Cross Cultural Solutions for International Business

Globalisation, the expansion of intercontinental trade, technological advances and the increase in the number of companies dealing on the international stage have brought about a dramatic change in the frequency, context and means by which people from different cultural backgrounds interact.

Cross cultural solutions to international business demands are increasingly being viewed as a valid and necessary method in enhancing communication and interaction in and between companies, between companies and customers and between colleagues.

Cross cultural consultancies are involved in aiding companies to find solutions to the challenges cross cultural differences carry.

International and national businesses are ultimately the result of people. As with incompatible software, if people are running on different cultural coding, problems can occur. Cross cultural consultancies therefore concentrate their efforts on interpersonal communication.

Different cultures and cultural backgrounds between a highly diverse staff base brings with it obstacles, challenges and difficulties. Cross cultural differences manifest in general areas such as in behaviour, etiquette, norms, values, expressions, group mechanics and non-verbal communication. These cross cultural differences then follow on through to high level areas such as management styles, corporate culture, marketing, HR and PR.

In order to overcome potential pitfalls, specialist attention is required in the form of a cross cultural consultant. As one would approach a doctor for a medical diagnosis or an accountant to examine finances, cross cultural consultants offer the expertise, experience and know-how to diagnose problems and provide solutions to interpersonal cultural differences.

Within companies there are many facets in which cultural differences manifest. Some key areas which cross cultural consultants deal with include, but are not exclusive to, the following:

Cross Cultural HR: HR covers a wide range of business critical areas that need cross cultural analysis. Consultants may offer advice on a number of areas including recruitment, relocation, international assignments, staff retention and training programmes.

Cross Cultural Team-Building: in order to have a well functioning business unit within a company, communication is critical. Cross cultural consultants will provide tools and methods to promote staff integration, reduce cross cultural conflicts and build team spirit. This is essentially done through highlighting differences and building on strengths to ensure they are used positively.

Cross Cultural Synergy: international mergers, acquisitions and joint-ventures require people from different cultural backgrounds to harmonise in order to succeed. Cross cultural consultants counsel on group mechanics, communication styles, norms, values and integration processes.

Cross Cultural Awareness Training: working with colleagues, customers or clients from different cultural backgrounds, with different religions, values and etiquettes can occasionally lead to problems. Cross cultural awareness training is usually a generic introduction into a culture, country, region or religion. The aim is to equip the trainee with the adequate knowledge to deal comfortably with people from different cultures, avoiding misunderstandings and mistakes.

Cross Cultural Training for Expatriate Relocation: staff that travel overseas need to understand the cultural basics of the host country or region. Knowledge of the country’s history, culture, laws, traditions, business practices and social etiquettes all help to minimise the impact of culture shock and hence smooth their transition overseas.

Cross Cultural Negotiations: equipped with their knowledge of the two or more cultures that can be meeting around the negotiation table, a cross cultural consultant advises on areas such as negotiation strategies, styles, planning, closure and etiquette in order to increase the chance of a successful outcome, free from misunderstandings, suspicions and general cross cultural communication breakdown.

Cross Cultural PR Consultancy: brand image, public relations and advertising are all areas companies must be careful of when moving out of the national context. Tastes and values change dramatically from continent to continent. It is crucial to understand whether the brand name, image or advertising campaign is culturally applicable in the target country. Cross cultural consultants examine words, images, pictures, colours and symbols to ensure they fit well with the target culture.

Cross Cultural Language Training: Language training is an area where little investment is made by companies, but where the business advantages are great. Linguistic knowledge goes a long way in bridging cultural gaps and smoothing lines of communication. Cross cultural consultancies provide language training to business staff, moulding their learning to the business environment in which they work.

In conclusion, clearly the role and expertise of cross cultural communication consultants is important for today’s international business. The potential pitfalls cross cultural differences present to companies are extensive. In essence a cross cultural consultant’s primary objective is integration. This integration, between colleagues, clients and customers is crucial for business success. Equipped with experience, knowledge and above all objectivity, a cross cultural consultant creates bridges of understanding and opens lines of communication.

For more information on cross cultural communication please visit http://www.kwintessential.co.uk

Neil Payne is Director of cross cultural communications consultancy Kwintessential.

Goodwill is an Intangible Asset

'Goodwill' is regarded as an intangible asset in a business. Goodwill carries a value over and above the tangible assets of a business, and representing all benefits derived from the distinctive location, trade and brand names, credit rating, reputation, cusotmers and patronage of the business. When a business is sold, a charge is usually applied for the goodwill as one of the assets.

Goodwill develops by virtue of quality of products or service found beneficial by the customers, clients, users, vendors etc. and the manner and style in which the products or services are presented. Good advertising helps in accelerating pace of development of goodwill and prestige. Usually advertising and other image building techniques take goodwill and sales to new heights of fame, renown and prestige. Sponsoring sports and social events, donations to charity etc help in enhancing prestige and fame.

A brand name can help add to the goodwill of the business besides acquiring its own goodwill value. Truly great brands are far more than just labels for products or trademarks; they are symbols that encapsulate the desires and liking of consumers as well their trust and confidence. In most cases products acquire fame under their brand name rather the name of their manufacturer as we see in case of cold drinks and soaps etc.

On other hand there are many companies, which are famous, and their name helps in generating confidence and trust in their different products. The products of Pharmaceutical and Electric Companies and different brand names for their products may not be as famous as the company itself. It is the prestige and goodwill of the company that helps in improving competitive position of the product in the market.

Trademark as a name, symbol, or other device identifying a product, officially registered and legally restricted to the use of the owner or manufacturer becomes an intangible asset and part of good will that can be sold separately or its use allowed to different manufacturers in different areas. Most franchise businesses owe their success to the fame and prestige attached to their brand names. Most chains of hotels and restaurants have been able to expand their franchise business world wide merely on the strength of goodwill attached to their brand names. Investors find it safe to rely on the prestige of the trade name rather than developing their own trade mark. Though they benefit from the guidance of well experienced experts and the prestige attached to the trade name, they have to pay royalty to the owners of the trade name.

Considerable efforts, ingenuity and investment are entailed in popularizing trademarks and brand names and building prestige for the organization. Content of the human intellect are deemed to be unique and original and to have marketplace value—and thus to warrant protection under the law. Intellectual property includes but is not limited to ideas; inventions; literary and art works; medicines, chemical, business, or computer processes; and company or product names and logos. Intellectual property protections fall into four categories: copyright (for literary works, art, and music), trademarks (for company and product names and logos), patents (for inventions and processes), and trade secrets (for recipes, code, and processes). Laws in many developing countries need to be reviewed and improved as concern over piracy of software, movies, music etc is being continuously expressed by the producers of movies and developers of software.

Relentless and persistence efforts are always required to maintain and enhance goodwill. Quality of products or service is of prime importance but many other factors are also important. Here is a partial list of the factors that can help in improving or damaging the goodwill.

1. Best possible quality for Sales presentation and distribution channels must be ensured. The quality of advertising, wrappers, packing and warranties is also vital. Location of offices and furnishings of high standard and good taste are always helpful.

2. Customer care and after sales service. Great damage comes from inattention and rude behavior of staff. Good service leads to multiple sales. If you take good care of your customers, they will open doors you could never open by yourself. Always strive to provide service above and beyond what the ordinary organization would give. It will help you build long-term relationships, trust, and referral business.

3. A comprehensive advertising and goodwill maintenance program must be kept under constant review. Advertising in papers and magazines, television, radio and Internet must be planned with great care based on assumption or surveys of your penetration in markets of different segment of population. Selection of site for hoardings, posters etc. must also be made in consultation with the experts.

4. Innovation and Research: By encouraging feedback from clients and sales outlets you can make improvement in designs and contents of new models or launch new and improved products. You must also keep a watch on fads and trends in those segments of population where your products are used.

5. Provision for participation in trade shows and in charity program and sponsoring sports and cultural events must be made in your budget.

End of article - Words 843 ------------------

Shah N. Khan is editor of Weekly Fraternity Briefs http://www.yahoogroups.com/group/fraternity2 He also works as a marketing and management consultant for outsourcing different jobs via Internet in South Asia to achieve economy in labor costs or to help business organizations in publishing and editing ezines for customers and prospects. Email shah1936@yahoo.com http://www.geocities.com/pinclub

3 Steps You Can Use Developing Leaders In Your Industry

With the economy bordering on a recession, every company is looking for ways to increase revenues while decreasing costs. Some companies believe one of the easiest ways to do this is to cut their employee training budget. However, businesses interested in long-term viability recognize that to be successful they must continually develop their people, especially their leaders.

According to recent research by the American Society of Training and Development companies with regular employee training consistently outperform companies who do not train their people. In a recent survey we conducted of HR Directors at small, Chicago-based, start-up companies leadership development was reported as their number one professional challenge.

There are many books, seminars and prepackaged programs that claim to help you do this more effectively and efficiently. Most have varying success because they are not customized to meet your company's specific needs. Canned approaches have little lasting effect.

Leadership development is not about reading a book or attending a seminar. Sustained leadership development is a process. It must be tailored to meet your company's specific needs and goals to be successful. Our research indicates there are some common criteria among successful leadership development programs. The best ones promote leadership in three phases:

Plan for Leadership Development.

The first part of planning a leadership program is to examine what you currently have in place.

In order to gauge your efforts, answer the following five questions: Does your company have a comprehensive plan for developing people?

• What are the benefits you would receive from having an effective leadership development program?

• What are the estimated costs in turnover, lower productivity, and lower morale to not having one now?

• What would a successful leadership development program look like for your company?

• How much time, energy, and money are you willing to invest to develop one?

The next planning step is to begin identifying characteristics of people who are already successful leaders in your company. Every company has a unique corporate structure and culture that rewards particular characteristics. The key to building a successful program begins with looking at successful people.

Think about the people who are or have been most successful at your company and ask:

• What kind of training experiences have they had?

• What kind of educational background do your most successful people have?

• How many years of experience in your line of work do they have?

• How do they fit in with your corporate culture?

• How would you describe their personality style?

What best motivates them?

Practice Leadership Development. Once you have formed an outline of how you want to develop your leaders and what "success" looks like, you must start implementing the program. Start small, with one or two people. This will allow you to work out the bugs inconspicuously. There are different ways to begin the program, but nearly all successful ones have at least two clear parts: specific leadership training and coaching/mentoring.

The training can include elements of:

• Effective business communication

• Conflict resolution skills

• Team building

• Relating to different personality styles

• Time management

• Delegation skills

• Goal setting

• Critical coaching skills

• Other areas specific to your business

The second part is coaching or mentoring. All of the top professional and Olympic athletes recognize the importance of a personal coach to help them reach peak performance. A mentor or coach can provide your leaders with the one-on-one attention needed to help take them to the next level quickly.

Most organizations use some form of sales to drive their product or services. In many of these businesses the sales team leader is the one who does the coaching or mentoring. The majority of these sales leaders are in a position of leadership because they were good at selling. Unfortunately, there is not a direct correlation between being a good salesman and being a good coach or leader. Many leaders have some natural tendencies: they train others how they were trained, they try to motivate other according to how they are motivated, and they tend to miss-focus their energies.

Even the best intentioned sales leaders often display a subtle tendency to focus on two groups of people: the employees who are top performers and those who are under performing. The average performers are usually left to fend for themselves. If sales leaders are aware of this natural tendency, they can usually self-correct it. With some additional coaching, it is easier to help the average performer become a top performer than it is to transform the under performer. When you have developed a comprehensive training program you can strategize about where your investment of time will result in the best ROI.

An effective mentor or coach can help decrease learning curves. Many businesses have a learning curve in which people at the front of the curve significantly under perform the people at the top of the curve. For example, if you realize that it takes a new sales associate 12 to 18 months to start really performing, how much would it be worth to your company to dedicate a leader to spending one-on-one time coaching with new sales associates if that coaching could decrease their time to optimal performance from 12-18 months to 6-8 months?

Promote Leadership Development.

Once you have refined your program by working with a couple of leaders it's time to start promoting the program.

• Start by making it known during the interview process with potential employees. Many small company's use their leadership development program to draw in high-potential applicants that otherwise would go to larger organizations.

• Sell your leadership training program to applicants by telling them (and showing them) how invested you are in helping them develop as a leader. The kind of people who do well in small to medium-sized businesses are keenly aware of the importance of self-development. These people will be impressed that you want to make an investment in them.

• Start highlighting successful characteristics to your current employees and draw attention to the employees that are doing well. Be careful to point out that your goal is for every employee to be their best.

• Work hard not to create an atmosphere of cut-throat competition where one person can win only when another loses. Show every employee how they can succeed.

• Use your leaders to coach others and consider bringing in an outside coach to help your leaders coach their employees more effectively.

Summary Leadership training is absolutely critical to the success of business, especially small to medium sized companies. One of the mantras of the 1990's human potential movement was "people are our most valuable asset." There was a lot of verbal acknowledgement of this truth, but not a lot of companies acted on it. Smart companies are beginning to recognize that leadership development and people training is a process, not an event and this process has bottom line results.

For companies looking to increase their revenues and cut their costs, leadership development is a must. Over the long run companies who develop their leaders and train their people significantly outperform companies who do not.

Stephen Fairley, M.A., RCC is the President of Today's Leadership Coaching, a premier executive coaching and training firm, and a Registered Corporate Coach (RCC). Today's Leadership Coaching focuses on “Developing Leaders Who Deliver Results.” You can contact him at 630-588-0500 or at Stephen@TodaysLeadership.com

© 2001 by Stephen Fairley. All rights reserved. Please contact author for reprints

Popular Business Misconceptions Cost You Money!

Faulty information costs you money! Which of these popular business misconceptions do you believe?

Popular Misconception #1: "We Only Need Our Books Done Once A Year For Tax Purposes." Are Your Accounting Records Adequate To Run Your Business?

Although it is important to keep records for tax purposes, it is not the only reason (or even the primary reason) good accounting records should be kept. Another frequent reason clients request financial statement preparation is to obtain bank financing. Although important, this also is not the primary purpose of keeping good records for your business.

Good recordkeeping will enable you to extract meaningful financial information for your business that will help you to manage it properly. If you can`t access this information, you will not be able to manage your business properly. Bad management leads to business failure.

Yes, the primary reason good accounting records should be kept is to produce periodic (at least on a monthly basis) financial statements for management information purposes. Only with this current financial information can you properly manage your business. This information can alert you to declining sales, excessive expenses, tax opportunities, cashflow problems, and many other vital concerns for your business.

To be of value, this accounting system should be set up with meaningful account categories and departments. It may be cost-effective to have an outside accounting service do the monthly bookkeeping. However, with accounting software that is readily available, you don`t have to be an expert bookkeeper to do your own books and extract meaningful financial information.

If you do your monthly statements yourself, it would still be prudent to have your accountant or business advisor help you set up your system and, as well review such information with you to discuss problems and opportunities.

Popular Misconception #2: "Writing My Hobby Off As A Business Loss Saves Me A Lot Of Income Tax!" Is Your Hobby A Tax Write-Off?

If your business has no reasonable expectation of profit, if it is a hobby and not really a business, you will ultimately fail in your tax objective. Since your losses are being incurred for a hobby and not a true profit generating business, the tax authorities will take the position that you aren`t entitled to any deductions. This is a double blow. First, you`re losing money. Second, you`re denied tax deductions.

It is true, however, that if you enjoy what you`re doing, you`ll do better at it. You`ll be willing to work longer hours and you`ll be willing to put up with more hardships in order to make your business a success.

Rather than attempting to have the tax system subsidize your hobby, why not turn that favorite pasttime into a real, profit generating business? This is a doubly rewarding. First, you make money at something you love doing. Secondly, the tax authorities legally have to allow your reasonable expenses to earn your now substantial business income.

Prove that you`re running a business by running a business. Prepare and follow a proper business plan. Keep good accounting records with at least monthly financial statements to give you the information you need to manage your business. Above all, make money from what you do.

Popular Misconception #3: "I Don`t Make Enough Money to Incorporate!" Will Incorporating Really Benefit You?

Some persons resist the idea of incorporating themselves because the tax savings may not justify the added costs of incorporation, annual minutes, and extra tax returns. However, incorporation gives advantages that go far beyond tax savings.

Insurance may give you some protection against loss. However, you may suffer business losses and lawsuits that may not be covered. For extra protection, consider incorporating yourself. The limited liability of your own corporation alone may justify the additional cost and complexity.

Corporations may also be used for income-splitting with your family, as well as estate planning and retirement planning objectives. Additionally, corporations lend some credibility to smaller businesses and may enhance your image and prestige in the eyes of clients or suppliers.

Lower corporate tax rates will generally apply on small business income. Even in loss years, wages can be paid by the corporation to you so that you may utilize personal tax credits available. If unincorporated, these credits might be lost forever. The now larger corporate losses can be carried forward to future (hopefully more profitable) years.

A full analysis of the advantages and disadvantages of incorporation is beyond the scope of this report. However, being incorporated may give you more flexibility and advantages than you originally anticipated. Certainly, it is not prudent to reject it as an option simply because it is more complicated and costly. In fact, it may be one of the best investments you ever made.

Popular Misconception #4: "I really need an office out. Being home-based makes me look amateur!" Is A Home Office REALLY Professional?

Many times small business persons make the mistake of generating unnecessary overhead in order to impress clients and prospects. Often this attitude leads to escalating debt and business failure. One such example is getting an impressive, but expensive, commercial office space.

Customers aren`t stupid. They can see when such outside space is necessary or advantageous for them. They can also see when it is a waste of money and designed to fuel your ego. What matters most to clients is whether they are getting cost-effective results or not. If your product or service delivers such excellent value, your customers will be impressed and come back. In contrast, if one allows his ego to get in the way of satisfying the customers` needs, they will go elsewhere.

With the move to telecommuting, downsizing, networked communications, and home-based businesses, operating from your home office is actually smart and trendy. Can you think of a more appropriate location for a consulting firm specializing in home-based businesses? They of all businesses should set the example in cutting unnecessary expenses and operating efficiently.

This is not to say that there aren`t any disadvantages to being home-based. One certainly must be well organized, disciplined, and willing to follow good time management principles. This alone could mark you as more professional than other businesses, home-based or not.

Expensive office space is not the answer to reflecting a professional image. If you are truly concerned about your image, offer quality service. Make sure that all your corporate communications (telephone, websites, printed materials, et cetera) reflect the professional nature of your business.

Popular Misconception #5: "Since we`re not seeking financing, we don`t need a business plan." Do You REALLY Need a Business Plan?

To obtain financing, many persons will prepare a business plan. Although entrepreneurs will go to great lengths to get their loan or capital, these same business persons will not bother to plan ahead very far or analyse their business. Even if you required no additional money, preparing a business plan can help you to succeed in your business.

Running a business without a plan is like going on a trip without a map,sufficient gas, money, or even a destination. Just as you wouldn`t go on a vacation without some planning, no business can be successful without it. Putting that plan in writing helps you to think out a strategy for successfully operating and growing your business.

Where is your business today? Where will it be tomorrow? What is your mission statement? What product lines are profitable? Which ones aren`t? What business do you think you are in? What business do your clients think you are in? Should you be in a different business? Is your product or service less attractive to your clients? How are competition, global commerce, technological and social changes affecting your company? What is your competitive strength? What are your weaknesses? Who are your biggest competitors? What are their weaknesses and strengths? What is your marketing strategy?

What are your projected income and expenses and cashflow for the next year? How about the next five years? Do you have a capital budget? What determines whether you buy an asset or not? Do you have an exit strategy? How will you manage growth? Do you have a financial plan? Do you have an operations plan? What definite sales and net profit targets have you set for this year and the next five years? What factors could interfere with the attaining of these goals? What contingency plans have you made to deal with such problems?

The purpose of these questions is to get you thinking and planning. If you fail to plan, you plan to fail. Although your accountant or business advisor can help you prepare your business plan, only you can set the appropriate goals and follow through on them. Yes, you definitely need a business plan, not just for obtaining capital, but as a roadmap for your business.

Popular Misconception #6: "I like bartering with clients because it saves paperwork and taxes." Are You Reporting Barter Transactions?

Bartering is an excellent way of doing business. However, contrary to popular belief, some barter transactions are taxable, both for income and sales tax purposes.

Legally, you must maintain adequate financial records for your business. Barter transactions made by your business must be reported to the appropriate taxation authorities and taxes paid. However, transactions between friends not engaging in business with each other may not be taxable.

If you are an auto mechanic and I am an accountant and I swap accounting services for your car repair services, the transaction in this case is most likely taxable, even if we are friends. However, your accounting fees should be deductible as a business expense and so should the business portion of my car expenses. Note also that sales and similar taxes may apply on this transaction.

On the other hand, if I trade accounting services for a vacation for my family, I should really declare the value of such services as income. The firm supplying the vacation would be able to deduct that value as accounting fees. Any sales or similar taxes would have to be paid on such transaction.

Many persons don`t record such transactions. For some, it may be a matter of wanting to believe that you don`t need to be bothered with the extra paperwork or taxes. Remember, though, that ignorance of the law is no excuse. Legally, you must keep proper records and pay all taxes due.

Popular Misconception #7: "All My Workers Are Self-Employed, So I Don`t Need To Bother With Payroll Or Workers` Compensation." Do You Need To Pay Payroll Taxes?

To save on payroll taxes and workers` compensation premiums, many employers arrange their affairs in such a way that those working for them are self-employed, independent contractors. This is good tax planning.

On the other hand, some employers take the position that all those working for them are self-employed, whether they are or not. Although it is tempting to eliminate payroll taxes and workers` compensation premiums, care should be taken to do so legally.

Whether those working for you are employed or self-employed is a question of fact (which can be determined by the Courts). Do you supply the tools and vehicles? Do you determine the working hours? Do you have the right to control how the job will be done? Do you pay a flat-rate or by-the-hour or a salary? Does your worker have other clients?

By asking several such questions, a pattern will emerge as to whether your worker is employed or self-employed. If it turns out that your worker fits all the criteria of an employee, don`t say he`s self-employed. On audit, you would still be responsible for the payroll taxes (and penalties and interest as well).

Even if your workers are considered independent contractors by the Income Tax Department, it is still possible that they will be considered to be "workers" for purposes of Workers` Compensation legislation. Thus, it is the responsibility of the employer to determine whether such coverage is necessary or not. Failure to obtain proper coverage could subject you to substantial (and unnecessary) costs.

In review, calling someone self-employed, doesn`t necessarily make them self-employed. If you have a dog, call it a dog. Your position that your dog is really a cat will not be successful. Likewise, make sure that your position regarding your workers is legally correct.

Popular Misconception #8: "My Accountant Charges Too Much. I Can`t Afford It Anymore." Is Your Accountant Worth His Fee?

Many business persons view bookkeeping, accounting, and tax preparation as necessary evils. In their view, accounting fees are an expense to be reduced, deferred or even completely eliminated.

A good accountant, however, can give you benefits far in excess of the fees charged. Well-designed accounting systems will enable you to extract meaningful financial information for your business that will help you to manage it properly, avoid business failure, and alert you to declining sales, excessive expenses, tax opportunities, cashflow problems, and many other vital concerns for your business.

Your accountant can save you lots of money with the advice you receive on tax and other business matters. As well, a competent accountant can be a valuable resource in discussing business problems and opportunities with you.

Popular Misconception #9: "Nobody Makes Money On The Internet." Can You REALLY Profit From The Internet?

Many people feel that the Internet is all hype. Many others feel that it is overrated. Still others are of the opinion that it may be good for some types of business, but not theirs.

Typical comments heard include: "I`ve lost money on the Internet...Major corporations have lost millions...Do you personally know anyone who has made money from the Internet?"

However, if you check out the list of recent billionaires, a high proportion of these are Internet-related, and many of them under forty years of age. As well as the very rich, you can find many cases of more modest financial prosperity resulting from Internet commerce.

It is true that many are losing money on the Internet. It is also true that many don`t know what they`re doing. However, with the proper assistance, you, too, could profit from the net.

J. Stephen Pope, President of Pope Consulting Inc., http://www.popeconsultinginc.com/ has been helping clients to earn maximum business profits for over twenty-five years.

For valuable Work at Home Small Business Ideas, visit http://www.yenommarketinginc.com/

"Leaders" Versus "Cheerleaders"

Everyone wants to describe themselves as a leader. Everyday, new books on leadership come out on the market. Leaders are seen everywhere – business, society, and, of course, politics. Yet, in our culture where greatness is often measured by noise rather than accomplishment, I thought it would be helpful to define the factors that differentiate the true leader from the notorious “cheerleader.”

* Cheerleaders are thermometers, while true leaders are thermostats. Where thermometers measure the weather, thermostats change it. This is the perfect analogy in my opinion. While thermometers stick their fingers in the wind to see what direction the wind (or crowd) is going, the true leader determines his or her course and follows it. They do that which they believe is best for everyone involved. Often true leaders have to change opinion before they can be recognized as a leader. They are willing to do this in order to make a true difference.

* Cheerleaders are often victims, while true leaders are always owners. Cheerleaders will often blame anyone or thing other than themselves if something goes wrong under their leadership. With true leaders, in the words of Harry Truman, “the buck stops here.” True leaders want responsibility for the decisions they make, apologize for their mistakes, and will look to share honor with others when things go well.

* Cheerleaders focus on themselves, while leaders focus on the cause. There is nothing more dangerous than getting between a cheerleader and a microphone, TV camera, or photo op. Such people are interested in themselves and very little else. True leaders are concerned about the cause or the project. "Who" gets the credit is not nearly as important as the project getting done! This is one of the biggest differences between cheerleaders and true leaders.

So how does one become a true leader? You become goal oriented, know what you are going to do before you set out to do it. You become a person of principal, so you are not tossed flippantly from project to project. You build those around as much you do yourself, creating a strong and integrated network of people working on the same cause and all on the same page. These are the steps one takes to become a true leader and to avoid the temptation of being a mere wannabe.


Executive ESP: A Pathway to Success!

We all have psychic abilities that we use daily, although most of us don't even realize that. The full study of this issue would take many books, and years of experience to grasp all the factors. Since we can't do that here, we can still focus on applying these skills to making informed business decisions. Those of us making constant business choices, effecting staff, ethics , health, and the botton line ,need all the data we can get our hands on. So these tidbits are designed to help you use your natural abitities, and to improve your business situation!

First of all, there are many, many management styles. It is in your best interest to honestly evaluate your personality and your personal approach to making choices and running your business. This gives you a baseline to start from when adding ESP into your operating formula.The ancient Greeks said " Know Thyself".

Some of us are very mental in perspective, some emotional, and others more physical. These basic personality factors often don't change much during our lifetime. We tend to keep processing life from the same angle. When we pick up psychic data from outside this base personality, we tend to ignore it. It's not comming from our comfort zone.

In the business world, what we ignore can create lost potentials or major problems. What we tune out doesn't really go away, it just stays out of our awareness. So our business is effected but we never get to know it, it stays in our blind spots.

When working in a group situation this blindness is compensated by others around us, often with different main personality types. They can pick up what we miss. This works fairly well, but......

Frankly, at the executive level you often must make choices by yourself. This leaves you open to your limitations. Sure you can get data, but still the final choice is usually yours. Remember that both your strong and weak functions tend to stay that way for life. So you will tend to always focus on some things while ignoring others.

Opening your natural ESP abilities can present a personal challange. As you pick up data from your comfort zone, well...no problem. But when you get psychic information from your weaker traits, again you will want to tune it out......you will tend to feel it as a stress.

So, if you want to include data from a broad range of psychic information..even beyond your comfort zone, there are many techniques you can use......

Realize that stress can be a sign that you are aware of something that you would rather ignore.Then use stress busters to help you handle that. Try to meditate each day, in a quiet place... and see what happens. If stress kicks up try to breathe through it, so you can stay focused on what you are processing.

It takes great courage to trust your whole self, and all your awareness. Don't push yourself beyond your limits, but try to broaden your scope, little by little.

The real test is to see if you are willing to apply your ESP gained data into your daily business planning.

Jerry publishes an online magazine dealing with shamanism and holism as they apply to life and business. http://www.jeremiahhuck.workzsites.com

The Business Shaman: Exploring the Mystery of Success!

Note: This article was written for a internet business site. It is a promo for my work with the business world. I published it here for anyone who is interested in a shamanic perspective on creating success, in both business and life. If you read between the lines, it will offer you some help when dealing with any challange.

The sound of the drum is strong and steady. It's cold and damp in the large cave, except near the central fire. There are 40 naked, hairy, human-like creatures in deep celebration. Yet there is fear in the air. The clan is preparing for the next hunt.

The shaman enters and speaks to the group of his dreams, explaining all the dangers the tribe will face tomorrow. The hunters begin to prepare themselves mentally, physically, emotionally, and spiritually. The shaman leaves, going into his small,sacred cave to begin the magic ceremony. He must do this to help bring about a successful hunt, and to protect the tribe from what he knows lay ahead. He has seen it all in his visions, he's an intuitive.

That was a long time ago, or was it? You still need a place to live in, perhaps a cave, but more likely an apartment or house. You still need food to eat, but most likely from the grocery store. So, things have not really changed but just updated.

Today we don't trade shells for our supplies and services, but money [ and lot of it ]. So we need success in our economic and business life. But like the primal hunter, we need more then just survival, we need a mental, emotional, physical and spiritual approach to help us be fully successful. We also need a good source of intuitive information to guide us through the challanging times.

So things have come full circle as more and more people are living a holistic lifestyle. The health and mental health fields have been shifting towards holism, and for many years I was deeply involved with that. Today, the business world is also changing, you only have to read the newspaper to know that. I have spent the last ten years exploring and testing new, more holistic business approaches that can be applied to day to day operations or towards reaching long term goals. I've hosted television programs on these matters, and publish an online magazine dealing with shamanism and holism as it applies to life and business.

Oh yes, I am a real shaman. I bring to my work a strong male intuitive function and all the trimmings of the ancient shamans but with a modern perspective. I am known as the business shaman. I went on line to offer my services to the global business community. I work with all levels and aspects of business and deal with any issue through training, coaching, consulting and intuitive guidance. Generally I work in a partnership with you and your business to create, reorganize or transform.

Jerry publishes an online magazine and newsletter dealing with shamanism and holism as they apply to life and business. http://www.jeremiahhuck.workzsites.com

Using Outlook to Count Responses

Here's a productivity tip that will save you a lot of time and trouble if you need to collate responses from staff for any reason, especially if you work for an organisation with a lot of staff.

Case Study: I worked for a financial institution with 3,000 plus employees and had to identify how many employees needed compulsory training in certain legislation so that we could plan and resource the training.

I emailed everyone within the centre with a request that if they had not completed the training within the last three months, they were to reply to my email without changing the subject line. They were to reply by a certain deadline ... any queries were to be sent via a new email addressed to me and I explained why.

I created a folder called 'Legislation Training' and used Rules Wizard to divert any email received with the subject line: 'Legislation Training Requirement' into the folder. Every time a new email arrived it automatically went into the folder and Outlook incremented and displayed the number of unopened emails in the folder in brackets at the end of the folder name. It looked like this: 'Legislation Training (125)'.

By the deadline all I had to do was look at the end of the Legislation Training folder to see how many people needed the training. No counting ... all done automatically by our productivity tool Outlook 2002.

As the fast talking salesman on the television said, 'And there's more!'

When I was asked for a list of the names of those who had responded, all I had to do was export the Legislation Training folder emails to MS Excel. Excel allows you to choose the fields you export. I chose the 'From' field and finished up with a list of names since all email addresses were in the format WILLIAMS Royston. Once in Excel it was a simple matter to sort them into alphabetical order.

Not only that, I could now email 20 people at a time and advise them when and where they had to attend this mandatory training.

This is an excellent way to deal with large numbers of people and, although Outlook does have options for creating forms with yes/no buttons and so on in them, it is more complex than this option.

I hope this short article has been of interest to you and that it helps you improve your work performance.

Robin Henry is a human resources specialist who provides support to small businesses keen to improve organisation and methods. He operates his home-based business from Central Australia and his site is found here http://www.dwave.com.au

Results of Poor Cross Cultural Awareness

Results of Poor Cross Cultural Awareness. Having a poor understanding of the influence of cross cultural differences in areas such as management, PR, advertising and negotiations can eventually lead to blunders that can have damaging consequences.

It is crucial for today’s business personnel to understand the impact of cross cultural differences on business, trade and internal company organisation. The success or failure of a company, venture, merger or acquisition is essentially in the hands of people. If these people are not cross culturally aware then misunderstandings, offence and a break down in communication can occur.

The need for greater cross cultural awareness is heightened in our global economies. Cross cultural differences in matters such as language, etiquette, non-verbal communication, norms and values can, do and will lead to cross cultural blunders.

To illustrate this we have provided a few examples of cross cultural blunders that could have been avoided with appropriate cross cultural awareness training:

An American oil rig supervisor in Indonesia shouted at an employee to take a boat to shore. Since it is no-one berates an Indonesian in public, a mob of outraged workers chased the supervisor with axes.

Pepsodent tried to sell its toothpaste in Southeast Asia by emphasizing that it "whitens your teeth." They found out that the local natives chew betel nuts to blacken their teeth which they find attractive.

A company advertised eyeglasses in Thailand by featuring a variety of cute animals wearing glasses. The ad was a poor choice since animals are considered to be a form of low life and no self respecting Thai would wear anything worn by animals.

The soft drink Fresca was being promoted by a saleswoman in Mexico. She was surprised that her sales pitch was greeted with laughter, and later embarrassed when she learned that fresca is slang for "lesbian."

When President George Bush went to Japan with Lee Iacocca and other American business magnates, and directly made explicit and direct demands on Japanese leaders, they violated Japanese etiquette. To the Japanese (who use high context language) it is considered rude and a sign of ignorance or desperation to lower oneself to make direct demands. Some analysts believe it severely damaged the negotiations and confirmed to the Japanese that Americans are barbarians.

A soft drink was introduced into Arab countries with an attractive label that had stars on it--six-pointed stars. The Arabs interpreted this as pro-Israeli and refused to buy it. Another label was printed in ten languages, one of which was Hebrew--again the Arabs did not buy it.

U.S. and British negotiators found themselves at a standstill when the American company proposed that they "table" particular key points. In the U.S. "Tabling a motion" means to not discuss it, while the same phrase in Great Britain means to "bring it to the table for discussion."

In addition to interpersonal cross cultural gaffes, the translation of documents, brochures, advertisements and signs also offers us some comical cross cultural blunders:

Kellogg had to rename its Bran Buds cereal in Sweden when it discovered that the name roughly translated to "burned farmer."

When Pepsico advertised Pepsi in Taiwan with the ad "Come Alive With Pepsi" they had no idea that it would be translated into Chinese as "Pepsi brings your ancestors back from the dead."

American medical containers were distributed in Great Britain and caused quite a stir. The instructions to "Take off top and push in bottom," innocuous to Americans, had very strong sexual connotations to the British.

In Italy, a campaign for Schweppes Tonic Water translated the name into "Schweppes Toilet Water."

In a Belgrade hotel elevator: To move the cabin, push the button for wishing floor. If the cabin should enter more persons, each one should press a number of wishing floor. Driving is then going alphabetically by national order.

In a Yugoslavian hotel: The flattening of underwear with pleasure is the job of the chambermaid.

In a Bangkok dry cleaner's: Drop your trousers here for best results.

In an East African newspaper: A new swimming pool is rapidly taking shape since the contractors have thrown in the bulk of their workers.

Detour sign in Kyushi, Japan: Stop--Drive sideways.

At a Budapest zoo: Please do not feed the animals. If you have any suitable food, give it to the guard on duty.

In conclusion, poor cross cultural awareness has many consequences, some serious others comical. It is imperative that in the global economy cross cultural awareness is seen a necessary investment to avoid such blunders as we have seen above.

For more information on how Kwintessential can aid you in your cross cultural needs please visit http://www.kwintessential.co.uk/cross-cultural/cross-cultural-awareness.html

Neil Payne is Director and consultant of London based company http://www.kwintessential.co.uk

Writing and Revising Your Life Story

Change is not simple. Why do we repeat behavior that doesn't work? Those actions that lead to stifling debt, disappointing careers, or stuck relationships? Then do it harder, yet expect a different result? Why is it not obvious that trying to exit an old story by simply writing a “better ending” only recreates the same story, and ensures that we remain in it? That a thousand better endings to an old story don’t create a new story? That the past cannot be changed and is a settled matter? That too often, we see ourselves as the victims of the stories that we author and the feelings we create?

We actively construct what we think, feel, and experience.

How surprised we are to learn that our fears are not in the dim shadows of the past’s unknown, but in the hopeful light of this moment’s change.

The only thing more difficult than changing and growing is not doing it. It is never too late to become what you might have been. Or too soon to become who you want to be.

As adults, we are the sole authors of our own life stories. Every day begins a fresh page. The dramas of everyday life do not simply affect us, they are created by us. Yet so often the story closest to us, our own, is the most difficult to read How can we tell our life stories to ourselves in order to know which aspects of the narrative work and which need to change? How can we identify what is missing, change an attitude, or generate happiness? How can we shift our understanding to see life not as a multiple-choice test with certain predetermined answers, but as an open-ended essay question?

12 STEPS TO LISTEN TO YOUR LIFE STORY

This exercise intends to illuminate invisible decisions camouflaged as beliefs and assumptions. This exercise intends to align your efforts with a refocused vision.

1. Crystallize awareness of beliefs, views, and opinions that you hold in each area of your life: family, business, personal, financial, creativity, and spiritual development. Recognize that none of these are facts, but beliefs that are created. The beliefs, points of view, and opinions are decisions that you make, a perception that you hold. You can track when in time you made your original decision that led to the view or belief that is limiting. Most often the original decision arises from disappointment, or what you did not get. An example is a decision to be cautious about relationships, and protect yourself in case of rejection. This belief brings about what you fear, though perhaps based originally on adaptive protection from physical or emotional abandonment. Problems are not written into your genes, though an assumption such as victimhood can be a powerfully organizing storyline, even an aspect of identity.

2. Look for the link/connection between the original decision to the view or perspective held now. Acknowledge the impact it has on your current life, the costs, and the exchanges that you make. Does each belief serve you right now?

At one time, the decision served you but you may have outgrown it. Is it still worth the cost that you pay? Are you exchanging valuable time and energy in pursuit of something that ultimately is disappointing?

3. Try new perspectives and possibilities. You have to try on and live an experience to get informed data of how it may bring a change to your life. An experiment may be an idea or image that you live into, and evolve it to create a habit.

4. Explore what is possible. From the place of what is possible, clarify what you want to create, and what action would be paired with it.

5. Recognize and honor your uniqueness. Your uniqueness includes distinctive capacities and abilities, what you do exceptionally well, what works best for you. The design of your life plan must recognize your exceptional strengths, and place your energy on leveraging strengths, rather than creating obstacles. Are you engaging your passion and creativity to do what you do uniquely well in your life and career?

6. Recognize that which you can determine, and that which you cannot. Let go/accept what you cannot determine rather than engaging it with hope and ultimate frustration. Embrace that which benefits you and the elements that serve you, and let go of all that do not.

7. Do only that which works in current time and that is consistent with your needs and values. The bottom line of any theory or belief system is: Does it work now?

8. Clarify decisions about how you use, invest, and refurbish your life energy based on your life plan.

9. Change is a process, not an event. Design short-term, step-wise measurable goals to validate your progress. Hold yourself accountable to the timetable of your goals.

10. Review your tolerations list. Update and revise it.

11. Create a mission that is stronger than your fear. Focus your energy on where you are: the present-- and where you are headed: the future. You cannot change the past, but you can free yourself from its grips.

12. Focus your energy on where you are: the present-- and where you are headed: the future. You cannot change the past, but you can free yourself from its grips.

15 REFLECTIONS TO BEGIN MASTERFUL PLOT REVISION

1. What are the recurring storylines in your life that work?

2. What are the recurring themes in your life that do not work?

3. Is there a piece of your life that is unlived?

4. Who are you in your career?

5. Who are you (or who have you become) in your most intimate relationship?

6. What goals have you realized in your life?

7. What goals have you not realized in your life?

8. Do you have a clear internal ideal of who and what you want to be?

9. What percent of your full capacity are you functioning in your work?

10. What percent of your capacity are you living in your personal life?

11. What are your conflicted storylines where it is obvious not all of you is going comfortably and effectively in the same direction?

12. Do all the storylines fit and further the plot you want to advance?

13. What do you continue to engage by disclaiming and denying?

14. Do you have an awareness of your different states of mind? Do you have basic mastery of how to enter and exit various states of mind?

15. What do you hear in listening to your body's somatic language?

David Krueger, M.D. is an Executive Strategist/ Professional Coach (www.executivestrategist.biz) Email execstrategist@aol.com.

He is author of 11 books. This article is excerpted from Dr. Krueger’s 12th book, soon to be published, LIVE A NEW LIFE STORY: The Essentials of Change, Reinvention, and Personal Success.