prone to want to fix a situation before it gets out of hand. When we only know someone via a social media site there is little on which to hold a mutual understanding. Pride gets in the way and then there is little we can do to get back to a mutually beneficial relationship.

When communication breaks down then their is a vacuum of assumptions that fill the void. The key to avoiding conflict is better communication. If the relationships is hurt, then it can often take a willingness on both sides to get to a resolution. If one person is too angry or otherwise hurt, then there is little that can be done to finding a place to restart, rebuild, or reconnect.

Have A Great Day.

thom singer

Don't Just Be Social - Be Relevant

2012-01-22T09:23:00.000-06:00

I asked a question at a social media conference and was awarded the prize of a T-Shirt. The shirt boasts the saying; "Don't Just Be Social - Be Relevant". (There is no other branding on the shirt, so I cannot give a better attribution of this quote).

Every time I wear this shirt people stop me and make comments. It resonates with those who are heavy users of social media, and those who are not. There has been so much attention put on Facebook, LinkedIn, Twitter, Google+ and other online communities over the past few years, but much of the usage is just noise.

I belong to several LinkedIn Groups and "like" dozens of Facebook pages, but few are relevant. Many of the people I follow on Twitter are not providing me with any sense of wonder or inspiration. I know that I am just more clutter in return to some of those who follow me, too.

We have had this bombardment of "social media" for several years, and there is constant talk about how to make it impact the bottom line. The skeptics are getting louder, and people are still confused. Social media and mobile communications are here to stay, but there is not magic answers on how to transform these platforms into business for the company's bottom line.

I work in the meetings industry. There was a lot of trepidation over the last few years that all the online activity could undermine the face-to-face meeting business. That coupled with limited budgets in a tough economy caused many to predict the demise of conferences. But just because the tools we use to communicate have changed (and are still changing), it does not mean that who we are as people has changed. Humans are experiential beings and we desire the live interactions with others. Meetings matter and will continue.

The meetings industry, like most businesses, has heavily adopted the use of technology, and every planner desires ways to create a sticky online community that keeps their attendees engaged in with their conference long after the event is over. However, they need more than just a Facebook page to make it relevant. This can only be achieved if the content and conversations are unique and personal.

For all of us there will continue to be more questions than answers for the short term. I suggest we remember that when we deal with people (online or in person), that other person has their own "stuff" going on in the background. That does not change in a virtual environment. We cannot assume to know their back story without building a real relationship. To be relevant we must be personal.

Speaker Sekou Andrews says "Take me off your Rolodex and put me on your calendar". He is right. I got a LinkedIn request from a stranger the other day and before accepting the link I asked for a short phone call. It was delightful. It was not a blind click of "accept", but instead a connection to a real person, who is a career minded grandmother who has lived an interesting life beyond what it said on her profile.

Say it with me.... "Don't just be social - Be relevant".

What does relevant mean to you?

Have A Great Day.

thom singer

Entrepreneurs Must Be Selling

2012-01-21T10:55:00.000-06:00

If you run the business, you must be always be selling. This means selling the products or services, selling the brand of the company, selling the power of your team, and selling yourself. The organization's future relies on sales, as without revenue there eventually will be no business. Even if you receive financial funding to launch, when there is no income the cash will run out. The cash burn rate will eventually go to zero if there are no sales.

No matter the size of the company there must be a sales focus. There are no shortcuts or magic marketing strategies that will cause the phone to ring. Having an clear approach toward the value of a sales process will be a constant reminder that new and repeat clients matter.

For some entrepreneurs who do not have a sales or marketing background, the process of client acquisition can seem like the black arts of running the business. Websites, advertising, apps, and hoping for a miracle are not successful strategies to create future success. If the entrepreneur is not confident in their ability to sell, they will need to make a strategic hire early in the process of growing their company. This person's individual characteristics will vary depending on the industry, as sales professionals are not necessarily a commodity. Experience and industry contacts can be vital to achieve short term sales. Additionally the sales leader and the entrepreneur must establish a good personal relationship, as they will be working very closely.

Those leaders with a sales background are often way out front in discovering prospects and driving revenue. They still cannot do it alone, as selling is a full time job and the entrepreneur has too many other responsibilities that can be at odds with the demands of developing clients. The primary function the sales person is to educate prospective clients and shepherd leads from prospective clients into paying customers. The sales cycle depends on the type of product or service, but if the process was easy then anyone could do it.

The reality is that everyone is not cut out for a career in sales. Great sales professionals are well paid as their success at delivering new business is paramount to the sustainability and growth of a company. It takes tenacity and the ability to handle rejection. An understanding of human nature, communications skills, and empathy to the needs of others are all common traits. Not every possible customer will buy in a timely fashion (or at all). Sales is about cultivating a pipeline of prospects that are qualified to buy and managing their questions and objections while giving them the confidence to select you as the best solution for their needs while at the same time generating new leads at the top of the pipeline.

If the entrepreneur is not leading the sales effort he or she should be championing those in the organization who are driving revenue. Companies that lead with sales will often see faster growth than those who push their revenue generation priorities to the sidelines. Tracking the entire process, from lead generation, to movement through the pipeline, to the final sale must be constantly monitored by the entrepreneur. It is very easy for the hopes of a company to be put on a few prospects, but if they do not pan out there must be an understanding of what else is in play.

The days of "if you build a better mousetrap the world will beat a path to your door" are long gone. There are plenty of examples of great products that did not sell and companies that failed where they should have had success. There is a lot of noise out there and customers are skeptical of anything new. You need sales if you want your company to be around tomorrow.

Now go sell something.

Have A Great Day.

thom singer

(**Photo taken from the Facebook page of Scott Ginsberg)

Personal Branding and Networking Are Important

2012-01-20T18:44:00.000-06:00

I was interviewed about the power of networking at conferences and building a personal network. This interview as filmed by the IMTS-TV crew at their GMFC event last fall. Here is the video:

http://www.youtube.com/watch?v=lvFKl4sghr4&feature=youtu.be

Have A Great Day

thom singer

Why We Struggle With Networking

2012-01-19T11:38:00.004-06:00

I was recently interviewed by the folks at MBA Highway Blog. The below appeared on their site on January 18. 2011.
*****************************

In this post, we’ll hear from speaker and author, Thom Singer, who is an expert in social networking and personal branding. After you read this post on our flaws in Networking, make sure to check out his site to gain a lot more insight on how you can become a much better networker. Thom can be found at www.thomsinger.com. As an MBA student or graduate, you’ll want to read his book, “Some Assembly Required: A Networking Guide for Graduates.”

Now….a few words from Thom Singer.

First of all, we live and serve the ‘John Wayne Cowboy’ society, which is a culture where everyone believes we have to achieve success alone. We think success is for loners but this is hardly true. In reality, it doesn’t matter who you are, from Bill Gates to the president to a person running a successful chain of chicken restaurants, you can’t do everything. Our society is driven by a mentality that we can’t ask for help, because we believe no one is out there to help us. Mentally, we start out totally wrong. There are people who can and will help. Success comes from long-term and mutually beneficial relationships.

Secondly, networking has gotten a bad name over the years. Can you believe it? When people think of networking, they think of ‘takers.’ We think that people only show up when they have a need. For example, “I just got laid off and I better go network because I need a job.” Another common example is with Sales people. When they are not making their quotas, they will call everyone in their network to ask them to make referrals for them. They don’t keep in touch the rest of the time.. On the flip side of this argument is that networking is always happening. It’s a give and take. It’s not something you just do when you need something because people see right through that really quick. So you have to be constantly engaged and be willing to help and serve other people. Don’t keep score. But that’s not the way many people think of networking.

Another problem with networking is the definition. If I ask ten people to give me a definition of networking, I’d probably get 7 or 8 different definitions. The definition I like to use is “the creation of long term and mutually beneficial relationships between two or more where everyone involved succeeds more because of the relationship than they would without the relationship.” The key is that it is mutually beneficial and everyone is successful. People too often overlook this aspect of networking, and fear they might just look needy or like a taker. But if you’re doing it right, you won’t because you’ll be giving far more than you are getting. That never looks bad.

The final reason we struggle with networking is that we often witness many successful people who have law degrees, MBAs and engineering degrees and who are mostly left-brained. They are thoughtful, study hard and do research. They never would be confused as the social butterflies of their world. They are self-identified as introverted. They think it is hard to go out and talk to people, so they do not place a priority on the activity. The surprising reality here is that introverts are better networkers. If we go back to the other examples I mentioned when all you’re doing is talking about yourself, no one is going to like it. No one likes a braggart. Unlike the extroverts, Introverts ask questions and listen intensely to what others are saying. Extroverts can sometimes be focused on what they are going to say next while the other person is talking, missing the entire message. When you are listening to the other person, you are more likely to see where you can make the connection to help them. Most introverts tell me after they get to know someone they are more comfortable in talking about themselves. If an introvert goes in and asks a lot of questions, then they’ll learn something about that person. Knowing a little about someone breeds familiarity and so the introvert becomes more comfortable in sharing things freely.

Networking is your key to career success. Do it incorrectly and you go nowhere. Become proficient at it and you’ll fill your life with opportunity.

Thanks, Thom. We appreciate the time you’ve spent with us. You can find out more about Thom, his books, articles, speaking events and blogs at www.thomsinger.com.

Guest Expert:

Todd Rhoad, MSEE, MBA is Director at BT Consulting, a career consulting firm in Altanta, and author of “Blitz The Ladder” and the soon to be released “MBA Owner’s Manual.” Todd can be reached at todd.rhoad@blitzteamconsulting.com.

Anger Eats Your Lunch

2012-01-18T20:48:00.001-06:00

My effort on the new year goal of trying to be "better" has lead me to notice anger. My kid is working on an assignment that involves Biblical Literature and in reading the stories I see there has always been anger for thousands of years. It rarely leads to anything good.

I don't usually have a temper, but I do get mad. Mad at others. Mad at myself. What is interesting is that when I get mad at myself I have all the facts. However, when I am mad at others I can never know everything. Anytime we deal with other people there is a human on the other side who has their own stuff. Since we cannot do more than assume their back story, we fill in the blanks with our own ideas of what is going on. Usually these assumptions are skewed from reality and darken our lives (not theirs).

Experience has shown that relationships can trump nearly all adversarial situations when those involved want to find a solution. But anger and resentment feed the limitations and cuts off the path to mutually beneficial relationships.

To advise simple forgiveness of others is too Pollyanna. It is difficult to grant, and even harder to get accepted (or to accept from others). I just try to be aware, and not let anger eat my lunch.

When dealing with people there is never a dull moment, but the path to comfort as a person is one that is riddled with insecurities, fears, wonders. With time those are pushed aside by the realities of comfort with self.

Have A Great Day

thom singer

"Flash Culture" - How To Create A Mini-Society At Your Conference

2012-01-13T11:36:00.003-06:00

When it is done right a conference becomes a "mini-society" that extends far beyond the physical event. The people who come together for an industry meeting, a users conference, or an association annual convention share a variety of experiences that bond them together. Humans are experiential beings, and it is through these mutually occurring encounters that we go beyond the surface exchange of pleasantries and build relationships.

"Flash Mobs" have become all the rage the last several years. Most have seen the planned take overs of shopping mall food courts by singing and dancing groups that surprise and captivate an audience. I have attended several conferences that have even had "flash mob" performances in their ballroom gatherings. But creating a "flash culture" goes beyond a single performance. A culture is more than just something to witness, but is instead a series of patterns and learned behaviors that impact everyone involved.

In the greater society culture can be takes shape overall or in smaller sub-sets over an extended period of time. Rarely is a legitimate culture manufactured, but it can be guided by the adherence to or breaking of accepted rules of behavior. At a two or three day event there is limited time, and if left to chance it can be hard to allow any cultural norms to materialize. However, if forced onto the participants, there can also be a resistance.

To create a culture at an event there must be a dialogue that exists before, during and after the conference. In my role as "The Conference Catalyst" I tackle one aspect of the "mini-society" which is the desire for attendees to network. Across industry lines a main reason stated for attending conferences, trade shows, seminars and other meetings is for the "networking opportunities", yet once they arrive..... most people stink at making the type of connections they desire.

While networking is only one facet of the greater culture, it can spur the speed at which the other threads of the whole experience are spread. Once people are engaged with each other they will peel back the layers of the onion and hold deeper and more meaningful conversations about the learning, trends, and best practices. Getting people excited about one another can ignite the whole experience.

When the presentations, both keynotes and breakout sessions, at an event are the right mix of information and inspiration you will find it effecting the language spoken in the hallways. The right speakers have the ability to set the tone for the whole meeting. While a giant emphasis is put on the quality of the information (which is important), someone who is brilliant without speaking skills can murder the mood. This is why the selection of speakers is paramount to the success of an event. A series of average presentations will leave hole in the energy level of the group. Just because someone is smart or has done something cool is not reason enough to put them on stage.

An additional consideration is about how active the presenters are with the members of the society. Do they arrive and leave directly around their time to speak? Most participants enjoy talking with the speakers, or at least like it when they see them actively engaged in the meeting festivities. There is often a disconnect between the presenters and the audience, which can cause a feeling that there are different levels of importance in a society. As part of the vetting process organizers should talking with speakers in advance about how they will participate in the conference (if not for the whole time, at least the day of their program).

The venue also leaves an impression on the whole culture. From the enthusiasm of the staff to the decor of the facility (and the decorations) there is an aesthetic impact on the mood. The size and the layout of the main room, and the other common areas, will encourage or discourage human to human interactions. The music and lighting also can also raise or lower the excitement of each person. The quality of the coffee, snacks, and meals also matter.

Vendors and sponsors can often feel like outsiders at many large events and their disengagement is felt by everyone. While they pay large sums of money to exhibit, some limit their own access to the overall conference. Vendors should have their whole team attend all "main stage" presentations, as it is that shared experience that will make them an equal part of the "mini-society". Too often they utilize this time to make calls, sleep in, or otherwise occupy their time. However, when they are in the same room participating with all attendees it creates much better conversations when attendees come to their booths. "What did you think of that speaker today?" is a more engaging question than "how is the show going for you?".

Vendors need to be educated not to pounce on attendees with hard pitches or hard sell tactics. Nobody comes to a conference to be cornered by sales people. They do come to meet and have conversations with interesting people. Those who listen and learn find better conversations while present and more access once the event is over.

There are many intangible actions that take place in creating a culture, and therefore event organizers must put into place online and offline opportunities for the society to continue after everyone returns home. Getting people to participate is difficult if they did not feel the inspiration while at the conference. Online groups and communities with ongoing discussions and education must be a year round project, and must provide legitimate value. Just having a LinkedIn Group, a Facebook Page, or a couple of YouTube videos is not the cultivation of community. There must be a series of people assigned to leading these efforts. Nobody can force something to go viral, but if your event is an "Industry Happening", then both those who were there live, and those who were not, will want to continue their participation.

Time is limited to create a "Flash Culture", but when it happens.... everyone knows it.

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

www.ConferenceCatalyst.com

Want To Maximize The ROI When Attending A Conference? - New Book Will Help

2012-01-12T15:25:00.001-06:00

The ABC's of Conferences

Maximizing your attendance at a conference, trade show, convention or other business gathering can be as easy as A-B-C.

The little things you do make a big difference in getting the most out of your participation at a conference. Advance planning , having plenty of business cards and being a catalyst for connections are just the start. Whether you are an attendee, a sponsor, or a presenter at business events, this book will cause you to
reﬂect on how you get the most from your investment in attending conferences.

In this book you will learn that:

• Introverts are better networkers
• Asking intelligent questions gets you noticed
• Social Media is not a fad

As part of the New Year Publishing “Airplane Book Series,” The ABC’s of Conferences is designed to be read in a coffee shop or on an airplane. Share this book with your co-workers and business associates to inspire everyone to have more engaging experiences at any conference they attend.

Available at Amazon.com (Coming soon to print and available now on Kindle). Contact New Year Publishing for bulk orders for conference attendees.

Have A Great Day

thom singer

A Great Experience at the PCMA "Convening Leaders" Conference

2012-01-11T09:22:00.003-06:00

The Professional Convention Management Association (PCMA) hosted their annual "Convening Leaders" conference in San Diego. I had the honor of being the "Conference Catalyst" in their Learning Lounge and to present in several forums.

The Learning Lounge is a new format that PCMA has pioneered over the last two years. This program was organized and orchestrated by the highly creative and cutting edge consulting firm, Velvet Chainsaw. Dave Lutz and Jeff Hurt (and now joined by Donna Kastner) are business improvement consultants who specialize in serving associations and corporations in transforming their meetings into industry happenings. The Learning Lounge became a conference within a conference, offering unique and bite-sized presentations and hosted discussions by a variety of speakers which allowed people to customize their learning needs. Those who participated in this series of sessions all raved about the format. It was the place to learn, connect and contemplate.

I presented four times in the lounge, including opening and closing presentations on how PCMA attendees could maximize their ROI at the Convening Leaders Conference and twice on how to create a networking culture in the planning of any event.

Several of those in attendance walked around the different learning "pods" in the Learning Lounge and brainstormed ideas on how to bring this format into their own conferences. (The National Speakers Association will be integrating a Learning Lounge at it's conference this summer, and I will be hosting and helping organize their program!). I expect that many meetings will add in this alternative option into their agendas.

A highlight of the week for me was being the keynote speaker for the "Student Union" program. I facilitated a conversation with the nearly 300 college students who were in attendance. These are mostly hospitality majors from the country's leading colleges that are teaching the future leaders in the convention and meetings industry. Spending time with these ambitious young professionals made me feel confident about the future!

Four of my books were also sold in the convention bookstore and I participated in a book signing which allowed me to meet even more cool people.

Having attended thousands of meetings, conferences and other gatherings throughout my lifetime, I was blown away by the chance to participate in this PCMA event. From the high energy atmosphere, to the top level education, to the phenomenal social events (an opening gala, a party for charity on the US Midway, and a block party like, with Kool and the Gang, that rivaled any music festival) --- this was truly a "Happening".

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

www.ConferenceCatalyst.com

Guest Blogger - Brian Trivitt - Networking and Exercise

2012-01-08T06:47:00.000-06:00

Today's Guest Blogger is my friend Brian Trivitt.

Networking and Exercise

By Brian Trivitt

There are manythings in this world that are tough, yet necessary to do. At the same time, itseems like many conversations you have with people sooner or later end updealing with the subject of how to make things easier in general. The fact is,there are a lot of things you can hire somebody to do for you. However,there are also some things that are not only necessary to do if you wantto improve your own life; but more importantly, can only be done by you,regardless of how much fame and fortune you currently may have.

I consistently liketo work out to stay in shape and be healthy. After being laid off from aFortune 50 Company a few months back, I am also making a strong effort to builda network with a wide array of people. So why am I bringing up exercising and networking in the same sentence? Because they are two of the best examples ofactivities nobody else can do for you.

Not only are tasksthat can only be done by you often very beneficial to your own life, but theyalso separate the true hard workers in this world from the ones who merelyclaim to work hard. Can you imagine if one of your New Year's resolutionsyou told you co-workers that you were paying the kid down the street to go hitthe treadmill three times a week for you?

In networking,being present and actually making an effort to converse with people on aconsistent basis are critical to building a successful network. Sendingsomebody else to network for you not only does little to nothing to build yournetwork, but after while, I believe the argument could be made that it actuallyends up hurting your efforts more than not networking at all. The reason forthis is that successful networking requires that somebody consistently show they are truly interested in getting to know an individual or a group ofpeople. Of course, the only way to do this is for you to be in the presence ofthe other party and make a genuine effort to get to know them. Beyond that, youmust also follow up with an individual to continue to foster the relationship(insert joke here where the rich and powerful CEO has his secretary call theaverage guy he met the other night to see how he is doing!)

I think mosteverybody would agree that one of the best feelings in the world is workinghard and taking a moment to say to yourself, “this isn’t easy, but the resultsmake it all worthwhile.” So, while you may not make the cover of the latestfitness magazine or become the next networking guru, exercise and networkingactually have something very important in common--EVERYBODY has the ability to improve upon their fitness level andtheir networking skills!

Since everybody hasthe ability to improve upon some things themselves, I highly recommendexamining the things you need to do to improve your own life, and make theeffort to do them yourself. Don’t get me wrong, there will always be thosetasks that it’s better to have somebody else do them for you (if you are as badand dislike house cleaning as much as I do, you can do what I did, which ismarry a lady who owns a maid service). But besides working on building yournetwork and improving your health, find something that you enjoy making aneffort consistently to do on your own.

Brian Trivitt, MBA, specializes in Enterprise Customer Service and IT Project Management. He holds an undergraduate in Computer Information Systems from Missouri State University and an MBA from Texas State University. Mr. Trivitt is an avid homebrewer who has a passion for brewing as well as analyzing and discussing the beer industry. You can follow him on his blog at trivittbrew.com.

Let It Go And Forgive

2012-01-06T09:44:00.001-06:00

My blog posts here and here about "being a better person in the new year" sparked a couple of interesting conversations. I had a deep philosophical conversation with an acquaintance about what is "better" and did I mean "better than others"? (Ummm, no. I meant better than my own self in thoughts and actions). My whole purpose of utilizing "better" as a my goal word for 2012 is to spur myself forward.

I think each of us can improve in all the area of our lives. We live in a crazy and busy world where the issue in front of us often can seem like the most important thing in the world. People get caught up in their own stuff and allow frustration, anger, jealousy, competition, doubt, fear and a cornucopia of other emotions to take center stage.

Another conversation with a stranger in a Starbucks lead to the advise of stepping back and releasing your knee jerk reactions when in conflict (yes, I do talk to all kinds of people in random places). He said, "To be a better person you have to learn to let go and forgive. You never know what is happening in the other person's world, so it is best to not take their actions or words personally and forgive them for their stumbles". (No, my conversation partner was not a mystical monk, but his wise words have lingered in my mind).

It is good advice, but not as easy to put into practice. Too often people are convinced that others are out to screw them over (which may or may not be true, but I have found that words and actions are not usually as targeted as one might think). Taking a step back and remembering that when dealing with people we all come to the table with our own "stuff" allows us to find peace faster.

The Beatles said it best......"Let it Be".

Have A Great Day.

thom singer

Plan For Success When Attending A Conference

2012-01-04T11:30:00.001-06:00

Attending a conference should be educational, inspirational and fun. Conventions, trade shows and other gatherings are amazing opportunities to mingle with your industry peers, hear about best practices, learn about the latest trends, listen to amazing speakers, create networking connections, and re-charge your batteries. If you do it right, a multi-day conference will be motivational and exhausting (in a good way!).

Both extroverts and introverts benefit from attending business / industry meetings, but they must plan their time differently. Those who gain their energy from being around people will find plenty of opportunity to socialize and connect, while those who need some down-time to fully process the experience must plan ahead to ensure they are not overwhelmed by a non-stop agenda. Neither extroverts or introverts are "right" or "better" in how they tackle their participation, but they must be true to their nature if they want to make sure they maximize the ROI from their investment of time and money.

Here are 8 ways to maximize your time at a conference:

1. Plan ahead. Before you arrive at a conference have a plan for what you want to accomplish while at the event. Determine whom you want to meet and which breakout sessions you will be attending. Be clear about your purpose so that you will not miss out on the important opportunities. If you know you will need some time to rest, regroup, make calls, etc... figure out in advance where in the schedule this will be best accomplished.

2. Know yourself. If you are not one who loves the big happy hours, then know that you will have to work harder in the party situations. Too often introverts will slip away from the social aspects of a conference, but this means they will miss out on the chance to make, grow, and expand your business relationships. Take a deep breath and dive in. Find a "networking buddy" who also feels more shy and work together. Set a goal of connecting with three to five people you have never met before.

On the flip side, if you are all about the social side you might find yourself skipping the educational sessions or tuning out the speaker while surfing Facebook. The education at a conference is useful and can spur you to more career success if you are paying attention for the nuggets of inspiration. Commit to putting your phone in your pocket or purse for the first half of each presentation. If the speaker does not earn the right to your attention, then you can turn to your emails or walk out of the room (it is okay to vote with your feet if the speaker is dull, you are not in prison).

3. Bring a lot of business cards. While we live in an age of "just Google me", or "find me on Facebook", the reality is that a business card is still a useful tool. Telling someone to find you online is asking them to do all the work. It is selfish to think other people have the time to hunt you down later (especially if you have a common name), and the truth is most people wont seek you out. Some people claim this is a good thing, as they do not want people following up with them, but that is a limiting point of view. All opportunities come from people and you can not pre-judge who at a conference might be that one person who might be a mutually beneficial connection in the future. Having about the business card is about the other person, not about you!

Additionally, a business card is a great tool to help you get out of a conversation. Exchanging cards is an acceptable end to a discussion at a networking event. If you do not have a card to offer up, you might be standing there talking to someone for a long, long time as you look for a polite way to move on.

4. Focus on meeting other attendees. Many people ignore the others in the audience, while instead lining up to meet the speakers (or hanging around exclusively with co-workers and other friends). I have watched people stand in 45 minute long lines to shake a speaker's hand without ever uttering a word to the person in front of behind them. A speaker who has several hundred people in the crowd will most likely not remember you later, while the person next to you could become a life-long friend and colleague. Take the time to meet someone new on every break, in each breakout session, and at all meals.

5. Do not be part of a clique. Industry meetings are often giant "family reunions" for those who have participated for many years. While it is wonderful to see old friends, do not limit your attention to those you have seen in past years. Try to include new people and first time attendees in all conversations you have in the networking areas. If you want to have a private talk with someone you already know, set up a time and go away from the convention area (even by only a few yards). Having closed conversations in the common areas sends a message to others that you are not open to knowing them. When standing in a "conversation cluster" (the circle of people who are chatting), leave an opening that would allow another person to join the discussion. Seek ways to introduce people to each other and everyone will benefit.

6. Plan for follow up. Meeting someone one time does not make them part of your network. Meeting them once makes them "someone you have met once" -- and there is a big difference between a one-time chat and a person with whom you have established an ongoing and mutually beneficial relationship. You will not have a reason to follow up with everyone you encounter, but you must be looking for ways to re-connect with those who stand out. Be sure to get their contact information so that you can call, email or send a handwritten note shortly after you return home from the conference. Assuming they will remember you later without your efforts for follow up will most likely lead to nothing.

There are also many ways in social media that you can continue the conversation, but since many people use Facebook, LinkedIn, Twitter, and other online tools differently, make sure that you are aware of the how the others choose to connect in these forums. I do not see value in linking with those I have not really established a meaningful connection, so I have created the "Coffee, Meal or Beer Rule" for LinkedIn and Facebook connections (Twitter is different because if does not require an acceptance to follow someone). My belief is too many strangers in your contact list turns social media into the White Pages. A casual chat and a business card exchange is often not enough for some people to link, while others are happy to connect with anyone out there. Neither is "right", so you must be respectful of the other person's way of utilizing social media. Ask them how they choose to use these tools!

7. Write a recap. While you were away at the conference many of your co-workers were still at work. Often they imagine that you are off having a great time at a fancy resort while they are picking up the slack at the office. Upon your return, write a short recap of what you learned, who you met, and the industry best-practices you discovered. When you distribute this to others they will understand that your purpose for being at the conference was about the greater good of the whole group, not just a vacation for you on company time. There will also be things you share that can inspire creativity in your co-workers from which your whole team could benefit.

8. Have fun. While busy and tiring, attending a multi-day event and meeting people should be a lot of fun. Sometimes in our fast-paced world we must remember to find the joy all around us. Humans are experiential beings and you must allow yourself to be part of the min-society that is created at a conference. When you are open to the fun side of the conference it will always find you!

Enjoy the conference!

Have A Great Day!!

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

Resilience and the Entrepreneur

2012-01-03T08:38:00.000-06:00

An entrepreneur will be tested. Along the way he or she will be pushed and prodded. They will fall down. There will be days when they will question their resolve. At times they will wonder if all the sacrifices are worth the long hours and constant pressure. It is not a matter of if an entrepreneur will face tough times, but when.

This is where resilience comes into play. Those who will succeed must have the ability to return to their original excitement and dedication of growing their business after facing down a plethora of adversity.

Resiliency does not happen by accident. The individual has to make the choice in advance to be prepared to bounce back no matter how they are bent and stretched. Being in charge, dealing with employee issues, measuring client satisfaction, winning investors, burn rates, government regulations, and countless other responsibilities can push anyone to the breaking point.

Stress can be a strong opponent, especially for a first time entrepreneur who is not prepared to cope and adapt to ever changing situations. Experienced professionals have the advantage of having seen their previous companies survive and thrive after a variety of traumas.

Without experience the entrepreneur must counter with a long-term vision, a strong belief in self, emotional control, and external social support.

Long-term vision: Knowing deep inside that your commitment to the venture is bigger than any short-term set back will help you look past a current situation. Being aware of the goal will make it easier to navigate yourself toward a solution to the problem. There are always options when you are clear on the destination.

Belief in self: Doubt can quickly undermine anyone. Successful entrepreneurs are sure in their soul that they can and will find success in growing their business. This confidence will get you out of bed in the morning on those days when you want to pull the covers over your head.

Control of emotions: When we deal with other people there are often emotions involved. When we allow negative feelings to take over we can make poor choices. Hurt feelings, jealousy, embarrassment, disappointment, anger, fear, guilt, and other emotional responses can cloud judgement and lead to poor decisions.

External social support: When facing difficulties we can discover resolve in the experiences of others. Having a network of other business professionals who you can turn to will always be a great resource for an entrepreneur. A formal or informal group of advisers whom you respect and trust can guide you through the muddy waters. However, you cannot wait until you are in trouble to build the relationships needed. You need your support network in place long before you face the big problems.

Resilience is important. You will get knocked around and down, but you must be being able to get up and be stronger than before. Rising up and moving forward is the only option for the successful entrepreneur.

Have A Great Day.

thom singer

7 Predictions for the Meetings Industry in 2012

2011-12-30T08:11:00.000-06:00

This post originally appeared on the TSNN blog on December 27, 2011.

December and January spark articles and blog posts about filled with predictions for the new year. While I cannot really know what will happen in the world, I do have some observations about meetings and conferences from my time spent as a keynote and breakout speaker at over 300 events (59 presentations in 2011).

Meeting Industry Predictions for 2012
By Thom Singer

1. The meetings business will continue to recover from the hits it took in the recession. I am bullish on the state of face-to-face gatherings, and believe that neither an ongoing bad economy nor the virtual options that exist to deliver content can replace the need for humans to gather. The hard working meeting organizers will still have to do more with less, but they will put on some amazing shows.

2. Networking opportunities will continue to be a main reason people attend meetings, but many conferences will always come up short on creating an environment where people can get past their trepidation about going beyond idle chit-chat, putting down their smart-phones, and get to meaningful conversations. Creating a networking culture will be a topic that will become more important to meeting planners.

3. Social media will still be a hot topic, as it has been for the last three years. The number of break-out sessions on topics about how-to use Twitter, Facebook, LinkedIn, etc... will continue be prevalent on agendas. Both the meeting organizers and those who attend will keep looking to social media as a way to build community.

4. More people will be calling themselves "speakers" in 2012 than ever before. Internet consultant Simon Salt recently said that "Speaking is the new blogging". A few years ago it was popular to identify oneself as a "blogger", and now there seems to be a movement for people to add "Conference Speaker" to their bios. The problem is that not everyone has the presentation experience that the audience desires and deserves, and a poor presentation can hurt the experience for everyone. This trend will cause more confusion and work for meeting organizers when vetting the speakers for their events.

5. Short presentations. I have experienced a trend where organizers are only seeking 15 to 20 minutes talks from speakers (for both paid and non-paid speakers). The success of TED and TEDx has put an emphasis on a meeting having more people sharing short bursts of captivating ideas. This trend will continue to gain traction in 2012.

6. People at conferences will vote with their feet. If an audience does not resonate with the speaker, it will become more common for them to stand up and walk out during a presentation. This trend of "voting with your feet" has become socially acceptable at technology focused events (such as SXSW Interactive) over the past few years, but will expand to more meetings in the future.

7. Pre-event communities online will continue to gain popularity. Event organizers are putting more attention into expanding the event community before and after the event by creating online communities. While some events will struggle getting their attendees to connect beyond their physical gathering, others will find the secret sauce to engagement.

8. Events that deliver a little more than expected will flourish. Doing what is expected is the minimum. Going farther will make people smile and have a better memory of the experience.

Have a great 2012.

Thom Singer

What Message In A Shortcut?

2011-12-28T05:33:00.000-06:00

I have been asked a lot about sending cards and thank you notes via online services that print the card and mail it out via the US Postal Service.

Those sending cards via these shortcuts get very excited that they are sending a personal touch in the physical world, but is it equal to a handwritten note?

Using a "short cut" is better than not sending a card. However, the person getting the card knows when you hand wrote it yourself or used a service (even if it looks like hand writing). Therefore, it is not equal.

I suggest we all think about the message we send when we do things part way:

"Thank you, but not thank you enough for me to take the time to write this myself".

Sending an email as a "thank you".... it is a good thing, but not as powerful as the real handwritten note. I am NOT saying it is bad.... but people know the difference. The same is true of these online or mobile phone services. Too few people say "thank you" at all... so a service is a good option if you will never hand write the note..... but I say you should pen the note by hand.

What do you think?

Have A Great Day!

thom singer

Review Of My 2011 "Theme" -- And Being A Better Person in 2012

2011-12-26T20:06:00.001-06:00

On January 1, 2011 I wrote on this blog about my theme for the year.

This theme was a variation on my annual goal setting and included:

Belief in Self
Intention in Action
Joy in Family and Friends
Fun in Success

This year was a good year. While I still have a long way to go to reach my desired levels of success, I did work hard to achieve my own levels of attention to confidence, intention, family/friends and fun. I achieved more in 2011 than I did in 2010, and I feel better about my prospects for the future.

I could not have done it alone, as I am fortunate to have a lot of people who love me and support my efforts.

As I look to 2012 I have been perplexed about setting my goals and establishing a theme. While I have come a long way in my career and my personal endeavors, I still fall short in some areas in which I want to improve.

Several weeks ago I wrote a post called "Being A Better Person in 2012". The blog entry was written quickly and without much thought as to what it meant. The interesting part is how many people commented to me off line about this post. Some said nice things about my already being good, while others jumped right in to help me identify my flaws. Others shared my broad desire to be a better person and inquired about how we could support each other in such efforts.

I googled the words "being a better person" and discovered that much is already written on the topic. There seems to be a big interest from people in this idealistic thought of self-improvement.

The debate raged in my mind for over a week, wondering if it was too vague a statement ("Being A Better Person") to be my theme for 2012. There is little I can do to measure the results, and it is hardly a topic that can be discussed at cocktail parties ("Hi, I am Thom and I am striving to be better than I was yesterday").

Alas, I have decided to try. I know many of my own areas that need improvement, and there never seems to be a shortage of people who will talk about the flaws of others (behind their back or to their face.... and FYI... talking behind someones back always has a way of getting to the ears of the person being discussed!).... so I know I will have things to add to my list of stuff to do better.

Have A Great Day

thom singer

Hoping "Respect" Makes A Comeback in 2012

2011-12-24T08:11:00.001-06:00

"Respect" seems to be on vacation. The time has come to revitalize the concept of respect in our greater world society.

If you think about terms that have have been tied to respect, the list is endless: Respect for others, respect for self, respect for elected officials, respect for elders, respect for the choices of others, respect for ideas, respect for traditions, respect for authority, respect for cultural diversity, respect for the dead, respect for parents, respect for humanity, respect for the individual, respect for nature, respect for others, respect for religion, respect for soldiers, respect for your spouse, respect for teachers, respect for time, etc.... But we rarely seem to see respect in action.

However, this is a two way street, as my friend Terry Sisco said in 1987 as a 20-year-old college student: "one does not command respect, you earn respect". His words have rung in my head for nearly 25 years.

Thus, we all need to be open to being respectful and to doing things that can be respected.

I hope "respect" makes a comeback in 2012.

Have A Great Day.

thom

Intellectual Conversations and Challenging Thoughts at "The Salon"

2011-12-22T11:41:00.001-06:00

My friend Zach hosted a gathering called a "Salon". The idea dates back to the 16th Century and there meet-ups were popular in European society during the post Renaissance. The meetings were places to exchange ideas, increase knowledge, and expand understanding through conversation.

Zach convened a small group of people to a conference room at his apartment complex and invited the participants to share philosophies of success and happiness. I was curious about how the "Salon", a term I had only recently heard from another friend who has been involved in similar intimate intellectual conversation groups. As I reviewed the guest list I realized I was older than the young Millennial crowd, and wondered if my much older Gen X perspectives of the world would be welcomed or understood in the dialogue.

I decided to attend this "Salon" because I have a personal commitment to support unique events hosted by my friends, or meetings where I know the speakers or my peers are being honored. Too often in our crazy-busy world we choose not to be present when we cannot predetermine the personal ROI. There is too much focus on "protecting our time" and not enough openness to the serendipity that is part of the human experience.

The "Salon" turned out to be a rewarding and challenging experience. We were joined by a woman who lived in the apartment complex who was curious about the group, asked to join the discussion, and at times took over the conversation. While not invited, unfocused, maybe medicated, and clearly a "Wild Card" tossed into the mix, the realities of the new comer's different situations and emotional observations created a fascinating study in how humans engage with each other when peeling back the onion on topics that are often not explored in social interactions.

We went from skimming the surface of success and happiness to a thoughtful and intellectual conversation that included joy, creativity, inspiration, relationships, marriage, children (I was the only parent in the room), freedom, satisfaction, control, fulfillment, contentment, service, suffering, nature, poets, religion, anticipation, philosophy, and technology.

My take away was that we need to strip away the layer of chit chat that prevails in most social situations and allow our thinking minds to ponder topics with other people who are seeking answers. The success was in the level of respect that was put forth, even when parts of the conversation became uncomfortable or intimately personal. I felt good at the end of three hours, although challenged on ways that I (and others) view and review our surroundings.

The group will meet again, and I will be there.

Have A Great Day.

thom singer

College Student Seeks PR Job - And Goes Beyond The Normal Path To Get Noticed

2011-12-18T08:11:00.001-06:00

This Facebook Ad caught my eye. I rarely pay attention to the advertisements on the right side of the page, but I had to click to learn more as I am always impressed by people who try unique approaches to acquire what they desire. In this case it is a college senior, Samuel Solomon, from Auburn University and his desire to find a PR job with a Start-Up.

Innovative Job Seeker

samuelrsolomon.com

I'm Sam. I am looking for a job with a startup. Can you help? Click to see what I have to offer.

Sam seems like a good find for a start up. His resume shows he has been doing, not just learning, while in college. He created his own company while in school, has met with seasoned entrepreneurs, and has a clear understanding that the world is full of noise and distractions... and he is seeking ways to stand out (and will help his employer stand out,too!)

When I clicked on his link he had the following statement:

Chances are you will not finish reading this page. It is completely understandable. There are so many distractions available it makes it difficult to get a clear message across.

So, how do you deliver a message in a world full of distractions? That is where I come in.

My name is Sam. A public relations major at Auburn University, I created a startup, FRUGGL, and several other web-based projects in my free time. I have a strong background in product testing and digital marketing. Alternatively, I study the parallels between education and entrepreneurship.

His personal website and blog also shows he is a go-getter.... and while I am not seeking to hire a PR person (or anyone for that matter), I wished New Year Publishing or my solo speaking / training business were bigger.... as I would create a job for someone like this guy.

I imagine he will have a job soon! Good luck, Sam.

Have A Great Day.

thom singer

Being A Better Person in 2012

2011-12-17T11:06:00.001-06:00

The idea of a new year -- a fresh start -- always appeals to me. I have been an avid goal setter for many years. Some years have been successful, while others have come up short. Even when I fail to reach my targets, I still believe I have learned and grown.

In 2012 I want to be a better person. A better husband, father, brother, uncle, brother-in-law, son, friend, vendor, teacher, customer, neighbor, writer, speaker, listener, citizen, etc....

This is a very vague desire and each of those things are hard to quantify. I do not feel I am awful in these areas, but I often teach others that if you are not moving forward you might be slipping behind. Stagnant is never good.

We humans are quick to be critical of others, but slow to examine our own short comings. I do not like to face my demons (we all have them), but I am going to do that in 2012. There will be no pie charts or graphs to know if I am succeeding, but I will be trying every single day.

Who else wants to play the "be a better person game"?..... Let's talk.

Have A Great Day.

thom singer

Irene Williams, CEO of 21st Century Technologies, at ACG in Austin

2011-12-15T09:07:00.001-06:00

Irene Williams, CEO of 21st Century Technologies, was the speaker at the December 2011 ACG Luncheon in Austin. Drawing on over twenty years experience in leadership positions she has helped her company grow 50% in revenues each year since 2007 and continues to create new strategies for the future.

Her presentation to the Association for Corporate Growth was not a typical "CEO Talk" that one might expect at a business luncheon. Too often executives deliver canned investor pitches about their company or ego oriented "how to be like me" pontifications. Instead Ms. Williams shared a series of personal stories, that weaved together her insights about success, in a personal manner that few CEO's can deliver.

Her list included three simple, yet meaningful steps that can help everyone in their life's journey:

1. Define success in a ways that makes it personal and have a time frame for getting to your goal (know what you want and when you intend to have it).

2. Hire "superstars" and delegate (too often leaders feel the need to do it all, but when you have the right people they can take care of the details).

3. Never underestimate the power of consistent and committed passion and energy (find your passion and tap into it full throttle).

Her enthusiasm and total enjoyment for her career were evident in they way she spoke and responded to the questions from the audience. While she has an impressive resume, she did not have a specific background in the world of intelligence, analytics, security, or data mining. Instead she has an unparalleled work ethic and a desire for corporate growth and success. Her tenacity, not her schooling in her industry, has been the spark that is leading the company.

Williams added a few points during the Q&A:

*A good leader can recover fast from the hard knocks that come with running a business. When you lose a deal, an employee or have another setback, get up fast.... and respond to the needs of your team.

*The most important gift you can give to another person is your time, but you must be careful about managing your calendar, because as your company grows it is impossible to have regular one-on-one meetings with every employee.

*Hire a great marketing team early. The more complicated the sales the more important marketing is to your company's success.

*If a leader is passionate about their work, they must schedule time for "balance". Balance makes you a better executive, parent and person. When you are well rounded you will make better decisions for the company.

The Central Texas Chapter of the Association for Corporate Growth continues to host the best educational and networking events for growth oriented middle market professionals

Have A Great Day

thom singer

(Disclaimer: My wife, Sara, is the chapter administrator for ACG in Austin and San Antonio).

There Is No Overtime for Entrepreneurs

2011-12-12T06:54:00.000-06:00

When you run the business there is no overtime, there is only all-the-time.

The number of hours that entrepreneurs put into launching and growing their ventures can be daunting. When the buck stops at your desk you are responsible for every little detail, and if your business is growing then the number of issues that you will need to address can appear overwhelming from the outside. Product and service issues, accounting, legal, HR, sales, marketing, facilities, customer service, IT, vendor relations, and all the other functions of running the business ultimately land on your desk and need attention.

Ignoring any problem and wishing it will go away will cause it to fester into a bigger concern. Delegating can also be a problem in the early stages, as until you have experienced leaders on your team there might not be anyone whom can take the ultimate responsibility for the decisions. Entrepreneurs must be decisive and action oriented or they will get caught in the loop of ever shrinking amounts of time and a never ending to-do list.

Those who are committed to guiding their dream are rarely are burdened by the amount of work that goes into their company. When creating the long-term and sustainable entity is fused into your core, the hours do not seem like work. Those who bore of the monotonous parts of the business may be flirting with failure. The intimate pieces of being entrepreneurial must be of your soul to keep pushing you forward when times get tough.

It is common for entrepreneurs to get frustrated or angry with the tedious parts of running the company. The reality is that when you are emotionally engaged in anything it can cause volatility at times. There are many famous examples of great leaders of industry who have outrageous tempers and outbursts. Being all encompassed in a cause will make it hard to see the rest of your world in perspective. Keeping a balance is something you must do with intention.

Be prepared that there will be days when you question why there is nobody else around you who can solve a problem or lighten your load. Know that growing a business can be very lonely, even when you have close friends, a supportive family, and dedicated employees. Strive to make early hires who are entrepreneurial and are willing and excited to roll up their sleeves and work long hours. Too many people are watching the clock and questioning their personal time commitment, and this will dumbfound an entrepreneur.

Surround yourself with peers who are also entrepreneurs. There are many formal organizations that exist to create networking and education opportunities for those who run businesses to build friendships and share experiences. Being around others who are tackling similar issues in their companies is a fast way to understanding the shared strains of leadership. Enterpreneurs Organization (EO), Vistage, and Young Presidents Organization (YPO) are just a few examples. Your local Chamber of Commerce or trade association will also know of other groups where you can participate.

The old adage, "All work and not play makes Jack a dull boy" is true for entrepreneurs. Sometimes the excitement of the business can cause people to ignore everything else. While there are no real days off when you are running a company, be proactive in carving out time for the people you love and the outside activities that re-charge your batteries. This might require scheduling the time, but if you put it in your calendar, make it a priority and then keep true to the commitment. The rush of working can be misleading and you need to invest the proper time in cultivating your relationships (including your relationship with yourself).

Nobody said being an entrepreneur was easy. There is no overtime, sick days, vacations days, etc... However, if you really love what you are doing, you do not care.

Have A Great Day

thom singer

What Makes You Different?

2011-12-09T06:22:00.001-06:00

Wondering if people "think" enough about differentiation.

In our jobs we do stuff. We accomplish things. But are we contemplating and discovering what is really different in how we serve clients? Are we unique from the competition or are we commodities in sheep's clothing?

Companies have great websites, brochures and other marketing materials, but they often look similar to the competition. They think these tools make them stand out, but instead they look alike. I did a poll with an audience of attorneys in Austin, Texas. I instructed them to raise their hand if their firm website has an image of the local skyline, the State Capitol, or the scales of justice on the homepage. Almost everyone's hand went up. Once lady laughed out loud and proclaimed "Mine has all three!"

I was speaking to a group of bankers and I asked them "What differentiates you from other banks?". Without hesitation these executives responded "We are a relationship bank". They did not think for one minute, they knew the answer. The look in their eyes was classic when I then asked "Do your competitors tell prospects that they are NOT a relationships bank? Do they announce they are just there to charge high fees?". ALL BANKS SAY THEY ARE RELATIONSHIP FOCUSED.... thus that is not differentiation. Instead it is a slogan. A slogan does not necessarily mean anything.

These bankers and lawyers admitted they had never thought about how much they looked and sounded just like their competition. It is easy to say claim the party line, it is hard to be different. When everyone is claiming the same differentiation point, it is not a unique selling position.

Always be thinking about communicating what makes you different. This is not coming up with a slogan, but instead it has to be part of your daily thinking routine. I fear most people do not "think" about things. If you are always looking to discover ways to show what makes you different, you will stand out from the competition.

Here is an exercise to do with your co-workers:

1. Ask "What makes us different from the competition?"

2. Challenge the answer with "Can or does the competition say the same thing to prospective clients?" and "Can the prospect tell see this difference before they buy?".

3. Look for something else until you discover a real difference that makes a meaningful difference to a buyer (this may take more than one meeting...but if you do this exercise every day you will have an "A-Ha" moment).

Have A Great Day

thom singer

3 Things To-Do on the Last Day of a Conference

2011-12-08T11:32:00.001-06:00

Attending a multi-day conference, trade show, convention or educational event can be a great way to give your career a boost. The ideas, information, best practices, exposure to new products or services, and the networking opportunities can all add up to un-matched inspiration and a renewed excitement to do your job.

However, when you get home and return to the regular routine, if you do not take action on implementing what your learned or connecting with the people you met, the ROI of attendance can quickly diminish.

Here are three things you can do on the last day of the event that will help you capitalize on the whole experience.

1. Schedule appointments to follow up with people. Meeting someone one time does NOT make them part of your network, and exchanging a business card or LinkedIn request does not mean that there is a real relationship going forward. Seek out the three to five people you most enjoyed meeting and set up a time to connect by phone or Skype a few weeks after the conference.

Make sure there is a purpose to the conversation, not just a chance to "ping" someone. If there is not a clear business purpose (you buy their product or service, etc...) a good idea is to tell them you respect their point of view and would like to talk for a "sharing de-brief" about the highlights of the conference. Often two people find very different benefits from attending an event. After a couple of weeks the top ideas are clear. When you chat with another person about the most valuable tid-bits of information, you both can find powerful insights that were not clear while on site.

2. Seek out the event organizers. Meeting organizers and those who work for the host organization put in a lot of time, effort, planning, and energy into creating the amazing programs that took place at the event. Very few people ever come up to them and say "Thank You". It means a lot to them when sincere praise of the conference is shared verbally (not just on some electronic survey). When you do this you will be noticed and remembered.

Getting on the radar of these organizers can often bring future opportunities to you or your company. When they are seeking speakers or need other input for future events they will often reach out to those who they have met. When there is a positive conversation it often leads to ongoing rapport. Something as simple as telling them what you most enjoyed about their event could get you involved next time (and that brings you added visibility in your industry).

3. Write a personal review of the event. Doing this while waiting for your plane (or on the flight) is a great way to categorize all the best learning points and gives you a chance to make a list of the people you met. By committing your thoughts to paper it allows you to clearly grasp what aspects of your participation were the most valuable.

Once back at the office you can edit this review for public distribution and share the document with your boss and co-workers. Not everyone in your organization was able to attend the event, but your synopsis of the highlights will bring them fresh ideas and maybe bring them some new motivation. Additionally your report will remind the people you work with that you trip was not just an expensive boondoggle but a valuable work experience.

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

www.ConferenceCatalyst.com

5 Reasons Young Lawyers Need To Care About Their Business Development Skills

2011-12-08T07:00:00.000-06:00

Lawyers should care about business development. Regardless of practice area or small firm vs. large firm, many lawyers need to step up their reputation, brand and grow their books of business. Law is a business, and one with much competition. Without the understanding of how to expand a practice many attorneys are leaving opportunity (and money) on the table. There must be a plan or they are delegating their future to "luck" (and that is not a strategy most lawyers would recommend for their clients).

A problem is that business development and marketing are not taught in law school and firms do not encourage young lawyers to worry about these skills (they push them to learn to edit, proof, research and grow their legal knowledge, but leave out one of the most important skills for their own future success). By the time a lawyer has been practicing five years they are often responsible for developing clients, but many have no idea what that means. They will have wasted valuable time and may never fine tune their abilities to market themselves.

Small firm and solo lawyers learn early that they need to focus on building relationships to cultivate a long-term career. They often learn this in the school of hard knocks, from the realities of running a business, not from any formal training.

Another problem is that attorneys are generally smart (and they know it), and they do not view marketing and business development as a difficult or learned skill. They ponder that if non-lawyers (an interesting term, as doctors do not refer to other people as "non-doctors") can sell their products and services, then how hard can it be? But without sales there is no business, and there are right ways and wrong ways to grow a practice.

Here are five reasons young lawyers need to get active in creating their own business development plan:

1. There are no guarantees. Firms of all sizes lay-off associates or close their doors. If a firm relies on a few rainmakers to fill the pipeline, then everyone is in danger. If you do not understand how to sell yourself to clients, you will have a hard time selling yourself to a new firm if you are pushed out.

All employees (partners, associates, staff, etc...) should consider themselves part of the "Business Development Team" and discover ways to promote the firm to existing and potential clients.

2. Making partner in a competitive environment means you need to have clients or have shown that you can bring in new business over the long haul. It takes time to establish meaningful connections in your community. The type of friendships that lead to a steady stream of referrals is not something that happens by accident. If you wait until you need strong connections it will be too late.

3. If you have real relationships with the clients you can take them with you. Not that you want to become a mercenary and take the firm's clients, but everyone needs to think about their own future. Those with a portable book of business will always have options. Clients accounts are intangible and reside with people, not the firm. Make sure that you treat people well and they will be loyal to you should you ever move your practice.

4. Doing good legal work is important, but if you think it is enough to sustain a career you are not as smart as your mommy believes. Law is a business, and that means that sales, marketing, accounting, HR, customer service, IT, and all other functions that impact other companies apply to your firm. To make sales, marketing and business development a second tier activity means you will always have second tier results.

5. When you are well known throughout your business community it brings positive attention to you and your firm. While some partners discourage young lawyers from getting engaged in the community (those are usually not the rain makers, but the ones that hate the whole concept of business development anyway), the most successful lawyers I know want to see their associates shine in growing their practices. Firms that encourage business development activities will see their reputations, and number of clients, expand in any economic environment.

Have A Great Day.

thom singer

Human Resources Departments Aggressively Seeking Programs #HR

2011-12-07T13:45:00.000-06:00

After several years of corporations and law firms not conducting employee training programs, I might be seeing an uptick in HR Professionals aggressively seeking a variety of options for new learning seminars to bring into their companies.

When I first started speaking and training I often spoke to folks in the Human Resources Department. These busy executives were interested in hearing what I was doing for other companies at internal meetings and were actively trying to find ways to inspire, educate and create action plans for their teams. They had education days and other company events, and were always seeking options for interesting programs, speakers, trainers, etc.....

In 2009 I stopped hearing back from many of my HR contacts. It was as if when I called they hit "STAR - 3 - DELETE" without even listening to the message. Some shared that the downsizing and other fallout from the economic situation meant that all training was sidelined. Others lost team members in their department and were doing the job of three people. No matter what was happening, there was little interest in speaking about educational issues.

However in the last two months I have suddenly seen an uptick in my HR contacts aggressively seeking ideas for upcoming training programs. Some want to hire me directly, other are curious about what I have seen at conferences that help them create unique and alternative learning-style programs. I have begun emailing and calling these people again, and some clearly believe there is a light at the end of the tunnel. Others say that with three years of hosting zero employee development, that the time has come to do something or risk losing their best people.

Regardless of the reasoning, I am getting my calls returned and their is a lot of interest in new and different options for classes that can have an impact. While this is hardly a scientific survey, I will keep you posted as to how this impacts my business.

What do you think?

Have A Great Day.

thom singer

Leadership Austin - The State of Giving in Central Texas

2011-12-06T10:05:00.001-06:00

The December Leadership Austin Engage Breakfast tackled the topic of "Giving".

What is the state of giving in Central Texas and how will we meet the region's growing philanthropic needs? With state and federal funding for initiatives at an all-time low, not-for-profit organizations are facing challenging times. Can corporations help close the gap? Do traditional fundraising methods even work anymore? What can we do to inspire more people to give? The expert panelists discussed these questions and more in an interactive conversation.

Moderator:

Jim Spencer - KXAN

Panelists:

Jeff Garvey - President & CEO, Austin Community Foundation
Patsy Woods Martin - Founder and Executive Director, I Live Here, I Give Here
Lynn Meredith - President, MFI Foundation
Gerry Tucker - Vice Chair, A Legacy of Giving; Vice President of Human Resources, Austin Community College

The reality is that we have gone through several tough years. The economic downturn has impacted everyone, no matter the segment where they work. Non-profits, government, healthcare, corporations, etc... have all been touched. It began with a high degree of pain, but has gone from pain to fear. Nearly everyone is worried about the future.

The good news is that charitable giving is on the rise again for the first time in three years, and most of the dollars are coming from individuals. Corporations only account for 5% of all giving in the United States, while 73% comes from individual citizens.

State and federal government programs are being cut, and our community will need to pick up the difference. While Austin is doing better than much of the country, we are seeing an increase in need right here in our community. Those of us who live, work and play in Central Texas must take care of our neighbors.

The problems facing non-profit organizations are of common sense. With less money to spend, they must operate within their means. This means they cannot have more money going out to serve those in need than is coming in from donations. Foundations and other have less money to give, as their investment portfolios are not having the same returns they did four or five years ago. The whole ecosystem is impacted, and it is not only a matter of corporations or the rich writing additional checks.

But the Austin non-profit community has felt the pinch of the economy before. Those of us who have lived here for a long time know that in the 1990s and early 2000s we saw similar downturns locally. During these times civic leaders came together, collaborated, brainstormed, joint ventured, and merged many non-profits. This made the groups stronger. We can look at our current situation as an opportunity.

Austin has more non-profits in the area than there are gas stations and restaurants ... combined! That is a lot of groups competing for the same limited pool of money. But it is not only about the dollars, these groups need volunteers. Organizations need advocates because there is no substitute for real passion (both for fundraising and getting the work done).

Lynn Meredith pointed out that that passion is often ignited when something hits close to home. When a parent lives through a tough situation with their child, that passion is often released and they go out and make things happen.

[This is what happened with my family after our daughter's surgery when she was an infant. We launched the "Kate Singer Endowment for Cranio-Facial Surgery and Research" at both Dell Children's Hospital in Austin and Rady Children's Hospital in San Diego (where Kate had her surgery). For four years we have donated 5% of the money we earn from my speaking fees and have raised additional money for both institutions. Without that personal experience that touched our family, we may not have ever gotten so active in a cause. Over several years our small donations have added up to make a difference. This has taught me that anyone can (and should) make a difference].

When you make a donation, regardless of the size, you are a philanthropist. The final messages from the panel was that we need to create a culture of giving in our community. Making a difference is not just reserved for the wealthy, but rather something that is available to everyone. Get in the habit of writing checks and volunteering (bring a friend and bring a child when you volunteer!).

Thank you to Leadership Austin and the panel for a great experience at the Engage Breakfast.

More information about Leadership Austin at www.LeadershipAustin.org.

Have A Great Day.

thom singer

Oh, If Only Oprah Still Had Her Book Club...."My Twins' First Christmas"

2011-12-05T22:28:00.001-06:00

Nine years ago my wife, Sara, kicked off what is now a family tradition. She wrote a book. Her cookbook, "Mad at Martha", which she co-authored with a friend, was a big success.

Then I wrote some books.

Now our oldest daughter is releasing her first book. "My Twins' First Christmas" is available for order just in time for the holidays. Jackie has authored the newest book in the "My Friend Paris" series of children's books. The series was created by her friend, Paris Morris, and Jackie is the fourth author to extend the stories of Paris and her family (which included Paris's real life twin sisters).

While Jackie only has one sister, Kate was a very active baby. We often joked that she was so active it was similar to keeping up with twins. Many of the stories in the book are based on Kate's early holiday experiences.

(Oh yes, Kate is beginning work on her first book, too. Coming in 2012...Stay tuned!)

MY TWINS’ FIRST CHRISTMAS CHILDREN’S BOOK NOW AVAILABLE

Danville, Calif., December 1, 2011 – The seventh book in the My Friend Paris Series, My Twins’ First Christmas, is now available at booksellers nationwide. It joins “I’m Having Twins”, “My Twins Are Coming Home”, “My Twins’ First Birthday”, “Paris Goes to Lake Tahoe”, “Paris Goes to San Francisco”, and “Paris Goes to Los Angeles”.

These books are based on the real-life experiences of Paris Morris, now a 13-year-old eighth grade student in Danville, Calif.The child author decided to write these full-color illustrated books when she discovered that there were few, if any, children’s books that addressed her concerns about her family’s eminent expansion to include twins. With the number of families with twins and higher-order multiples increasing each year, demand for this content remains high.

My Twins’ First Christmas is written by Paris’ friend Jackie Singer. It is the story of the Morris family’s holiday celebration, now chaotic with the addition of Paris’ sisters. The story is funny given that the twins are active and get into everything within reach. Large and small families can relate to the magic of the season and the little things that create long-lasting memories.

“Christmas has always been a big deal in our house,” says Jackie. “I enjoyed bringing that to life and sharing our experiences. Can you imagine what it’s like with three little girls, two of whom would be content just to rip each and every ornament off the tree?!”

My Twins’ First Christmas is available at Amazon.com and other booksellers. Jackie and Paris are also available to do readings.

About New Year Publishing: New Year Publishing, LLC was founded in 2004. Its children’s division offers titles to aid parents in teaching life lessons to their offspring. More information on New Year Publishing can be found online at www.newyearpublishing.com. New Year Publishing is headquartered in Danville, Calif.

Have A Great Day

thom singer

Is The Audience On Their Phones During A Speech? I Hope So!!!

2011-12-04T21:41:00.001-06:00

I was interviewed this week by Diane Mulligan from Mulligan Speakers International about the trend for conference audience members to tweet and check Facebook during presentations.

"Just because someone is smart or they've done something cool doesn't mean they belong on your stage," is a key concept for professional speaker Thom Singer. In this MSI showcase, he talks with Diane Mulligan that professional speakers need to care about their craft, and that meeting planners have to work to vet their speakers to make sure, "that the speaker has experience on the stage."

He cautions that, "if there's no personal connection from the speaker to the audience people are going to get bored," but that good speakers can make that connection. He points out that this speaking skill goes back to ancient times where stories were passed by work of mouth and that this was successful because they told, "stories that mattered to the audience (and) engaged people."

He says he's noticed that with speakers who don't try to make connections with their audience, "Lots of times the speaker is just doing an information dump."

To those who worry that content should be the concern, not the presentation, Singer answers, "It's not too much to ask for both."

Singer also says that when he speaks these days he encourages the audience to bring out their cell phones.
Since technology allows phones to do so much more, and with the rise of social networks like Twitter and Facebook he's found that, "Very often people were actually tweeting what the speaker was saying from the stage."

You can find out more by visiting http://www.mulliganspeakers.com.

Have A Great Day.

thom singer

7 Reasons Meetings Fail

2011-12-04T07:58:00.001-06:00

Nobody wants their meeting to be boring. Meeting planners are among some of the hardest working people on the planet, and the effort that they all put into crafting conferences, trade shows, conventions, seminars and other business events is unparalleled. They care deeply about the attendee experience, yet sometimes events fall flat.

I have presented at over 300 events (from small local breakfasts to internationals conferences with over 3000 participants), and have attend several thousand other meetings throughout my career. There have been both great experiences that had lasting impact and ones where my time and money were wasted.

1. Lack of focus. Events can happen without a clear purpose. Maybe the organization has always held an annual gathering and over the years the reasons have changed, but nobody has communicated that to the organizers or attendees. Other times the idea of a new event gets everyone excited, but there is no clear plan. When focus is gone, the spark that makes the event interesting is left to chance.

2. Too long. Some events last longer than needed. In general there is no "right" amount of time for an event (half day, full day, multi-day, etc...), but an event that goes too long becomes dull. When organizers are struggling to fill breakout sessions with anyone who can breathe, then the event should be shorter. Over the years the regular attendees stop coming for the whole time, and you will see a huge drop off in the number of people at the final activities.

3. Too short. Other events do not last long enough. Too much information is crammed into a short agenda where the attendees are overwhelmed without keynotes, breakouts, etc... can leave people tired. Without the right amount of breaks, networking and social activities there is not time to discuss and digest what they learned. There is more to live events than just information. If people only wanted the information you could email a white-paper. The human to human interaction is important and there must be the right amount mixed into the agenda.

4. Same old / same old. If you have a good thing going, it does not mean it should be repeated exactly each year. Too many events start to feel like an extension of past events. Over time people tire of the same agenda, speakers, and activities. Every year there should be some new aspects added, which might mean retiring some parts of the agenda. This can involve risk, but without risk there is little reward.

5. Cliques and cronies. When an organization has "power cliques" who have the power over the details of the event, they often develop a class system. The leaders who run the show often craft the conference to be an annual reunion for the select few. They give awards and back-slaps to their friends, and make everyone else feel they are on the outside looking in. If an organization has cliques and cronies (and most do), they must be made to understand that exclusive behavior hurts the future of the event.

6. The wrong speakers. A keynote speech is not a commodity. Two highly experiences presenters on the same topic will have a different affect on the tone of your meeting. Selecting the speakers for the main stage and breakouts is very important. Making sure that the presentation has the right mix of information and style is paramount. Never assume that content alone will be enough. People want real data from experts, but if the speaker is not able to communicate well it will hurt the whole event. Remember my mantra: "Just because someone is smart or has done something cool - it does NOT mean they belong on your stage". It is not too much to ask for great content and the experienced ability to speak to an audience!

7. No continuation of community. Humans are experiential beings. Once we have shared an positive experience together we have a bond. This is how friendships are made. While a conference is a "mini-society", it comes to an end. Without an ongoing way to encourage people to extend their experience beyond the conference there is not community. TED and SXSW have become iconic conference because they are more than just the live events. Through use of video, social media, and live regional events throughout the year they keep the society alive. This is about more than having a Facebook Page!

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

www.ConferenceCatalyst.com

Ten Days of Thanksgiving (Day10)

2011-12-03T22:51:00.001-06:00

I am thankful for you, the folks who read this blog. While I am not famous, and this blog is not part of the "A-List", there are amazing people who come here often or just stumble past one time.

I love to write, and it is therapeutic, but without someone reading their words, a writer is never complete.

I am grateful.

Have A Great Day.

thom singer

Why Entrepreneurs Need To Network

2011-12-03T07:18:00.000-06:00

Growing a business can be an all encompassing experience. Many entrepreneurs put so much attention into their venture that they fail to honor the time to make, grow and keep their business relationships. The immediacy of issues surrounding funding, clients, employees, vendors, regulations, and product specifications leaves little space for things that do not scream traceable "ROI".

There is much written about productivity and protecting time for leaders. Much of this advice involves identifying the purpose of every activity on the calendar. With limited hours in the day, and the intensity necessary to run a company it become easy for an entrepreneur to push the cultivation of relationships to a "nice to have" activity instead of a "must have activity". While time is limited and precious, it is important for the entrepreneur to remember that all opportunities come from people. If you have the right network in place, most of the challenges faced will quickly be solved through a few well through out phone calls.

However, you cannot wait until you have a need to try to build a relationship. If the only time you show up at business events or place calls to those you already know is when you have need, you will find it difficult to get the responses you desire. Building a network takes time, and even in our fast paced digital world you cannot create a friendship through sending a LinkedIn request.

The introductions made by those with whom you have established long-term and mutually beneficial relationships can instantly lead you to the right investor, lawyer, banker, accountant, or other vendor. It is through people that you can quickly find the necessary employee you need to hire to take your business to the next level. There are not short cuts to meaningful connections with people who know, like, and trust you and that understand your business.

Entrepreneurs sometimes make the mistake of only wanting to network with other entrepreneurs. CEO's often seek out groups that only admit other CEO's, but that can be very limiting. Another business owner will not tell you that they have the best receptionist or sales manager, for fear they may get lured away to other companies. Plus, you cannot grow and learn when everyone is just like you. There must be diversity in your network that includes not just race, religions, sex, and age. You must include diversity of job titles and industries in your network if you want there to be a variety of access to information.

Out of sight is out of mind. Even when you are busy launching the business or a new product you cannot disappear from your community. There will come a time when you will need other people, and you cannot expect people to be sitting around waiting for you to call. You must cultivate the connection always.

Have A Great Day.

thom singer

If You Ever Need A Last Minute Back-Up Keynote Speaker (In Texas or Beyond)

2011-12-03T06:46:00.001-06:00

Nobody can predict when you might need to quickly find a back-up speaker at the last minute for an event. Illness, weather, airlines delays and countless other things can go wrong and a speaker is forced to cancel.

Earlier this year I wrote on this blog about what to do if your speaker cancels at the last minute, and I regularly get hits via Google Search to that article. Over once a week someone in the world is searching that topic (I come up near the top of the list).

Fortunately it happens very rarely... but it does happen. I know because I have received the calls to step in at the last minute (with either days or hours notice) several times for meetings and conventions in my hometown of Austin, Texas (and nearby Dallas and San Antonio).

If this ever happens to you (in Austin or beyond), give me a call. While I spoke 59 times in 2011, if my calendar has an opening I am thrilled be a resource.

My most popular program is called "The Conference Catalyst" and I speak at conferences all over the country. My message of "choosing people" is well received by over 300 audiences (59 in 2011) covering a variety of industries. A main reason people attend conferences if for the networking opportunities, but they fail to make meaningful connections once present at the event. I change that.

The presentation can also be adapted into a keynote or breakout format, and I have other topics that can engage and inspire your audience.

I hope you never need an emergency back-up speaker.... but remember me if the situation arises.

Thom Singer

www.ConferenceCatalyst.com

512-970-0398

Ten Days of Thanksgiving (Day 9)

2011-12-02T15:23:00.001-06:00

Day Nine.

I am thankful for my being optimistic and being one who can find the good in most situations. I usually see the world as full of opportunity (although I do get stressed out and lose my way from time to time). I appreciate that I learned young to choose to be happy... even when other choices might be easier.

I normally try not have a negative reaction to situations. I encounter people all the time who too quickly think that others are out to "screw them over" when there a parting of opinions. While I have known some who have taken advantage of me, most of the time misunderstandings are minor and most people I have worked with want to see a mutually beneficial solution.

I am very grateful for knowing so many people who want to watch others find success, and who do not look at the world as a zero-sum game. Those who enjoy knowing everyone can win are the best people to be around!

When I see those who get angry fast, harbor jealousy, or hold grudges over small things I feel bad for them. I am thankful that I discovered that few people are purely "bad". Even in adversary situations I am happy I try to seek understanding.

Anytime I deal with other humans I try to remember that everyone has "there own stuff". We cannot know their entire back-story or intuitively guess what they are thinking and feeling. Yet too many jump to conclusions and this brings problems (I know this because of first-hand experience where I interpreted the exact opposite of reality).

I know it might seem weird that I am thankful for this, but it really does bring me peace of mind (and that matters - maybe that is it... I am thankful for peace in my mind).

Have A Great Day.

thom singer

Heart House is now "The BeHive"

2011-12-02T14:54:00.001-06:00

Heart House is now known as "The BeHive". I had the good fortune of having breakfast recently with Anna Land, the founder and CEO of this amazing program. I used to be a Heart House Board Member (and continue to be a huge fan!), and was excited to learn about all the new and exciting things happening for this fantastic non-profit organization.

The BeHive is a free after-school and summer program dedicated to providing a safe haven and academic support to low income elementary school children, and to encouraging them to become good citizens. The BeHive, formerly known as Heart House in Austin and Houston, is a tightly woven family of dynamic staff, caring volunteers, community collaborators and beloved children and families.

Anna shared with me that 90% of the students received A's and B's in school last year. These elementary school students come from all ethnic backgrounds and regions of the world, and have often seen extreme violence in their neighborhoods and even within their families. Most do not live with both parents; many do not even live with one parent. About 80% of our students live in the immediate area where The BeHive clubhouses are located, creating a positive connection for these children to their community.

The BeHive is growing and will be expanding throughout Texas (and beyond). They are continuing to seek donations, volunteers and patrons who will spread the word and send good vibes throughout the community.

There are many ways to get involved, including through the professional auxiliary group known as "The Halos". Reach out to The BeHive today to learn more about how you can have a meaningful impact on children in our community.

Visit their new website: www.behiveusa.org.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 8)

2011-12-01T18:24:00.000-06:00

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Eight.

The experiences we have throughout our lives deeply shape who we become. I am thankful for all the experiences, good and bad, that have allowed me to get to this spot today.

As I thought about the power of experiences the big ones in my life came to mind:

*Getting married

*Having children

*Traveling

*An auto accident

*Writing my first book (and then eight others)

*The highs and low of a lifetime of working / career

*My mother's death

*Appearing on two game shows

*Buying a house

*Kate's surgery

*High school and college

*etc....

I could write volumes about how these major experiences have impacted me. I am grateful to have lived through my own life and would not be silly enough to desire to trade places with any other person.

However it is not just the milestone experiences that are important. The small things also matter. A smile from you spouse, a giggle from your kids, approval from your parents / siblings, sharing a beer with a friend and hearing about their life, a chance meeting with someone who becomes a mentor, and countless other things that may otherwise go unnoticed. They all matter.

I appreciate those things that I know I am too busy to notice.

Have A Great Day.

thom singer

December Mini-Coaching Progam - 2012 Planning

2011-11-30T21:59:00.001-06:00

2 Spots Still Available

The travel schedule is light in December, which allows me to work with a select group of people on individual visibility coaching.

If you desire a stronger focus on visibility, personal branding, networking activities, and 2012 business development strategy, this "mini-coaching blitz" might be an ideal chance for you to fine tune your efforts in time for the new year.

*Two one hour meetings (by phone or face-to-face if you are in Austin)

*LinkedIn Review ($250 value)

*Unlimited email access for two months.

The regular price for this mini-coaching program is $795, but this unique December opportunity is only $295. Both meetings must be scheduled between December 1st and December 24th (with a minimum of 7 days in between). The meetings are one hour in length, but may run longer. Email responses will be provided withing 48 hours (usually within 12 hours).

I have availability to work with ten individuals (six spots remain). If you are interested, please contact me by email or phone.

Learning objectives:

*Review of LinkedIn and discussion about how to best utilize this business tool.

*Identification of business networking organizations in your business community.

*Goal setting and visibility plan.

*Development of a personalized follow up and thank you policy.

Thom Singer

(512) 970-0398

Ten Days of Thanksgiving (Day 7)

2011-11-30T21:37:00.001-06:00

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Seven.

I am thankful to live in a country and a time in history where creativity can reign. Not everyone on earth has the ability to achieve their goals and dreams, and throughout the ages there have been may obstacles that have limited people from creating their own path.

I have had the ability to work for some amazing companies (and some that sucked). Over the past three years I have made my own business and my family is able to share interesting experiences as we grow this company. We are aware that we are fortunate in the adventure, and I am honored to be in the time and place that is allowing us to live a self-made life.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 6)

2011-11-29T16:25:00.001-06:00

I am thankful for people who volunteer in our communities. No one person can do everything necessary to save the world, and without the participation of those in our villages - the world would be a mess.

Some give time, some give money, and others send "good vibes" to causes that serve the greater good. We often forget the community volunteers and public servants who forgo the monetary rewards to contribute to our society. This includes, but is not limited to those who help the children, the elderly, those in poverty, the environment, animals, etc....

Also most of our elected officials are giving of themselves to make the world a better place (I say most, because we all know that some of them are not helping much!). I appreciate that there are people willing to serve in these leadership positions, as while it is fun to knock our political system.... it is the best around!

At different times in our lives we have differing abilities to jump in to the mix, roll up our sleeves, and volunteer. It is not always the right time to be the person giving, but we should always be aware and grateful of those around us who are silently doing the unseen tasks that lift us all up. I am fortunate to know many people who freely donate to their communities, and I do not think they are ever appreciated nearly enough.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 5)

2011-11-28T18:07:00.000-06:00

I am grateful for my health, and that of my family. We recently lost a friend to a long battle with cancer and another died suddenly of a heart attack. Many people do not think about such things until life and death issues hit close to home.

My modified vegan diet over the last nine months has taught me much about health. While I have not kept totally vegan since the end of Lent (I was strict for nearly 2 months in February - April), I now eat about 70% less meat and 90% less dairy than I ate in the past. These choices also eliminate much of the junk food that crosses my path. I also find when I do indulge in something with meat or dairy, I eat less than I would have a year ago. Making the right dietary choices is not easy, but over the long haul I feel fantastic.

I am conscious that my health is a gift that I cannot take for granted, and I am enjoying this stage in my life, as I know as I get older there will be bumps in the road. I try to get to the gym two or three days a week (I come up short here sometimes), and know that I must keep up the exercise along with the diet to prolong my health into the future.

Have A Great Day

thom singer

The Enthusiastic Networker by Juli Monroe

2011-11-28T10:09:00.001-06:00

I just finished reading "The Enthusiastic Networker" by Juli Monroe. I know Juli via Twitter, and although we have never met in person, we have become friends because of her enthusiastic manner in establishing and cultivating relationships -- thus the title of her book is more than a title... it is a way of life!

My friend Patti DeNucci just released a book called "The Intentional Networker" (which I reviewed here), and I love that these two books crossed my path so close together, as being intentional AND enthusiastic are key to success in cultivating long-term and mutually beneficial relationships.

Juli does a great job of making networking real. Too often if you ask ten people what it means to "network" you will get ten differing definitions. She begins her book by spelling out her philosophies on the purpose of building relationships. She then gives real life examples and plenty of actionable exercises to help anyone become more enthusiastic in their networking efforts.

The book is easy to read and will help the skeptical and experienced in finding ways to do the things that they enjoy (and she teaches you how to enjoy the parts of networking that might make you cringe).

She also does a good job of merging the online and offline networking strategies. It is common that people separate the two, or pit the digital world and face-to-face world at odds. This book reminds us that we are the same people in social media and in person.... and that they should work together, not apart.

The book is available on Amazon and other book retailers. It is an easy read and will make you think about how you network online and in person. Enjoy!

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 4)

2011-11-27T09:07:00.001-06:00

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day Four.

I am thankful for the opportunity to live in Austin, Texas. Twenty years ago we moved here with the intent of staying for 3 years. We did not intend to discover a growing community that would turn out to be such a wonderful place to raise a family and launch our careers.

Austinites have an unnatural love affair with their city. While most parts of Austin have changed a lot over two decades (it has nearly double the population), there is still a culture of openness, entrepreneurship, encouragement, and friendliness that has welcomed us and made this our home. The people are special and the opportunities are limitless. I wonder if I could have had the same success in a different location?

I often say we ended up here by accident, but it turned out to be just the right place. Every time I get a glance of the expanding skyline I feel a kinship to Austin and I am happy to have grown up with the community over the past twenty years.

Have A Great Day.

thom singer

Entrepreneurship and Home Life

2011-11-27T05:05:00.000-06:00

Being an entrepreneur has a direct impact on those closest to you. Working for a company brings many advantages and disadvantages, as you have job security (in theory) but not necessarily the freedoms that come with being your own boss. Entrepreneurship has a different impact, as work hours and security can be all over the map, while the freedoms you might expect are not always present in the early stages of starting your venture. The responsibilities and pressures of growing a business mean that your family has to be part of your work life or they may feel squeezed out during the times when you are focused on work issues.

Your personal life can easily become intermingled with your business when you are starting or running your own company. Regardless of is you are a solo-entrepreneur or leading a larger corporation, if you are the boss it can be difficult to have an "off-switch" when you get home. Being self-aware of how engaged you are at home is important, as with today's technologies it is easy to always be plugged into work.

In the growth phase of a business money can be tight, which means sacrifices at home. However, those who create successful and sustainable companies often can have financial windfalls that can more than compensate for the lean times. But nobody enjoys sacrificing at the time, and thus a spouse and children must be included in conversations about the focus and purpose of the entrepreneurs efforts or it is easy for people to feel cheated by any hit to lifestyle. While it can easily take three, five or ten years (or more) to realize the upside for the entrepreneur, that can feel like a lifetime for the family.

Additionally, if you make the leap from employee to entrepreneur after you have a family, it might not be the lifestyle that your spouse and children expected. Being part of an entrepreneurial venture, even from the home-side of the fence, can be quite an experience.

Be sure sure that everyone at home understands the realities of living with an entrepreneur. While the long hours for business can take a toll, there can also be flexibility for the entrepreneur to create a flex schedule that allows them to drive carpool, coach sports teams, and sneak away for long weekends with their spouse. If work becomes overwhelming it is easy to let the home life responsibilities slip, but making family time a priority is the only way to keep yourself engaged in the day to day functions of a family.

Many entrepreneurs are driving by a dream, but if those around him or her do not share the dream it can make life difficult and create conflicting priorities between home and work. Communication and clear expectations between everyone is paramount to making sure that there is not additional stress added to the home-front.

Including your family in the business is one way to make sure everyone has buy into the purpose of the entrepreneur. This does not mean your husband or wife needs to be employed at the company, but everyone should know what is happening with growth of the organization. Even young children will better understand when mommy or daddy are gone on a business trip when they know what it is their parent does for a living.

There is a lot written about "Work / Life Balance", but there is never real balance. Decisions are constantly being made in regards to where we put our attention. Knowing our purpose at work and at home can make the tough choices easier for the entrepreneur. Being honest with our co-workers, family and ourselves about what is needed to succeed in both areas will not solve all problems, but can moderate the misunderstandings and expectations.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 3)

2011-11-26T07:45:00.001-06:00

Author Jim Rohn had a great saying:

"You are the sum of the five people you spend the most time with in your life".

Think about that for a minute..... you are, in regards to your character.... and your soul.... the sum of the five people you spend the most time with in your life. Wow. If that is true, I am a very lucky guy, as my friends are amazing people.

I am fortunate that I have had always had associations with great people. I am thankful for the people I call my friends. They have always been there for me in good times and in bad times. They have provided shoulders to lean on and have shared celebrations. I understand and accept their quirks....and they do the same for me.

While over the course of a lifetime people will come and go, I have ongoing relationships with people I have known in all stages of my life journey. (I only have one close friend with whom I had a bad ending and I regret that situation). I appreciate the long-term and mutually beneficial connections and I openly honor the love of these people who are my friends.

Have A Great Day.

thom singer

Beware Of Being Nasty In A Dispute

2011-11-26T06:29:00.000-06:00

In life and business there will be disagreements... and where we find humans there are emotions.

This can be a dangerous combination.

While trying to resolve an issue, beware of getting nasty in your conversations. People often have a knee-jerk reaction and jump to the conclusion that the other party is intentionally screwing them over, but often that is not the case. Since there are two sides to every story, on occasion you may discover that you are the one who is wrong or that it is simply a misunderstanding. Once you have been nasty it is difficult to put that genie back in the bottle.

It gets worse if you have been broadcasting your problems to others, as word of your rant will get back to the people you are bad-mouthing. In the end, you look small and it is tough to recover because your own ego gets in the way and fessing up to what went down and repairing the damage is often impossible (I know, as I have been there and made these mistakes!).

Not every conflict has to be adversary. Most people are not actually out to get you, and thus most disagreements eventually work themselves out in the end. Burned bridges are opportunity lost for everyone involved.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 2)

2011-11-25T08:52:00.001-06:00

Day Two.

I have spent the last three years earning my living as a professional speaker, trainer, and consultant. While working as a "solo-entrepreneur" is difficult (and sometimes lonely), it has been a highlight of my eclectic and interesting career path.

I am grateful for the friends who have supported my efforts and referred me into their companies, law firms, and industry associations as a resource for training and speaker. This is a word-of-mouth business, and this experience has taught me more about the power of business relationships than I ever could have imagined. Those who took the time, effort and risk to refer me as a speaker or sales trainer into an organization are the cement in the foundation of my success.

I am appreciative of the clients for whom I have had the honor to serve. I have worked with great people who have made me feel like part of the family in their internal and external events. The meetings industry is not a cookie-cutter place. Each event, conventions, users conference, seminar, luncheon, sales meeting, training session, networking gathering, and trade show is different. The goals, needs, and expectations of every planner are not the same. I have loved working with everyone of the people I have met over the past three years.

I know how fortunate I am to have addressed audiences both large and small. I delivered over 150 presentations in the past 36 months and the organizations who have hired me have forever touched my life in more ways that anyone will ever fully understand. But I understand.

Have A Great Day.

thom singer

Ten Days of Thanksgiving (Day 1)

2011-11-24T11:31:00.000-06:00

Thanksgiving and the focus we give to appreciation should be more than one day. Really, it should be everyday.

I am going to post about things I am thankful for each day for ten days to keep the feelings of gratitude going.

Day One.

I am thankful for my family. I had great parents (mom is gone, dad is 97) who showed me the meaning of unconditional love. I have three older brothers who have each contributed to my life (in good ways, for the most part),... and their families are delightful. I married a wonderful woman who works hard to make our house a home. And the kids.... wow, I am so grateful for my kids. No words can describe it.

Have A Great Day.

thom singer

Thom Singer on Web 2.0 TV

2011-11-21T14:32:00.001-06:00

At the 2011 Innotech Conference in Austin I was interviewed by Web2Point0.tv about the future of social and mobile in regards to your network. Technologies are changing fast, but who we are as people has not changed. The way we relate to other humans and how we decide whom we want in our lives is still very much the same.

Thom Singer President of NYP Speakers from BestFit Mobile on Vimeo.

Invest time and choose people. While having a cool online tool that links you to others is neat... it does not equal the cultivation of a long-term and mutually beneficial relationship.

(If you cannot see the above video, here is the link: http://web2point0.tv/)

Have A Great Day

thom singer

Demand For Your Products or Services

2011-11-20T11:54:00.001-06:00

Identifying market demand is important for success as an entrepreneur. Many people have had great ideas without ever finding customers who are willing and able to pay for their products or services. While it is nice to imagine building a better mousetrap and having the world beat a path to your door, history has shown us many technologically superior products that never won their share of the market. It has been argued that BetaMax was the better video player, but VHS became the industry standard for years.

For a company to be successful it must connect the products and services to customers. This involves more than just providing quality. There must be an understanding of the marketplace, consumer demographics, competition, and the growth potential. Apple reached the top because their company culture went beyond just shipping cool products. Their deep commitment to innovation, design, and the customer experience combined to make profits soar.

Creating demand is more than advertising and market research. Advertising alone does not create demand, but instead brings attention of a product or service to the greater population. Creating demand is difficult and leaves many start ups lost to ever reach revenue goals. Customers are not always aware that they want a new product and thus the marketing strategies for the entrepreneur must be intertwined with education, product strategy and all aspects of the marketing launch. Henry Ford famously said: "If I had asked people what they wanted, they would have said faster horses.”

Commoditization is another problem that faces many companies. Too many products and services appear to be similar solutions as what is offered by their competition. Making matters worse is that all the advertising and marketing within a single industry often looks the same. Telling consumers about yourself does not allow the solution to stand out, as it gets lost in the shuffle of "too much noise". Showing always is better than telling, but this is not easy in a world with limited access to they eyes and ears of the customers. This is where creating demand through word-of-mouth marketing and creating legions of customers as "fans" will have a real impact.

The problem is that you cannot create "fans" simply by having a Facebook page or a Twitter account. Getting others to talk about your company means you have to be truly unique and provide experiences that make people feel good about being part of your community. Getting beyond the "same -old / same - old" is difficult, and rarely happens by accident. However, just because it is hard, does not mean it is impossible.

Entrepreneurs should make it a priority to bust out of the impression of being a commodity. There is always more demand where there is something unique. The trick here is to make sure what the entrepreneur sees as important and unique is the same thing that the customer values.

To successfully create demand for you products or services you must create an integrated marketing strategy that combines educating the consumer, cultivating visibility and delivering at the highest level every time. Marketing research and outreach can determine which products or services may be of interest to customers, but there is an element of risk that leads to the top levels of success. This process should not stop once you company achieves success, as the marketplace and customer demands will change, and successful entrepreneurs are always paying attention and seeking ways to get out in front of new trends.

Establish strong customer relationships and create a reputation of being an industry leader that provides value. Identify who is your customer, provide them with value, keep them engaged, and get them to be advocates for your company and you will discover more demand and profitability.

Have A Great Day

thom singer

Want To Be Better At Public Speaking? -- Listen to Country Music

2011-11-18T15:40:00.001-06:00

I was not a fan of Country Music. I grew up in Los Angeles in the 1970s and 1980s, and it was just not a "Country Music Town". While in college (in San Diego) I never even saw a country band play anywhere. Nobody I new listened to the genre. (I have memories of some Kenny Rogers being blasted on a camping trip once, but not sure who was responsible for that cassette tape). After I moved to Texas I kept my musical tastes tied to Rock, Pop, Oldies and a little Jazz. No Country!

However, as a professional speaker I have learned that successful oratory is tied to the ability to tell a story. Regardless of the topic, if a speaker cannot reach the people listening, their whole presentation can fall flat. The same is true for musicians. While all types of music tell stories, there is no better way to learn how to clearly and quickly weave a captivating tale than listening to the master song writers from Country Music.

Two years ago I began listening to a local country station as a means to understanding how to connect the power of a story to the message of a speech. The songs are more than entertainment, they are windows into the soul. In just a few minutes we can see the mental pictures and be transported to a different place and time. We are allowed to share the experiences of others and thus we become more connected to the greater world view.

Too many speakers take the stage and give a data dump of information. They fail to see themselves as needing to entertain and tell a story. Some actively shun the idea of being more than a brilliant mind that barfs knowledge.

While statistics, graphs and spreadsheets are useful, they are not enough to grip an audience and cause transformation. To have a real impact on people we must connect to them at a level of the soul. Ancient tribal leaders did not use pie charts to inspire and educate people, but instead they told relevant stories.

Every presentation should have a story. If the person speaking has no personal connection to the topic then they are simply delivering a book report. In a world filled with so much noise and little differentiation, your story is the unique stamp that takes ideas beyond a passing string of words and implants them forever in the memory of the audience.

If you want to become a better storyteller, and thus improve your presentation skills, tune into a little Country Music and do more than tap your foot to the beat. Dissect the words and seek out how that short story set to some guitar strumming becomes a movie that plays out behind your eyes. Over time you will begin to see the ways that Country Music will make you better at public speaking.

Have A Great Day

thom singer

Sting Concert in Houston

2011-11-18T06:24:00.001-06:00

Last night my wife and I went to watch Sting perform at the Verizon Wireless Theatre in Houston.

The first time I saw Sting was in 1991 at the Concord Pavilion in the Bay Area (we have been to two other Sting concerts in-between).

Many things have changed over 20 years:

Concert venues are now named after corporate sponsors, not the city where they are located.
In 1991 Sting was 40 years old and his audience was young (umm, myself included).
Today he is 60 years old, and so was most of the audience. (Although we should all hope to be in that good of shape at sixty).

Some things remained the same over 20 years:

Sting puts on one hell of a great show.
His music is timeless.
My wife still looks amazingly hot dancing at a concert.

It was a quick overnight trip to Houston, but we had a great time at dinner and the concert. The concert was her birthday present (The B-day is in September) from our kids. They sent us to dinner and the concert while they stayed with the visiting grand-parents. Oh, and when I say it was a gift from the kids, they still made me pay for the tickets! (I also had a meeting with a potential client while in Houston).

Have A Great Day

thom singer

Brainstorming Is Important To Entrepreneurial Success

2011-11-17T08:02:00.001-06:00

Ideas are paramount to success for an entrepreneur. However, not all ideas are the right ideas for starting a business or tackling challenging problems.

Some businesses are spawned from a single idea. However, most who achieve sustainable success will need to consistently be identifying new concepts, products, services, and ways to overcome obstacles. A one hit wonder in the world of business ideas is no different than a rock and roll band who has just a single song on the charts. Entrepreneurs must always be on the look out for the "new thing" either to grow their existing company or to launch their next venture.

Brainstorming can take many different forms. The concept was popularized in the 1950's and 1960's by Alex Osborn, in his book, "Applied Imagination". It is a process for developing creative solutions to problems and Osborn proposed that teams could double their creative output through brainstorming techniques.

When a team of people are working together and committed to discovering powerful solutions, the end result is often stronger than any one person could have achieved alone. Effective entrepreneurs do not operating in a vacuum. They are surrounded by people who allow them to expand beyond their own limitations and weave the best thoughts together and create powerful solutions.

Brainstorming involves a group of people focusing on a problem, and then coming up with as many solutions as possible. There are no bad ideas and the purpose is to push the creative thought to beyond the standards. Each person can expand on the ideas of the next and combine concepts while creating new possibilities.

The process can be both formal and informal and it is important in the formation stage of a business as well as when tackling issues that can stall a company's progress and growth. To continually have success and entrepreneur must always be seeking ideas and formulating plans. Getting your whole team involved will have the added impact of creating a culture where everyone is looking to add to the greater good for the company.

Once ideas are uncovered there must be a process for deciding which should be acted upon. There is neither the time nor resources available to act upon every idea that comes along for a business, and not all ideas will help move the company toward its ultimate goals. The entrepreneur's experience, instincts and trusted advisers all play a role in deciding how to implement actions. In finding success the entrepreneur must be willing to take the risks and go for blazing the new trails, as sometimes they will chase the wrong ideas and make mistakes.

Discovering the ideas, while important, is only part of the journey for anyone who is looking to grow a business. But without the ideas, their is no starting place from which to build.

Have A Great Day.

thom singer

Business Meeting Facilitation - 2012 Team Kick-Off

2011-11-17T06:29:00.001-06:00

Is your company or law firm planning a year end meeting or 2012 kick off?

Would the outcome be positively impacted with a facilitator to jump start the conversation, DiSC profile assessments, and a business development & sales focus?

Let's talk. ;-)

thom singer
thom (at) thomsinger.com
(512) 970-0398

Does Anyone Really Use LinkedIn?

2011-11-15T22:21:00.001-06:00

I was recently asked "Does anyone use LinkedIn?"

The person doing the asking was trying to rationalize if their firm bio was enough of an internet presence. He could not see why he would need more. He did not like social media, and was hoping to just avoid LinkedIn altogether.

I believe many savvy business professionals are using LinkedIn. It is a valuable resource for you before any meeting you have with someone you have never met before (regardless of the purpose of the meeting).

My advice is you should always check out the other person's LinkedIn profile. The purpose is not to be a weird stalker, but instead it allows you to find tid-bits of information and common connections that can jump start your conversation. Who do you both know? Where did they go to college? What companies did they work for in the past? Etc....

You should also assume that those you meet with are doing their homework on you before you get together. Make it easy for them to find out about you. People expect to connect the dots. Again, this is not stalking, but instead shows that they are invested in the meeting by doing the pre-work.

I recently had coffee with a friend-of-a-friend who wanted to pick my brain about career advice. I had looked her up on LinkedIn, but she had no profile. During our chat I mentioned something about one of my books and her response was "You wrote a book?". I could not figure out how we ended up in a meeting where she wanted to pick my brain without them knowing anything about me. I began to feel our time together was a little one sided. I am always happy to help people, but she did not know who I was or why her friend recommended we have a conversation.

In today's social media world you should be utilizing all the tools available. Gathering information will allow you to discover common interests and things that matter to the other person. In days when there is too little time for chit-chat, LinkedIn can be the catalyst that allows you to create a faster bond.

Yes, people do really use LinkedIn.

Is your profile informative? Are you using LinkedIn before your meetings?

Your thoughts?

Have A Great Day.

thom singer

Excited To Be Speaking At The 2012 PCMA Convening Leaders Conference

2011-11-15T17:07:00.001-06:00

I am very excited to be speaking for the Professional Convention Management Association (PCMA) at their annual "Convening Leaders" conference in 2012.

I will be the keynote speaker for their "Student Union" program, addressing the large gathering of college students (mostly Hospitality Majors from a variety of university programs) who will be an active part of the convention. I am impressed with PCMA's commitment to the next generation who will work in the meetings industry, and I look forward to serving this group of future leaders.

I will also be actively involved in the "Learning Lounge" throughout the event. This alternative educational venue offers a variety of choices and will be open daily throughout Convening Leaders. For those seeking a sustenance bite, a bite-size learning or to meetup with peeps - this your prime-time option.

The Learning Lounge allows customization of the learning experience with choices from formal and informal presentations to hands-on demos and shared-interest discussion forums. Over the course of the conference the Learning Lounge will host three days of education in the four distinct HUBS and play host to 150+ short, succinct options designed to meet your learning and pain point needs.

I am honored to be working with PCMA and look forward to seeing many of my friends and meeting many more amazing people. If you will be attending the 2012 Convening Leaders event, I hope you will come by the "Student Union" or the "Learning Lounge" and say HELLO!

Have A Great Day.

thom singer
www.ConferenceCatalyst.com

Because Nobody Else Does It That Way

2011-11-12T18:04:00.001-06:00

I was talking with a business organization that was struggling with the best way to schedule their monthly networking breakfasts. They were receiving complaints about their 7:00 AM start time being too early, but kicking off at 7:30 would push their ending to 9:30 (which means attendees cannot get back to their office until nearly 10 AM).

A first thought was to cut the program length to 90 minutes. They believed this is too short to have time for networking, announcements and a full program.

My other suggestion was splitting the difference -- beginning at 7:15... and ending at 9:00. Seemed like a good way to allow people time to arrive, and still giving them the opportunity to get everything done (with a shaving of 15 minutes off the program as well).

Oh the horror. You would have thought I suggested they all attend their meeting naked.

While I was not in the meeting where these ideas were discussed, one person told me the group felt that a 7:15 AM start time was "weird". One of their people made a bold statement that "nobody starts a meeting on the quarter hour" (nobody?...Ummmm, I have seen it done, so that is not true). Additionally they felt that the length of 1:45 would confuse the people.

In the end they kept the schedule of 7:00 - 9:00 AM.

"Because nobody else does it that way" is a lame argument. In fact going away from the standard is often the best way to create.

I just finished reading the Steve Jobs biography by Walter Issacson. The book is a fantastic read (it shows the genius and demons that co-existed in Jobs). I am confident that the Apple co-founder, or anyone else who has ever made a meaningful difference, never had the "we don't do it that way" knee-jerk reaction.

I wonder what would have happened if Jobs had thought it was weird to combine the music player and a phone. Think of the result if he had feared others would view the iPad as abnormal. Apple has topped the Fortune 500 exactly because they sought new ways to do things. Weird or different are not bad things if you want to stand out from the competition.

I am not comparing a 7:15 AM start time for a networking breakfast to the launching of the iTunes Store. However, if you cannot get beyond how a quarter hour start time and a 1:45 program might be judged, you will never present a program that has lasting impact on your audience.

I believe most of us struggle in finding ways to uniquely stand out from our competition. It is hard to create, and comfortable to stay close to the status quo. It can be worse when you go with your new ideas, and others question your decisions along the way. You must have both vision and fortitude when you do things differently.

Have A Great Day.

thom singer

Thank You Leads To "Cooperative Significance"

2011-11-10T20:35:00.001-06:00

Thanksgiving is coming. This is about more than turkey and cranberry sauce.

Who are you thankful for this year? Put some thought into identifying the people who have helped you move closer to your goals. There might be many people or just a few, but none of us live in a vacuum. There are people who contribute to our lives.

Be sure to say "Thank You" to them. Everyone wants to feel significant, but they will never know they made a difference if you do not tell them.

Have A Great Day.

thom singer

Conferences are the Marketplace for Connecting

2011-11-09T14:13:00.002-06:00

Business conferences, trade shows, conventions, and other meetings bring people together and allow them to discover opportunity. While the educational content, venue, and agenda are important to a successful event, it would not exist without the people. While digital online meetings are gaining in popularity, they are not replacing the need for to people to gather in a face-to-face environment.

An atmosphere for meaningful networking is the currency for the marketplace of connections. Everyone has been to events that are bankrupt of the "choose people" message. Attendees often sit alone, are hooked on SmartPhones, and do not take advantage of meeting the people all around them. If the agenda is only focused on the data dump from experts, then opportunity is lost. While nobody wants "fluffy", it can not just be about content. People want to become engaged and involved while at an event.

Human to human inaction is hard to quantity, but when it all comes together the event is transformed into an "industry happening". You can identify this power by the energy level at breaks, meals and happy hours. Nobody wants to leave an "industry happening" early to beat the traffic out of the parking lot.

Companies that host client meetings and "users conferences" which are focused on the people in the audience over their commercial always find success. The best trade associations crush the "power cliques" and know that their members want to be part of a greater community. Trade shows that cultivate a "mini-society" that is welcoming are the ones that high numbers of people returning year after year.

It is not easy to create the event that everyone in your industry talks about when they get home. Executives of companies and associations all desire their meeting to be an "industry happening", but wishing will never spur the culture of the event to transcend average. There must be a vision and a plan.

If your organization has a meeting, do not allow it to be standard. Cutting edge meeting planners are excited to try new things and seek new ideas. They ask questions of those who attend and plan other events for the "best practices" that are working at other conferences. They read the surveys filled out at previous programs and seek to identify the between the lines messages. They take action.... Passive planning makes for dull events.

Planning a meeting is a hard job and not something that should be left to the last minute. If a conference is a marketplace for connecting, then send your attendees in with the tools to succeed in a relationship economy.

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

www.ConferenceCatalyst.com

Customer Service Rests With Every Employee -- Every Time

2011-11-07T09:57:00.004-06:00

Twenty years ago I attended a conference at the Omni Shoreham Hotel in Washington DC. I was part of the program (although this was long before I was a Professional Speaker and Corporate Trainer). My room was to be paid by the organization, but when I checked in, this was not reflected on my reservation.

The front desk clerk was very rude. I was not about to commit to paying for six nights on my credit card and wanted to get the issue resolved. There was a long line of guests waiting to check in, and she was clearly flustered with the situation. I asked for a manager, or someone who could assist, and she essentially told me to pay up - or leave. Then she looked over my shoulder and screamed "NEXT".... as if I had vanished into thin air.

I continued to try to get her attention and she ignored me. I was invisible.

Eventually the event organizer took care of the situation, but I have never forgotten that experience. Being a customer who does not matter is the worst feeling in business.

Last week I was the keynote speaker for a conference at the same hotel. As I walked in the lobby my stomach turned as the memory of that horrible customer experience of more than two decades ago returned to my mind.

Happily, the front desk clerk who checked me in this time had a different attitude on how to treat guests in his hotel. From the moment I approached the counter he was enthusiastic, helpful, and exemplified all that is wonderful about the hospitality industry. His name is Evan... and the Omni Shoreham should be proud to have him at the front desk. He offered me choices of rooms, talked to me about restaurant options in the area, and took an interest in making sure my experience at this grand hotel would be spectacular.

This reminds me that the experiences our customers have can be fully weighted on the actions of a single employee. I am sure that my visit twenty years ago involved many other helpful employees, but they did not make enough of an impression to replace the one who ruined my impression of the whole hotel.

Flash forward two decades and Evan erased that first memory and showed me that the Omni Shoreham is a wonderful place to stay when visiting our nation's capital. His actions, attitude and customer focus impacted everything.

Customer service rests in the hands of every employee every time. One bad apple can spoil the whole batch... but just one "Evan" can make your reputation shine!

Have A Great Day.

thom singer

Sekou Andrews - Motivational Poet

2011-11-06T04:00:00.000-06:00

I had the pleasure to meet Sekou Andrews when we were both speaking at the Trade Show Network News (TSNN) T- Awards (a program that honors the nation's top Trade Shows and Events) in Washington DC.

I am a professional speaker who studies all things oratory. I call it "Speaker's College" when I can watch anyone address an audience. For over 14 years I have examined and learned from hundreds of speakers, but Sekou is like nothing I have ever seen before.

He calls himself a "Motivational Poet", and he regularly speaks to corporate audiences weaving his combination of rhymes, rhythms, and realism. He goes beyond motivation and stirs the soul of those who are listening. The man is "The Wizard of Words" and he had us all captivated as he spoke.

He challenges an audience to "expect not to expect what you expect to come next".

The message followed my "Conference Catalyst Program" and while 180 degrees different, it skyrocketed the theme of choosing people and being engaged in the real world, not just a collector of digital links. He professed that ROE (Return on Engagement) is the new ROI, and reminded the audience that "liking" someone on Facebook does not make a cyber friend --- as they still exist in the next room.

I loved it when he said "Take me off your Rolodex and put me in your calendar". Pins dropping at that moment would have echoed all over the nations capital. Having contact information means nothing if you do not have contact.

If you ever have the opportunity to hear the words of Sekou Andrews... you will be touched in your heart. He is not a conventional public speaker, but an experience unto himself. No wonder he has presented in the backyard at Oprah's house!

I look forward to our paths crossing again on another stage.

Have A Great Day.

thom singer
www.conferencecatalyst.com

Why The CEO Cares If You Network

2011-10-31T06:33:00.001-05:00

Who cares if you network?

Every now and then I run into a manager who discourages his or her employees from getting involved in their business community. I have been told by some that if their people network, the best ones get picked off for better jobs, so they prefer leave the visible activities to the senior executives.

While it is true that people with large networks do have more opportunities, that is true of all who excel. Hiding people at the office will not keep them from being discovered by head-hunters and the competition. Keeping employees is about more than putting up an iron curtain.

Keep Your People Happy

I believe that creating an atmosphere for employees to grow as leaders inside and outside the company and making your company a destination for those seeking the best place to work is much better than trying to hide mediocre people. When people feel rewarded, challenged, and happy.... it does not matter if they get calls to move to a new job.

Why The CEO Cares

How does the CEO feel about people networking? I have talked to entrepreneurial leaders of companies of all sizes and most are excited when everyone in their company behaves like they are part of the Business Development team. In fact, they are discouraged that so few people take the initiative to raise the profile of the business. When an employee is recognized as an industry or civic leader it brings positive attention to the whole company.

When other leaders tell a CEO they are impressed with one of their employees, it brings pride to the CEO. If the boss notices other company's people involved, when his or her are not, it brings frustration. CEO's have to be the "face-of-the-firm", but it can be hard work and lonely. They want their people to care about promoting the company, as that can help drive sales and attract the best employees.

For the employee, being active in your business community will bring you both more opportunities and the recognition of the CEO. Having both gives you job security.

What do you think?

Have A Great Day

thom singer

Sales Training - Austin, Texas

2011-10-29T20:27:00.001-05:00

As companies prepare for 2012, sales becomes a hot topic. During years of economic uncertainty many companies put off investing in their employees. The time has come to get your team engaged in the growth of your company.

Thom Singer is now offering sales training, coupling the proven theories of DISC, and his 20 years of experience in sales and marketing.

Everything DiSC® Sales teaches salespeople how to connect better with their customers.

Everything DiSC Sales is classroom training that uses online prework, engaging facilitation with contemporary video, and online follow-up to create a personalized learning experience.

Participants learn how to read the styles of their customers. The result is salespeople who adapt their styles to connect better — and close more sales.

Everything DiSC Sales focuses on three vital areas:

Understanding Your DiSC® Sales Style
Recognizing and Understanding Customer Buying Styles
Adapting Your Sales Style to Your Customer’s Buying Style

Make the Program Work for You!

Everything DiSC Sales is the most in-depth and easily customizable DiSC-based sales-training solution available.

Sales-specific, personalized content creates an in-depth learning experience. Modular design and online tailoring features allow you to design a customized program that’s right for your organization.

To learn more call 512-970-0398

Have A Great Day

thom singer

Enthusiasm Goes A Long Way When You Give A Speech

2011-10-27T22:57:00.003-05:00

I was one of two speakers at the FedEx "My Story Austin" event. I kicked off the program with a short talk on "telling your story". I believe that any time you know your purpose when talking to others you will have more success (this is true when giving a speech to a large group or just talking to someone one-on-one). Too often people just spout off statistics and company history without any regard to the reason they are sharing information.

If you are not properly telling your corporate story, then you are allowing your competition to write the ending!

I shared the stage with local entreprneur Gabe Krajicek (CEO of BankVue). I saw Gabe speak at the ACG luncheon in July 2011 and wrote about his presentation on this blog. I mentioned in that post that when he takes the stage he is like an 11-year-old kid who is telling you about his new bicycle. He is enthusiastic, energetic, and delightfully focused on sharing his story.

Enthusiasm goes a long way when you speak. Too often data is dumped to us via spreadsheets, graphs and statistics. People talk, but here is no passion, purpose or reason behind their words.

Few people are inspired by charts.

Listening to Gabe talk about why entrepreneurs cannot fail was captivating. He joked that he was worried about following a "professional speaker" on the agenda (yes, I am a "professional speaker"... and I am proud of that job title!), but he delivered an amazing and inspirational talk that touched the soul of everyone in the audience.

When you speak do you hide behind the slides and statistics? Of do you allow your passion to be front and center? The answer to this question will tell you if you are blah or fantastic when you open your mouth.

Have A Great Day.

thom singer

Three Tips For Follow Up After A Business Conference #EMRex

2011-10-26T12:08:00.000-05:00

Business conferences are a great way to discover the latest trends, gain knowledge and to network with your peers. The connections you make at an industry event can lead to new opportunities and have a material impact on your career.

However, a short conversation and an exchange of business cards does not make anyone part of your network. There is a huge difference between someone you have met once, and someone with whom you have cultivated a long-term and mutually beneficial relationship.

To be sure that you will have meaningful contact after a conference you must make plans on how you will reach out to the people you met. Sending a generic email blast to everyone you encountered does not have the power of a customized follow up. Remember, each person is an individual who wants to feel significant.

Here are three tips to increase your chances of cultivating a relationship after a conference:

1. Agree to the next steps. When you have a great discussion at a business conference, do not leave the next conversation up to chance. Talk to the person about how much you enjoyed meeting them and discuss the purpose for why you would be following up with them. Get agreement as to the next step. If you are going to send them information or schedule a call, let them know when and how you will be making contact. If you tell them you will be calling in two weeks they will be expecting your call (then be sure to take action and call them!).

2. Send a note. I suggest you go "old-school" and send a handwritten note telling the person you enjoyed meeting them. Many people receive over 150 emails each day, so your email may get lost in the mix. It certainly will not stand out. A phone call is nice, but reaching people at a convenient time can be tough. Handwritten notes show that you were willing to put in a little extra thought to your follow up contact than the average person. If they met 25 people at the conference (most will not follow up at all) and received nine emails and one note via snail-mail... who do you think they will remember as the end of the week?

3. Find a way to help them. Those you just met are more concerned with their own needs than they are with yours. People often meet others and hope their new contacts will refer them opportunities, but never send referrals to those they meet. Set the tone for your new friendship by letting them know you are a giver. We live in a world with far to many who are seeking to take. Make beneficial industry introductions or find other ways to show you are a resource. Create the habit of asking people about the challenges they face in their career, and you will often find easy paths to be of service to their needs.

If you want to create ongoing connections with the people you meet at industry conferences you must "own the follow up". Do not expect friendships to materialize magically. Your efforts to forge relationships will not always lead to a person becoming part of your network. However, if you do nothing then you can be assured that they will be a person you met once at a conference.

Have A Great Day

thom singer

Cherish People With "Follow Through DNA"

2011-10-25T05:14:00.000-05:00

People often say they will do things to help you in your quest for success.

They do not always get around to it.

It is common for business acquaintances to offer to make introductions or referrals. They do so with the best of intentions, but when they get back to their office your career is not their top of mind priority.

These are not bad people, they are not liars, they just do not have "Follow Through DNA".

However, there are people out there who are wonderful about making good on their promises. These people do not agree to take actions when they are not enthusiastic. They love to see others succeed, and take pride in connecting the dots that leads to business opportunities. These unique souls are givers.

When you know someone with "Follow Through DNA" you must cherish them. Say "Thank You", and then go one step further..... find ways to help them in their quest for success.

Have A Great Day.

thom singer

Telling, Gelling, and Selling

2011-10-24T06:53:00.003-05:00

There is much said about telling your story and knowing your message.

Gurus everywhere preach about networking and the power of business relationships.

Volumes exist on sales.

But none of these alone are enough. You have to know how to tell, gel, and sell if you want reach your highest levels of business success. Organizations often are encouraging these separately without regard to how they work together.

"Telling, Gelling and Selling" is about integrating your communications messages with the end result of raising your profile, generating referrals, and winning more business.

Telling - A great presentation on stage at a conference rarely happens by accident. Phenomenal speakers do not "wing it" when they speak to an audience. The same thing is true when you are at a networking event or having a more formal meeting. You have to know your purpose when you tell your story. While the realities of your message should always be the same (and honest), the points you will make will vary in every situation.

Gelling - All things being equal, people prefer to do business with those they know, like and trust. The person with a good reputation and who is known as likable and trustworthy - will often have the advantage. Some argue against the power of business relationships, but I if you are willing to seed this arena to your competition you might face a tough road down the line.

Selling - All the story telling and networking in the world will never matter if you are not getting paying customers. The game of business is often won by the dollars and cents. Being able to ask for the business is often harder than it sounds, but necessary if your going to succeed.

Are you telling, gelling and selling?

Have A Great Day.

thom singer

Maximizing Your Attendance at the Emerson Exchange Conference (Or Any Event) #EMRex

2011-10-22T19:07:00.000-05:00

This year's Emerson Global Users Exchange event is going to be GREAT. The agenda is packed with captivating keynote speakers, detailed breakout sessions, and outstanding networking opportunities. This is the largest crowd of ever, and the audience and exhibitors are all people who could become important business contacts.

Wow, we have a busy few day ahead!

I will be speaking on Monday morning and conducting a breakout session on both Tuesday and Wednesday. I hope to meet as many attendees as possible. Please come and say hello.

My message on Monday is about maximizing your conference experience. A main reason that people come to industry events is for the networking opportunities, and Emerson Exchange is a phenomenal place to make powerful connections. Hopefully you will enjoy the presentation and go on to "Choose People" throughout the rest of the week.

Even though there is a lot of fun on the agenda, the event is packed with learning and high-level conversations. Get ready for the industry forums, technology exhibits, and powerful networking opportunities.

Here are nine tips to help you maximize the conference:

1. Check in ASAP. You might be tempted to wait until the morning to pick up your nametag and conference materials. However, I recommend getting registered as soon as you arrive. Immediately after you arrive a the hotel check to see if the registration booth is open. The sooner you get your nametag and conference agenda, the sooner you will start reaping the benefits of being part of the conference "mini-society".

You should also download the Exchange App to your smart phone. This will allow you to begin to review the schedule, read speaker bios, select the most appropriate breakout sessions, preview exhibitors, discover the latest conference news, and begin connecting with other attendees.

2. Review the agenda in detail. Read over the descriptions of all the keynote, workshops, breakout sessions and other activities. NOT JUST THE TITLES. I have seen many people skip out on certain sessions only to later realize they missed some powerful information that was ideal for their career. Make your decisions as to what are your "must see" presentations to ensure you will be able to be present. This way if something comes up (like you are tired or have a work emergency) you are familiar with the areas in the schedule where you have flexibility and when you cannot break free.

3. Say "Hello". Once you put on your nametag you become part of the conference community. Do not be shy in talking to others who are also attending the event. If you were in Europe and you saw someone wearing a t-shirt with your hometown or college name on it ... you would defiantly say "Hi". In the halls of the hotel and convention center there will be lots of people hoping to meet each other. Be the person who initiates conversations. If you wait for others to talk to you, it could be a lonely conference.

4. Do not check your email in the conference area. While I encourage your to utilize social media (the Emerson Exchange Twitter hashtag is #EMRex) and the conference app, do not spend the valuable break time checking email or surfing the web on smart phones. Some folks spend the breaks with their eyes focused on their phones, and not seeing the people around them. When you are looking at your phone you broadcast to other attendees that you are not approachable. People do not feel they can come and talk with you, as that would be rude, so they move on. This perception might subconsciously remain at social events later in the conference.

If you have to take a call or are monitoring an important work situation, step away from the conference area. We all have other stuff we must attend to while at a five day conference, but it can usually wait a few minutes. Simply walk a few yards away from the networking area. Twenty years ago when people attended a major industry event they were present both physically and mentally. Now many show up in body only, with their mind off in cyberspace.

This does not mean you shouldn't pull out your phone during a presentation. If the speaker says something interesting, you may want to post his comments to Twitter, Facebook, or your blog.

The key is finding the balance between technology and choosing to pay attention to the people around you..

5. Exchange business cards. There is a trend for people to not carry or ask for business cards. But without the exchange of a card - the odds of a follow up connection go down. The card is a reminder in the physical world that you met this person. Too many "Bump", "Link In", or tell the other person to "Google them" to get contact information. While some actually follow through, most contact information gets lost in the digital stew and nothing ever happens. Getting the cards, and keeping them nearby until you actually follow-up, is important. If you use the conference app to make an initial connection, be sure act on the information as soon as you return to the office.

6. Take notes. I recently listened to a keynote presentation from a person who was a lifetime business adviser and friend to Steve Jobs. This guy was actively sharing important nuggets of business advice to a room of 500 entrepreneurs. A dozen people were taking notes. While his information was interesting, he was not so captivating that his words were to be burned into the soul. Few people probably remembered this guy's insightful information (I am sure most do not recall his name). Take notes so you can review them on the flight home and you will retain more of the knowledge for use when you get back to the office.

7. Meet the exhibitors. The exhibit portion of this event is a great opportunity for you to experience the technology that will be discussed in the workshops, round tables and courses. Many people fail to invest enough time in visiting the booths and cultivating the contacts created when you share time with the sponsors. Those who work for Emerson and the sponsoring companies are the best friends you can have in your industry. They are happy to share ideas and best practices with those they have developed meaningful relationships, and they are always aware of trends and opportunities. Plan your time wisely each day and try to visit every booth.

8. Have fun. Emerson has ensured that this conference will be educational and entertaining. Take full advantage of all aspects of the event. Even if you are a bit of an introvert you can still have fun at the social activities and make connections that will have a positive and long-term impact on your career. Everyone at the conference is here for the same reason, and most want to meet interesting professionals (like you!). Networking should be fun and add to the ROI of your participation.

9. Plan for follow-up. Meeting someone at a conference does not make them part of your network. Meeting someone once simply makes them a person who you have met once. To cultivate the type of relationships that lead to future business opportunities and professional friendships there needs to be ongoing contact. Never expect the other people to follow-up with you. You must own the follow-up. There is a big difference between someone you have met at a conference and a person with whom you have cultivated an ongoing friendship. Relationships do not happen by accident.

As you make new connections be sure to take notes on the back of their business card or in your notebook that will remind you about the pertinent parts of your discussion. If you agree to a certain action item, make sure that you schedule a calendar reminder so that you will follow through.

Now, fasten your seat belt, return your tray table to its upright position, and have a wonderful time at the 2011 Emerson Exchange Conference.

Have A Great Day

thom singer

A Perfect Day

2011-10-22T08:07:00.001-05:00

Life seems so simple when we are young. I recently found a Monday Morning Report I had written in Second Grade titled "My Perfect Day":

I woke up and mom made pancakes. Then I went with dad to the gas stashin and they gave me a toy turtle. Latr I rode bikes with Mike Perone. We went to see the movie "George". It was about a bad dog and a dam dog too. Then my parents went to play brige and my brother Bob drove me and our dog to my cousins house. We walked the dogs to the park. My cousins dog is also white. We stopped at the store and I got Pixie Stixs . They invited us to stay for dinner but Bob said no. We ate at the Sizlur.

Note, I misspelled the words "station", "later", "dumb" (which I wrote as "dam" and there was a red circle saying "SEE ME" from the teacher... as she thought I was being inappropriate), "bridge", "Stix" and "Sizzler". There was no spell check in 1973.

That was a busy Saturday for a seven year old. And when you think about it, what could be better? Pancakes, a free toy turtle (gas stations do not give away things any more, but it was not uncommon back then), riding bikes with best friend, movie (and I assume popcorn and a Coke?), a ride in my brother's 66 Mustang with the dog, some time with my Aunt and cousins, Pixie Stix, and dinner at the Sizzler. WOW.

I am not sure that I could recreate that day at age 45. First, there seemed to be a lot of activity, which might be exhausting. Mom passed away in 1984. My dog is long gone. The food intake does not sound healthy. Mike Perone lives too far away to go ride bikes (we do not really keep in touch much, but we are friends on Facebook!). And the Sizzler? I used to get so excited to order steak from a picture menu on the wall.

This got me thinking.... What would be the perfect day for me now? I know it would involve my wife and kids (they are great). Would it involve speaking to a client's audience? (I do really enjoy my career, but should it include work?). I wonder if I can count a day from a vacation? (We did have a magical day in Venice this summer). But that day in 2nd Grade was just a random day at home. What would be just a perfect regular day?

The foreign part about the day described is I had no responsibility. Mom made breakfast. Dad and Bob drove me to the destinations. The bike ride had no purpose or number of miles to cover (I am sure we never left the block). I needed no money, as others paid for the movie, the candy and the steak. There was no consequences to the calories. I cannot be that carefree today as I have a family, a business, and a waistline.

How about you... what makes a perfect day?

Have A Great Day.

thom singer

Networking Events Can Mentally Hurt

2011-10-21T06:52:00.001-05:00

I was the Emcee at an awards event. My wife was away on business at the same time, so my 9-year-old came with me (as I had no other child care options). This is not the first time the kids have had to accompany me to a speech or other business gathering, and I am understanding that this is hardly the high-light of the day for a child.

The event was in a convention center ball room. The kid brought her homework, and was planning to sit in the back of the room while I did my thing. Just before I started she asked if she could sit outside into the hallway. She did not seem to be herself. She said she felt okay, but something was not right.

As soon as I finished the program one of the organizers came and told me that my daughter seemed to be ill. She was sitting outside, and I feared she was sick. Within minutes of leaving the area, she perked back up and was her "old self" by the time we reached the car.

I inquired about the situation, to which she proclaimed she was not sick, but instead in pain. I queried more to find out that she was not really having physical problems, but instead was painfully bored while all the grown ups networked. She also said that too many of them were coming up and talking to her and asking her questions (like her name).

"Networking events hurt mentally", she said.

Have you ever felt that way? You do not need to be nine to want to escape a business event and this feeling is not limited to those who are introverts. Having to have conversations with strangers can be scary and make some people uncomfortable. We all get bored when the focus of the discussions does not align with our interests. There was no talk of puppies, The Wizards of Waverly Place, or ice cream. Who could blame her for becoming lethargic!

For those of us of out of elementary school there ARE benefits to cultivating professional relationships, and just because it is not our favorite activity, it does not mean we should skip out altogether. I admit, sometimes it is not easy.

The next time she has to come with me (and there will be a next time) I will do a better job of preparing her for the event. Whenever one has a clear set of objectives and understanding of purpose for being present, the experience is always more enjoyable.

How about you... do you ever feel that networking events "hurt mentally"? How do you get through the event without sitting in the corner looking ill?

Have A Great Day.

thom

Ed Robinson To Speak In Austin -October 31, 2011

2011-10-19T18:45:00.000-05:00

If you’re a speaker, author, expert, or consultant who’s ready to attract more customers and more revenue, mark your calendar now for a powerful NSA presentation you won’t want to miss.

International speaker and recognized “Rainmaker” Ed Robinson is coming to Austin to share his powerful, proven “Make it Rain” formula with us. You’ll learn how to skillfully rethink and retool your marketing and sales efforts in ways that will help you reach and close more deals, more often and with more profit.

Learning Outcomes:

Design (or refine) your personal marketing plan
Outline specific goals and the actionable steps to achieve them
Measure your business success and effectiveness
Understand the “Magic Marketing Mix” that drives attraction to your brand
Learn steps for selling both simple and complex projects
Discover a four-step selling process that increases your closing percentage
Find out ways to capture more business after your programs
Close larger clients and win major contracts with repeat engagements.

~~Tuesday, November 1, 2011~~
DATE CHANGE:
Monday, October 31, 2011

11:00 AM - 1:00 PM

Click Here To Register

Ed Robinson, CSP, is highly recognized internationally as an energetic keynote speaker, business growth coach and author. President .and CEO of Robinson Performance Group with over 30 years experience in professional service organizations, Ed provides unique growth strategies and leadership consulting to those businesses. Having spoken in over 35 countries, Ed is sought after globally for his speaking, coaching and Rainmaking techniques. Ed’s goal for NSA is to transform speakers in to Rainmaking machines

Hello? McFly? Your Meeting Should NOT Be A Time Machine

2011-10-16T06:13:00.000-05:00

My butt was in a chair in a hotel ball room waiting for the program to begin. I was questioning why I woke up early to attend. The agenda was 7:00 AM registration followed by 7:30 welcome and sponsor recognition. The speaker would go from 7:40 until 8:30, and then the race to get out of the parking garage would begin. The vibe of the room was stale. Some might argue the early hour was the cause for the "blah" feeling, but it was more than the need for coffee.

As soon as people arrived they were ushered into a room and immediately sat at tables. There was not really any networking taking place, even though it was on the schedule. It was dull, and there had been no thought by the hosts to do anything to encourage an atmosphere for connections. The room was awkward. The two men next to me, who worked for the same bank, never spoke to anyone but each other. I tried once to engage them, but they were talking intently about something or other.

Once the program started the host spent too much time praising the sponsors and making them stand. The two bank employees to my right did not even smile when they did a half stand and wave. Why had their company spent money to sponsor? These two gentlemen had no clue. Well, their name was said from the stage, but I am not sure most people could remember who the sponsors were.

Another sponsor was allowed to come to the microphone to say a few words. She went on for ten minutes reading prepared and boring remarks (AKA: a commercial for her organization that resonated with nobody) while the MC stood about three feet away unable to make it stop.

Then the speaker was introduced. She started with a canned joke followed by 15 minutes about herself, her career, and all the famous people she has met. It must be nice to have shared the stage with Colin Powell, but I am pretty sure that his bio does not mention her when he speaks!

She later remarked using 1/3 of her time to tell her personal story was building "rapport", but it was really a one-woman show. She had the stage presence to do Broadway, and told jokes like a comedian, but her style was very much like Zig Ziglar circa 1991. While it is not a good idea to move straight to the content, she was very "old-school" in her presentation style (this has nothing to do with age, as Brian Tracy is in his 70s and is a perfect example of engaging "with" an audience, not speaking "to" an audience).

The whole program was a time warp. The stage set up with the risers, podium and flags could have been at any meeting in the last 100 years. There were stacks of brochures from the sponsors on every chair. The hotel served a plated breakfast of bacon, sausage, eggs and hash-browned potatoes (oh yes, I saw the horror in the servers eye when I asked for a vegan option). There was no part of the experience that would could not have been delivered in 1984 (except for the part about putting your cell phones away. FYI- my belief is that if a speaker cannot keep the audience engaged, then people should be free to text and tweet all day long).

The speaker's twenty-one nuggets of information were useful, but by the time she hit number sixteen I just wanted them all to be over. She had a flip chart with her name written in black Marks-a-Lot on the stage, but other than reminding the audience of her name for an hour, it brought no value (actually I was glad she did not start flipping paper pages!). Even her topic had not been updated to address the changes in technology. Her message held strong, but it appeared she had never attempted to incorporate all the tools we use in today's business world.

All this being said, the audience liked her a lot. They laughed at her jokes, seemed to understand the meat in the message, and nobody could miss her strong energy levels. However it is my belief that she allowed her "Shtick" to dominate over content. I write a lot about the need for style and experience for a speaker (not just content), but there must be balance. She had both, but I do not recall her message because of her comedy club routine is all I remember.

Organizing a meeting is like art and architecture. The appreciation one has for the event is subjective and over time the popular styles change. Where one person sees a great work of art or a beautiful building, somebody else sees an eye sore. This does not mean that yesterday's styles are bad, or cannot be used and enjoyed in the modern world. It is just that if someone builds an Art Deco building in 2011 they need to acknowledge the retro style.... and include modern amenities.

Closing with an old canned joke was what put it over the top for me. I felt like when she hit the punch-line there was going to be a drumroll/rimshot and a voice proclaiming "Ba-Da-Bing... She is here all week!".

I know, I know. I am too critical. If the audience liked the event, then that should be enough (and people did seem happy). Or is it? In a world with so many choices on where to invest our time, meetings that just stepped out of Dr. Emmett Brown's DeLorean cannot compete.

The best meeting planners are asking "why?" to everything they do with their meetings. They are also asking "why not?" to every new idea. These people are challenging all who fear change. Simply doing things "same old/same old" is no longer acceptable. Rethinking how to engage an audience long before the keynote speaker takes the stage is paramount to success. Where you place the stage matters. The food served has an impact. Who introduces the speaker and what is said sets the tone. Good technical scores are not enough. What is the overall vibe? It is hard to pin down, as most people say "wow" after a speech, even if they mean "it was okay" (as a speaker I am cautious of believing too much of what I hear about my own program!). The post event survey can never tell the whole story.

Some who have seen me speak do not enjoy my style either, so I know that one who lives in a glass house should not throw rocks (note, I did not name the speaker or the organization that hosted the event, as there is no benefit to anyone to add that piece of information or attack anyone personally). I mentioned before that a speaker is like an artist or architect, and thus we cannot blame the ills of a meeting of the style of the speaker. But all of us in and around the Meetings Industry should always be reviewing, questioning and brainstorming how to shake things up (in a good way). I try to review more than just the superficial parts of meetings, and seek out the ones where I can really have an experience that lasts past the parking lot exit gates.

The more people who ask "why" and why not" to the status quo of meetings, the more exciting changes will occur. Organizers, vendors, speakers, and attendees are all on the same side and should regularly and openly discuss what is working and not working in the world of events.

Have A Great Day.

thom singer
www.ConferenceCatalyst.com

www.ConferenceCatalyst.com

Your Virtual Network.... When Someone Dies

2011-10-14T07:07:00.001-05:00

Through social media and blogging I met Tricia Murphy in 2007. She lived in Dublin, Ireland and was a business consultant who specialized in helping people with the power of business relationships and personal branding. She was known as "The Networking Queen of Ireland".

She had read my book and blog, and we shared many of the same beliefs about why it is important to choose people in our crazy busy world. We became "online friends" via email and she often gave copies of my first book, "Some Assembly Required: How To Make, Grow and Keep Your Business Relationships" as door prizes when she spoke around Dublin.

In July 2007 my family visited Ireland and we met Tricia for a wonderful breakfast at a restaurant in Dublin. We spent hours laughing as she told us the customs of my maternal grandparents homeland. I blogged about meeting Tricia and the importance adding face-to-face conversations to your virtual connections. That article also appears as Tip #19 in my book "Batteries Not Included: 66 Tips To Energize Your Career". (Here is the photo of Tricia and I in Dublin).

We kept in touch for a couple of years, but I had not heard from Tricia in some time. I think of her often, as she was a big personality and had a great soul. The emails I sent bounced back, and her company website was no longer a live site. A quick Google Search this morning revealed that she passed away from Cancer in 2010. The last time we spoke she told me of her battle, but I had not know of her death.

Since we did not have mutual friends, and were mainly "Social Media Buddies", I had not known of her passing. There was nobody who could reach out to me to tell me she died, and with so much information always coming at us, it is easy to not notice everything that comes past on a Twitter or Facebook stream (plus we had no mutual connections, anyway).

This experience has made me conscious of how this will become more common in years to come. I have other business connections who have passed away, and still their LinkedIn and Facebook Profiles are living on. Each time I pass their name, I wonder how social media sites will handle this when more people begin to pass (too few in the social media population have yet begun to die, but the time will come, as we all eventually exit). I lived in the same city with these people, and was notified when they died. But when we only know people virtually over half a world apart, how can we know when they are gone?

I am sad that Tricia died. I do not know her friends and family, but they are in my thoughts and prayers. Even more than 15 months since she passed away, I know she is missed. The next time I visit Dublin the city will have a little less sparkle without her shining smile.

Have A Great Day.

thom singer

Networking is NOT Sales -- But Sales Without Networking Might Come Up Short

2011-10-13T11:55:00.001-05:00

I often have conversations about the differences between marketing, sales, business development, social media, advertising, networking, PR, and branding. Many have ideas about how to use one of these to fast track success, but I have found they all fit together into what I call "Integrated Visibility". Each one is a pillar. While you can remove one or two, if you take them all away the roof falls on your head.

Many people confuse networking with sales. Networking is NOT sales. However, sales without networking can come up short. It is simply a transaction without any long-term meaning. When we do business with another person it can be the foundation. But if the purpose is simply to get the sale, and there is not investment in the person, we should not be surprised when our clients referrals and future business go to our competition.

Some argue that they do not have time to invest in the human to human side with everyone they meet. I believe we must choose people. Most people you will encounter have very interesting parts to their lives, you simply have to ask questions and listen to the answers. You will not have an ongoing "love connection" with everybody, but if you are open to it, you will create some powerful friendships along the way.

Every time you are in a sales situation remind yourself that the person on the other side of the transaction is a person... .and all people have a life beyond the product or service being discussed. If you are interested you will be amazed at what they may bring to your life.

Networking is the creation of long-term and mutually-beneficial relationships between two or more people where everyone involved gains more from the connections than they would without the connections. It is that simple. Key words here are "mutually-beneficial", which means you must look for ways to add value to them if you hope they can add value to you.

The best sales people I know are also amazing about sending referrals to their clients. Hmmmmmmm.

If you are too busy to show you care, you might be missing out on opportunities.

Have A Great Day.

thom singer

Moneyball for Your Industry

2011-10-11T06:09:00.002-05:00

Have you seen Moneyball? I was impressed with the movie, and Brad Pitt will probably collect a few Hollywood award nominations this year (an Academy Award win for Best Actor? Probably not, but I could see a nomination).

The movie was an experience and it made me think. This was not just a story about the business of Major League Baseball, but about all business. A classic tale of the underdog beating the odds and creating new ways to compete while reshaping their world (think Steve Jobs - We love us a good story of someone beating the odds and achieving great things!).

Billy Beane exited the "same old ways" and attempted something different in how to select players and forge a winning season. As soon as he began the nay-sayers came out with the "this is not they way we have always done it" banter. People laughed. They shook their heads. They predicted his failure.

He easily could have caved in and eased back into the old ways. Instead Beane held the course and the 2002 Oakland A's made history. While they did not win the World Series (Hey, this is not a spoiler, this is based on a true story!!!), his courage to a walk a different path changed the game.

I find "Billy Beanes" in the convention and meetings industry. These are the event professionals who are willing to try new programs, inject new activities, and create conferences and trade shows that deliver more than expected. Like Beane, many of these mavericks achieve their greatness without bigger budgets or expensive celebrity speakers (while taking risks that and standing up to those who do not embrace the need for change). Instead they rely on the intersection of experimentation and creativity while painting their future on a blank canvas.

There are also many who represent the "old guard" in the meetings business. They fear that change could make them obsolete. Instead of being champions of innovation, they hope that anything new is just a passing fad. Their agendas look just like last year.

The world of business is changing and those who are hoping for passing fads are in trouble.

Look at your business and your industry. Would you rather be part of the old guard or do you want to be Billy Beane? Maybe it is time to Moneyball your company or industry!

Have A Great Day.

thom singer

Business Development and Sales - ON PURPOSE!

2011-10-10T09:37:00.000-05:00

"Hope" is not a business strategy, yet too many professionals that I speak with are hoping for more clients without taking the necessary actions to create a business development and sales platform.

Lawyers, accountants, bankers and others are often in the position of being both the person who brings in the business and services the clients. On top of that they are the product. This is true for those who work at large institutions, and those who are running their own entrepreneurial ventures. People do not hire a law firm, they hire a lawyer (same for accountants, bankers, consultants, etc....).

Sales Is Not A Bad Word

Some professionals cringe at a conversation about "sales". I have consulted with law and accounting firms who have asked me not to use the word "selling". They are more comfortable with "business development", "client development" or "marketing". I have never understood the deep seeded disgust with the word, as any CEO or Entrepreneur at their client companies would tell them about why a sales focus is paramount to growth of an organization.

Selling is an honorable profession. Selling is not tricking people or talking them into something they do not want. Selling is solving problems. Selling is helping. Selling is creating relationships (Networking is not sales, but sales without networking is comes up cold). Selling is the only way the organization can succeed, as without clients the doors will close.

When I conduct training for professional service firms (my program is called: "Telling, Gelling, and Selling" - and yes, some do not like the word "Selling" in the title, but those are who need to hear it most!), I help organizations get beyond the stigma around the word and get them focused on a process that can be customized to work for each person's personality, and needs of their practice area.

Create A Selling Culture

Firms that cultivate a culture that openly monitors new sales will always have more success. When people at the firm have no idea where the clients come from, they get complacent that the business will always be there. This has hit hard in the recession, as many professionals have seen layoffs they never thought could happen in their industries.

Everyone in the firm must be interested and educated about the selling process. Discussions about new clients and prospects encourages everyone to consistently promote the whole firm. Too often younger professionals are not included, but anyone can be the source of new business. Moving the sales topic to the front of all internal meetings will show that this is the priority (not individual compensation or who gets which office).

One firm I know sends out an email to the whole staff every time they sign a new client. They started this once they realized that the different practice groups had no idea what the others were working on. Everyone had assumed the other departments were doing less than their own. The managing partner sends out an email each week with the new matters. When she forgets, the whole team begins to worry about the new business. This change in attitude toward tracking and reporting has made "sales" a more important topic in partner meetings. Associates are included in the process, and they appreciate being in "the know". Everyone cares about the numbers for every practice area, and the firm is doing better overall.

Leave Hope Behind

Professionals who have their own book of business are always in demand. They make more money, and have more choices in the directions available for their careers. Hoping you will have more business means that the future is left up to luck. Sometimes that will work, but knowing how to create your own future will bring more career satisfaction.

Being a professional who understands how to sell has become more important than ever inside smart firms. Promotions and other decisions are made around this topic. The turbulent economy has proven that nobody else has your back. Take ownership of your practice and embrace sales skills as an important part of your career.

Lawyers, bankers, accountants and other professionals are achievers, or they would never have gotten to where they are in their careers. To go to the next level, selling must be a priority.

Anyone can learn to sell on purpose.

Have A Great Day.

thom singer

Create a Better Networking Atmosphere for Business Events

2011-10-09T15:14:00.000-05:00

To get a free copy of my eight page essay on "How to Create an Atmosphere for Better Networking" email me at thom (at) thomsinger.com.

Have A Great Day.

thom singer

TEDx Austin 2012 Coming February 11th to the Austin Music Hall

2011-10-08T09:24:00.001-05:00

I am a big fan of TED. I keep a series of new TED Talks loaded on my iPad so I can watch them when I have that rare 18 minutes of downtime.

Two years ago I attended the first TEDx Austin event. It was well done. The scoop on the 2011 event is that it was even better (I was speaking at a conference in Atlanta that same day, and since the transporter is the one piece of Star Trek technology not yet released, I could not be at both events). They say "third time is a charm", so my guess is that the next TEDx Austin will be spectacular!

The local organizers of TEDx Austin have announced that the date for the next extravaganza is February 11, 2012. The time is now to apply for a ticket, as the event always sells out. Yes, you have to be "selected" to attend. I am not on the committee so I cannot tell you what they seek, but they strive to have a diverse audience of thinkers who represent all of Austin.

The theme is "Beyond Measure", and the event will live up to the theme. Hop onto the TEDx Austin website and fill out your application.

Have A Great Day.

thom singer