Communication Management

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Advisory Boards - WCP 2014

“Rain-makers, Prophets & Angels”

The

Business Catalysts

Wow! This sounds like the team for me. Where can I find them?

Its not a hard team to find just look around. Team members tend to carry a little grey hair, a touch of authority, plenty of business experience and perhaps the chink of available cash in their pockets.

Yes we are speaking of experienced Advisory Board Members.

As management turnaround specialists and consultants when we start to restructure a company or write a new business plan or turnaround strategy to drive profits forward we often wonder why such a potentially strong company hadn’t sought out the skills, knowledge, contacts and potentially equity of one or more sound Advisory Board Members

Businesses are often partnerships of two, three, four or however many shareholders and everyone starts off enthusiastically sharing a vision and a common goal. As the business grows so does its complexity, so do peoples roles, so does the risk profile and one or more of the partners starts to feel less sure about direction.

Being basically respectful individuals nothing is said but there again nothing is agreed upon and out through this crack in solidarity leaks direction, strategy and growth until the business suffers.

When any business reaches this stage something has to give and a positive action will usually result in a better result. Its often at this stage Advisory Board Members are recruited.

Our three tips for a positive Advisory relationship are:

PRE-EMPTION: Ideally you avoid the problem through forward thinking and planning. Manage this is by maintaining honest and open channels of balanced discussion between all shareholders and a good way to do this is to invite one or more independent skilled mentors to join your board as “Advisory Board Members”.

 An advisory member is not a director in a legal sense but the directors agree to include the advisory board member in all board meetings and in all key discussions and decisions. Often the advisory board member Chairs the Board Meeting and records the minutes to help maintain independence.

 INDEPENDENT CALM: If you have reached a stage at which the board is struggling to function consider appointing a qualified professional mediator who can bring a fresh and independent approach to the matters at hand and advise the board accordingly. Once the matter has been mediated you may consider asking the mediator to act as a temporary Advisory Board Member and Chairperson until you can make a permanent appointment.

THE SAGES: Smart operators don’t wait for problems to occur. They get in early and appoint an Advisory Board from the beginning. As an example, a company we advise in NYC appointed a strong advisory board when forming the company.

This board gave them credibility, depth of knowledge, skills, and contacts and made a significant contribution to the results of the first round fund raising. Three years on the company is now in pre IPO.

 The Advisory Board has helped with strategy and top level management along the way.

 Over the past three years the young entrepreneurial management team has been free to drive the business, implement key growth strategies, see a concept become reality and know that during the tough times, and there have been many, they had mentors to speak with and well-connected friends to help raise additional cash from time to time.

ADVISORY BOARD MEMBERS?

 Who are they: They are usually experienced, successful, well connected business people who are no longer fixed into an 8.00am to 6.00pm position with a single entity. They are usually over 50 years of age and very well qualified.

 What do they offer: Other than huge experience they offer balance.  A little grey haired reserve to offset and complement youthful entrepreneurial vigour.  They have usually experienced much in their careers and very little surprises them, a single phone call can open many doors and independent advice protecting shareholders and the company is invaluable. Little is new in the world and a really top Advisory Board Member has experienced most problems and many opportunities over their career,

 What do they cost: Well how long is a piece of string? I prefer to look at what they will add but on the issue of cost it varies enormously. Most will look at working on a minimal cash basis tied to success fees and share options, others look for a fairly nominal sum valuing the challenge.

 Why appoint an Advisory Board: Because on almost every level it’s a real win, win, situation. Managing start-ups or young high growth companies is about as hard as life gets, you need all of the help you can get and strong, independent, experienced help with great ideas and connections has to work.

To me bringing on board such skilled and connected advisor’s is a no brainer, it is a rapidly growing model globally and as I commented earlier offers so many win, win, benefits to all parties. Choose each other carefully, respect each other and reap the rewards.

 By, Neil Steggall

The Barking Mad Blog

Business Advice with Bite

http://wp.me/p401Wv-fI

 www.wardourcapital.com

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Leadership Attitude WCP 2014

“The Essence of Leadership”

 

I recently completed a series of short presentations on the 10 key aspects of SME Management. They are deliberately short, condensed and to the point, so much so that I have used an expression from the kitchen and called the series the “Essence of Management”

Those of you who know me or are regular readers of my articles you know my reputation as an unmitigated waffler so reducing complex points to an essence whilst retaining both relevance and interest was quite a challenge!

To be a good leader you need to grasp, understand and build on “The 3 C’s of Leadership”

  1. Competence: your ability to do the job

  2. Credibility: ensuring others believe you can do the job

  3. Confidence: knowing you can do the job and that others believe in you. You have a sense of purpose.

So there you have it!!….Leadership Essence.

Now to provide a little polish before you pin on the Gold Leadership Star.

  • It’s okay to show humility. When you make a mistake admit it, own it and own the solution. Don’t wallow in a bath of negativity, just fix your mistake and move forward.

  • Accept that we all lack some awareness of our own strengths and weaknesses. This acceptance allows people to see and know a little about who and what you are as a leader.

  • Set time some each week to reflect on your leadership. Respect this time as you would an important meeting and be there.

  • Praise and thank your team. Let them feel the win! Take your pride in theirs. Your win in their win.

  • Lead. Show a sense of purpose. Where are you leading? Why are you leading? Why is it important to the organisation?  Communicate these points clearly and frequently lead your team through them.

 “Leadership Presence” . . . is the way you connect with people. Look and act the part.

Leadership is about the people you serve, but it’s also about you. As the leader it is your responsibility to create the conditions and supply the tools for your team to succeed. If you lead well the team will follow, there is a quotient of reciprocity, your team will realise this, it’s called respect.

As the leader you have an advantage; use it for the good of your team. Humility is a sign of strength of character, a sign of self-awareness, and also, it’s a sense of humanity.

Sip on this essence and think about leadership!

Neil Steggall

The Barking Mad Blog

SMS Advice with Bite

http://wp.me/p401Wv-dE

www.wardourcapital.com

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Entrepreneurs

The Naked Entrepreneur!

“to thine own self be true……………”

Respect and Trust are both vitally important qualities which we look for in an entrepreneur, and I fear both are currently being discarded in the rush for blatant self promotion.

Do you remember when the UK’s Jamie Oliver first burst onto our TV screens as “The Naked Chef”? He was fully clothed but he had stripped away the unnecessary bullsh*t and mystery surrounding cooking. The world fell in love with Jamie a self-confessed dyslexic, a school drop-out from Essex – he was simply and wonderfully himself!

As I read on-line profiles I feel emasculated by the fact that every second person is now “an expert on….”; “an author of” or at the very least an “international public speaker”. Some of these are well known and how lucky we are to have such easy access to the skills and knowledge which they have gained over long and successful careers. Many others and dare I say the majority, are if not bogus, then plain humbug!

Strong words and yet transparency and authenticity are more than just corporate “buzz words” they are amongst the real attributes that B2B’s and consumers now expect from the companies and people they do business with.

People want honesty in business and expect SME’s and corporations to provide real transparency and authenticity. They also want to know and understand the real people behind the profiles, websites, logos, social media and print.

Be open when describing yourself or your business. If your business is in its first year and you are struggling to make ends meet say so! Potential customers will often give a new business “a go”. How often have you said “hey let’s try that new pizza place”? Don’t invent a “construct” designed to make you look older, bigger, better, busier.

Be yourself! Just started – Johns Plumbing, I want to help! It’s a compelling message.

Today “Corporate Image” is less about status, qualifications, large offices and expensive stationary and much more about the real people, real skills and real results. Over the past week I had three meetings in coffee shops with clients, each of which is highly successful and controls a multinational business. Only one of them has a permanent office, shared with his accountant. Today working from home with a telephone answered or a query dealt with by a virtual assistant can be sufficient. 

Most businesses and consumers today don’t want to hear how clever you are or how important you are or how impressive your office is; they want to know if you can do the job and deliver the result at a price they are prepared to pay.

So rather than building an impossibly impressive on-line profile, simply state the facts; you are warm, human, competent, trustworthy and able to deliver results! It’s about engaging, sharing your passions, and talking about your product or service as it relates to other people and situations.

Here are some ways to show your inner Naked Entrepreneur:

  • Be Genuine: Be you, yourself, the real you and be proud to show it. Strip away the unnecessary bullsh*t and mystery!

  • Share your passions: Show what, how and why you are excited, if you have a dream share it.

  • Share your corporate culture: It says a great deal about who you are and the values you and your team share.

  • Admit your imperfections & failures: We have all at some stage failed, stretched the truth, let people down or just plain stuffed up – I have done all and more. It’s human. How you recover, learn and move forward is the real factor by which you are judged.

  • Show your expertise: Include your skills, knowledge and if wanted, qualifications on your profiles but do so to inform not to impress.

  • Be subtle: Yes you are brilliant, yes your brand is huge and of course your staff and customers adore you but do you need to tell us quite so loudly or so frequently.

  • Understand Yourself: Know your strengths, weaknesses and your limitations. For example I am a dreadful waffler and not the world’s best operational manager but when sat down free of distractions I am a fair theorist, thinker and strategist!

A reputation for being “a good person, hard working and determined to deliver” is probably close to perfection and almost naked!

Do you ever wonder why those global gurus who travel the world to sell their message of how to grow rich and famous in 30 days don’t have to stay home and manage their investment portfolios which must by now be huge? I have always wondered.

I guess they care about us so much they are prepared to travel 48 weeks a year just to help.

By Neil Steggall

Failed Wastrel

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-cm

www.wardourcapital.com

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Presenting WCP 2014 Stick Drawing

Speak Clearly and Communicate

How well do you convey your messages? Is it a question you examine or do you concentrate on the content of your speech?

We spend plenty of time thinking about what we say in business, but not necessarily how we say it.

When it comes to professional settings the way we speak including tone, pitch, and volume is every bit as important as content and dramatically affects how our message is received and how people perceive us.

It’s hard to recognize our own verbal errors so if regular presentations and occasional public speaking are starting to occur in your career it could be worth practicing speech in front of a specialist or a mentor to ensure you are hitting the right notes.

Pitching your voice and presentation at the right level is quite easy and becomes natural with experience and as you become less nervous. The important word here is NATURAL. The natural vocal sound is pleasing to hear, easy to follow and quietly authoritative.

Most of us can become good and interesting speakers with just a little skill and practice. Here are a few pointers on how to improve your presentations.

Speaking too quickly

Understandably when you are new to public speaking you are going to be nervous and rapid speech is a very common effect of nerves. Rapid speech not only makes the speaker hard to follow, it distracts the listener and undermines the strength and authority of your message.

Susan Finch, a New York based voice and speech coach who works with business professionals, says hasty speakers often end up “mumbling, rushing, and swallowing” their words. To address this, she instructs clients to take a breath before they begin speaking and again before each major point. That simple action creates a natural break in speech and helps the person to slow down.

Being Australian; or “up talk”

Australians are known for “lifting” the final vowels of a sentence, the best way of understanding this is to watch British comedy and see how they poke fun at us. This issue in speech is known as up talk; ending a statement on an upward pitch so that it sounds like a question even when it’s not.

According to Sydney speech coach Sandra Harris, this issue is more common in women. Speakers struggling with up talk should record themselves and then make an effort to keep their pitch from rising at the end of a sentence.

The Monotone

Nothing turns an audience off like a dull and boring presenter and the worst speaking mistake is to use a dull, monotone voice. We want to hear in the voice a relaxed enthusiasm and a pleasant assertiveness, keep your audience interested by projecting your excitement and passion for your subject.

That doesn’t mean going over the top with high and low pitches, but rather allowing for some degree of variation in the tone and colour of your phrasing. And the easiest way to achieve that effect is to breathe and relax, try to place a smile into your voice.

Duh, um, fillers

These, um, filler words are ubiquitous in everyday speech. “Like,” “um,” “er” and others are used routinely in casual conversations and often go unnoticed. But they really stand out when used in professional settings.

John West, head of the speech division at New York Speech Coaching, refers to words like these as “vocalized pauses.” People typically toss these sounds into speech because they fear that allowing for a pause will lose their listeners. On the contrary, West says it’s the speakers who use excessive “ums” and “uhs” that tend to lose their audience the fastest, and that a well-placed pause can pique listeners’ attention.

Whispering quietly

Speaking at the correct volume and with strong voice projection is important. Sandra Kazan, a New York based vocal coach, says the ability to project depends on each individuals voice. For example, high-pitched voices naturally project better and further than lower pitched ones.

“A nasal voice will carry, will probably not have very much problem projecting, but it is a very annoying voice to listen to for any amount of time,” she explains. As with pace, experts say the best fix for volume is to breathe well. Projection problems tend to occur when people tighten up, constricting their vocal chords and preventing a smooth flow of air.

Trailing off

In general speech we have a tendency to get quieter at the end of a sentence, to “trail off”. A commonly recognised speech pattern is to trail off toward the end of phrases, clauses, and sentences. This means important words can easily get lost or messages can appear incomplete. You need to keep your voice supported, level and your message carrying all the way to the end of the point you are making.

At the end of the day be it in a meeting or a conference people want to hear your comments, words, ideas and knowledge. Give just that, hone your presentation but most importantly be you. Breathe deeply and regularly, pace yourself and impart your message. You will not only become an interesting speaker but you will enjoy the process.

Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-bH

www.wardourcapital.com

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A Great Mind Map - WCP 2014

 

Mind Mapping: let it work for you.

MIND MAPPING

Some of us think better in pictures etc. Before thinking through a big idea, I usually visualise it as a diagram. I have always “solved problems” graphically. Sometimes entirely within my mind and then A1 sheets of paper, followed by whiteboards, and eventually computers. Now I use a combination of all three. I called it mind mapping long before the phrase became popular – it just seemed to fit..

Basically mind mapping is the task of transferring thought and ideas, group or individual into a written form. I find brainstorming sessions are so much more powerful if there is a mind mapper in the group and especially so if that person is good with pen, paper or the whiteboard.

Are you a mind mapper? Are you able to get those amazing business ideas you toy with when driving or in bed down onto paper? It’s a skill but not a hard one to acquire, it can be fun and importantly the results can really change your business.

WHAT IS MIND MAPPING?

A mind map is a powerful way to generate and visualise new ideas, analyse problems, brainstorm, plan, show or research, complex ideas. Isn’t this just good old fashioned “brainstorming” under a new name? I hear you ask. No, mind mapping is a more structured approach to analysing and solving problems.

We now operate in a world where graphic representations are used more frequently and our brains are responding well to graphic analysis. Here are a few handy tools you can use to incorporate mind mapping into your business process.

WHITEBOARDS

The most basic tool you can use for mind mapping is a whiteboard. If you have a whiteboard you can start mind mapping individually or as a team to solve problems or to formulate new ideas. Today life is so easy, when you have the whiteboard full of ideas, take a picture of the whiteboard with your phone and upload it to your computer and share it with the team. Sometimes I get the original whiteboard data on the 60 inch screen in the meeting room so the whole team can see it and we start again on the whiteboard testing out our earlier ideas. This is a great way to mind map as a team.

THE BIGGERPLATE MIND MAP

If you want to up the ante and introduce a little more structure and sophistication into your sessions there are now several free or inexpensive mind mapping programs available.

Biggerplate’s mind map should meet most of your needs. In this extensive mind map collection, you’ll find templates for almost every task and challenge, including business mind maps, training mind maps, and general mind maps which you can use in your everyday life. The Biggerplate templates include everything you need from SWOT analysis (strength, weaknesses, opportunities, and threats), time management matrix, project management, task management and even tracking objectives.

If you and your team are struggling to get the mind mapping started, the Biggerplate templates can lead you into and through the process. I enjoy looking through Biggerplate’s top 10 mind maps just to see which templates other professionals are finding useful.

MINDJET

Very easy to use and inexpensive to buy Mindjet is an easy to use program designed for a variety of tasks, including mind mapping and brainstorming, Mindjet has flexible features which can be used in a variety of tasks including mind mapping, strategy development, marketing, sales and information technology.

MAPS FOR THAT!

The title just about says it all. Maps for That is great if you’re looking to share the mind maps you have just created or if you want to browse mind maps submitted by other teams or team members. It comes with amazing features and includes user-submitted mind maps in a variety of categories; including business, analysis, management, education, entertainment, events, and productivity, just to name a few.

If you’ve created a mind map you think others may find useful, upload it to the Maps For That site so that other users of the service can share. Initially just sign up for a free account, you can download and upload mind maps, comment on other users’ mind maps, and rate the mind maps you find the most useful.

MOBILE APPS

If your business uses smartphones or tablets as a way to communicate or work on projects, check out the mobile apps available from Mindjet. These apps allow you to create, edit, and view mind maps while you’re on the go or away from your computer. Available for the iPhone, iPad, and Android devices, these mobile apps can be downloaded free of charge directly to your smartphone or tablet.

If you haven’t started using mind mapping in your business, you may be missing out. Mind mapping can be used to create new business ideas, solve complex problems, and brainstorm with other team members — whether you’re in the office or on the go.

As I said at the start we all think and work differently, I enjoy mind mapping, let me know what you think.

Neil Steggall

http://wp.me/p401Wv-b8

The Barking Mad Blog

Business Advice with Bite!

www.wardourcapital.com

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Shhhhhhh!

4 Words to Avoid 

 

I have never really believed in New Year’s resolutions. Perhaps because as a child I constantly resolved to behave better the next year only to be involved in further mischief the first day school resumed.

 Move forward many years and I find myself contemplating change and wondering how I can improve myself in 2014.

Along with many others I need to be more positive, to look at the stars again and see just how brimming with opportunity life is and yet without realising it we have a tendency to introduce negatives into our thoughts and everyday conversations and getting rid of some of these negatives is my resolution for 2014.

So what am I proposing?

Really big resolutions always fall by the wayside so let’s consider something smaller; eliminating the use of just four simple, yet negative words, from our everyday vocabulary. Hate, Cannot, Never and Impossible.

These words are rarely used in context, rarely make sense and rarely if ever contribute to anything positive.

Let’s look at the words individually and see what we think:

HATE: “A transitive verb; to dislike somebody or something intensely, often in a way that evokes feelings of anger, hostility, or animosity”

Now this is a very strong, negative and unpleasant word and one I would like to see disappear from use. If you are like me you probably don’t actually hate anything and yet this word creeps insidiously into conversation…”oh I hate the idea”…..”oh I hate Social Media”, “I hate this project”.  Do you really?

Interestingly when reading or listening to stories of Holocaust or Kokoda Trail survivors they had most often realised that to survive and move on with life it was important not to hate their captors.

Most great achievements in history have followed periods of struggle and complexity and I am sure that at times Pythagoras was frustrated by his formulae but did he hate them?

Let’s change our thinking to “not sure I am in love with the idea but let’s think it through” or “I just don’t get Social Media!!”

We have still let our feelings show through but in a positive way.

CANNOT: “a model verb used to indicate that it is impossible for something to be done or made use of in a particular way

In our everyday lives is there really anything that we cannot do? Accepting that we must abide by society’s rules, we are then able to do pretty much anything we put our minds to.

When you are next tempted to say “I cannot get this report finished in time” or “I cannot get to the gym today”, think of the Para-Olympics and the CAN-DO attitude in use and on display each and every day to do what many would say “Cannot” be done.

So often cannot is used where “don’t want to” or “it will be hard” should be used.

Let’s become a can do person. Let’s consider the task and look at the different ways it can be approached and remember. You CAN do it, you WILL do it and soon you HAVE done it!!

NEVER: “an adverb indicating that something will not happen at any time, or that somebody will definitely not do something.”

Never is not so aggressively negative and yet in real terms what does it mean? I always see never as never really arriving and therefore non-existent, but it slides quietly, and negatively into our conversations….”that will never work”….”we never do it that way”…….”she will never work out/fit in etc”.

What does this mean?

Just by saying never we are limiting our possibilities. We may for whatever reason not be able to do something this minute or this day but who knows what tomorrow or next week will bring.

Perhaps we should be thinking “how is that going to work?”……”can we do this another way”…..”how can we help her fit in”

Interestingly never can be turned around…..”I will never rest until I achieve this” but that’s a different story!

IMPOSSIBLE: “not able to exist or be done”

We never know what is “possible” until we really try. Quite often we achieve the “impossible” just because we didn’t know it was “impossible”…..yes think on that!

Imagine waking up from an accident to hear the surgeon say you will never walk again or never talk again. This is a situation faced by accident and stroke victims around the world and yet against all medical evidence people move forward and do the “impossible” they walk again, they talk again!

Let’s think of these people and take our lead from them, yes the task is tough, we don’t know how but we do know we can do it!

Every day in large and small ways someone, somewhere does “the impossible” and that is one of the enduring features of being human and being successful.

So you know what I am up to in 2014

Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-aO

 

Wardour Capital Meeting #2  2014

10 Tips to Organize a Successful Business Meet

What do you do to ensure that the business meet you organized doesn’t fizzle out?

As a top entrepreneur in the lead, you must take the initiative to arrange business meets to connect with others. But that isn’t all; you need to create an event that people enjoy. Not something they dread!

If you create a platform where entrepreneurs share their thoughts, views, opinions and crises. It helps you earn the trust and respect of your fellow entrepreneurs. And it boosts that collegiate  feeling. You just need to make it a success. But it is easier said than done.

Let’s take a look at 10 simple but effective things that can help you achieve your goal.

Take Your Time to Plan Every Detail

You cannot wait until the last minute to send out the invites and think everyone will turn up. Decide the time and date, select the venue and inform the business meet group members about it in advance. They have to fit it into their busy schedules too.

Check Every Important Aspect In Advance

How will you feel if the audio doesn’t work when someone’s making a presentation? Reach the venue and double check every detail. Make sure the space is adequate for all and the audio-visual equipment works.

Make It An Exclusive Event

Identify the niche you are in and create a group with a strong focus on the core concept. When you make it an invite-only event, you generate interest about it among the entrepreneurs in the niche to participate. This also encourages the aspirants to be part of the community.

Make Introductions Easy With Name Tags

It isn’t easy to remember the names of hundreds of entrepreneurs at an event. Create name tags. It will make introductions a breeze! You can also add their business name and relevant details to it.

Adhere To Your Goals to Meet Expectations

As an organizer, you need to have a clear idea about what the meet is all about. Make sure this is in keeping with the image of your business. For example, if you are into apps development for educational institutes, educational meets are more suited. Plan the meet according to the purpose.

Organize Topics to Keep Everyone Engaged

What do you want people to talk about? Decide the things you want to interest people in at the meet. Use the topics to initiate conversations. You can also throw in some challenges to keep things in motion.

Offer Exposure for Start-ups

You may also incorporate talks, events, quizzes and such other elements into the business meet. But when you let a start-up offer a demo at the meet, you add to its interest. It supplies food for thought for the entrepreneurs present and gives them an excellent topic of discussion.

Give Conversations a Direction

Don’t let the conversation die down. Place your contacts at opportune points to keep it going. With this simple tactic, you will create an environment where people learn new things without a hitch.

Foster Relationships

A business meet is all about the relations entrepreneurs create. And the community they build. It is possible to boost entrepreneurial efforts when people have the support of their peers. Don’t just keep it professional. Let entrepreneurs connect with each other on a personal level. Social hangouts can help you with this.

Keep It Confidential

No entrepreneur will open up unless they are sure that their secret’s safe with the attendees. This is possible only when you assure that it remains within the group. Open and frank discussions will be possible only if you do this.

It isn’t difficult if you are aware of how to keep things in motion at the meet.

With a little planning and effort, it is possible to organize a business meet where the group members can share their stories, offer others positive challenges, help others get back on track and create a strong community.

 And what do you get out of it? Well, you become the proud organizer of a business meet that isn’t another monotonous hour of long conversations between people who don’t even connect with each other. But something that gives everyone their fair share of exposure in the community and ample food for thought.

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-az

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 Communication Drives SUCCESS!

Communication is the #1 single skill needed at every level of business from a one man SME to multi-national corporations. To gain the most out of our lives we need great communication skills and yet I find a great deal of confusion as to what constitutes good communication.

I have written in the past about the importance of SMILES; perhaps the earliest and most basic form of human communication. Communication can be simple good manners. On a recent weekend enjoying the spring sun over an outdoor breakfast my wife and I smiled and nodded at the couple on an adjacent table to us. A simple communication opener which was just as simply reciprocated. The real communication occurred later when my wife asked questions of our new table neighbours …”and what do you do?”

Suddenly not only did their fascinating lives come alive but so did an exciting potential joint project between them and my wife.

Now remember we were just relaxing, careful not to intrude, enjoying Sunday breakfast but we understand communication is human and we are open to communicating. People sense this.

Communication is not what we say; it is who we are and what we do, that creates the impression, or as was said in the Australian movie, The Castle…..”It’s the Vibe”.

A US expert and communication authority Dr John Lund uses an interesting quote; “Don`t communicate to be understood; rather, communicate so as not to be misunderstood.” What a great way to put things in perspective regarding our efforts on how to improve our communication.

Dr Lund has explored the way in which we interpret communication from others.  He also reveals some very interesting statistics on communication.

When someone is speaking with us, we interpret their message based predominantly on the following three factors:

•55% is based on their facial expressions and their body language.

•37% is based on the tone of their voice.

•8% is based on the words they say.

Dr Lund states that his findings are the average taken across both males and females collectively, but that if you looked at women alone they would even give greater weight to the facial expression and body language and even less on the words.

This tells us that it is critical that we become very self-aware of how our body language is speaking to others as well as the tone we use.

Read my article on smiles! That smile comes through in your tone of voice over the phone. It works wonders on how well you come off on a phone call, trust me!

Smile: Shortlink:  http://wp.me/p401Wv-4x

Early in my career I worked for a hugely intelligent man who used to very gently ask me questions after a meeting. He would listen patiently to my answers and say “Neil listen to what they mean and what they need, not what they say”. At first this confounded me until I slowly realised that it may on occasion be difficult, embarrassing or even offending to state what you mean or need.

Once I learned to look beneath the surface, communication and business became easier, more productive and far more enjoyable.

The next major change in my thinking was when I realised that 10 different people see the same thing in 10 slightly different ways. And importantly women see things as differently again from a man which is why mixed sex teams work so well in obtaining balance.

To get your thinking moving look at the graphic below and tell me how many squares you can see?

af07704a-5559-11e3-ba35-12313b0d285f-large[1]

I will leave the answer for the end of the article but in warning I will let you know that in a recent study 96% of Telstra management got this wrong!

Getting back on theme, in the study men occasionally and women mostly want to know three things before they are willing to enter into a business conversation with you:

1.  Is what you want to talk about going to be painful?

2.  How long is it going to take?

3.  When you are done talking, what do you want from me?

If they don’t know these three things up front, they will make excuses to avoid your call or to avoid talking to you on the phone.  The same applies if you come into contact with them in person.

It’s fair to assume that your manager or client in a work setting will always want to know those three things in advance of agreeing to a conversation as well.

It comes down to an ingrained human need to want a strategic exit from difficulty.

These are acquired skills which roll easily off the tongue of experience; however this terrified me early in my career. If in doubt as to what to say or do remember that a show of genuine respect will always help in establishing a rapport, if you are terrified say so, the person you are communicating with will respond positively.

How to successfully conduct a conversation in business:

Success in business is greatly impacted for better or worse by the way in which we communicate. Happiness in our personal lives is also greatly dependent on this very same skill. If you don’t believe me just look at any married couple and work it out!  Becoming a good communicator takes practice and consistent attention and effort on our part, and it is a skill that we cannot afford to overlook.

Remember “don`t communicate to be understood; rather, communicate so as not to be misunderstood.” And always, always allow room for respect.

Now as to the “squares” there are 9 individual small squares; 5 2×2 squares; 1 4×4 square and one 3×3 square. A total of 16.

I hope you worked it out. Whatever your answer think on what it means about how we see and communicate ideas.

By; Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-ag

www.wardourcapital.com

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