Online tool helps smaller firms compete for talent

2 06 2008

Read in the Financial Post.

A Montreal firm (yeah!), Standout Jobs, offers tools and strategies for small firms to compete for the highly competitive market of high tech employees. Using a very web 2.0 approach, they succeed in promoting your firm on social media platforms where your prospects are , on the web.

People don’t live on Craiglist, Monster or Workopolis. Reach them where they are and show them, the right way, why working for you is awesome!

Go take a look. They offer a 90 day free trial!

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What’s your pitch ?

30 05 2008

I stumbled upon an interesting website to help you hone your pitch.

15secondpitch has what it takes.

They offer the possibility of doing many pitches thus having; “one niche, one pitch”.

I even did mine in French also.

Lots of little goodies. Really worth stopping by.

You can cut and paste from the site template. You can use them in e-mail, in your social networks where html widgets are allowed. Here is mine





Taking time to think

12 09 2007

When I coach, the first step I take is to check the energy level of my customer. Does he (she) have what it takes to undertake a coaching process?

The second one is to take time to think. The majority of modern execs live in a perpetual personal and professional frenzy that don’t give them time to reflect. For entrepreneurs whose SME is in growth, the situation is even worse. They always have a tough time balancing personal and profesional lives.

I personally noted that my best moments of reflexions occurred at conferences and seminars. During a dull presentation, my neurons suddenly switch into high gear. Why always in these moments?

Because, I found myself in a situation where it was impossible to fix something at home or putting out a fire at work. As if all the processing capacity of my brain became suddenly available to resolve problems of strategy… Got me thinking…(getting the point here ?)

What other contexts would enable me to reach this professional nirvana?

A yoga teacher explained to me that it was necessary to see the meditation like ONE moment during which the brain reaches a minimal threshold of thoughts per second. By decreasing the number of thoughts per second you open space for creativity, for more complex treatment of information. One starts to see things differently, to find solutions, to think outside the box.

Each person can find HIS way of getting there. For some, it is riding a bicycle, for some it’s jogging, even a good walk can prove to be effective. It is NOT necessary to go mountain climbing or to “chant” OM during 20 minutes…The important thing is what works for you!

So I try to help my customers to reach this zone where it will be possible for them to stop to reflect on what they really want out of Life. To reflect on the obstacles that prevented them from reaching their dreams up to now. To identify in their personal and professional lives what would be the achievements which would give a sense of direction, a purpose to Life.

 

Those achievements become “anchors” or stepping stones. Goals so clear that they motivate, support and reassure the person during the most difficult times.

I follow by setting out a plan those reach those goals.

 

This plan will consist of a set of SMART objectives

* Specific: hiting those targets will get them closer to the ultimate goal
* Measurable: We must agree on indicators

* Attainable:

* Realistic:

* Time bound. A clear when

and of the actions that will make it possible to achieve these goals.

In Quebec, when our hockey team don’t seem to know what they are doing on the ice, we say they play like a bunch of headless chickens. Running around but don’t have a clue what’s going on ? Do you have the impression to be like that in your life?

 

Find time to reflect, and find time to play it is the first stage to take again control.

If you do not know where to start, may I suggest coaching ?

We’ll help you find time and we’ll ask the questions to get you thinking.

 

People sometimes refer to coaches as being professional butt kickers. Let me offer you another way of looking at it. It’s the favorite expression of a coach and good friend of mine. It’s the title under his names on his business card

 

It says MQA…

 

Master Question Asker 🙂

   
 




You may be at 45 seconds of success

5 09 2007

All entrepreneurs await their great chance, The opportunity that will turn things around. An important customer who will double your bottom line, a supplier that will extend your line of credit, a financial angel interested in your project, or a mentor who can make the difference with his network of contacts.

You heard the expression “Opportunity knocks”; when it knocks don’t waste time opening it. Indeed, bumping into someone; at a conference, on the golf course, riding your bicycle, in a line at the airport, during the “break” at a show, sitting at a table next to you at the restaurant, is a situation that conceal many opportunities. If you ever said to yourself , “Damn, I should have spoken to him”, may I suggest you work on what is now known as the elevator speech

Why this term? Get someone’s interest in your project in a shortest amount of time.
It is about a short and concise presentation, well prepared, repeated over and over. The kind of things you could go thru with enthusiasm, if I got you out of bed at 3 a.m.

You are not trying to get a client, you are not selling a product or a service! You want to thrill someone, turn him (or her) on about your project. You “sell” the company not the product. You sell the interest of being part of such a marvelous adventure. You do not have to say much. Actually, it’s quite the opposite. You just want to raise curiosity.

To way to measure if you won the first round ? Are they asking questions, precise ones. Do not fall into the trap thinking this is easy. It’s akin to writing your company’s mission statement, the choice of the words is very VERY important.

Here is the groundwork. Imagine that you are on a TV quiz show, you have 10 seconds, NO MORE, to explain so that anyone (even someone with no knowledge of your field of expertise, like grumpy Gran’pa!) will understand what you are talking about. I suggest you do that more than once.

Ready ? Get your watch out. Look at the seconds..if you can’t summarize the following topics in10 seconds, you’ve got a weak link, you are eliminated! I already hear the “buzzer” from here ….. are you ready ?

On your product or service: Its difference, its unicity, the manufactoring process, technology behind, its different way to present it. 10 seconds, GO!

Your market: Show how much it is captive and that it develops. 10 seconds, GO!

Your business model: Jerry Maguire said “Show the money”. Be careful. Too many people have seen the Internet bubble burst. Don’t talk about numbers more than the HOW people will have to keep buying. Avoid the IF’s if you don’t want to loose interest and credibility. 10 seconds, GO!


Who is behind you: “Name dropping” is the name of the game here..10 seconds, GO!

Your competition: Don’t hide them. The best way to convince someone that your stuff will work is to show that another one seeks to copy you or benefit from your market. No one else in the market often mean that there is no money to be made. 10 seconds Go!


Your difference: Unique selling proposition 10 seconds, GO!

What’s your weakest link. Work them thoroughly.

When you have all those parts well under control, weave them in a story. How would you piece them together, for a supplier, for a prospective client, an investor, etc.

I can’t insist enough on the importance of being passionate about it. Tell a story, facts will come later. If you think it’s useless, try this…. Put on a piece of paper a list of twenty objects with no specific relations between them. Recite them to someone, out of the blue, one word following the other in a constant flow. Then ask them to repeat the words. Then take the list again, weave the words into a story. Which one do you think will be remembered the most ? Isn’t it what we’re trying to do with those 45 seconds ?


Make it a compelling story.


Be sure to have a “hook” in the first few seconds, in the first paragraph when you write it. Generally, a question starting with “Do you know that…”

In this context you understand that your story might vary from one listener to the next..

Finally make sure to ASK for something in the end. A business card, a permission to call back, or if you feel it went very well, a meeting! If that person says yes, it’s a new door opening. Learn how to gauge your next move.

But most important, if they start looking interested in your project, asking specific questions, you know you’ll have nailed down the famous elevator speech.

Have fun!





VC-TV interview.

30 08 2007

2 weeks ago I did an interview for Venture cap TV

I was a little nervous at the start but art 2 and 3 and much more solid

Feel free to post your comments here or on VC-TV.





Building credibility (part 2)

24 08 2007

Part 1 was looking at you as an individual. This one focuses on the corporation.

In the first years:

* Look after your image.

Business cards at “1000 for 20$” may be practical and cheap but they don’t speak much for you. Logo, stationary, envelopes and flyers must be well thought out. If you do not have the means of developing them with a pro, hire a college student studying in graphic design: they will help you to translate into “images” your business personality.

* Credibility by association!

Find a mentor, an adviser, a supplier, ready to support you publicly, better, to invest time and money in your small company. These associations can take several forms.

A satisfied customer will not hesitate to recommend to you. Ask for a testimonial. Get their permission to use it your advertising. Integrate them into your Web site or your newsletter. If they ask you to write it yourself (you will be surprised how often that will happen) ask them some questions:

Why you chose us ?

Are we fun and easy to deal with ?

Anything special in the way we treated you as a client ?

Anything special in the way we solved the problem ?

How do we compare with your previous supplier/solution etc. ?

* Volunteering

In certain cases, volunteering is another way of proving your worth. A friend of mine, Robert Astell, had hardly left law school when he got to plead a case in the most important courts of the country because he had offered his services to a charity organization who couldn’t afford the normal fees. This expertise enabled him to obtain good customers more quickly than he thought he would.

* With customers

Don’t bad mouth anyone. Don’t complain in front of a customer or a supplier: that gives out a very bad image and people will not want to be associated someone like you.

Your youth is like an ace at Black Jack. Learn how to gauge if it is an advantage or not.

Accepting a challenging project can force you to learn but don’t fool yourself, you won’t be able to get your credibility up if you can’t do it.

It is normal to be a little less expensive when you are the new kid on the block but don’t cut your rate. It will only attract clients that want to pay less and less. They will always be looking for the bargain not for quality work. To stay in the game, don’t charge all of your time. That way you’ll still be competitive without giving the impression you are cheap. If you play the slash the prices game, not only will you harm your credibility; you know the old saying you pay for what you get. Basically, always under promise to/and over deliver…

* On the Web

It’s not the Eldorado anymore but it still is an enormous source of opportunity. See Killer startups or Techcrunch for you to give you an idea of how it is still active. A computer and a high speed connection are enough to start. Watch for my next post on a 17 y.o. girl with no specific expertise that rakes in from 50 to thousand dollars a month, mainly on AdSense revenues!!!

On the other hand, the level of mistrust is extremely high. If you want to inspire trust, here some basic rules.

* Be transparent:

  • Make information easy to find on your site: your name, addresses, phone numbers and people to contact.
  • Your purchase policies and payments informations
  • How information given by your customers will be used (or not used).
  • Share your knowledge
  • Have your own domain name, with a secure server.

* Be constant:

  • Do not change the terms of the guarantee once it is on line.
  • Respect your delivery schedule.
  • Answer quickly any questions put on your site.

* With the investors

Obtain the support of a financial analyst With investors you better stick to the facts and really know your competition. Strike the expression “my financial forecast is very conservative ” from your vocabulary. After having read more than a thousand business plans and following up, I can say to you that, in reality, the “conservative forecast” will be the one you’ll be busting your a.. to reach!

Never forget: YOU don’t need a scandal to lose your credibility! To falsify some of the facts or to hide your true financial situation, to change your mind half-way thru a deal, to turn away on what was agreed upon, not taking your responsibilities, to make a promise and not deliver on it, are the small shortcuts that a young start-up could be inclined to take. Resist, because a bad reputation is very, very, difficult to change…





Building credibility (part 1)

22 08 2007

“What is the common point between the financial scandals of Enron, World COM and Arthur Andersen and the small company thatyou want to launch or the one you already have?”

Trust

The mistrust of people. People don’t forgive and forget easily these days and with the phenomenon of social bookmarking and Web 2.0, the news is propagated even more quickly.

If it is difficult for a large corporation to regain credibility (even with important PR spinsters working for them), imagine for you!

If you believe that you don’t have anything to lose because you’re a small entity, you are wrong! The world is a small place and information circulates quickly.

How to avoid errors building your credibility

Remember, it is as long to build as it is fast to crumble…think about those castles made with playing cards.

In part one, I’ll focus on you. On part two, we will focus on your company.

1. Appearance, The look.

OK, being an entrepreneur makes you a little rebel. That reassures you because you are not the “suit and tie”…type

However, unless you are dealing only with other young people of your age, you will be confronted with the prejudices of the others, the “old” crowd. Moreover, if you are a young company, there are no reasons to trust you, especially in the “goods and service industry” where the “human” factor is so important.

If you want to sell, do not give the other party a chance to say “no” even before negociations have started.

Some details can make all the difference like a good quality watch, polished shoes, and a nice pen. In short, it is necessary for you to have “style and personality”. However, remain coherent! If you operate in an artistic sector, adopt an artistic flair.

Likewise if you are in the business planning stage. One of the visusally saddest business plans I have seen was given to me by a graphic designer… Difficult for me to believe in its chances to succeed. The same thing for an accountant who had made errors in his financial plan! Even if I’m not a business plan fan anymore, they are still widely used. Even if you use other form of venture presentation, the same principle applies;you are what you project.

2. Adopt a positive attitude.

Out of the gate, you are full of energy, you’ve got everything to prove. Don’t let your eagerness betray you. Learn to “slow down and smell the roses” because you cannot afford to “burn” a contact or a customer at the beginning of your entrepreneur’s “career”.

Show confidence without being arrogant. It’s a fine line but a very important one. It is the difference between inspiring confidence and giving the impression of “bluffing” your way.

You must be even more “on top of things” that the others. Be sure to always be well prepared and take notes on your calls, meeting and networking acquaintances. To help you, personal data processing tools will keep you one step ahead.

Also make sure you to have done your work on your credit history BEFORE negotiating your first contract. The investigations of credit ratings and the like, are frequent at startup times. You could be surprised at the lenght of time a “spot” remains in your personal files when it comes to money.

3. Make your skills known

Attend conferences in your professional field and do not miss the chance to walk up to the microphone, present yourself clearly and ask relevant questions. If you make the audience think, reflect or dwell on what you are saying, you will be noticed. On the other hand, taking the microphone to show off could turn against you.

If someone offers you to give a conference, be generous. The idea is not to provide solutions, which would be too general in any case, but to pinpoint flaws, sow the seeds of doubt in their way of operating and give hints of solutions using real examples, all the time using the least possible technobabble.

Writing an article, even if it is short, will often have a major impact on your credibility as an expert. To have a blog is very useful and can be a powerful credibility building tool. Blogs have become a place of choice for journalists and TV recherchists of specialized programs to find expertise. They are always on the lookout qualified people.

Give your opinion in daily newspapers or in the specialized reviews on your topic of expertise. If a subject is too one-sided, offer to write another point of view on the same subject. if you really beleive in it.
Know the journalists who cover your sphere of activity. Don’t be afraid to call them and give them leads. If they call you back, answer quickly: they have deadlines to respect.