Tuesday, August 27, 2013

Exciting Opportunity for NGLCCNY Members plus Exclusive Discount!

Powerful YOU is the latest creation from innovator Richard Oceguera; Networking Expert, Professional Speaker, and Author; and it was designed to give you access to Unleashing the Powerhouse Within.

Creating a dynamic presence, inside and out, is the primary focus of Powerful YOU. How to cultivate it (or coax it out of hiding); what blocks it, and how to literally design a new mindset that propels you forward.
Keep reading for special offer just for NGLCCNY Members and Fans

You'll walk away from this 1-day intensive with:
  • A deep connection to your life's purpose and how that relates to your business
  • Access to unleashing your inner powerhouse
  • The ability to be engaging and dynamic on stage, in front of a camera or one-to-one with a prospect 
  • The same confidence-building mindset tools Richard used to go from wallflower to people magnet
  • Money-making networking strategies that are actually fun
As if all that weren't enough, Richard has lined up a diverse group of shut-the-front-door phenomenal experts, all there to share their secrets around building a powerful business presence, and ultimately attracting your ideal clients.
You will be trained to:
  • Create killer video
  • Write money-making marketing messages
  • Design and implement a kick-butt social media strategy
  • Channel and focus your internal energy so you shine like the business star you are in any room
And Powerful YOU is a hot opportunity to network with a group of ridiculously inspiring entrepreneurs!

This all-day event takes place in a fabulous penthouse loft in SoHo and includes a delicious, healthful lunch.  All this for only $97. 
SPECIAL OFFER FOR NGLCCNY MEMBERS: use discount code NGLCCNY to receive $50 off the ticket price!
Register by clicking here

Wednesday, August 7, 2013

10 Tips for the Diverse Supplier

By Joseph Ligammari
Corporate Vice President, Procurement
New York Life Insurance Company

For nearly twenty years as a procurement professional I have seen all manners of proposals and presentations from suppliers.  Some are slick, some are fancy with bells and whistles, some are simple and earnest.  Some hit the mark and capture the attention needed to become a supplier, while others fumble a prime opportunity.

 The Proposal and Supplier Presentations are prime opportunities for you to demonstrate your capabilities and value.  Many suppliers view them as nuisance instead of a useful tool in building a relationship.

As a diverse supplier you face many challenges, the proposal and supplier presentation needed be one of them.  I’ve put together a series of tips and suggestions that can help you focus your pitch to greater success!

Tip 1 – Be Patient.  New supplier adoption is not always an easy or quick process.  In many larger organizations it may take multiple submissions before you are awarded work.  Keep your ear to the ground and listen for opportunities.  Try to focus on smaller projects or pilot programs first.  The best way to demonstrate your value is by demonstrating your value.  A company is more likely to award a modest project to a new supplier.  So look for accomplishable scale in the projects you seek.

Tip 2 – Pay attention to the client’s needs.  If you are asked to submit a proposal, understand everything that will have a material impact on your submission.  If you are responding to a Request for Proposal, make sure your read and understand everything that is being requested.  If you have questions…ask!  Don’t make the mistake that any aspect is unnecessary or unimportant.  Respond to every question or request.  If you are unable to respond, make sure you explain the reason why.  Do not leave blank spaces or answered questions.

Tip 3 – Do your research.  Understand the company reviewing your submission.  Study their website.  Understand their mission statement, company values, recognize their vocabulary, these things will help you to focus on the key drivers for your proposal.  It is also important to understand the industry and industry drivers for your future customer. By better understanding your new clients industry you are in a better position to offer them viable opportunities and alternatives.

Tip 4 – Know your value proposition.  What is your elevator speech?  How can you explain what differentiates you from a half-dozen of your competitors.  If you can’t communicate why you should be awarded the contract in a simple and coherent manner, why should they hire you?

Tip 5 – When filling out a request for proposal remember less is more.  Don’t fill your answers with marketing copy.  Address each question with a clear and comprehensive answer.  Answer the question and only the question.  Remember they are reading anywhere from 3-10 other submissions as well as yours.  Brevity will be appreciated!

Tip 6 – Feature your current client list.  It is important for a prospective client to know about your other clients.  This will help your to demonstrate your competence in performing the task or supply the goods or services requested. When presenting your clients, don’t list a firm you did business with five years ago.  Keep your list to firms you have serviced within the past 18 months.  Anything more than that will be perceived as padding.

Tip 7 – Proof your proposal.  If you want to look professional make sure you have read and reread every word of your proposal or your presentation deck.  I have seen proposals where the supplier simply did a search and replace of a proposal they submitted to another company and missed one of the other company’s name references. This does not make a good impression!

Tip 8 – Follow the process.  This is especially important if you are dealing with the procurement department.  Most requests will be very specific about deadlines and communication protocols.  Make sure you understand the process and stay within its boundaries.  Unless there are extenuating circumstances, don’t ask for extensions.  If you are directed to communicate to specific people, do not call anyone else from that organization.  Many times a supplier will meet people at a conference or a networking event.  During a formal process resist the temptation of contacting them.  It will get back to procurement!  Remember procurement can be one of your best advocates so it’s best not to antagonize them.

Tip 9 – Rehearse, rehearse, and rehearse!  When you are asked to come in and meet with the client’s team, know what you are expected to present.  Ask for an agenda.  Ask for the participant list with position titles.  Ask about time constraints.  Put together a small team of people from your organization to help with the presentation.  Know what each person will present and allow them to present it.  I have seen many presentations fail because the President or CEO of a company wouldn’t let anyone else speak.  Remember unless you are going to do all of the work yourself, let the participants get to know you and your team.

Tip 10 – Your diversity status is important but not the most important factor.  Share your diversity status briefly at the beginning or the end of your presentation.  While diversity is important to many companies, the people who are making decision are more interested in who can do the best work at the fairest price.  Sell your capabilities and talent, not your diversity status!

I hope these pointers are useful and that you have the opportunity to review your proposals and presentations through this prism.  I sincerely wish you the best in your quest for new business and pray that you do not make the mistakes I have seen countless other suppliers make in their submissions and presentations.  Good luck!

Tuesday, August 6, 2013

Steve Warren Celebrates 50 Years in Radio with "Victory Lap" Speaking Tour

Steve Warren, veteran Radio Personality, Program Director, Consultant, and Producer, has reached a radio milestone not many other broadcast professionals can claim.  50 years in Radio.  Steve is still going strong as Host/Producer of the weekly “Country Oldies Show” on the Envision Radio Network. He was one of the first Program Director and On-Air personalities at Sirius Satellite Radio developing all of Sirius’ Country music Channels. Recently, he’s been back at SiriusXM as a News Announcer for the Howard Stern Show, he is author of RADIO: The Book, the best-selling book on Radio programming (Focal Press), and finally, he is Executive Producer of Chinamerica Hit Radio, a 24 hour Internet stations featuring top Contemporary Chinese  Pop Music. There’s a lot more…

Full press release below.

July 29, 2013 New York

Veteran Radio Personality, Program Director, Consultant, and Producer, Steve Warren has reached a radio milestone not many other broadcast professionals can claim. 50 years in Radio. In the summer of 1963, Steve began his professional radio career with his first paid radio job at WKLO in Louisville, Kentucky.  He had recently graduated from New Albany (Indiana) High School, which boasts the nation's first High School FM station, WNAS and was a member of the radio staff  upon graduation.  Steve was born and grew up in New Albany, just across the Ohio River from Louisville.

Steve explained, "In those days, there were two hot Top 40 station in Louisville, WKLO and WAKY.  I was a WKLO guy and dreamed of working there while attending Junior and Senior High School.  I beat their door down for several weeks before they found a summer job for me".

Now, 50 years later, Steve is still going strong as Host/Producer of the weekly "Country Oldies Show" on 100 USA radio stations on the Envision Radio Network.  He was one of the first Program Director and On-Air personalities at Sirius Satellite Radio developing all of Sirius' Country music Channels.  In fact, Steve is also still on the air at SiriusXM as a News Announcer for the Howard Stern Show, and finally, he is Executive Producer of Chinamerica Radio, a 24 hour Internet stations featuring top Contemporary Chinese Pop Music.

Throughout his career, in addition to being a Program Director, he has always maintained a formidable On Air persona lity and presence at the stations where he worked.  For a complete time-line of Steve's remarkable career, visit www.stevewarren.info .

Now that he's hit the 50 years in Radio mark, Steve will be taking a "victory lap" around the industry. Scheduled public speaking engagements commence with addressing his 1963 New Albany High School class reunion in New Albany, August 2-3-4.  Steve is an engaging, informative and humorous speaker, having regularly been invited to speak to the National Association of Broadcasters, 16 different State Broadcasting Associations, Advertising agencies, 27 Universities, business groups and internationally in the U.K. Canada, Switzerland, Australia, China, and The Netherlands.  

He's not only a great speaker, he's an equally great interview with a unique historical perspective on the evolution of radio over the last 50 years, with anecdotes, and a vivid backstage view from inside the industry.

To schedule an interview or for information regarding Steve Warren addressing your organization, contact: 

Joseph Brow  I  Xavier Sacta   800-827-1722

Monday, August 5, 2013

NGLCCNY Bronze Member OFFSITE Offers Members 5% Discount

OFFSITE: A Private Meeting and Events Space
Designed and wired to inspire creativity and optimize productivity, OFFSITE was literally built from the ground up with the perfect gathering in mind. From the state-of-the-art A/V system to the comfortable yet versatile decor, this sprawling, 3-story enclave offers the ideal backdrop for your next board meeting, brainstorming session, focus group, product launch or social event.

Centrally located in the heart of midtown Manhattan, OFFSITE is a new, trendy space that is breaking out of the mold of "old-fashioned" event spaces. When you rent OFFSITE, our staff is here to help you every step of the way - and make your job easier! You also get access to our entire space - all three levels - so you can wander around and find your sweet spot. Maybe have breakfast on our lounge-like Main Floor, host the bulk of your meeting at our 30-person conference table on our Mezzanine and then break out in smaller discussion groups throughout. Our furniture and space is very flexible, so it is easily customizable to your exact needs. 

OFFSITE is all-inclusive for day meetings, as we do not charge you for every beverage you take or coffee you drink. Included standard with your rental is:
  • access to all three levels
  • adequate staffing (including registration/coatcheck)
  • all the A/V (two 60", one 70" and one 80" LED TVs; a 70" digital smart board; iMac desktops; wireless microphones; conference phone; WiFi; 6-zone audio system; seamless integration and connectivity throughout the entire space; etc.)
  • a fully-stocked beverage refrigerator (with waters, sodas and juices)
  • snacks (candies, chips and some fresh fruit)
  • coffee, tea, and Nespresso
  • select office supplies (pads, pens, whiteboard markers to use on our floor-to-ceiling whiteboard walls)
For more information, you can visit us online at www.OFFSITEnyc.com or call us at 212-366-1828; ask for Patrick Everett or Shaun Kessler.


10 Must-Dos to Communicate Effectively

By David Grossman, ABC, APR, Fellow PRSA

Savvy business leaders have seen firsthand the power of good communication with employees, and how it can drive business success from the inside out.

While good internal communication gets the message out, great internal communication helps employees connect the dots between the business strategy and their role. In other words, when it's good, it informs; when it's great, it engages employees and moves them to action. Quite simply, it helps people and organizations become even better.

Since you're communicating with or without intention, you might as well get good at it.

Here are 10 tips for effective leadership communication:

  1. Communicate with integrity:  Tell the truth always and without exception. Your credibility is at stake.
  2. Make time to communicate and make the most of that time:  Set up regular face-to-face communication opportunities.
  3. Remember the basics:  Who, what, where, when, why and how.
  4. Use stories:  The right anecdote can be worth a thousand theories and facts, and can reinforce the outcomes, behaviors and actions you want to see.
  5. Build trust and credibility:  Be visible and approachable; engage your employees openly, fully and early on. (Tip: The more change that's happening and the busier you are, the more you need to be communicating.)
  6. Hold a mirror to yourself:  As you prepare to share updates and/or tough news, consider how you would like to be communicated with if you were in the employees' shoes.
  7. Outline expectations clearly:  It's the fastest way to find out if employees are engaged and on the same page as you, and if they're not, it's a safe way to clarify expectations.
  8. Don't wait to communicate until you have all the answers:  By then it will be too late - if you wait, someone is going to speak on your behalf and fill the information vacuum whether the information is right or wrong.
  9. Provide context and relevance:  That allows employees to understand the meaning behind what's being said and understand what it means to them; have a message platform of core messages and actions.
  10. Be honest, human, empathetic and show you care:  It's OK to let employees know that it's hard to have to deliver tough news; do what you can to make them feel comforted, and let the staff that remain mourn the losses of co-workers.
Remember that today's employees may be tomorrow's prospects, clients, bosses or future job candidates.

These time-tested solutions will help you inspire, motivate and engage your employees and get the business results you want and deserve.

More and more, that makes internal communication one of the most valuable investments today's business leaders can make.

David Grossman, ABC, APR Fellow PRSA, helps leaders drive productivity and get the results they want through authentic and courageous leadership and communication.