Lucy Gilbert

Gauging Your Thoughtleader Potential: Part One

Excerpted from Ken’s book The Expert’s Edge as a seven-part series. Is it time to find out if you indeed are thoughtleader material? Maybe you’re a thoughtleader already and don’t know it. Or maybe you do know it, or suspect it, but could use some validation. Finally, do you secretly fear that perhaps you’re not up to the task? We are all thoughtleaders on some level. If you are an expert on anything at all (engineering, human resources, management, Chinese history, bartending, roofing), you are at least on the launchpad. You see, all thoughtleaders are experts, although not all experts are thoughtleaders. Thoughtleaders are experts who have made a commitment to optimizing their expertise and fine-tuning their expert’s edge. So in case your own misconceptions have created “thoughtleader jitters” that have been holding you back, here’s a “Thoughtleading Inventory” composed of seven questions and commentaries designed to help you gauge your personal and professional thoughtleading potential. Perhaps this inventory can put your jitters at rest andget you blasting off and away from your thoughtleader launchpad. This installment explores the first question: 1. Are You an Entrepreneurial Personality? You probably are if you are reading this eblast. Thoughtleading is all about trying something new, and this book permits you to investigate how a thoughtleading strategy might engender in you the expert’s edge. Diving deep into the subject of thoughtleading suggests a learning personality, a prime characteristic of entrepreneurialism. And although the term entrepreneurs is typically associated with people who own and run their own businesses, you can also be an entrepreneur within the structure of a firm that you do not own, but that instead employs you. Traditionally such people have been called “intrapreneurs,” but they can go by other names as well, such as “corporate entrepreneurs.” Susan Foley, managing partner of Corporate Entrepreneurs LLC, writing in her book Entrepreneurs Inside: Accelerating Business Growth with Corporate Entrepreneurs (Xlibris), describes the corporate entrepreneurial personality this way: “Corporate entrepreneurs are independent thinkers that are looking for meaning at work.They see corporate entrepreneurship as a way to test their skills, flex their muscle and push the edge of the envelope. Corporate entrepreneurs strongly believe in what they are doing and are focused on the end goal. They are creative and find innovative ways to solve problems. They are the creators, doers and implementers that make things happen. “Corporate entrepreneurs are dedicated to the project and loyal to the team. They recognize the value of diversity, commitment and trust. They work effectively as an individual contributor and team member. They may not like everyone but they respect them for their contribution. They collectively create a new entrepreneurial culture inside the existing organization. . . . “Corporate entrepreneurs are [also] creative. They are motivated and energized when creating and building something new. They are the early adopters of ideas. They see ideas not for what they are but what they can become. Corporate entrepreneurs are individual contributors that are interested creating value and moving the company forward. As a result they gravitate toward those projects at the beginning of the business development life cycle.” The key to unleashing your entrepreneurial side in your quest to become a thoughtleader, as even the corporate entrepreneurial personality displays, is for you is to eliminate whatever personal “blocks” might be getting in the way of allowing you to think deeply, think creatively, trust and have faith, develop interesting ideas, and firmly commit to a breakthrough result. If, for example, your response is this: “Yes, it all sounds good, but I just don’t have the time,” you may be trapping yourself with so many day-to-day operational details that you will never carve out even small amounts of time to experiment and follow through with thoughtleading actions. If that’s you, you need to make a promise to yourself to spend X hours a day or X days a week undertaking thoughtleading adventures. Obviously, my book is a fabulous starting place. But you can’t let it end here. Dr. Robert S. Litwak, the former chief of cardiothoracic surgery at Mt. Sinai Medical Center in New York City, recalls that in his days as a resident, despite the round-the-clock shifts that hospital resident doctors were required to endure in those days, he used to promise himself an hour every 24 hours in which he could study and learn whatever he wanted. That usually meant holing up in the hospital library and allowing himself to read purely for curiosity and pleasure. He recalls a mantra that helped him keep this promise to himself: “That’s 23 hours for the hospital and 1 for Bob!” So declare your own hour or two of free time every day so that you too can pursue what you choose. Use the time to develop your thoughtleading self. Stop telling yourself that you don’t have the time.

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Social, Visual, Mobile, Virtual: Ready or Not, These Four Mega Trends Will Affect Your Business

Published in Rhode Island Small Business Journal as part of Chris Poe’s ongoing Mega Trends Series By Chris Poe, Chief Technology Officer at Atrion Social, Visual, Mobile, and Virtual: I refer to these as Mega Trends because they are (1) happening on a grand scale, (2) affecting business owners and executives whether they choose to do anything about them or not, and (3) they are changing the world as we know it. Moreover, while these Mega Trends are enabled by technology, they are more representative of the grander transformation that is happening as a result. Ready or not, these Mega Trends are here; as a small business owner, what are you doing in the face of them? This article is the second in a series that focuses on the four Mega Trends in more detail, and discusses the options available to small business owners and professionals building a career alongside them. The VISUAL Mega Trend Visual has been the primary and preferred method of communication for our species (in fact, for most sight-species) throughout history.  Even when we had no pictures, or words, to communicate, we would see each other and make inferences based upon what we’d seen, learning from one another. This is the power of VISUAL. We are primally wired for visual stimulus. In fact, we’re so wired for visual that we can even trick our own bodies into knowing what it feels like to do something we’ve never done by leveraging visualization techniques. For instance, you could close your eyes and imagine yourself holding a ceramic mug full of steaming hot cocoa, or reaching into a dryer to retrieve warm fluffy towels; just by envisioning yourself performing those actions, you can trick your body temperature into rising a little. Reading about or hearing about an event is never as compelling as seeing it. Take the viral video of the Occupy Protesters at UC Berkley being sprayed with pepper gas – would it have impacted us as much if we hadn’t seen the footage? (I think not). In case you doubt how powerful visual interaction is, think about how much we long for it when we can’t have it (for instance, when a loved one is deployed overseas). Consider those interactions that are simply not possible without being able to see (would you want a doctor performing surgery on you with a blindfold on?). Our visual sense connects us, enabling us to learn from each other. Visual stimulus transcends generational gaps. We have an innate desire to share what we’ve seen. Technology facilitates all of our visual needs. The pervasiveness of the Internet combined with affordable video gear like webcams, camera phones, and the countless number of devices we can consume and create content with, as well as the rapid growth and propagation of YouTube (quick stats that will blow your mind:  did you know that YouTube streams more than four billion videos DAILY?  And that 72 hours of footage is uploaded every minute?). If that doesn’t indicate accelerating acceptance, I don’t know what does. All of this demand to enjoy more and more visual interaction: leveraging these technologies is going to quadruple IP traffic on the Internet by 2014. Why should we care? Besides the fact that video makes a huge impact on the Internet and our internal network (both from a bandwidth demand and a performance sensitivity), which of course we have to be ready for, we should focus on the heightened impact that making things visual can have on our businesses.  More and more customers will expect to interact with your business and its people in a visual way. We’ve begun to embrace this ourselves, in fact, in that we are beginning to leverage video conferencing in our call center with clients who have a desire to have that heightened sense of personal contact. While any marketing department will tell you how important it is to consider quality visuals in eliciting a response from an audience, in each of our businesses we should ask ourselves if appealing to our innate desire to see things is something we can leverage in accelerating or differentiating any initiative.  It doesn’t require million dollar video conferencing systems or studio quality video production to leverage the power of visual stimulus to make a positive impact on your business. Consider the next time you have to document a process for future use.  Might it be even more effective to create a video of that process?  Think about a time when you’ve sent an employee to physically see something at a client location.  If a picture is worth a thousand words, how much more compelling is a video?  Seeing is believing, and with the decreasing cost and increasing ease by which video can make a difference in even just one business process, it won’t be long before you become a believer yourself – hopefully before a competitor does. Chris Poe is Chief Technology Officer at Atrion, in Warwick, R.I., a nationally-recognized IT Services Provider and thoughtleader in “the fusion of business and technology” providing training and consulting to companies in all industries. Atrion works closely with Cisco Systems, Microsoft, and others on IT systems design, implementations and support. Contact Chris at cpoe@atrion.net or 401-736-6400 or by visiting: www.atrion.net

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Atrion Networking Corporation: A Rhode Island HPO

By André A. de Waal

Published in Rhode Island Small Business Journal

Established in 1987, Atrion operates at the cutting edge of IT and business. The company specializes in the fusion of business and technology. Through building relationships with and focusing on its clients’ business goals, Atrion accelerates business productivity and satisfaction with full-scale customized technology solutions, including consultation, project management, manufacturer-certified training, carrier services, telephony, software and application services, equipment procurement, local and wide area networks, managed services and digital, and interactive and mobile media design.

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Losing Customers? Time to Examine Your Compensation Plan!

By Shelley F. Hall

When sales people fail to retain customers, the first thing to investigate is the signal management sends via compensation plans. Compensation plans tell the sales person where they should spend their time and effort. Human nature drives us to do what delivers rewards and money is a big reward. So if the compensation plan tells me that I get a higher commission for new business versus retained or repeat business, guess where I’m going to spend my time?

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