Month: February 2024

Corporate CPR Episode 110: How Not To Be Scooped Up Unwillingly In An Acquisition

/ Jana

On today’s episode we are talking about how not to be scooped up unwillingly in an acquisition with Jason Radisson.

Jason Radisson is a seasoned unicorn breeder with 20+ years of expertise in strategy, operations, and growth. As the CEO and Founder of Movo, an HCM platform, he’s revolutionizing frontline workforce management globally, boasting 700,000+ users across various industries. Formerly with McKinsey & Company and Uber, Jason’s track record includes scaling businesses, notably 99-Taxis, which he grew 10x before its $1B acquisition. Passionate about empowering the frontline workforce, he champions digital solutions to uplift communities. Jason, a Holy Cross alum and multilingual Fulbright Scholar, balances his professional achievements with family and outdoor pursuits, embodying a holistic approach to success.

Episode Highlights:

  • Importance of Differentiation: Industries consolidate where there’s economies of scale. Having a unique differentiator that the market values is crucial for success.
  • Role of Capital Markets: The movement of capital plays a significant role in determining winners, especially in later funding rounds where large sums of money are involved. Convincing capital markets of your company’s potential is key.
  • Diagnosing Corporate Health: Assessing threats to the organization involves analyzing both strategy and execution. Poor execution can undermine even a solid strategy.
  • Avoiding Irrelevance: Staying relevant amidst industry consolidation requires a focus on differentiation and addressing unmet needs in the market.
  • Building a Following: Building a loyal following can be achieved through various means, including product innovation, marketing, and targeting underserved markets.
  • Operational Efficiency: Maintaining capital efficiency and operational leanness is crucial for sustainable growth, especially in the face of competition and potential acquisitions. Top of Form

Jason’s Top 3 Takeaways for the Audience:

  1. Find your unique differentiator.
  2. Capital efficiency and frugality contributes significantly to overall sustainability. Even if other aspects like differentiation or strategy are not fully developed, being lean and frugal ensures longevity and reduces vulnerability to hostile takeovers or industry consolidation efforts.
  3. Maintaining a global perspective fosters invaluable cross-industry insights, allowing for the adaptation of successful practices from international corporations to local contexts.

How to Connect with Jason:

Website: https://movo.co

LinkedIn: https://www.linkedin.com/in/jason-radisson/

The Indispensable Role of Social Media in B2B Business Growth

/ Jana

In the evolving landscape of digital marketing, social media has emerged as a cornerstone for building relationships, enhancing brand visibility, and driving business growth, especially in the B2B sector. Unlike B2C companies, where direct customer engagement is frequent and straightforward, B2B businesses often face the challenge of connecting with other companies in a meaningful way. This is where social media steps in, offering a platform not just for promotion, but for building long-lasting business relationships.

  1. Building Brand Awareness and Authority
    • Social media platforms are powerful tools for B2B companies to establish and enhance their brand presence. By sharing insightful content, industry news, and thought leadership articles, businesses can position themselves as authoritative voices in their field. LinkedIn, with its professional network, stands out as a prime channel for B2B marketers to reach their target audience, build credibility, and showcase their expertise.
  2. Enhancing Customer Engagement and Feedback
    • Engagement on social media goes beyond likes and shares; it’s about fostering genuine interactions. For B2B companies, this means engaging in meaningful conversations with potential clients, industry peers, and thought leaders. Social media provides a unique opportunity to gather feedback, understand customer needs, and tailor services or products accordingly. This two-way communication enhances customer satisfaction and loyalty, strengthening brand reputation.
  3. Leveraging Targeted Advertising
    • Social media platforms offer advanced targeting options, allowing B2B marketers to reach specific industries, job titles, and even individual companies with their advertising. This precision ensures that marketing efforts are focused on the most relevant audience, increasing the likelihood of generating high-quality leads. Platforms like LinkedIn allow for the creation of highly targeted campaigns, making it easier for B2B businesses to connect with decision-makers and influencers within their target market.
  4. Networking and Partnership Opportunities
    • Social media facilitates networking on a global scale, enabling B2B companies to connect with partners, collaborators, and industry influencers. These connections can lead to strategic partnerships, joint ventures, and collaborative projects, opening new avenues for business growth. By actively participating in industry-specific groups and forums, businesses can expand their network, share knowledge, and tap into new opportunities.
  5. Thought Leadership and Content Distribution
    • Content is king in the digital world, and social media serves as the perfect platform for distributing this content to a wider audience. By sharing valuable insights, industry trends, and innovative solutions, B2B companies can establish themselves as thought leaders. This not only attracts potential clients but also encourages shares and discussions, further amplifying their reach and influence.

The importance of social media for B2B businesses cannot be overstated. It’s a dynamic platform that offers numerous opportunities for brand building, lead generation, and customer engagement. By leveraging the power of social media, B2B companies can enhance their visibility, establish meaningful connections, and drive sustainable business growth. As digital landscapes continue to evolve, the role of social media in B2B marketing strategies will undoubtedly become more crucial. Embracing these platforms and utilizing them effectively is no longer an option but a necessity for businesses looking to thrive in today’s competitive market.

Corporate CPR Episode 109: How Weak Negotiation Skills Could Be Killing Your Company

/ Jana

On today’s episode we are talking about how your negotiation skills could make or break your company with Adele Gambardella and Chip Massey.

Adele Gambardella and Chip Massey are two accomplished professionals with diverse backgrounds and a shared mission. Adele, recognized as a prominent figure in the PR world, brings over 20 years of expertise, serving as a spokesperson for Fortune 100 companies and teaching at prestigious universities. Chip, a former FBI Special Agent, offers a wealth of experience in high-stakes criminal cases and negotiation techniques. Together, as co-founders of The Convincing Company, they bridge the worlds of PR and Crisis Negotiation, providing global consulting and training services to a wide range of clients, from tech startups to Fortune 500 giants.

Episode Highlights:

  • Forensic Listening: Utilize forensic listening techniques to uncover the unstated narratives and true beliefs of others. By understanding what people truly think and value, you can tailor your approach to effectively communicate and persuade.
  • The Convincing Continuum: Move individuals down the convincing continuum by starting with points of agreement, addressing fears and uncertainties, and providing just enough information to prompt further research and validation. Avoid overwhelming them with excessive facts and arguments.
  • Active Listening and Empathy: Practice active listening to de-escalate heightened emotions and understand the underlying concerns of others. Demonstrating empathy and valuing their opinions can build trust and facilitate productive dialogue.
  • Personalized Approach: Tailor your communication style and approach based on individual personalities and preferences. Recognize that different people may respond differently to persuasion tactics and adjust your strategy accordingly to achieve the desired outcome.
  • Focus on Collaboration: Emphasize collaboration and mutual benefit in negotiations and decision-making processes. Highlight how working together can lead to positive outcomes for all parties involved, fostering a sense of cooperation and alignment.
  • Timing is Key: Being aware of the timing and context of our interactions, including when someone is mentally prepared and receptive, can significantly impact the effectiveness of our communication.

Top Takeaways for the Audience:

  1. Remember who you’re trying to convince. Are they emotional? Are they more of a fact-based person?
  2. Listen intently so the person you are talking to feels you are connected to them and truly understand who they are.
  3. Try new things. Don’t get stuck in what you’ve always done as there are great opportunities in trying something new.
  4. Nobody will care what you have to say or what you believe until they feel you care about them. Then, you can cross chasms with the person because they feel you have their back.

For Resources Related to this Episode Visit:

https://convincingcompany.com/corporate/

Corporate CPR Episode 108: How Your Lack of Consciousness May Be Killing Your Company

/ Jana

On today’s episode we are talking about how your lack of consciousness may be killing your company.

Tom Willis believes we are all born with unlimited potential. As a former classroom teacher, he also believes in the power of lifelong learning. These beliefs have shaped his primary goal in life: helping others move beyond their self-limiting beliefs so they can reach their true potential.  
 
Prior to co-founding Phoenix Partners, he had the great honor of serving as the CEO for Cornerstone, a school system in Detroit.  He was fortunate to earn an engineering degree from the University of Michigan and an MBA from the University of Notre Dame.  

Episode Highlights:

  1. Clarity of Purpose: Helping individuals and teams get clear about their fundamental purpose in life and how it aligns with the purpose of the organization is crucial for fostering meaningful engagement and alignment.
  2. Focus on Impact: It’s essential to shift the focus from simply creating cool technology or products to understanding the real impact and societal benefits of the work being done, such as providing access to transportation services for those in need.
  3. Motivation through Contribution: Human beings are universally motivated by making a difference and being helpful. Understanding and connecting with employees’ personal motivations and values can drive engagement and commitment to shared goals.
  4. Leadership, Management, Coaching: Effective leadership involves a balance of leadership, management, and coaching. Each aspect plays a role in creating a culture of growth and accountability, with leadership and coaching being emphasized more than traditional management.
  5. Conscious Time Management: Being conscious about how time is spent, prioritizing activities that contribute to personal and team growth, and focusing less on mundane tasks or “chores” can lead to significant improvements in organizational effectiveness and results.
  6. Leadership Modeling: Leaders must embody the desired culture through their actions and behaviors, setting the tone for the entire organization.
  7. Feedback Loops: Establish regular feedback mechanisms to gather input on the current culture and identify areas for improvement from employees at all levels.
  8. Training and Development: Invest in training programs that support the development of key cultural competencies, demonstrating a commitment to fostering a positive work environment.

Tom’s Top 3 Takeaways for the Audience:

  1. If you are a CEO or Superintendent, check out our group called The Interchange made up of leaders from across the country who get together about once a month.
  2. Read our book The Great Engagement. Whether you’re a CEO of a large team or CEO of your life this book can help.   
  3. Start asking people around you to help you become more conscious. Ask them questions like “how can I improve as a husband, a teammate, a father? etc.

For Resources Related to This Episode Visit:

https://www.phoenixperform.com/corporatecpr

Leveraging Project Management Excellence in B2B Tech Integrations 

/ Jana

The pace at which new technologies emerge and evolve is not just transforming the way businesses operate; it’s reshaping the very fabric of industry standards and expectations. At the heart of this transformation lies a critical, yet often understated, component: project management. Especially when it comes to technology integration and migration, effective project management isn’t just a necessity—it’s a strategic asset that can significantly influence a company’s trajectory.

The Strategic Importance of Project Management in Technology Integration

Technology integrations are pivotal for B2B companies. They’re not just about upgrading systems or adopting new software; they’re about unlocking new levels of efficiency, enhancing product offerings, and delivering unparalleled customer service. But achieving these benefits is no small feat. It requires meticulous planning, execution, and oversight—elements where project management shines.

Understanding the Stakes

In B2B environments, the complexity and scale of technology integrations can be daunting. These projects often involve integrating systems that manage critical business operations, from supply chain logistics to customer relationship management. The stakes are high, as any disruption can have far-reaching implications, not just for the company undergoing the integration but for its clients and partners as well.

Project Management as a Competitive Advantage

Effective project management sets B2B companies apart. It ensures that technology integrations are completed on time, within budget, and to the desired specifications. But its value extends beyond project completion. Strong project management practices foster better communication, enhance stakeholder engagement, and build a foundation of trust—elements that are gold in the B2B marketplace.

Challenges of Technology Integration in B2B Environments

Despite its importance, technology integration in B2B settings is fraught with challenges.

Complexity and Scale

The sheer complexity and scale of B2B integration projects can overwhelm even the most experienced project teams. These projects often involve multiple systems, each with its own set of technical specifications, dependencies, and potential for unexpected issues.

Stakeholder Management

Managing expectations and communication among a wide array of stakeholders—each with their interests and concerns—is a critical component of project management in B2B integrations. This includes clients, vendors, internal teams, and sometimes even regulatory bodies.

Data Security and Compliance

In the B2B realm, data security and compliance with industry regulations are paramount. Integrations must be managed with an acute awareness of these requirements, ensuring that all data handling and system modifications meet the strictest standards.

Best Practices for Managing Integration Projects

Facing these challenges requires a strategic approach, grounded in best practices that have been proven to drive success.

Strategic Planning and Assessment

Before diving into an integration project, a thorough planning phase is crucial. This involves understanding the business’s needs, assessing the capabilities of current systems, and clearly defining the project’s objectives. Aligning the project with broader business goals ensures that the integration delivers real value.

Agile Methodologies

Adopting agile project management methodologies can significantly enhance the flexibility and responsiveness of the integration process. Agile practices encourage regular feedback, adaptability, and close collaboration among project stakeholders, facilitating a more efficient and effective integration.

Risk Management

Identifying, assessing, and mitigating risks is a cornerstone of successful project management. By anticipating potential issues and developing strategies to address them, project teams can navigate the complexities of B2B integrations with confidence.

Case Studies and Success Stories

Consider the story of a mid-sized software company that faced significant challenges integrating its CRM system with a new cloud-based analytics platform. Through meticulous project management, including rigorous stakeholder engagement and an agile approach to development and testing, the company not only completed the integration ahead of schedule but also realized immediate improvements in customer data analysis and service personalization.

In the B2B technology sector, the ability to manage and execute technology integration projects effectively can distinguish between a market leader and a follower. Investing in project management excellence—by developing robust capabilities, adopting best practices, and focusing on strategic alignment—can empower companies to navigate the complexities of technology integration with confidence. In doing so, they not only enhance their operational efficiency and service offerings but also solidify their standing as trusted, forward-thinking partners in the B2B marketplace.

Corporate CPR Episode 107: The Dangers of Ignoring Workforce Flexibility Trends

/ Jana

On today’s episode we are talking about how not adopting the latest trends in workforce flexibility might be killing your company.

Jones Loflin, an educator turned internationally recognized speaker and author, is known for his impactful books like “Always Growing” and “Juggling Elephants,” available in the US and 14+ countries. His work, including “Getting The Blue Ribbon” and “Getting to It,” offers practical strategies for personal and professional growth. Founder of Jones U, he provides online courses and coaching for self-paced learning. Previously the “Trainer of Trainers” for “Who Moved My Cheese?” Jones holds degrees from North Carolina State University and is a member of the National Speaker’s Association.

Episode Highlights:

  • Shift from Work-Life Balance to Work-Life Success: There has been a shift from the concept of work-life balance to work-life success. That balance implies a static state, whereas success entails being present in the moment and investing time where it is needed most.
  • Accountability and Communication: Accountability is crucial in ensuring that work gets done efficiently, especially in environments with flexible policies like unlimited leave. Regular check-ins and effective listening by leaders foster a supportive and productive work culture.
  • Adapting Leadership Styles: Leaders must adapt their management approach based on whether team members are working in-person or remotely. Effective leaders prioritize consistent communication, active listening, and understanding the needs of their team members.
  • Flexibility in Work Arrangements: The trend towards flexible work arrangements, including remote work options, continues to grow. Successful organizations prioritize autonomy for their teams while also establishing clear guidelines and expectations for productivity and collaboration.
  • Business Case for In-Office Time: Organizations should establish a clear business case for requiring employees to be in the office certain days of the week. By identifying specific times when in-person collaboration is necessary, companies can justify their policies and gain employee buy-in.
  • Data-Driven Approach to Change: When considering changes to work policies, such as remote work options or leave policies, it’s essential to gather data through employee engagement surveys or assessments. Knee-jerk reactions can lead to unintended consequences, so it’s crucial to make informed decisions based on feedback from employees.
  • Leadership Role in Addressing Burnout: By creating psychologically safe environments where employees feel comfortable discussing their challenges, leaders can help prevent burnout. Additionally, leading by example, demonstrating vulnerability, and acknowledging personal work preferences can foster understanding and support within the team.

Jones’ Top 3 Takeaways for the Audience:

  1. People go about getting work done differently. As much as possible, we need to respect that individual cadence instead of trying to put everyone into a box.
  2. Organizations must make the business case for whatever work policies they are going to put in place whether it be work life balance, remote work, flex scheduling, etc.
  3. People should be intentional about what they need from work. What are you trying to accomplish? We need to be consistently intentional about the decisions we make every day so when we are done with work, we are doing the things we really want to be doing.  

How to Connect with Jones:

Website: https://jonesloflin.com

LinkedIn: https://www.linkedin.com/in/jonesloflin/