P e o p l e Your Greatest Asset

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P e o p l e Your Greatest Asset

• Finding great people, leading them and partnering
  with them

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What is your greatest asset?
Military Leader
College Coach
Bank VP
Medical Department Head
Director of Special Events
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What is your greatest asset?
We have the most locations, the lowest rates,
free checking and a 60-year history
Bank VP
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What is your greatest asset?
College Coach
We have the newest facilities, an amazing alumni
base and 14 national championships
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What is your greatest asset?
The most technologically advanced equipment, a
remodeled patient waiting area and a seamless
billing system
Medical Department Head
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What is your greatest asset?
Military Leader
We have the largest infantry on the planet,
efficient systems and the newest weaponry
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What is your greatest asset?
We have the largest, oldest and most prestigious
event in the region!
Director of Special Events
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What is your greatest asset?
Military Leader
College Coach
Bank VP
Medical Department Head
Director of Special Events
THEY ARE ALL WRONG!
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PEOPLE Your greatest asset!
PeopleYour Relationships Your Partnerships
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People Person

• One person can make all the difference in the
  world, both positively and negatively
• One contact can do the same
• One partnership can either hold the organization
  hostage or catapult the company forward

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Great People

• Why do some people get it and others do not?

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Finding Great People

• Great does not mean perfect
• They are hard to find, but there are more than
  you think
• They do not have to be special event
  professionals The Lamar Factor
• Great at what they do
• Amazing attitudes
• Passionate for the greater good
• Likeability
• High EQ (Emotional Intelligence)

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Finding Great People

• Inventory your assets those good at producing
  events already come equipped with a sixth sense
  of problem solving
• Turn on this sense to find great people
• Jillian
• Vivian
• Cole
• We attend and participate in the sometimes
  painful meeting, job fair, networking hour, etc.

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Great People

• We also recognize that the team building process
  begins in the interview process. This is the time
  to soul search.
• We look past resume and the demographics of the
  person with the hope to find the same core values
  we stand for and live by.
• In fact, we have found that the more diverse the
  group the better. But each individual must come
  aboard with the same value system and the same
  determination to be the best individual they can
  be to make the team the best the team can be.

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Finding Great People

• Interviews Write out and present what the
  following means to you
• Team
• 110
• My actions speak so loudly that you cannot hear
  what I say
• Personality tests, but not popularity contests
• Podiums, group interviews, breakfasts, event
  trials

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Characteristics We Look For

• Those who succeed at Norfolk Festevents are those
  individuals who have great balance.

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Great People

• They take as much pride in their events as they
  do in their own weddings, yet they take nothing
  personally. They are humble people with great
  resolve. They are rigorous, not ruthless. They
  are hungry for knowledge and enjoy studying
  theory, but only get their fill through the
  actions of producing the event. When the
  organization does well, the team has won. When
  the organization falls short, they take the
  responsibility.

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Characteristics We Look For

• Our most successful employees have a high IQ
  and a high EQ. They are intellectually smart
  and emotionally smart. Having a high EQ allows
  a person to relate, understand and communicate
  more effectively than the person that is just
  book smart. Life (and work) is mostly dealing
  with people and situations that are out of your
  control. Having the ability to work with people,
  adapt to your environment and the understand what
  to do and say at the right time is the key to
  self-advancement in the workplace and the outside
  world.

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EQ vs. IQ

• Emotional Intelligence
• Understanding that gain may require pain
• Empathetic
• Read people well
• Feel energy, moods and emotions
• Good communicators

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EQ Emotional Intelligence

• Cultivate leadership throughout the organization
  and in every partnership find those with high
  EQ
• Self Awareness
• Accurate Self Assessment
• Self Confidence

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EQ Emotional Intelligence

• Self Awareness
• Speak openly and honest about themselves they
  share professional and personal visions
• Honest with others
• A lot of self-reflection and do not act
  impulsively
• Good example to see in someone turning down a
  job that is tempting for the money, but it
  competes with the persons value system

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EQ Emotional Intelligence

• Accurate Self Assessment
• Know their strengths and weaknesses
• Exhibit a sense of humor about themselves
• Know where they need to improve and welcome
  constructive criticism and feedback
• Know when to ask for help

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EQ Emotional Intelligence

• Self Confidence
• They play to their strengths
• Welcome difficult assignments
• Control their emotions

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Personality

• It is more than what you say
• We are influenced by the following
• 7 is from the words we say
• 38 is from the tone / quality while saying it
• 55 is from our body language
• Albert Mehrabian, UCLA study - How To Wow,
  Frances Cole Jones

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Disney Training
Think in terms of forgiveness 1. Safety
(Public Safety)2. Courtesy (Customer Service)3.
The Show (Event programming)4. Efficiency
(Fast moving lines)
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Leadership

• What is your organizations corporate culture?
  Every relationship, family and business has one
• Can you create a corporate culture of team,
  greater good and positive attitudes?

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Leadership

• Rewards, raises, promotions are all part of the
  mix, but including people in the vision is
  amazingly powerful!

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Leadership

• Make your corporate culture (your cause) greater
  than any one individual make it the greater
  good!
• I love our world-class productions they are
  greater than any one company, partner, person or
  programming element

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Leadership

• Create an environment of serving others Servant
  Leadership!
• Have your own memories, language and unwritten
  codes
• Who do you work for? Not for your boss or board
  of directors?!?!

zip-tie-snot
Pigtail in R 2
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This Is Who You Work For
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This Is Who You Work For
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This Is Who You Work For
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This Is Who You Work For
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Leadership

• If you hire great people / work with great people
  they will do a lot of the work for you and the
  organization. They will become your leadership
  arm!
• Let your seniors be your Kangaroo Court
• The Staff Handbook vs. the Unwritten Code

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Leadership

• Kangaroo Court
• Internal justice system
• Players only
• Drink the company Kool Aid
• Fun punishments
• Fine jar
• No bad words .. No gossiping
• Humorous projects

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The Unwritten Code

• Good to Great Just as it is important to get the
  wrong people off the bus, it is important to
  identify what NOT to do and what is NOT
  acceptable within the team code.
• We Live By The Golden Rule
• We always treat others as we would want to be
  treated. Even with small details such as
  equipment why would we leave something dirty,
  broken or out of place knowing another team
  member may need those same supplies on short
  notice and in working order. We communicate to
  people as we want to be communicated to

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The Unwritten Code

• It Is NOT About Me
• It is not your personal money, so do not be
  upset when a financial decision is made contrary
  to your liking. It is not your company treat
  the organization as if it was a family business,
  but do not take decisions personally. Support
  your co-workers in all aspects of the job, when
  your duties are complete, pitch in to help the
  team. It is not about who parks closer, who
  makes more money or who the boss likes more. It
  is not about who takes long lunch breaks or who
  has the best gear. It is not about what is fair,
  but what can you do to make the organization
  great.

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The Unwritten Code

• It Is About Me
• My actions speak so loudly that no one can hear
  what I say. Most people view the world through a
  window we are constantly looking in the mirror
  to see what we the individuals can do to better
  ourselves and in turn better the organization.
  We do not bring personal problems to work and we
  leave our emotions outside of the office. Great
  people show greatness in their strength and
  discipline to control their emotions.

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The Unwritten Code

• Communication Is Key
• We listen more than we speak. We are always
  conscious of our tone and style of communication.
  We do not say, no, cant or wont. We do
  not use I and my, but we and our. We
  phrase things in a positive fashion. We offer
  solutions, not challenges. How you say something
  is as important as what you say.

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The Unwritten Code

• Attitude Is Everything
• We always focus on the solution, not the
  challenge. We do not gossip, pout or wine. A
  little venting about an issue can be healthy, but
  we never complain. Whether we are making a 1
  million dollar presentation or painting trash
  cans, always be the best you can be! We do not
  let emotions, fatigue or stress effect how we
  treat each other or the public!

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The Unwritten Code

• Have A Personal Toolbox
• It is Friday, it is 102-degrees, you have not
  slept since Wednesday, not eaten since Thursday
  AM and you are emotionally and physically broken
  down. You are tired, upset and over-whelmed.
  Yet, you are expected to live by the code what
  is in your personal toolbox to act energetic,
  positive, kind and clear-minded.

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The Unwritten Code

• Dont Ever Take Advantage of the Friendships
  Created at Work
• Your boss and co-workers will become your
  friends, dont take advantage of it!

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Make the Connection

• All is takes is one phone call or one visit
• Junkanoo

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One phone call, Two People
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Make the Connection

• Become a problem solver / partnership builder and
  look to connect with other partnership builders
• Copier salesman
• Our own sponsorships

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Partnership Builder

• Professional Visitor
• Only has a single point of contact in the
  account. Knows the customers kids, but not the
  customers boss.
• When the customer contact turns over, so does the
  account.
• Does not make serious calls.
• Rarely has a well thought through call objective.
• Believes people buy from their friends the
  problem is, nobody could have that many friends.
• Knowledge of the customers business needs is
  minimal. Sells with a shoeshine and a smile.
• Afraid to close, will take an order if it is
  there.

• Low Price Provider
• They turn their product into a commodity.
• I can get it for you cheaper and its just as
  good.
• Very transaction oriented. Success based on high
  call activity.
• Customer loyalty is generally short term.
• Spoils the market with share grabbing prices.
• Product is a price list.
• Easily loses business to competitors who have a
  product that costs less.

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Partnership Builder

• Technical Teller
• Sprays and prays, tells versus sells.
• Believes their job is customer education. Wants
  the customer to respect their technical
  experience.
• Shotgun approach, one-way non-interactive call.
• Assumes that if they inform the customer of
  everything they offer, somethings got to stick.
• Their rambling approach to selling actually
  creates more objections.
• Too busy telling to make time to close.

• Product Consultant
• Knows how the customer buys and adjusts their
  style to the customers style.
• Always has a primary and a secondary call
  objective.
• First real level of professional selling that
  goes beyond just features, price and friendship.
• Asks questions that uncover needs that can be
  satisfied by the features of their products.
• Probes for problems that are related to innate
  characteristics of their product.
• Lacks the bigger picture of needs beyond product.
  Has a hard time selling value. Therefore, gets
  cost objections.

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Partnership Builder

• Partnership Builder
• Establishes high levels of respect and trust with
  customer.
• Is invited to the planning table because they are
  perceived to add value that goes beyond the
  products they sell.
• Has long-term business strategy in mind.
• Has in depth understanding of the customers
  business and how they make money.
• Asks questions well beyond product features and
  benefits.
• Employs a questioning strategy to uncover the
  customers larger business concerns.
• Has financial knowledge that allows them to
  present proposals based on return on investment,
  money saved or revenues increased.
• Knows the customers customer as well.
• The focus is more on value than cost.

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Make the Connection

• Growing together
• Harrington Graphics
• Professional Printing
• Gamerbus
• ATM partnership

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What Works

• Leadership training Alleer Steve McClatchy
• Changing the corporate culture of interruptions
  You got a minute
• Attending training and sharing information with
  your partners

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What Works

• Look for people that are cathedral builders and
  brick layers
• Surround yourself with people who understand they
  can be the difference, no matter how small the
  task
• Focus on you and your people more and invest in
  them! Your business will grow for the better if
  you do so!

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What Works

• Live Your Life From The Inside Out
• I set out to change our companys personality.
  After time, I found I was not making much
  progress, so I tried to change the organizations
  leadership. This was also too difficult, so I
  tried to change the senior staff. I did not have
  any success there, even that was easier said than
  done. So I focused on the staff that worked with
  me or for me.
• Though I saw some progress, the development
  quickly stopped. So, I tried to change myself.
  An interesting thing happened when I changed
  myself, my employees changed. When my staff
  changed, my co-workers and the senior staff
  changed. When the senior staff changed, so did
  the companys leadership. And when the
  leadership changed, the companys personality
  changed.
• Remember this story whenever you are unhappy at
  work you will always know where to start to
  make it better.

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Greatness

• Greatness is not a function of circumstance.
• Greatness, it turns out, is largely a matter of
  conscious choice.

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People connecting with people

• Only Through Special Events
• can a Mayor, a corporate sponsor, an artist, a
  musician, a policeman and a volunteer all come
  together for the same cause!

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People connecting with people