Category: Organizational Development

Sequoia and the Power of Silence

August 8th, 2019

My best friend from high school and college was in town recently and we went to Sequoia National Park. First, I must say, what a ride to get to Sequoia on winding, mountainous roads! Once we arrived, we went to the ‘Trail of 100 Giants’, and it was impressive! These Sequoias were over 1500 years old, and gigantic. The largest tree has a diameter of 20 feet and is over 220 feet high.

Yet what stood out was the power of silence. You could hear the rustle of the wind in the trees. It sounded similar to sitting by the ocean. It certainly was a calming and humbling experience as the silence and the sounds of nature overpowered everything else.

Have you ever thought about the power of silence? Do you find it to be more effective than 1000 words? In a business setting, silence can speak volumes…

One tip to implement this week:
We all hear the advice to stop and listen.  Yet, how often are we thinking about silence? The most powerful speakers know the power of silence. The dramatic pause will emphasize just the right words. Certainly the best actors use this technique expertly, and we are putty in their hands!

Or have you thought about how not answering immediately answers the question? For example, at one client, I admit that after a particularly grumpy executive who didn’t want to support our project told me that he didn’t think consultants were valuable and didn’t want to talk to me to answer my questions, I was silent because I was thinking about how to respond that would be productive. Sometimes, it is better to be lucky than brilliant! In this case, since I didn’t respond quickly, he ended up filling the proverbial silence (since we weren’t communicating in person) and came back to me and agreed to do exactly what he just said he wouldn’t do. A light bulb went off that there is power in silence!

Silence is extremely valuable in negotiations. Have you noticed that whoever is silent gains the upper hand? That’s because we are typically uncomfortable with silence and rush to fill the gap. Next thing we know, we’ve given away more power and information than we intended, and we are behind in the negotiation. Yet I have to say, silence used as a manipulative strategy will not achieve your intended result. People will pick up on whether you are genuine or not.

Consider silence instead of a long response the next time you are going to open your mouth in a high stakes communication. Let me know how it turns out.



How Any U.S. Company Can Survive a Trade War with China

August 5th, 2019

 

With all that is going on with China in terms of trade wars, currencies, natural resources and more, it begs the question of what we should be thinking about doing business with China. Is it prudent?

Thanks to APICS Inland Empire and International Business Attorney and expert, John Tulac, we are sharing APICS-IE’s webinar on “How any Company Can Survive a Trade War with China”.

Note: The webinar is about 60 minutes.

What Should We Consider and/or What Impacts Could Arise?
We should be aware and considering potential impacts on our business. Think about any direct ties to China with supply as well as indirect ties with our extended supply chain. Undoubtedly, everyone has at least an indirect tie to China, and so we all better think about impacts and implications!

Stay on top of trends and highlights. Get involved with organizations such as APICS-IE to participate in events and network with resources. For example, make plans to join our semi-annual symposiums where we feature an  executive panel and networking opportunities.  Mark your calendar for our Fall 2019 Symposium on “Collaborating for Advanced Manufacturing & Supply Chain Success“.

Also, contact experts such as John Tulac to help navigate more complex situations. Remember, a penny saved that costs you thousands and hundreds of thousands down-the-line is by no means “a penny saved”.

Certainly, the topic of trade wars relates squarely in the resilient supply chain camp. If you are interested in a resilient supply chain assessment, contact us. You’ll find more information on these types of topics on our resilient supply chain series.

 



Dana Point and the Customers’ 1st Experience with Your Product or Service

August 2nd, 2019

Last week, I went to Dana Point for a good friend’s daughter’s wedding. It seemed like an opportunity for a mini-getaway.  So, I spent the night at the Marriott (pictured). Not only does Dana Point appear majestic with the view of the water, the lawn in front of this hotel provides a great first impression.

Your customers’ first impression can be very important. It gives them a “feeling” about your product or service. As my consulting mentor says, “Logic makes people think. Emotion makes them act.” In this case, it gave a calming and majestic feeling. Great for the end of a busy week!

What is the first impression of your product or service? Does it appear to be high quality? Or is your service welcoming and customer friendly? Mainly, is it what you would like it to be?

One tip to implement this week:
Start by taking a step back to think about your first impression. What would a customer experience? One idea is to ‘shop your business’. If you have a product, go to shipping to see what your next customer will receive as a first shipment.  Also, check on the carrier or truck to understand the delivery experience. Perhaps order your product for a family member (so your team doesn’t know it is for you), and see how it arrives. If your provide a service, call a customer upon your team’s first interaction.  Or go to the point of service and observe or test your service. Test your perceptions.

Once you gain an understanding of your first impression, consider ways to improve upon this first impression. Don’t just think about what you would want. Put your mind into your target customer’s experience.  What value could you add (that doesn’t have to cost anything) that they would appreciate and value? The clients that do this the best have a completely different relationship with their customers. It is worth pursuing if you’d like to increase your customer value and your bottom line!

 



A Once-in-a-Lifetime Opportunity for Manufacturing, Logistics & CA to Align

July 15th, 2019

Last week, I went to the California Capitol building as a part of the Inland Empire Economic Partnership’s (IEEP) regional leadership academy. It was interesting to hear how the process works. I also am also representing the IEEP’s Logistics Council as it relates to moving forward with the Brookings report recommendations to create a consortium of logistics and advanced manufacturing excellence in the Inland Empire.

We are positioned ideally to scale up and partner with industry, academia and government/non-profit partners to achieve this once-in-a-lifetime opportunity of aligning seemingly disparate goals of manufacturing, logistics, California government and the federal government’s interests to achieve a win-win-win-win. Wouldn’t that be a feat!

The idea is simple. The Inland Empire’s predominant high-paying professions include logistics and manufacturing. The IE has been outpacing all of California in job creation due to these industries yet they are not typically supported (to say the least!). Since they are contributing vitally to the IE community and jobs, we have the cards stacked in our favor:

  • IE logistics is #1 in the U.S.
  • IE manufacturing is strong and vast (SoCal is #1 in manufacturing in the U.S.)
  • The IE has access to great talent in the local and surrounding area universities (CSUSB, UCR, Drucker, Harvey Mudd, Cal Poly, Redlands), community colleges (Norco, Chaffey etc.), and partners such as GA Tech
  • And, the IE is in the unique position to leverage advanced technology to increase customer value, improve profit and create clean technologies as a win for the environment, X.

Thus, we are scaling up and collaborating for success.

This opportunity didn’t just fall into the IE’s lap. The leaders saw potential and ‘went for it’. Are you looking for opportunities?

One tip to implement this week:
In our work with clients, it is commonplace for clients to ignore vast opportunities such as this exciting initiative. There are always roadblocks, different interests, money flows to address and lots of other issues that arise. The key question is whether you are looking at each issue as a detriment or if you see the big picture and train your eye to ‘see’ a successful path forward.

Recently, our APICS Inland Empire chapter had the opportunity to provide training and education to Target (thanks to our partnership with the University of LaVerne). When the opportunity arose, we didn’t know how we would scale up and fulfill it successfully. However, we took the leap of faith to create value and had the confidence that we’d figure it out.

At first, we were worried about executing against our commitments.  Yet, it all fell into place. It forced us to be a bit more creative.  So, when the next leap of faith opportunity arose to provide manufacturing and logistics education to high school students to help bridge the gap to a profitable career, we went for it. We continue to evolve as we go but it has allowed us to make a difference in a way we would never had pursued or been involved with previously. Are you taking a leap of faith?



How Are You Keeping Up?

July 9th, 2019

In today’s Amazon-impacted, data overloaded world, it is one BIG challenge to just “keep up”. How are you keeping up with the latest industry trends, noteworthy products, emerging technologies and more?

It would be easy to spend 40 hours a week just “keeping up”. Of course, I wouldn’t recommend that as your competition would be happy to speed on by. However, this idea got me thinking about how executives should “keep up”.

Time isn’t a resource. We cannot make more time. On the other hand, time is a matter of priority. When we answer, “I don’t have time for that,” it means we aren’t prioritizing that topic or that person. We cannot prioritize everyone and every topic including how to stay up-to-speed.       

A few recommendations for executives to stay up-to-date on relevant information without taking “too much” time:

  • Make it a priority for your team to stay up-to-date.  If each of your team members is up-to-date on relevant information for his/her area, it will be half the battle. Ask for a bullet point summary of highlights.
  • Talk with customers.  One priority you cannot delegate is a certain amount of customer interaction and discussion on trending topics. How else will you steer the ship?
  • Attend key industry conferences. Typically, there is a flagship industry event our clients attend. No matter how busy, make room in your schedule to attend, meet with customers and suppliers and find out what is trending.
  • Focus some attention on your strategic differentiation. For example, a few clients are expert at sourcing. Thus, they better put some focus on this topic. Others are expert at manufacturing, e-commerce or a technical topic. Stay abreast of key trends.
  • Skim industry articles & the Wall Street Journal. Staying current on key events and how they could impact your industry and your company is essential.