Delta Dallas Services and Resources

Courage to Connect

Today’s economy is downright intimidating. Job cuts, businesses closing their doors, decreased donations for non-profits, and an unstable market can make us nervous. This might breed fear and self-focus as we work to survive this economical downturn.

But what if rather than responding to this situation with greed and self-interest, we respond with generosity? What would happen if we maintain and express a sense of compassion for our network of connections rather than focusing on our own problems from 8 to 5? Yes, our own issues need attention, but part of surviving this difficult time is to create and develop business connections that resonate. In order to do that, we all need to step outside of our individual microcosms…and connect.

Recently, I read Tim Sanders’ Love is a Killer App. Although it was published in 2002 (another turbulent time in our economy), Sanders’ generosity-based approach clearly rings true in 2009.

The Love Cat Way

Sanders asserts that the way to make it in this business environment is to become a “lovecat.”  A “lovecat” is an individual who readily shares three things: their knowledge, their network, and their compassion.

How do you know if you have met a lovecat? Easy. Lovecats are people in your business circle that you look forward to spending time with. These cats have a passion for learning and for sharing what they learn. They introduce you to people that can help your current problem or situation, and they ask for nothing in return. A lovecat connects with you.

The New Differentiation

In the new economy, people have hundreds of quality choices for every product/service. Quality is no longer a point of differentiation; it is a given in order to compete.

The new way to distinguish yourself is to connect with your customers and your network at a deeper level. Bring value to them each time that you speak with them. You will have their attention when they know you are offering them more than a product/service. You will be offering understanding of their business and their highest needs. You will be more than a parasitic vendor…you will become a partner.

Here is a brief overview of the three primary characteristics of a lovecat.  You can utilize these resources in order to be more effective in connecting with your customers:

Knowledge

Gather knowledge through voracious reading. Absorb what you read. Look for opportunities to share the knowledge you gather with your contacts. Be generous with your intellectual capital.

Network

“Your network is your networth,” says Sanders. Build your network and find an efficient way to organize it. Introduce your network to one another as you discover points in which individuals can help each other. Ask for nothing in return.

Compassion

Take a genuine interest in others, and let them know it. Many of us are uncomfortable with this aspect of our lives in the marketplace, but it will differentiate us. Be the contact in your network’s life that is interested in them. It seems counter-intuitive to a generation that has been taught to generate interest in themselves or their product to succeed, but in this new economic environment, it is vital. Smallness of soul will always lose when compared to the grand nature of true compassion. Even in business.

Lovecat Exposed

As I read Love is a Killer App, a memory began to run over and over in my mind’s eye. I used to office with one of our top salespeople. This woman is a firecracker, and everyone likes her. She is smart, kind, energetic and positive. She is a true lovecat.

In 2008, when lay-offs began to hit the Dallas area, I heard her on the telephone with one of our many former clients-turned-candidates. This man had been laid off because of a slowing economy, and he knew that it would be difficult to find a position as things slowed down even more. This was a man we exchanged knowledge with on a regular basis. Our relationship was carved from shared experience and genuine compassion.

Our salesperson, without hesitation, opened up her list of contacts for this man. She made every effort to be there for him in a difficult time. It is a compliment to be one of the first resources that this man came to and the future returns have great potential. Think about it: Who will he send his next outstanding out-of-work contact to? When he is repositioned, who will be his first choice in staffing? Not only do we have a true believer walking the streets, but we have a genuine connection that views us as a resource.

It is an ancient principle: Love your neighbor (contact) as yourself. Focus on the customer rather than on the money they can send your way. Embrace the power of giving without expectation. The return on your investment will both surprise you and benefit your business.

Tabitha Woods is Marketing Coordinator for Delta Dallas.

The Leadership Challenge Today

What we need today are LEADERS! Whether your role is CEO, Vice President, Director, Manager or Supervisor, in this challenging economy, your people need your leadership more than ever. They need your vision, inspiration, commitment and honest feedback.  They need your best every day!

When I came to the DFW Metroplex in 1984, I didn’t know we were in a recession. All I knew was that I was in a new city, in a new career, and I was faced with endless opportunity.  I quickly became a leader in our organization.  Why?  I believed. You could say I didn’t know or I didn’t listen, but more importantly I believed in what we were doing and the growth opportunities ahead for all of us.

So 25 years and at least four recessions later, we are once again in a similar economic downturn.  Products and services are harder to sell.  You are expected to accomplish more with less people and resources than ever before.  However, your role as a leader is to lead your team through this challenging time and assure them that success is possible even in this economy.  You are their leader.  Whether chosen, appointed or elected, you are the leader. What should a leader do during tough times? Here are 6 Qualities of a Good Leader to keep your team motivated and inspired even during tough times:

L - Look around, walk around. Get out of your office and off your computer!  If the first thing you do every day is go to your office and log on to your e-mail, STOP!  It will wait.  Most of us get our e-mail on a PDA so there should be no hurry.  Walk around and talk to your employees.  Find out what they are working on and if they need help.  Know what is going on in their lives besides work.  LOL - Laugh out loud! Tell a funny story or just see the humor in life.  Keep a smile on your face, and it will make the atmosphere lighter for everyone.

E - Energy - the Pace of the Leader is the Pace of the Pack.  Do you ever wonder what is going on?  Why is everyone dragging around?  Look in the mirror.  What are you doing each day to motivate the troupes?  What example are you setting with customers and co-workers?  Do you approach every day with a sense of urgency, with a plan and an enthusiasm for life even during hard times?

A - Attitude - the Best is Yet to Come! Did you or your company have your best year ever in 2008? Are you worried about 2009?  Yes, an understanding of reality is important.  Having a good attitude means that you still have hope and vision for the future.  It doesn’t mean that you disregard what is happening, but that you lead the way with a great attitude, hope and expectations.  You are not giving up, and you really believe that getting through the tough times makes us stronger.

D - Determination, Perspiration & Inspiration - Don’t ever let them see you sweat! It takes daily commitment, daily example setting, daily hands-on interaction to lead a team during tough times.  Identify the vision.  Communicate it visually and verbally in order for them to see your optimism.  Find ways to set the example every day.  It might mean calling at least one client everyday just to say, “Thank You” or taking the time to meet with one employee everyday to give them reinforcement of how they make a difference in the organization.  Get involved!

E - Engaged - Engage your Team. Take time to listen. Sometimes people just need you to hear their concerns.  You may not be able to change the circumstances of today, but letting people know you care and have their best interests in mind will help them focus on the job and not their worries.  Have focus groups, and give your team projects that inspire them such as creative ways to provide value-added services to your customers or identify opportunities to give back to the community through non-profits.  Get creative!

R - Relationships - Employees and customers want friends they can trust.  If you haven’t read, How to Win Friends and Influence People by Dale Carnegie, do it now.  People want to work for and with friends, and your role is to influence people to trust your ideas and directions.  At no time is this book more appropriate than now.  People need strong, influential leaders that they can trust.

Do not just “manage,” but choose to lead.  What is the difference?  We manage budgets, time and e-mail; we lead people with vision, inspiration, enthusiasm, commitment and attitude.  Tough times call for strong managers who are strong leaders.  It is time to lead your team!

Note:  Do you and/or your managers have the skills they need to lead through these tough times? Make sure managers have the tools in their tool belt to be the best leader possible.  For more information about Leadership Skills for Tough Times and other resources offered by Delta Dallas click here.

Also feel free to contact Yvonne Abel, SPHR, 972-788-2300, yabel@deltadallas.com.