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Realize Your Potential as a Professional! The Importance of the Family Business Market Did you know that 89 percent of all companies are family owned? Or that family-owned companies produce over 50% of the Gross National Product?
Both very large and very small organizations fall under the category of family business, and in the vast majority of cases (almost 90%), the current business leader plans to keep the business in the family. However, even in the case of very successful companies, only about 1/3 of them survive the founder. The leaders of over half of these companies are over 60 and they have not chosen a successor. Why? Some important reasons may be
In 80% of these companies, the senior generation doesn´t have anything more than a simple will-- no estate plan, no succession plan. It´s not because succession planning information isn´t available to them, it´s because of a failure to agree on how things are going to be run and by whom. Without people to help them, these businesses are literally going to die. So on the one hand, there is a huge audience primed and ready to do business, and on the other hand we have highly trained, highly motivated CTs who can do the job, if they only knew more about the market and how to reach it. The opportunities for consulting, coaching and training are vast. One of the objectives of the Effectiveness Strategies Program is to help CTs understand the interpersonal dynamics of the thousands of family businesses that need their services and that are already in the CTs normal marketing area. According to the Wall Street Journal, 40% of these businesses need or want to have a leadership change during the next 5 years, and over 50% will be preparing for leadership change in the next ten. What is the Effectiveness Strategies Program? Effectiveness Strategies is a free program to help the professionals who have already invested in their training, help them to benefit from that training by providing them tools for realizing their potential as professionals. The program will be offered via digital audio, which span the time and distance separating us, so that we can meet regularly at the lowest possible cost. While all of the participants are conflict resolution professionals, they will come from a variety of different backgrounds and have different specialties. So, in addition to the small group dynamic we will achieve in these calls, there will also be the advantage of a range of experiences, which will allow the individual participants to help one another expand their horizons. We chose a 10 session because this is an interactive process, and it will take some time to assimilate the information. In addition, this is a completely experiential program, not just an exchange of knowledge, so we´ve organized it into 5 small group sessions, plus 5 additional one-on-one sessions. Each of the sessions, while containing content to add to your core competencies, provides homework-- things to do, things to learn, things to grow with-- so that they can become effective in this marketplace and begin growing their business immediately. How is being trained by us going to make a difference? We use the word `trained´ in the generic sense, because rather than just being exposed to information, we´ve developed a process that builds skills and develops personal knowledge. It builds skills in the one-on-ones, where we talk about issues of importance to the individual, it also builds skills in the group where different people bring with them different experiences and we can share those experiences. The knowledge comes from a quarter century of my work with family businesses and his understanding of the idiosyncrasies involved in working with them. We provide you with the tools enabling you to be better business people, business people who are offering workplace conflict resolution services. We help you understand how to promote what you're doing in a way that your customers see value. Some people will succeed because they know how to market themselves, they already have a reputation and so forth. Those people will build on that which they already have. But for those of you who feel that you are nowhere near your potential (professionally or financially), it is in their best interest to become competent in the skill-set that will allow you to grow in order to handle a wider range of assignments and creatively follow through with a broader range of opportunities. Professionals need to understand their strengths and weaknesses so they can see opportunities that were invisible before. They need to be able to frame or re-frame their business idea so that they can identify what their value proposition is to themselves and to the world around them, a world that might not have any idea of the importance of the services they provide. How do I, as a professional solution provider, define my value proposition? What can I offer that sets me apart from my competitors? This process of identification and strategic thinking begins by first asking ourselves a few questions:
We´ll explore these questions both in a group and individual sessions to get an accurate sense of who we are, so we can begin to reframe and define who we want to be, how we want to be seen, and how we want people to relate to us. The essence of any marketing we, as business people, do is to get the attention of people who may need our services, or who have friends or acquaintances who need our services. But none of our marketing will be successful unless we can define in the most basic terms what our benefit is others so that they will refer us to the right people – and refer the right people to us. The next step is to understand family business people: what makes them so passionate to solve their problems? Why is it so hard for them to admit, much less address, them? How can we as professionals in conflict resolution help these people handle the issues such as fairness and equity between family members? By understanding the family business mentality, we can use our skill set to identify the things that lead to inaction and help people work through those issues while integrating strategies to keep them from reoccurring. Unless family businesses work through these issues toward resolution, they will ultimately destroy the financial viability of the business. What else can I expect from is the Effectiveness Strategies Program? Another thing we will discuss is prospecting. Each person in the course will pick the ways in which he or she feels comfortable getting the word out, whether it´s writing articles or speaking to groups or being active in networking. There are many different ways and we will talk about all of them. Different methods will suit individual circumstances and personalities better than others, but the key is getting the right message to the right audience in the right way, and that will lead to the right results. Once you have the picture in your mind of who you are, and you are letting people know specifically what value you bring to the equation, then it´s a matter of taking advantage of the referrals that fit your picture and not taking on those that don´t. If it is known by your universe that you have a special affinity, knowledge, or skill – it will set you apart from your competitors, and that´s a key to maximizing your potential, your revenue, and your personal fulfillment. We will also talk about delivering the work. If you are serving the right market with the right information, then you are achieving success; this, of course, becomes the best possible advertising. Each person you deal with will know at least one other business where they believe you can be part of the solution, and they will be positioned to be your greatest goodwill ambassador. One of the things we believe, and which we´ve seen demonstrated by others, is that when professionals create partnerships with their customers, their customers will tell others. Increasing their ability to be utilized is the key to a professional's success. If you´re doing the right job for the right people in the right way, and you are getting the right results, they will be motivated to send you on to the right people, reducing the time that you spend with people who aren´t right for the services you want to provide in order to fulfill who you want to be. We´ve developed this course because we feel that we have a responsibility to help others develop their strength for the growth, marketing, and promotion of their own business. One of the things that I am personally looking forward to is personally connecting more and more of you together as you go through these courses. I hope that more of you will become acquainted with the strengths of their counterparts so they can benefit one another and provide a community of common thought and understanding, reaching out to more and more people.
Wayne Messick can be reached at http://www.ibizresources.com. Delivered via teleconference, Effectiveness Strategies Programs help coaches, consultants and sales professionals take their business to the next level and beyond. Interactive and experiential, you will begin to increase your effectiveness (revenue)and enhance your productivity (more billable hours) immediately - from the very first session. Combining small group dynamics with one to one mentor/consultant sessions you will learn how to re-frame and articulate your core competencies - positioning you become your clients' sole source provider of the services you offer. for more information about the effectiveness strategies program - visit Effectiveness Strategies |