Black In Business

I met an interesting lady on line recently. I visited her blog and found a post on diversity. Robyn Mcmaster is the Sr. VP of MITA Brain Based Center. The post,”It takes Art to Create Diversity that Works,” is generating some good conversations. I commented myself and was intrigued by the topic and agreed with the content. The see the topic of diversity posted by a white female and discussed with candor and passion was compelling to me. Have a visit. In a recent post, I linked to a story about a shortage of skilled workers in the US. The potential for discrimination and affirmative action to be things of the past are here. Companies will be forced to focused on, the best person for the job. As Dr. King would add, the content of their character not the color of their skin. As a black worker, that is all we want anyway. Keep Hope Alive. Now, we must be sure to have the necessary skills to find opportunity. As the work force becomes more and more blended with all races and genders,marital status and sexual orientation, Ms Mcmaster’s post takes on added significances.

http://brainbasedbiz.blogspot.com/2007/01/it-takes-art-to-create-diversity-that.html

Have you ever been the best at something We are taught to not beat our own drum, but since Championship Sunday is comming in the US, lets do it. You may say, What has this to do with Blackinbusiness? Some of the most vivid lessons about, what is possible can be learned from the world of sports. I recall a time in 1977 and I was a young salesman surrounded by racist managers. The white business managers were angry that blacks were being accepted into the business world because of Affirmative Action. In an effort to lessen the effects of descrimination, major US companies were given quotas to hire black employees.

The work force was not a friendly place and it appeared to me and others the whites guys wanted us all to fail. I say white guys because, for the most part, that is what they were. White women were being accepted into the work force but they were almost as outcasted as we were. We caught hell everyday. We were made to feel inferior, only hired because of quotas and of no skills. This was feedback from our teamates and coaches,our co workers and managers.There were some good ones but not many.

During this time, Reggie Jackson signed with the New York Yankees and was the highest paid player in the major leagues. Reggie caught almost as much hell as we did from his manager, Billy Martin and white teammates. He suffered through a tough transition but in game 6 of the world series, on 3 swings of the bat, he hit 3 homeruns, and  became Mr. October. A hero, as a young Xerox employee, I said if Reggie can perform in the face of racists, so can I.

Back to 2007,I predicted, Baltimore Ravens vs Chicago Bears. The Ravens have lost so now I want the Indy Colts vs Da Bears. That is right, 2 black coaches, Tony Dungy vs Lovie Smith. No black coach has ever lead his team to a super bowl, and now we have an opportu nity for 2 in the same year.

This morning on 670 the Score, the Mike North morning show,the number one radio sports talk station in Chicago, Mr North was heard to say that every black coach has been a failure. Mr. North is white and was disgraced earlier this week when the high school he dropped out of refused to name a sports field  after him. The reason was his  admitted use of a racial insult.

Art Shell, Dungy and Dennis Green have all lead teams to play for the Championship game but has not made it to the Super Bowl.Art Shell was the first black coach in the modern era, and he was named head Coach of the Raiders in the 80’s

Black coaches have not had the opportunity to succeed like the white coaches and in the history of the NFL there has only been a handfull of black head coaches. This claim someone will have to look up, but I think black coaches’s winning % is higher than white coaches.

I want 2 black coaches to coach for the Super Bowl championship, because it will show a new generation of black people anything is possible. Go Lovie, Go Tony, show the world you are great leaders.

I open by asking, have you ever been best at anything, I have played on 2 championship teams in football. How about you?

This is the big day for Malik. His CEO asked him to present to the US government a home land sercurity solution. Malik is a designer and has been a mostly silent partner in other meetings. Now he has been anointed, Mr go to guy. What should  Malik say? We have some ideas

Breaking The Ice

If you cannot say anything warm and good about the cilent to break the Ice comment on the office. Malik said, “Nice office Mr. President, I like the oval look!”

IBS Initial Benefit Statement

“We share your concern about the saftey of your 300 million US citizens, particulary the 30% that support your job approval rating. Our system was designed with 2 main goals in mind. Early detection of danger and quick reponse to minimize any destruction. By being quick, you be able to use your color alerts to warn the population of incomming danger. Our quick response system has the ability to alert emergency rescue teams simultanously so the 2 sytems together, have the ability to save up to 80% more lives.”

Selection citeria

“In our previous meetings you mention 4 areas that your new system would have to have. I will write these citeria down as selection must haves. Speed, You have mentioned over and over that speed of dection and speed of response to lessen death is the number 1 priorty for this new system.”

“You futher mentioned accuracy as another important consideration. The public was losing faith in false alarms. If we announce a terrorist danger we must be right, lack of accuracy cost the midterm election and you want to regain credibility.”

“Versatility of dectection is a must. At the top of your list is the ability to find weapons of mass destruction. You said you may have use for this system in Iraq. This system has to be able to detect chemicals, and planes as well.”

“Ease of use is important because this system will be used by many different people and has to work 7 days a week 24 hours a day.”

Speed

Accuracy

Versitility

Ease.

“Mr. Presendent, If you take the first letter of each of your selection citeria, it spells SAVE, and that will be an additional value because we will meet all of your must haves plus save you money.”

Any thing else.

“We have agreed this system must meet your citeria of speed, accuracy, versati and ease of use. Did I miss anything or does that meet all of your needs?”

Precommitt

“Since we have a complete understanding of your must haves for your new system, If we are fortunate today and I am able to show how our homeland security device best meets your needs do we have a basis of doing business?”

Prove citeria.

Present the feature,function and benifit for each citeria, one at a time. When you speak to speed of system and prove ask this. “Do you see how my system best meets your speed requirements. Since you agrree, I will now cross speed off the list symbolizing we have satisfied that need.” In turn, do that for all citeria untill you have agreement

Any Questions, Before you close,”Mr. President, have I answered all of your questions or concerns about our system ability to do your job of protecting the US people?”If you get a yes, move to close, if no answer the question and then confirm there are no new concerns.

Summary and close

“Mr President today we agreed our system best meets your need of speed of dection and resopnse in order to save lives. We also agreed……..

Saying agreed is much more powerful than saying. Mr. President, today I showed our system.

“All I need is your approval and we can start protecting your 300 milliom Americans soon. ”

We spoke about the prsentation the designer for a homeland security device would do and the 7 steps for an compelling story. The designer should research the selection criteria throughty to ensure he can best meet the need. When given a citeria make sure you  understand why that need is important. How valuable will it be, how is it handled now, dose it cause problems not to be able to meet this criteria. The deeper you understand the needs and criteria for selection the better your opportunity for success.

Ensure you have imput from others, do not try to solve this puzzle by your self. Ask the CEO for advice. You will want total agreement that you are going about this the right way. If you determind, you do not need or want anyones help, that is your option. Remember this, if it is all your show, you better deliver the goods. If it is a team approach, particulary the highest ranking person giving advice, you will not be second guessed, if the deal dose not come in.

Rehearse, rehearse,rehearse again!Make your effort a show, challenge your self to be memorable. Understand if your audience perfers a formal presentation or a fancy multi media presentation. Regardless of the props you use, make sure you deliever a powerful presence. Do not read slides or power points, have something to say. It is ok to have notes but your audience will be moved by the power, conviction and confidence you exhibit when presenting. That is why the rehersal is critical. You want to know your timing and will want to know you are prepared.

Rehearse with team members providing critical feedback. They may have some good ideas or see something you miss. You should viedo tape if possible. Think about this, Tiger Woods practices every day, pros viedo tape their practice. You will deliever at a much higher level if you are ready and know it.

Understand your self, I am into clothes, so I would plan my suit, tie, cufflinks, as part of my presence. I had closing suits, cool suits, serious looks, hip looks. I perferred to be on edege. I would sleep little, drink red bull, and not eat much, so I would be hungry.You have to know your self and what works for you.

If possible, visit the presentation room prior and think how you want it arranged, Visualize your self knocking them dead and winning the deal, think postive. The big day is fast approaching. Now you need a script. I  will post one soon

Let’s pretend, you are a designer of a homeland sercurity device, and work for a mid sized company. Your company wants the US government business. You are a Morehouse graduate in chemical engineering and have been with this firm for 4 years. Acquiring this deal will establish your 10 year old company as a major player.

Your CEO has shown more and more respect for your intimate knowledge of the system and your growing business acumen. You have attended other presentations but have not  said much and in fact only answered a couple of Questions. You have been in the room but silent and for the most part invisible. The CEO approaches you and declares,”Malik, this deal is of paramont importance to us, and you know the system the best, I want you to do the presentation and bring home the bacon! This is an important opportunity for you and us, I have complete faith in you.” You know the commercial, where they say, “never let them see you sweat,”being a brother, it is too late, you are sweating but also excited and proud. What do you do?

There is a 7 step process for presentations or sales demostrations. If you follow these 7 steps, It will ensure your success. Today, we will review the 7 steps and next post go into a script.

1. Initial benefit statement, why should The President and his staff take the time to litsen to you, what is in it for them?

2. Establish the selection criteria, this should be a confirmation of data already gained.

3.Ensure that there are no new developments that would add to or change the criteria

4. Summarize criteria and precommit, if our design best meets your critical criteria, is ther any reason for us not to be selected? If your answer is no, you know what you have to present, if there are reasons not to select your design, find out what and minimize the effect.

5. Give your presentation with passion, energy, and conviction. After each criteria for selection has been addressed, gain agreement,that your design is best  for achieving that important need.

6. Ask for clarifications or questions

7. summary of presentation and close or ask for the business

I wrote in an earlier post, “An Inspiring Salesman” that everybody sells, how would you do your presentation? I will work on a script for a later post of this story. Let me hear from you!