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The MBA Accelerator

April 15, 2011

The MBA degree has become more and more commonplace, with thousands of students looking forward to graduation in a very short time this spring. Academic institutions concentrate on learning, delivering the academic fundamentals that create a foundation within the workplace.

For one Dallas-based institution, “higher learning” has turned into higher program rankings – and an improved student experience as well.
Professional Development Coaching

The New York Times reports that academic rigor has changed, particularly in the undergraduate environment. The “new rigor” ain’t all that rigorous, as seen here in “The Default Major – Skating through B-School” in the New York Times. Consider this quotation:

    • Business programs also attract more than their share of students who approach college in purely instrumental terms, as a plausible path to a job, not out of curiosity about, say, Ronald Coase’s theory of the firm. “Business education has come to be defined in the minds of students as a place for developing elite social networks and getting access to corporate recruiters,” says Rakesh Khurana, a professor at Harvard Business School who is a prominent critic of the field. It’s an attitude that Dr. Khurana first saw in M.B.A. programs but has migrated, he says, to the undergraduate level.

    One school that seems to “get it”, and understands that the MBA degree is more than just an instrument (or means to an end) is Dallas’ own Southern Methodist University. Founded in 1911, the school celebrates its 100th anniversary this year, as well as a longstanding tradition of academic excellence, particularly in the Edwin L. Cox School of Business. But what’s most impressive is the school’s commitment to expansive teaching, from the Dallas business community. Spearheaded by Dean Al Niemi, the Business Leadership Center is led by Paula Strasser, a twenty-year SMU veteran with close ties to the Dallas marketplace. Paula has assembled a team of 67 experts from the DFW area, to assist in the real-world learning of SMU MBA students.

    While other schools feature impressive boards, and invite CEOs to speak on a regular basis, SMU has taken an approach that adds significantly to the traditional path. While the university attracts nationally-recognized business leaders, local practicioners provide actionable and compelling insights into the day-to-day world of finance, communications, customer innovation, project management and more.

    “The Edwin L. Cox Business Leadership Center (BLC) develops strong leadership skills that are fundamental in the world of business”, according to the BLC brochure. I’m proud to be a part of this organization, and join an elite group of 67 business pro’s who care about SMU, the MBA degree, and the greater Dallas business community. For other schools that aspire to improve their rankings (and the student experience), they must consider the role of the greater business community within the academic environment. What distinguishes the SMU degree is that community connection, and the powerful and tangible networking experience that creates a truly unique learning experience.

    Approximately 92% of Cox graduate students actively participate in the BLC elective programs – meaning, MBA students invest their time with no grade or credit hours as a ‘reward’. The learning and exposure is, in itself, the value equation – and students report that the experience is impactful, and necessary. The students see the value, and make a real investment in their education – an education that is enhanced outside of the classroom. For many students who choose SMU, the BLC is a deciding factor in their choice, since the BLC is unique among graduate business schools and MBA programs.

    Congratulations to Paula Strasser and her team at SMU. And, to Dean Al Niemi, who continues to support this valuable program (now in its 20th year) – I am honored to be a part of this outstanding organization.
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    Chris Westfall is an award-winning instructor at the Business Leadership Center (BLC) at SMU. He regularly speaks on leadership issues in his MBA seminar, “Pick a Team and Win.” He was recently recognized by MBA students with the top teaching award from the Cox School of Business. An alumni of SMU, Chris graduated with a BFA degree from the Meadows School of the Arts. Additionally, he speaks and consults on career management issues, personal branding, management strategies and sales techniques. Other colleges include:

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Leadership in a Matrix Environment

March 30, 2011

As a professional speaker, the toughest crowd is the one filled with folks who talk for a living.

Salespeople understand how to tell stories; they understand that the customers’ story is where it all starts. Then, on to proposing and closing…and whoever tells the best story, wins. Delivering a product or service in a complex sales process is never the work of just one individual. Resources must be engaged, in order to respond to the RFP, or address particulars of technology, service level agreements (SLAs), etc. Many times these required resources have no direct reporting responsibility. In other words, the challenge facing sales executives is how to create leadership, without real authority. Creating a keynote on leadership can be challenging, especially for a bunch of sales pros. But, who wants the easy route, anyway?

Some believe that it is easy to inspire good behavior when you have the power and authority to influence bonuses, paychecks, and annual reviews. However, relying solely on a title, or the ability to hire and fire, is not about true leadership. Managing the day-to-day actions of a team of employees is a separate task from leadership in a matrix environment. Handling your reports is about direction; leading others without authority is about inspiration.

In a recent presentation to international sales executives at HP at HP Sales University, the topic of “acceleration” came up. In complex sales, there is no real way to accelerate the IT decisions or cap-ex (capital expenditure) investment that major corporations will make. However, it is possible to accelerate the role of the leader, fostering greater trust in a matrix environment.

Inspiring team members (even virtual team members) begins with recognition. Identifying and connecting with others means understanding a person’s unique contributions. Sure, it’s easy to see that the engineer or security specialist brings their own particular talents to the customer engagement; but what’s beyond the skill set? How can you recognize the unique contributions of the individuals on your team? More importantly, how can you demonstrate your ability to value (and leverage) those contributions?

Recognition really starts with “Why?” We all do our thing from 9-5, to collect our paychecks. But not all paychecks are created equally (even if the numbers are exactly the same). Consider: Why do you do what you do? Just to make money? OK, maybe so…but what does that money allow you to do? What are you able to do for yourself, your family, your church, your parents…because of what you do? Understand your “Why”, and then understand the “Why” of your team members. Get engaged in their story, and they will get engaged in yours.

Leadership is about influence.

It starts with recognition of others, as the first step towards trust. True leaders are able to be clear and transparent with their teams. By understanding the capabilities and the needs of the members of your team, you understand how to create an environment where individuals are not just recognized, but valued. Everyone, at every level, wants to make a contribution that is recognized, and valued. Prove that value to others, and you are telling the story that everyone wants to hear. Through trust and recognition, you earn the right to lead — not just in a matrix environment, but in any environment.

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The Ten Commandments of Email

February 22, 2011

Here are some brief guidelines on how to make sure you are using email appropriately (and effectively):

  1. Thou Shalt Not Reply All.
    Resist temptation and it will flee from you. Please enjoy the Bridgestone commercial, until the beverage cart arrives.
  2. Thou Shalt Keep it Clean. No porn, no pictures, no sharp language. Why? Look at this button, it says: “Forward”. Always use a subject line, appropriate greeting and a smart signature ~ no need for fourteen lines about your academic and professional accomplishments, if we work together every day. And, please: NO unprofessional content, language or pictures.
  3. Thou Shalt Not Rant. Freedom of speech is a right, but exercising that right means using it the right way. If you disagree with the recent policy announcement, going off in an email is probably not the best way to convey your displeasure. How will that get any meaningful results? Sure, you may feel better…until your boss comes in to discuss your attitude. Or, worse yet, an even stronger conversation about your employment! Seeking real change is about putting your emotions and passions into action, not into words …and then sending them to Jesus, Moses, and the 12 apostles. See commandment #1.
  4. Thou Shalt not SHOUT AT PEOPLE. Laziness, plain and simple. Surprising, but people still do it. Why?

    Email, after eTrade?

  5. Plan that time-sensitive info will FAIL, via email. Planning is not a good use of email. “Who can make the meeting on Thursday?” is an email topic that will create endless spin and rescheduling – assuming everyone sees the message before Thursday. What works best in email: Information, Instruction (or confirmation) and Documentation. Let people know that the meeting has been scheduled, and send out the meeting request. Verify key players via telephone or face-to-face. Email can’t do it all!
  6. Beware the “BCC” and use it wisely. When used with the “Reply All” button, you can get some surprises that no one wants and you didn’t intend. Caution!
  7. Do not covet the ability to cc: 3 or more people. It’s not always off limits, but it’s a yellow flag if you are cc:ing a multitude. Especially if you are cc:ing your boss’s boss, or otherwise going up the chain. Ranting or other violations, when combined with copying every singer in the choir, can be a real CLM (career-limiting move).
  8. Remember that email is never the first/last/only communication tool. Are you the gal who pontificates via email? Are you the dude who issues edicts, not emails? It’s easy to hide behind the keyboard and assume a different persona. Step out of the Matrix from time to time and don’t let email be your only connection to your team, your co-workers, or others.
  9. Thou shalt not choke your co-workers inbox with enormous attachments. Just put that file on the server, or use Dropbox or some other service. Be smart about large file transfer. ‘Nuff said.
  10. Send commands via email wisely. Because even if (or especially if) you’re the boss, how you ask for something is even more important than what you need.

Before you hit “send”, ask yourself if you are being lazy, or being effective, with email. Set an email policy, or open up a discussion within your department, so that others know where you stand. Email protocol is a bit of an unwritten law – there’s no ‘manual’. But, there are expectations. What are yours?

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Chris Westfall is a professional development coach for top-tier MBA programs, including Texas Christian University, and an award-winning instructor at Southern Methodist University’s Business Leadership Center. He was recently recognized as the grand prize winner of the ‘118’, the elevator pitch competition sponsored by celebrity CMO and author, Jeffrey Hayzlett. He works with companies and individuals on branding, leadership and sales strategies.

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Practice to Win, or You Never Will

February 9, 2011

Your biggest competition in business is “don’t know”.

If the customer doesn’t know what your product or service can do, they’ll never buy. And, if your competition is telling your story for you, then the customer will never know how you can make a difference. (And, by the way, it’s “the” customer, not “your” customer, because of what they don’t know).  The same concept applies to the management of sales teams, where “don’t know” can mean the difference between a lost sale and a major victory. The way to defeat “don’t know” from a management perspective is to create an environment for sales practice.

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Professional sports teams and performers practice much more than they actually play – but in business, it’s just the opposite. How do you get better at sales, if you never practice?

If you are really in the advanced class for weekly sales meetings, then you have the skills to explain exactly what to watch out for, and what to do in particular situations. Ask for volunteers to answer the tough questions! In a “What would you do if…” situation, you play the customer, or the client. Call somebody up to the front of the room and let them shadowbox a little on the competition, or pricing, or other key objections. Let the best come forward and show their stuff. It takes guts, but if you do this right you will teach volumes to your team!

Look, I know that sales management isn’t acting class, but if you want a great performance from your people you better show ’em how it’s done. Practice makes perfect, but you can’t expect perfection if you don’t demonstrate it first.

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Dealing with “No, I’m Not Interested”

February 7, 2011

Often our perceptions are what keep us from hearing “YES” from the customer.

Instead of selling to people, consider that it is your job to teach them how to buy. (Of course, the way to buy is “profitably for your business”. I think it’s important to advocate for the customer, but not at the expense of the company that signs your paycheck). What information, if known by your customer, would change indifference to action?

“No, not interested” is the stepchild of “I don’t know” and “I don’t care”.

What do you need to teach the customer, to change their perspective? How can you teach a customer what they need to know, so that you can overcome your biggest competition (that would be “Don’t Know” and “Don’t Care”). Fight disinterest with knowledge, and teach your customer how to buy what they need. Teaching customers how to buy is the service that changes the game.

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Building Blocks of Business: Getting Started

January 19, 2011

When starting an entrepreneurial venture, there are four key pillars that must exist, in order for you to create and sustain your business.

Concept: Why are you in business? What product or service do you offer, and how is it unique, desirable and/or better than what’s currently in the marketplace? What results or outcomes does your business offer, and how can you demonstrate the value of your solution?

Communication: Leveraging the value of your solution means that you have to tell the marketplace about your product or service. What is your message, from a marketing perspective (product, price, promotion and place/distribution)?

Clients: Who are your target customers? How will you communicate with them, and how will you engage those customers to buy (distribution methods)?

Cash Flow: While “cash is king”, you must first have a compelling offer, priced correctly, and presented to the right audience. What investments will you make to acquire customers? How much do you expect to spend, to attain your first customer? Are your prices both competitive, and profitable? What is your path to break even, and how will you tend to your “burn rate”, before that first customer puts their money down? Then, what will you do to maintain and expand your results, creating relationships with other customers?

Starting a business is a complex endeavor, and each business has its own unique challenges. Creating a communication plan, based on an innovative concept, is the key to creating successful relationships – and positive cash flow.

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Your Career Potential

December 3, 2010

For more information on reaching your potential, consider one of the upcoming seminars in Dallas – featuring career management strategies with Chris Westfall.

December 6 – Career Strategies with Chris Westfall, Westfall and Associates LLC

December 17 – Interview techniques with Chris Westfall, Westfall and Associates, LLC

For more information: Contact Chris Westfall at Westfall and Associates, LLC http://westfallonline.com

214.205.4662

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The Interview Question

November 16, 2010

What’s the one question that most job seekers forget to ask, in the interview? Professional development coach Chris Westfall provides insight that can help you to know exactly how you compare to your competition, and what you need to discuss in the interview to move your career forward.

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Got Education?

October 12, 2010

Teams from IdeaWeek descended on multiple locations within the city of Dallas asked people in the street for their best ideas.  What’s on everyone’s mind these days in Dallas? Click play to find out more…

 


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Ideas Wanted: What’s Yours?

October 11, 2010

The average adult has as many as 50,000 thoughts per day – these are unique ideas, that range from “what do I want for dinner?” to “what’s my carbon footprint?”  (FYI: Studies show that your footprint increases, if you eat fried food and cupcakes for dinner).  With 1.3 million people in Dallas, the entire city is generating over 65 Billion thoughts per day, on average.  What if we could harness that cloud of concepts, decisions, and imagination, for business innovation, or social change?

That’s the big idea behind Idea Week, a series of sponsored events leading up to TEDx SMU.  (websites to follow at the end of the post…).  On Monday, October 11, a series of six locations will conduct sessions in “Speed Ideating” – a structured brainstorming, featuring “man-in-the -street” interviews, videos, and more.  (Should that read, “person-in-the-street”? Hopefully you follow my meaning..)

 

SMU logo

TEDx Happens Here

 

Speed Ideating is a method for generating new ideas on a product, issue or situation.  Think of it as structured brainstorming, with each idea building on the last.  It’s all guided by a moderator, whose job is to get you thinking, talking, and ideating.  The five topics to be addressed on Monday are:

1. Mainstreaming eco-transportation

2. Improving public education in North Texas

3. Changing the automobile

4. Preventing bullying in schools

5. Reducing waste

Do you have a few ideas?  Come on out and share your thoughts, with the team at Idea Week.  Can’t make it out? Send your thoughts to ideaweek@gmail.com.  If you can, come out and meet some of the local business celebrities onsite, at the various sites.  Here are the locations for the sessions, starting at noon today:

 

Jeremy Gregg

 

1.  Meet Jeremy Gregg – Executive Director of Executives in Action

  • Preston Center – NW Hwy and Preston Road, near Sprinkles and Taco Diner

2.  Fair Park DART Station, Perry and Exposition (Entrance to Texas State Fair)

3. Meet Gabriella Draney, Founder of Tech Wildcatters, in Deep Ellum (2615 Commerce Street)

4.  Downtown Dallas, corner of Ross and St. Paul

5.  Thanksgiving Square – Back Beat Cafe, 300 N. Akard

 

Lori Darley

 

6.  Meet Lori Darley, top executive coach

Bishop Arts – in front of Hattie’s, in the Bishop Arts center in Oak Cliff

Why not come on out, and share some thoughts – or, send an email to the address below with your ideas.  It only takes a moment to offer something that could make a difference.  And, look at it this way: even if you share 3 new ideas, you still have 49,997 left for the rest of the day.

One person – one idea- can make a difference.  What’s yours?

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Resources:

  • Twitter: @IdeaWeek